The Scoop Online - November 2017

Defining Space in an Urban Setting

Also Inside

Northern Green Section

Out & About Networking News Contract Clauses

EQUIPMENT TRENDS What’s new and what’s on the horizon?

Vol: 40 No: 11 Nov 2017 T H E O F F I C I A L P U B L I C AT I O N O F T H E M I N N E S O TA N U R S E R Y & L A N D S C A P E A S S O C I AT I O N

Volume 40 No. 11 Nov 2017

CONTENTS 22

26 30

IN THIS ISSUE 9

Events

10 Top Trends from Great Lakes Associations A report from Executive Director Cassie Larson.

35

11 Out & About MNLA volunteers and staff have been able to attend some key gatherings during the last few months.

12 Networking News

15 Defining Space in an Urban Setting The team from Phillips Gardens shows how hardscapes and plants can create private and public spaces with meaning and purpose.  

18 Maximizing the Value of Urban Trees Different production systems may influence root quality, planting times, planting costs, and tree survival in urban environments. 

22 Equipment Trends In this new Scoop feature, we talk to industry suppliers to find out where their segment is heading in the future.  

30 6 Clauses That Should Be in Every Landscaping Contract Patrick McGuiness lists basic items that should be addressed in every landscape installation contract.    

35 Is Your Company More Valuable Than Your Peers?

Have you ever compared your business to another in the green industry and wondered how much it’s worth? 

50 Why Some of Your Best People Are Going to Leave When it comes to getting bottom line results, being a transformational leader is critical.   Landscape & Hardscape Install & Design  Garden Services & Landscape Management  Garden Centers  Growers: Nursery & Greenhouse  Irrigation & Water Management  Arborists & Tree Services  All

24 EAB is Still in Minnesota and Reaching a Critical Point Gail Nozal explains how we are close to losing some options in our fight against emerald ash borer.

26 MNLA Shootout Recap Thank you to all who participated in helping raise almost $9,000 for green industry scholarships!

38 Northern Green Section Because of the “Big Game” coming to our city in 2018, Northern Green starts early!

53 New MNLA Members 54 Free Customer Research Project Minnesota Grown is providing garden centers with a great opportunity.

The Scoop, November 2017, Issue 11, is issued monthly, 12 times per year. All original works, articles or formats published in The Scoop are © Minnesota Nursery & Landscape Association, 2017, and may not be used without written permission of MNLA, 1813 Lexington Ave N., Roseville, MN 55113. Subscription price is $99 for one year, which is included with member dues. POSTMASTER: Send address changes to The Scoop, MNLA, 1813 Lexington Ave N., Roseville, MN 55113.

Editorial Contributions. You are invited to share your expertise and perspective. Article ideas and manuscripts should, whenever possible, reflect real and specific experiences. When submitting an article, please contact the publisher at jon@mnla.biz or 651-633-4987.

MNLA reserves the right to edit all Scoop content.

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5

AD LIST MINNESOTA NURSERY & LANDSCAPE ASSOCIATION Successful Businesses Grow Here!

1813 Lexington Ave. N. Roseville, MN 55113 651-633-4987 • Fax: 651-633-4986 Outside the metro area, toll free: 888-886-MNLA, Fax: 888-266-4986 www.MNLA.biz • www.NorthernGreen.org

MISSION: The mission of the Minnesota Nursery & Landscape Association is to help members grow successful businesses.

BOARD OF DIRECTORS

Volume 40 No. 11 Nov 2017

➾ G OS C

A Top Notch Equipment ................................................................................... 33 Bullis Insurance Agency .................................................................................... 17 Carlin Horticultural Supplies/ProGreen Plus ..................................................... 13 Central Landscape Supply ................................................................................ 25 Cushman Motor Co. Inc ................................................................................... 20

herman roerick, president

Central Landscape Supply 320-252-1601 • hermanr@centrallandscape.com

scott frampton, vice-president

Landscape Renovations 651-769-0010 • sframpton@landscaperenovations.com

tim malooly, cid, clia, cic, secretary-treasurer Water in Motion 763-559-7771 • timm@watermotion.com

Edney Distributing Co., Inc. ............................................................................. 51 Frost Inc ............................................................................................................ 37 Fury Motors ...................................................................................................... 14

randy berg, mnla-cp

Gertens Wholesale & Professional Turf Supply .................................................. 2

matt mallas

GM Fleet and Commercial ................................................................................. 3

mike mcnamara

Jeff Belzer Chevrolet .................................................................................. 28–29

john o'reilly

Lano Equipment ............................................................................................... 13

Berg’s Nursery, Landscape/Garden Center 507-433-2823 • randy@bergsnursery.com Hedberg Supply 763-512-2849 • mmallas@hedbergaggregates.com Hoffman & McNamara Nursery & Landscaping 651-437-9463 • mike.mcnamara@hoffmanandmcnamara.com Otten Bros. Garden Center and Landscaping 952-473-5425 • j.oreilly@ottenbros.com

jeff pilla, mnla-cp

Bachman’s, Inc. 612-861-7600 • jpilla@bachmans.com

nick sargent

Sargent’s Landscape Nursery, Inc. 507-289-0022 • njsargent@sargentsgardens.com

Midwest Transmission Center / DBA Clutch & U-joint Proven Force ............... 33 Northern Salt Inc .............................................................................................. 13 Out Back Nursery ............................................................................................. 17

cassie larson, cae

MNLA Executive Director 651-633-4987 • cassie@mnla.biz

STAFF DIRECTORY

Plaisted Companies ............................................................................................ 7

executive director:

Resultants for Business, Inc. (RFB) .................................................................... 20

membership director & trade show manager:

Rock Hard Landscape Supply ........................................................................... 33

Cassie Larson, CAE • cassie@mnla.biz Mary Dunn, CEM • mary@mnla.biz communications dir.: Jon Horsman, CAE • jon@mnla.biz education/cert. manager: Susan Flynn • susan@mnla.biz Government Affairs Dir: Larry Johnson • larry@mnla.biz

SMSC Organics Recycling Facility .................................................................... 25

regulatory affairs manager: Jim Calkins • jim@mnla.biz administrative asst.: Gayle Anderson • gayle@mnla.biz accountant: Kris Peterson • kris@mnla.biz foundation program coordinator:

Tri-State Bobcat, Inc. .............................................................................. 4, 34, 52

advertising sales: 952-934-2891 / 763-295-5420

Versa-Lok Midwest ............................................................................................. 8

Truck Utilities, Inc. ............................................................................................. 25

Paulette Sorenson • paulette@mnla.biz

Faith Jensen, Advertising Rep • faith@pierreproductions.com Betsy Pierre, Advertising Mgr • betsy@pierreproductions.com legislative affairs consultant: Doug Carnival

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november 17

Ziegler CAT ......................................................................................... Back Cover

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2017 MNLA seminars generously supported by:

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NOV7 MSA FALL CONFERENCE: SAFETY

➾

University of Minnesota, St. Paul Campus MSA-Live.org Safety is at the core of arboriculture. Join us for this one-day conference to learn about the new ANSI Z133 standards, proper vehicle and machinery maintenance, promoting safety culture, and assessing a tree’s structural integrity.

NOV10 MNLA CERTIFICATION EXAM

NOV15 ➾

LANDSCAPE AWARDS DEADLINE 5:00 PM MNLA.biz

Roseville, MN

Entries in the 2018 MNLA Landscape Awards program will be accepted up until 5:00 p.m. on this day.

MNLA.biz Sit for the exam to become an MNLA Certified Professional.

NOV17 MTGF/MNLA PESTICIDE RECERTIFICATION WORKSHOP

➾

New Brighton Community Center, New Brighton, MN MNLA.biz The workshop meets MDA’s commercial pesticide applicator recertification requirements for Categories A (Core), E (Turf and Ornamentals), P (Vertebrate Pest) and/ or J (Forestry, Rights-ofWay and Natural Areas).

This is the last chance to renew in 2017!

NOV29– DEC1 NEW ENGLAND GROWS Boston Convention & Exhibition Center, Boston MA NewEnglandGrows.org New England GROWS 2017 is the biggest, most valued professional horticulture-related trade event in the Northeast.

JAN2–4 ➾

NORTHERN GREEN – WHERE OUTDOOR PROS CONNECT & GROW Minneapolis Convention Center Northerngreen.org Attend the premier event for green industry professionals in the northern region.

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KEY:

Non-MNLA Event MNLA Education/Event

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All information on these and other industry events are online at MNLA.biz. november 17

MNLA .biz

9

➾ F R OM THE EXECUTIVE DI R EC TO R

Top Trends from the Great Lakes Nursery & Landscape Association Every year in the fall, the Executive Director, President and Vice President of the state associations and one province that surround the Great Lakes gather together to share ideas and commiserate on a variety of issues over two-and-a-half days.

This experience is extremely valuable to both the Executive Directors as well as to the volunteers that Cassie Larson participate.

MNLA Executive Director We generally pose several questions and each association responds with their current activity in a given area.

I’d like to share a very short synopsis of the top trends I identified from this year’s event: 1. What is the top issue facing the industry?

The consistent theme presented was lack of qualified employees at all levels. Estimates were that members could perform 30% more work if they had the people they need. Every state association is working to help members with this issue through articles, job postings, and industry career campaigns such as www.seedyourfuture. com, www.landlovers.com, and www.landscapeindustrycareers.org.

2. What are some of the current industry trends?

Outdoor living spaces including outdoor kitchen areas and low maintenance design seem to be extremely popular with consumers across the Great Lakes region. From an industry perspective, water stewardship and low impact development are top of mind. In addition, the Millennial generation is rapidly entering the workforce and beginning to consume the products and services supplied by the industry. And companies are learning to adjust to the new demands of this next generation of employees and clientele.

3. What are members looking to industry associations to provide?

Industry education is alive and well. Many green industry businesses still look to their state orga10

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november 17

nizations for educational programming. Training ranges widely from hands-on field training and legal hot topics to CEO gatherings.

4. What are the trends in legislation/regulation?

Workers compensation costs and unemployment insurance were both topics of discussion. Several associations are trying to assist members with these two difficult topics. Lessons learned from other states will certainly be valuable as we begin discussing these topics in Minnesota.

It’s often refreshing to get together with this group and realize that you are not alone. We don’t exist on an island out here fending for ourselves. We all face similar struggles and can learn from each other to better the entire green industry through this face-to-face engagement. We also take a moment to celebrate and borrow from each other’s successes, which helps make each of our associations stronger. Yes, associations also benefit by associating!

Thanks to MNLA President Herman Roerick and MNLA Vice President Scott Frampton for attending to represent Minnesota. And special thanks to our friends in Wisconsin, Pennsylvania, Ohio, Michigan, Indiana, Illinois, and Ontario for sharing their insights with us!

CASSIE LARSON can

be reached at: cassie@mnla.biz.

âžž OUT & ABOUT

&

Linda and Jim Fahey welcomed MNLA Foundation staff to their Caption beautiful location to talk about the upcoming new fundraiser: Spring Cleaning Auction!

Caption The MNLA Board of Directors and other volunteers met with Dr. Vera Krischik and Dr. Marla Spivak at the U of MN to learn about the latest pollinators research and tour the new Bee Lab.

Many thanks to Arla Carmichiel for an excellent Caption presentation and tour at the Silverwood Park education event.

MNLA staff participated in the MN Agricultural Education Leadership Council’s (MAELC) Caption strategic planning session to discuss the future of Ag. education in Minnesota, including horticulture.

MNLA staff was able to be at three Hedberg Customer Appreciation Events in October.

Here, MNLA Government Affairs Director Larry Johnson welcomes current and potential MNLA members to the our table in Farmington.

Hedberg Caption staff served up lunch at the Hedberg Stillwater location.

The crew from Maple Crest Landscape Caption enjoyed their time at the Hedberg Plymouth location.

Steve Hedberg was on hand to greet and thank their customers.

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11

âžž NE T WORKIN G N EWS

NETWORKING NEWS OPEN STUDIO AT BIOTA LANDSCAPES!

HAPPY HOUR CRUISE ON THE JONATHAN PADELFORD!

A great group attended the biota Open Studio event on September 14th. biota opened their doors and provided beer and snacks. Attendees had the opportunity to ask questions, learn how the studio runs, what programs they use, and how their physical space functions. Ryan Dostal with Borgert was on hand and gave a casual presentation about their company and products. Some of the highlights of his discussion were the fact that they are a Minnesota-based third generation company, they use locally quarried granite in their product which increases the psi strength beyond that of the typical paver, and they will also work with designers to create custom colors if desired. All in all, it was a great networking and learning event!

MNLA reserved the Jonathan Padelford for a member appreciation/networking happy hour cruise on the Mississippi River. Members enjoyed the sites along the river (the leaves were just beginning to change), while connecting with green industry colleagues.

The folks from Irrigation by Design.

Larry Johnson, MNLA Government Affairs Director and Brad Schmid, CBIZ Insurance Services.

A SPECIAL THANKS TO OUR PADELFORD CRUISE SPONSORS:

Enjoying the fresh air on the Padelford’s Checking out the High Bridge renovation as upper deck: Kelly Dilley, Irrigation by we pass underneath.

Design; Scott Frampton, Landscape Renovations; Lorena Frampton; Todd Cradit, Irrigation by Design; and Todd Dilley, Dulcet Fountains & Aeration, Inc.

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âž¾ S E CT I O N TITLE

DEFINING SPACE IN AN

URBAN SETTING Using hardscape and plants to create private and public spaces with meaning and purpose.

Paula Stewart | Phillips Garden Photos by David Owen, Phillips Garden

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MNLA .biz

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➾ UR B AN SETTIN GS

Before

T

his urban Cape Cod-style house needed some love. Its location — a corner lot across the street from a popular park — means there is considerable foot traffic on two sides of the house. The main entrance of the home, located close to the sidewalk, leaves little room for delineating between public and private spaces.

The existing landscape was unremarkable. It was typical of many older homes, planted at random intervals and without an overall cohesive plan. The lackluster design coupled with a harsh southern exposure left the simple house looking cheerless and unwelcoming.

The homeowner loved the bustling activity of her neighborhood, but she also wanted to carve out some privacy. She also wished to showcase her home’s elegance and surround herself in beauty.

The challenge for our Phillips Garden design team was to define both public and private spaces in a tight space while still maintaining a connection with passers-by. We also wanted to bring more overall structure and elegance to the landscape, highlighting the classic style and integrity of the home. Another main focus was making the front entry more inviting.

After

Our designers established a private area by elevating a seating area near the front door, setting it apart from the sidewalk. The mixed media dry-stack wall subtly creates privacy without erecting an imposing barrier. At the same time, the opening in the wall and the stone steps direct visitors up to the welcoming clay-paver patio surrounded by flowering perennials.

This home’s modesty is the perfect backdrop for cottage-style gardens, which both soften the house’s minimal style and add to its

After 16

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november 17

gracefulness. The green “wall� welcomes while also creating a feeling of removal from the sidewalk.

From certain viewpoints, the yard flows seamlessly into the adjacent park. The bench-like height of the wall also serves as an invitation to neighbors and pedestrians to briefly stop, rest, and enjoy the beautiful gardens.

After

The homeowner also valued her truly private space at the back of the house as a place to relax and recharge. However, this space was originally unwelcoming and isolated from the rest of the yard.

Our designers expanded the front perennial plantings, using a continuous garden border to fill in where the grass had been struggling to survive anyway. Pathways and gardens now surround the entire house, creating well-defined privacy and continuity through-

A Deeper Shade of Green Local Genetic Origins

TM

Before

out the outdoor spaces without shutting out the neighborhood.

Private and public spaces are created with one unifying design that showcases this beautiful property.

Native Minnesota Woody & Herbaceous (651) 438-2771 • Fax (651) 438-3816

www.outbacknursery.com

After

Call us first for all your native planting needs november 17

MNLA .biz

17

MAXIMIZING THE VALUE OF

URBAN TREES Different nursery production systems may influence root system quality and planting times, planting costs, and tree survival in urban environments.

Dr. James Calkins | Research Information Director, MNLA Foundation

Figure 1 (Above). Whether the plants are selected based on the conditions of the site; how the plants are subsequently transported and handled, planted, and cared for during the establishment period; and how they are managed in the longer term will have an impact on long-term survival and performance. Regardless of the quality of trees and other landscape plants when they leave the nursery or garden center, in this case, allowing these balled and burlapped (B&B) trees to sit, unprotected, in a hot parking area for several weeks prior to planting, was a bad idea (Photo Credit: Jim Calkins).

Figure 2 (Opposite page). As reinforced by the signage at this garden center, protecting investments in trees and other landscape plants requires, among other factors, proper planting technique and aftercare if the goals of promoting quick establishment, long-term survival, and optimum performance are to be realized (Photo Credit: Jim Calkins).

E

ven without getting into the details associated with the many environmental and socio-economic benefits provided by trees in urban environments, few would argue that municipal tree planting programs are a waste of time and money. Still, urban and community forestry programs must be cost-effective and develop and maintain a record of success in planting and establishing trees with the hope that those trees will, in the longer term, survive and prosper, and ultimately provide a return on investment relative to the associated planting and maintenance costs and the benefits they provide. The ability of homeowners to establish trees on their properties is just as important, both individually and from a broader, community perspective, as privately owned trees have value for the individual property owner and as part of the community forest canopy.

Choosing, establishing, and growing trees successfully is, therefore, a serious and challenging responsibility that shouldn’t be taken lightly and begins with the purchase of high quality nursery stock.

To this end, researchers and nursery growers have worked diligently over the years to understand the science and develop the production systems needed to produce high quality trees, and nursery stock in general, in an efficient and cost-effective manner, and these efforts continue today.

A review of the literature reveals that the search for new and improved nursery production practices has been a historical industry standard, with a number of significant advances made in the past few decades, and is ongoing. Few studies have, however considered the economics of planting nursery stock and the effects of the different types of production systems on tree survival and growth and performance, but this is changing. Three research papers that address various aspects of these production, planting, and survival issues specific to landscape trees are highlighted herein.

The first of these papers — A Review of Nursery Production Systems and Their Influence on Urban Tree Survival — is a review of research focused on the effects of nursery production methods on the survival and performance of trees planted in urban environments.

The primary production methods reviewed were container-grown systems — including traditional, above-ground containers (CG), pot-in-pot systems (PIP; above- and below-ground), and in-ground fabric containers/bags (IGF) — and field-grown trees including balled and burlapped (B&B) and bare root (BR) trees. Specialized container designs developed for a variety of purposes including ease of handling, aesthetics, improved drainage, and a reduced potential for the development of circling roots, and the advantages and november 17

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YOUR ONE TRACTOR SOLUTION Mow Slopes

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Fall Cleanup

disadvantages of the various production systems are also addressed and discussed as are a number of other production practices like root pruning and gravel bed systems. A simple, but effective table summarizes the various advantages and disadvantages of field and container production systems.

In addition to the production systems themselves, the paper also reviews the potential effects of the various production systems on planting practices, transplant success, and tree survival, including effects on root biomass, architecture, and hydraulic conductance, the formation of stem girdling roots, tree establishment and growth, posttransplant irrigation requirements, nutrient uptake, and abiotic and biotic stress factors like drought and pest susceptibility. The review highlights the relationships between production practices and tree establishment and survival and the complexity of the many factors involved.

The primary challenge relative to municipal tree planting programs is the cost of acquiring and planting the trees; i.e., the cost of the trees and the cost of the labor and equipment to plant them. The cost of landscape trees and the effort and equipment required to plant them is, of course, also of interest to homeowners. With a focus on planting costs, the objective of the second paper highlighted in this Research for the Real World update — Differing Nursery Production Systems Impact Cost of Planting Oak Species in the Urban Environment — was to provide an accounting and comparison of the true costs associated with planting red oak (Quercus rubra) and swamp white oak (Quercus bicolor) trees produced in four production systems including pot-in-pot container grown (PIP), field-grown balled and burlapped (B&B), field-grown in-ground fabric container (IGF), and field-grown bare root (BR). The operations included in the analyses were preparation (digging the planting holes), unloading trees and equipment and planting preparations (including moving the trees to the planting holes and pruning dead and damaged branches), and planting (removing containers, pruning the roots, positioning the trees in the planting holes, backfilling, mulching, and watering).

Planting costs were the explicit focus of the research so travel time to the job site (which

would be highly variable and job-site specific) and the market price of the trees (clearly important, but not specific to planting cost) were not included in the analysis.

Differences in planting times and planting costs as a consequence of the different production methods were observed. With an average or 429 seconds (about 7 minutes)/tree, planting time was the shortest for BR trees followed by IGF (517 seconds/tree; about 9 minutes), PIP (675 seconds/tree; about 11 minutes), and B&B trees (902 seconds/tree; about 15 minutes). The average planting time for planting BR trees and B&B trees also had the least and most variability for planting time and cost, respectively, while the variability for both factors was intermediate for IGF-grown trees and similar to B&B trees for PIP-grown trees. Regarding planting costs, the order was the same with the average cost of planting a BR tree being the lowest at $4.38/tree followed by IGF ($5.38/tree), PIP ($6.52/tree), and B&B trees ($11.01/tree). The authors noted that considerable root pruning was often required for the PIP-grown trees to address circling roots and the potential for future girdling roots. Additional detail about the methods and analysis of the findings are included in the paper. While the reported findings may not be particularly surprising, especially the significant differences in planting times and costs for BR and B&B trees, this information quantifies these costs and, together with other factors, has the potential to influence consumer choices.

The third paper — Post-Transplant Shoot Growth of Trees from Five Different Production Methods is Affected by Site and Species — investigates the species-specific impacts of five nursery production systems on root structure and shoot growth in concert with the conditions of the planting site (urban and production field environments).

The production systems included were bare root (BR), balled and burlapped (B&B), root-pruned (RP), air-potted (AP; Superroots®, The Caldonian Tree Company, Edinburgh, UK), and fabric-container-grown (FC; Smart Pot®, High Caliper, Oklahoma, U.S.A.).

Sweet cherry (Prunus avium; a fibrous-rooted species) and red oak (Quercus rubra; a coarse-rooted species) were the study species.

Shoot growth of both species was reduced following transplanting regardless of production method, site (urban or rural field), or species as a result of transplant shock. The duration of the period of reduced shoot growth was, however influenced by production method, species and site. Although there were clear differences in the quality of the root balls in response to production method at the time of transplanting, there were no obvious relationships with subsequent shoot growth. The stress of transplanting appeared to be the primary factor relative to shoot growth following transplanting and the findings did not support the idea that any of the production methods studied might be superior to the others based on the conditions of the eventual planting site or shoot growth after transplanting.

Of course production method and the quality of the resulting planting stock (which, in reality, is multifaceted — root system metrics, nutritional status, etc. — and difficult to quantify) are not the only factors in the survival equation for newly-planted trees.

Indeed, a variety of other factors besides production method can influence plant establishment and survival including site characteristics (primarily soil characteristics including organic matter content,

Figure 3. Girdling roots like these, which are related to production practices in the nursery, can impact plant growth and performance and ultimately become a death sentence for trees, often many years after planting when the trees have significant value in the landscape (Photo Credit: Jim Calkins).

compaction, moisture status, nutrient availability), choosing tree species that are suitable for a given site, proper planting technique, and dedicated aftercare. As a result, although the nursery production system used to produce a tree can influence tree establishment and survival in the landscape, the reality is that other factors can supersede these effects. In addition, confounding effects among these factors are possible as are species-specific effects. As a result, more research is needed to understand the relationships between nursery production practices and tree establishment, survival, and long-term performance.

For those interested, all three of these research papers are available in their entirety online and worth reading. The literature cited in these papers also provides additional context and illustrates the long history of nursery production research and the quest for real-world improvements in nursery stock quality and transplant survival and performance.

Citations: Allena, K.S., R.W. Harperb, A. Bayerc, and N.J. Brazeed. 2017.

A Review of Nursery Production Systems and Their Influence on Urban Tree Survival. Urban Forestry & Urban Greening 21(January):183-191. https://www.researchgate.net/profile/Richard_Harper19/publication/311655876_A_Review_of_Nursery_Production_Systems_and_Their_Influence_on_Urban_Tree_Survival/ links/587a7fd008ae4445c0630974.pdf Green, B.L., R.W. Harper, and D.A. Lass. 2015. Differing Nursery Production Systems Impact Cost of Planting Oak Species in the Urban Environment. HortTechnology 25(5):651-656. https://www.researchgate. net/publication/284920649_Differing_nursery_production_systems_impact_cost_of_planting_oak_species_in_the_urban_environment Levinsson, A. 2013. Post-Transplant Shoot Growth of Trees from Five Different Production Methods is Affected by Site and Species. Arboriculture & Urban Forestry 39(5):201–210. http://joa.isa-arbor.com/ articles.asp?JournalID=1&VolumeID=39&IssueID=5 TO COMMENT ON THIS RESEARCH UPDATE,

suggest research topics of interest, or pass along a piece of research-based information that might be of interest to your industry colleagues, please email us at Research@ MNLA.biz.

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➾ E QUIPMEN T TREN DS

EQUIPMENT TRENDS G R EEN I N D USTRY EQ UI PM EN T

WE’RE EXCITED TO INTRODUCE a

new Scoop feature this month. In our new “Trends” feature, we’re going to be putting a spotlight on one supplier segment by talking to those who work for those supplier companies.

You’ll be getting a broader outlook on who the players are in each segment and what they see as the trends affecting the local market in the upcoming year.

COMPAN Y SN APSH O T

Company: Frost, Inc. Affiliation: Northern Green Exhibitor and Scoop Advertiser

In the November 2017 Scoop, we want to highlight green industry equipment. We asked equipment dealers who sell to the green industry in and around Minnesota to participate, and while we only have three companies in this first story, we expect this feature to grow in the future. We asked these companies five questions, and are pleased to present their answers below.

• What’s new or different at your company?

COMPAN Y SN APSH O T

Company: Hiawatha Reddy Rents Affiliation: MNLA Member

COMPAN Y SN APSH O T

Company: Jokela Power Equipment, LLC Affiliation: MNLA Member, Northern Green Exhibitor, and Scoop Advertiser

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• What current trends are you seeing in the local market?

• What factors are influencing the buying habits of your customers in this region?

• What new technologies do you see playing a role moving forward? (e.g. drones, battery-powered equipment, etc.)

• What challenges are your customers facing in the coming year?

We hope this feature allows you to make better business decisions in the coming year, and helps you grow a more successful green industry business.

What’s new or different at your company?

Pete Jokela, Jokela Power Equipment, LLC.: Sweep All by Turfmaster — the only powered turf (natural or artificial) and concrete sweeper available in the U.S. and Canada — will have an electric start option and new corded controller for the HMW models this fall. This machine is a tremendous addition for any lawn care company that strives to increase their customer base and volume of work as they will get more done in less time. This includes spring, summer, and fall yard cleanups including de-thatching service.

Kevin Fitzgerald, Hiawatha Reddy Rents: We are adding equipment that is compliant to the new OSHA mandate 1926.1153. The new OSHA Law is for dust suppression and started September 23, 2017.

Ken Rost, Frost Inc: The newest is a liquid ice control attachment for skid loaders. Snow

Ken Rost: When trying something new, customers want to talk to someone who has been there before. The reasons they are converting to liquids include the expectation to achieve ‘zero tolerance’ of standing ice, environmental advantages of liquids over salt use, and the ease of handling of liquids over dry salt products.

What new technologies do you see playing a role moving forward?

L–R: Ken Rost, Larry Scholzen, Deb Rost, Tom Tauzell, and Ryan Reed of Frost Inc. contractors all use a variety of vehicles but skid loaders are the most popular. Now contractors can quickly hook up to a liquid ice control attachment and pretreat sidewalks, entry areas, and parking ramps.

What current trends are you seeing in the local market?

Pete Jokela: A definite increase/expansion of sustainable lawn treatment applications. We have received more interest this year from lawn care companies expanding their services to include “green” lawn applications as customers ask for more healthy alternatives than chemical applications. The Ecolawn Topdressers are the leaders in this effort by manufacturing five models that broadcast compost (not drop-spreaders). They can easily fit into backyard gates and are nonhydraulic which avoid any leaks that could cause grass kills.

Kevin Fitzgerald: The push for more organic machines are being requested, such as spreaders for manure for lawns. We also have customers looking for equipment to make setting heavy stone safer and easier. We have been looking at different vacuum suction equipment that helps lift flat stones or place stone steps in place without having to lift them. That equipment can be attached to excavators, mini loaders and skid loaders.

Ken Rost: More snow contractors are including liquids into their service offerings. Some are even converting completely to liquids.

Clients of snow contractors are expecting cleaner surfaces and some clients such as hospitals, schools, and universities expect a ‘zero tolerance’ for standing ice. Liquid ice control methods are the only way to achieve this level of expectation.

What factors are influencing the buying habits of your customers in this region?

Pete Jokela: Machines that are flexible and can handle multiple uses at jobsites creating time efficiency. The machines need to be durable to avoid costly repair downtime and priced correctly to provide a quick return on investment.

Pete Jokela: I was really encouraged and amazed by the new cyclonic air filtration system that Briggs & Stratton included on their 20hp commercial twin engines this year. The technology provides a centrifuge around the air-intake to remove large particles and is then filtered a second time when entering the carburetor. I also see EFI becoming more common on engines.

Kevin Fitzgerald: Battery-powered equipment that is for the commercial field is present now but the battery life is not advanced enough to give you the length of run time needed. Our Sherpas are great for industries that need zero emissions and minimal noise. Batterypowered wheelbarrows are less damaging to the grass and can climb steeper grades. They weigh a fraction of a gas-powered buggy but have the same capacity.

Ken Rost: We are already using computerized rate control to make sure the proper rates of liquids are applied relative to the speed of application. We will start to see GPS spray control systems that track the areas applied, similar to what is being done in agriculture and turf spraying. This tracking allows for closer analysis of effective applications as well as a mapped record to provide to the clients.

What challenges are your customers facing in the coming year?

Pete Jokela: Decisions to offer more services or not. Finding equipment that is rugged enough to handle the demands of the work yet be user-friendly. I also know that more legislative restrictions are being considered and all the ramifications that will produce if passed.

Kevin Fitzgerald: A lot of the small and large contractors will have trouble complying with the new silica dust laws when they are cutting and drilling concrete. Employers will need to have proper water on sites when cutting or vacuums to collect dust. They will also need proper respiratory equipment for their employees.

Ken Rost: The biggest challenge our customers face is learning how to quote customers with the ‘value add’ of using liquid ice control.

It is proven that liquids save on labor hours but the product cost is usually higher than dry salt. Learning that balance on the cost side is important. On the sales side, our customers need to promote the environmental and efficacy benefits of liquids so they can create a better profit margin.

Kevin Fitzgerald: Our customers are looking to keep their crews safe, efficient, and in compliance to the different laws and regulations that are being implemented.

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âžž G OV E RN MEN T AFFAI R S

EAB is Still in Minnesota and Reaching a Critical Point The emerald ash borer (EAB) is not a new topic to Minnesota, MNLA members or in the urban forestry community.

Gail Nozal

S&S Tree Specialists, MNLA Government Affairs Committee Member

As many of you know eab was found in Minnesota in 2009 and the current quarantine covers 15 counties and new EAB infested trees are being found in new cities within the current quarantines. While I know many of you are aware of EAB, the MNLA Government Affairs has been assisting partner organizations to seek funding for several years. The funding has focused on tree removal, tree planting and treatment. The current best management practices continue to focus on select removals, treatments for those high value trees or treatments to spread out budgets and of course replanting.

While all three of these strategies are being used across Minnesota currently, now is not the time to let up and think that it has slowed. This graph shows that in Minnesota at year eight and are at a very critical point where we will have very few options left.

titled Slow the Spread of the Emerald Ash Borer. This is great news to see that agencies, organizations and ultimately citizens are all bringing their voices and concerns to the capitol to talk about the extensive impacts this insect will have on Minnesota and its resources.

In addition to organizations and agencies, we need to expand the reach to citizens in this effort. One of our Government Affairs partner organizations, the Minnesota Shade Tree Advisory Committee, is taking it beyond the legislators and cities to educate the public. Several cities in Minnesota and even more in other states across the country have started Green Ribbon campaigns. The green ribbons are tied around healthy ash trees to help citizens to first recognize an ash tree and second find a website or URL code that can link them to more information about the emerald ash borer so they can learn more about management options in their community.

The emerald ash borer will have a significant impact on community forests. Now is the time to get involved.

Please contact your community or an active committee such as those listed in this article to get involved.

ANNUAL MEETING As partner organizations continue to seek funding so do Minnesota agencies. By the time you read this, a Legislative Citizen Commission on Minnesota Resources (LCCMR) hearing will have taken place on October 3rd.

The hearing with the Minnesota Department of Agriculture who have requested $14,689,500 for a project 24

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Official Notice: Annual Meeting on January 4 at the MPLS Convention Center. Notice is hereby given that the annual membership meeting of the Minnesota Nursery & Landscape Association will be held at 7:00 a.m. on Thursday, January 4, 2018, at the Minneapolis Convention Center. During the annual meeting, the results of the Board of Directors election will be announced. An electronic ballot will be sent the first week in December to the primary contact provided to MNLA by each business member.

The GO-TO source for all of your residential & commercial landscaping needs!

Products Offered:

- 100% Compost and Compost Blends - Athletic Field and Golf Course Top Dressing Blends - Erosion Control Products - Formulation of Customized Product Blends - Natural and Colored Mulch

Services Provided:

- Municipal Wood Site Management - Wood Grinding - Material Screening - Free Drop-Off of Logs/Brush/Wood Chips

952.233.9191 | smscorf.com 1905 Mystic Lake Drive S, Shakopee, MN Owned and Operated by the Shakopee Mdewakanton Sioux Community

➾ MNLA FOUN DATION

2017 MNLA SHOOTOUT It was a warm and beautiful day for the sporting clays event at the Minnesota Horse and Hunt Club on September 20, 2017. Over 97 shooters came together to play games, compete in clay pigeon shooting, and take a chance at raffle items. This annual fundraiser event raised nearly $9,000 for the MNLA Scholarship Fund! Thank you to everyone who joined us and supported this event.

CONGRATULATIONS TO OUR FIRST PLACE TEAM!

Champion Team: Katy Geffre, Nick Selseth, Trevor Bear, Loren Nelson, Jack Selseth, Junior Selseth.

Shootout committee member Andy Petersen is the top scorer!

Team from Malmborg’s Garden Center & Greenhouse: Pete Gunberg, Jared Lucht, Laure Zumbusch, Troy Lucht, Tom Faue.

Team from Hiway Federal Credit Union: Jake Larson, Scott Ekholm, Jeff Justesen, Jeff Schuetz, Dennis Palmberg.

Bill Mielke, Daren Laberee, Mark Laberee, Del Smith, Jack Sullivan.

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Zeb Metzger of Bailey Nurseries, Inc. wins the Super Chance Raffle of $500 CASH!

Christmas in September! Mark Laboree wins big at raffles!

Gene Shea, John McEntegart, Andy Petersen, Riley Ness, and Dennis Ullom.

A SPECIAL THANK YOU TO ALL OUR SPONSORS FOR HELPING MAKE THIS EVENT POSSIBLE! Station Sponsors: Alta Falls & Pond Supplies Bachman’s Wholesale Nursery and Hardscapes Belgard Hardscapes Klaus Nurseries The Tessman Company Wheeler Landscape Supply Zlimen & McGuiness PLLC Featured Super Chance Raffle TBG – The Builders Group Dinner Sponsor Bailey Nurseries, Inc. Social Sponsors Carlin Sales/ProGreen Plus SageMark SQM North America

First Place Team Sponsor Dale Bachman General Sponsors Bullis Insurance Agency, Inc. Foster’s, Inc. Instant Green Tree Planting, Inc. First Minnetonka City Bank Gardeneer, Inc. Gardenworld, Inc. Gertens Wholesale Professional Turf Hiway Federal Credit Union Hoffman & McNamara Nursery and Landscape Waconia Tree Farms LLC Sungro RDO Equipment Company

Game & Raffle Sponsor BFG Supply Company Hiway Federal Credit Union Swanson’s Nursery Consulting, Inc.

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âž¾ C ONT RACTS

6 CONTRACT CLAUSES THAT SHOULD BE IN

LANDSCAPING CO

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EVERY

Patrick McGuiness | Zlimen & McGuiness, PLLC

ONTRACT

“Will you look at my contracts and make sure they are good?” Our attorneys hear this frequently from contractors. So what does a good contract look like?

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➾ C ONT RACTS

Writing it all out at the beginning will protect you from “he said, she said” later on if the project breaks down.

F

irst, every contract is different. What works for some industries may not work in others. That said, several basic items should be addressed in every landscape installation contract.

Scope of Work. What will you be doing for the customer? What type of project is it? Be specific. The scope of work for each contract should be different and apply specifically to that customer and project. Let’s use a patio as an example: if you’ll be installing Holland pavers, state that in this part of the contract. Better yet, state which manufacturer will make the pavers, and what color choice you’ve agreed upon with the customer. Is the installation based on a landscape plan? If so, reference the plan. Will there be a soldier course?

How about sand — regular or polymeric?

As you can see, there are many details which may seem inconsequential now, but could be important later. Writing it all out at the beginning will protect you from “he said, she said” later on if the project breaks down.

One great option is to attach the agreed-upon proposal to the contract terms and conditions. Reference the proposal number, date, or version at the beginning of your terms and conditions to maximize clarity on what materials and work are being accepted.

Changes. It happens on every job: the landowner loves the work but wants to make some “(not-so)-minor” adjustments to the original proposal. Whether it’s adding a few square feet to the paver patio or changing the edging lines, changes should be documented in writing. Adding a Changes clause in your contract will provide some guidance when changes are requested. Will you require all changes to be in writing or just changes over a certain value? What about change approval? Can anyone order/authorize changes or is it a designated person or property manager? How will you handle situations where the wife signs the contract but the husband asks for changes during construction? All of these possibilities should be considered.

Another important question: will changes require a signature?

Many stock contract forms state that all changes must be in writing and signed by the parties. This is fine if you intend to conduct business that way, but in reality, taking the time to get an owner’s signature before working on changes may delay installation. One alternative is to require that changes be approved in writing (email, text, or written out) but not necessarily signed. The owner can then send you a quick approval email in response to a quote for changes.

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Regardless of how you decide to handle changes, it’s important to have a process in your contract and then follow that process exactly. Save all emails and texts from customers showing approval of changes in case there are future disputes.

Permits and Utilities. Are permits needed to do the job? If so, who’s responsible for obtaining and paying for them? You should also address utility locations. Who’s responsible for marking utilities (specifically the ones that Gopher State One Call doesn’t mark, such as low-voltage lighting, irrigation lines, invisible fencing, etc.)?

Make sure to address these items so you’re protected later if your crew happens to find an unmarked irrigation line.

Payment. How much are you charging the customer? How much of a down payment is required to start work? Will there be scheduled payments along the way or will the remainder be paid once work is finished? If you charge late fees, interest, or other collections costs such as attorneys’ fees, that should be in writing as a part of your contract.

Pre-Lien Notice. If you aren’t paid for your work, placing a mechanic’s lien on the property is a good way to achieve payment.

Minnesota law provides specific language that must be delivered to a customer in order for the contractor to later place a lien on the property. One of the best ways to deliver this notice to the customer is by putting it in your contract. If you don’t have the exact statutory language, you could lose your lien rights. I’m happy to provide that language for free upon email request.

Contracts in General. Written contracts can minimize confusion when project disputes arise. While these five clauses contain important things to include in your contract, there are lots of other important items. Ultimately, remember that the usefulness of your contract depends on whether your business practices match what the contract says. Be sure to review your contracts annually and compare their terms to what you do in practice.

on contract & business matters and should not be relied upon as legal advice. A qualified attorney must analyze all relevant facts and apply the applicable law to any matter before legal advice can be given. If you would like more information regarding contracts, mechanics liens, or other issues, please contact Patrick McGuiness at 651-206-3203 or pmcguiness@zmattorneys.com.

THIS ARTICLE PROVIDES GENERAL INFORMATION

CHIP IT. GRIND IT.

RENT IT.

TREES, BRANCHES, LIMBS AND STUMPS ARE NO MATCH FOR A BANDIT! Rent the brush chippers and stump grinders that are the choice of tree care professionals for their performance and dependability!

There are many types and sizes of machines to suit every job.

Chippers have capacities from 6 inches all the way up to 21 inches and we have stump grinders small and nimble enough for yards or large and powerful enough for high production work.

Call or stop in to speak to a Rentals Specialist who will recommend the best equipment for your needs!

1200 Highway 13 East Hwy. 13 and 12th Ave Burnsville, MN 55337 952-894-0894 SALES • SERVICE • RENTALS • PARTS

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71 Minnesota Avenue Hwy. 36 and Rice Street Little Canada, MN 55117 651-407-3727

588 Outpost Circle I-94 and Hwy. 12 Hudson, WI 54016 715-531-0801

➾ S E CT I O N TITLE

IS YOUR COMPANY MORE VALUABLE THAN YOUR

INDUSTRY PEERS? Have you ever compared your business to another company in your industry to estimate how valuable it may be? If you think similar companies in your industry are comparable to yours, you might be in for a big surprise…

Colette Belisle | Resultants for Business, Inc.

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➾ VA LUE

W

hen we examined data provided by over 30,000 businesses, we found there are eight factors that drive business value.

And, they are ALL potentially more important than which industry you’re in. Let’s take a look at a recent transaction involving Jill Nelson of Ruby Receptionists, a telephone answering service. Because of unique differentiating factors, Nelson sold a majority interest of her $11 million company for $38.8 million. That’s a lot of money for answering the phone on behalf of independent companies across America.

To give you a sense of how high that valuation is, let’s look at some comparison data. The average value for companies starting the Value Builder program (a statistical method for measuring and increasing a company’s value) is 3.6 times pre-tax profit. Those who achieve a Value Builder Score of 80+ (out of a possible 100) are getting an average of 6.3 times pre-tax profit.

The average multiple offered for companies in the administrative support industry over the last five years is just 1.8 times pre-tax profit. Nelson, by contrast, sold the majority interest in Ruby Receptionists for more than 3 times revenue. There were three key factors that made Nelson’s business significantly more valuable than her industry peers. Luckily, they are the same things you can focus on to drive the value of your company.

1. Cultivate Your Point of Differentiation

Acquirers do not buy what they could easily build themselves. If your main competitive advantage is price, an acquirer could simply set up shop as a competitor and win most of your price-sensitive customers away by offering a temporary discount. In the case of Ruby Receptionists, Nelson invested heavily in a technology that ensured that no matter when a client received a phone call, her technology would route that call to an available receptionist. Her competitors were mostly low-tech mom-and-pop businesses who often missed calls when there was a sudden surge of callers.

Nelson’s technology could handle client surges because of the unique routing technology she had built that transferred calls efficiently across her network of receptionists. Nelson’s acquirer, a private equity company called Updata Partners, saw the potential of applying Nelson’s call-routing technology to other businesses they owned.

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2. Recurring Revenue

Acquirers don’t simply want to know how your business did last year; they want to know how the business will perform after they buy it. The best way to show that the business will continue to thrive is through subscriptions or service contracts. Ruby Receptionists billed through recurring contracts, meaning the new buyer didn’t have to question whether clients would stick around.

3. Customer Diversification

In addition to having recurring contracts, the most valuable businesses have many small customers rather than one or two biggies. Why? If one of those big customers suddenly disappeared, it could put the company in jeopardy. And beyond that, small customers are typically easier & faster to replace. Buyers will want to know that no single customer represents more than 15% of your revenue.

At the time of acquisition, Ruby Receptionists had 6,000 customers paying an average of just a few hundred dollars per month.

Nelson could afford to lose a client or two each month without skipping a beat. This is ideal for reassuring a hesitant buyer that your company’s revenue stream is bulletproof.

Nelson built a valuable company in a relatively unexciting, lowtech industry. Her success proves that HOW you run your business is more important than the industry you’re in.

How Can You Make Your Company More Valuable?

If you’d like to discover how valuable your business is, we encourage you to take the Value Builder Questionnaire, which consists of 35 questions that assist in estimating your company’s value. Once you’ve completed the Questionnaire, an RFB Business Advisor will contact you to schedule a complimentary, no obligations meeting to discuss your results.

COLETTE BELISLE,

is an experienced Business Advisor. Connect with her and other RFB® Business Advisors at www.theresultants.com.

➾ NORTHERN GREEN

NEW PLANT FORUM

CALLING ALL PLANT LOVERS! NEW PLANT FORUM RETURNS TO 2018 NORTHERN GREEN The popular New Plant Forum session will return to Northern Green in January 2018. This exciting session, moderated by Debbie Lonnee of Bailey Nurseries (our favorite plant geek), is for those who are all about plants! Participants will hear about cutting edge plants introduced within the past several years. Only plants that are readily available in the trade will be presented.

So, we’re putting out a call to all MNLA members…do you have a new plant that you’d like to feature? Read on to find out how you can participate…

Who can present?

Growers, landscape or garden center professionals, and/or breeders at affiliated educational institutions.

When will the session occur?

The session will take place on Wednesday, January 3 from 10:40 am–12:45 pm in the Innovation Theater on the tradeshow floor. Imagine your plant photos on that huge screen!

What will the session look like?

The 2-hour session will highlight new plants including perennials, annuals, trees, shrubs, and evergreens. Each participant will be given a specified amount of time to present their cutting edge new plant to the audience.

How do I apply to participate?

Individuals who want to participate in the New Plant Forum should complete the online submission form. You will find the link at www.NorthernGreen.org. A committee of industry professionals will pick the best of the applications to be presented at the Northern Green. Given time constraints, it’s possible that not all applications will be presented.

What is the application deadline?

Submissions must be received no later than November 20, 2017.

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January 2–4*, 2018

Minneapolis Convention Center www.NorthernGreen.org info@NorthernGreen.org | 651.633.4987

EARLY DATES = EARLY DEADLINES GET YOUR BEST PRICE NOW. Go to NorthernGreen.org and register today!

Northern Green has worked closely with all the hotels listed below to guarantee you have a competitive room rate. Because there are a number of conventions in Minneapolis this week of January, we encourage you to book your rooms early to ensure you get the ideal room and rate for your circumstances. Space and discounted rates will be limited at each hotel, so book early to get your first choice.

CONNECT WITH A PLACE TO STAY

HILTON MINNEAPOLIS - $103 1001 Marquette Avenue South Minneapolis, MN 55403 Reservation Line: 612-376-1000 MILLENNIUM HOTEL MINNEAPOLIS - $109 1313 Nicollet Mall Minneapolis, MN 55403 Reservation Line: 800-522-8856 or 612-332-6000 HYATT REGENCY MINNEAPOLIS - $109 1300 Nicollet Mall Minneapolis, MN 55403 Reservation Line: 888-421-1442 HOLIDAY INN EXPRESS & SUITES - $99.95 225 South 11th Street Minneapolis, MN 55403 Reservation Line: 612-341-3300 *This is a one year date change due to the “Big Game” being hosted in Minneapolis in 2018.

REGISTRATION OPTIONS FEATURES PRE-REGISTER MEMBER

3-Day Reg. 2-Day Reg. 2-Day Reg. 2-Day Reg. 1-Day Reg. 1-Day Reg. 1-Day Reg. (Tue–Th) (Tue/Wed) (Wed/Thur) (Tue/Thur) (Tue) (Wed) (Thur)

Student Trade Reg. Show Only (Wed/Thur) (Wed/Thur)

$327

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$228

$159

$99

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$248

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$119

$119

$40

$40

$427

$328

$268

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$259

$199

$199

$45

$50

REG. ONSITE NON-MEMBER

$447

$348

$288

$348

$279

$219

$219

$45

$50

Choice of 1 Tuesday Master Class (formerly Super Tuesday)

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Thursday Concurrent Educational Sessions

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Tuesday’s Trade Show Preview Party

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All exhibits/trade show pass

(ON OR BEFORE DEC. 20, 20171) PRE-REG. NON-MEMBER

REGISTER ONSITE MEMBER (JAN. 2-4, 2018)

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Access to Hardscape Challenge, The Sandbox, and Tech Lab

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Access to sessions in Innovation & Inspiration Theater

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ADVANCED PRICE

ONSITE PRICE

GREEN INDUSTRY AWARDS CELEBRATION TICKET (Tuesday)

$40

$40*

LEGISLATIVE BREAKFAST TICKET (Wednesday)

$35

$35*

 UPGRADES & EXTRAS

CEO TRACK UPGRADE (Wednesday) - Requires Wed. Registration above - Includes exclusive access to CEO Lounge!

Member: $79 Non-Member: $99 Member: $99 Non-Member: $109

INTERACTIVE TRACK UPGRADE (Thursday) - Requires Thurs. Registration above

Member: $79 Non-Member: $99 Member: $99 Non-Member: $109

GET YOUR BEST PRICE NOW. Go to NorthernGreen.org and register today!

January 2–4, 2018

Minneapolis Convention Center info@NorthernGreen.org | 651.633.4987

Name badges will be mailed to those who register by December 1st...no waiting in line! Those who register between December 2nd and 20th will receive an email with their badge information. Bring the emailed badge information with you to the show and visit one of our Self Check-In kiosks in the Registration Center in Lobby B to print your badge.

2 Available to the first 2,000 attendees on Wednesday. *A limited number of tickets are available on-site.

1

More information about Northern Green at WWW.NORTHERNGREEN.ORG.

GENEROUSLY SUPPORTED BY:

A Trade Show Floor Cool Places to Go CAMPFIRES: CONNECT + GROW DIFFERENTLY

Lakeshore Campfire

Campfires on the trade show floor are hubs for gathering and learning, but they’re not your typical general session.

These unique learning spaces include hosted discussions, trade show floor Supported by: Supported by: walkabouts, demonstrations, and more…

BY LS TRAINING SYSTEM

Backyard Campfire

INNOVATION + INSPIRATION THEATER

Innovation & Inspiration Theater

Supported by:

This theater with a 40-foot wide by 20-foot high screen in the center of the action will host a variety of live events, including the Green Industry Awards Celebration, as well as sessions focusing on innovative stormwater approaches, the evolution of container gardens, apps for the green industry, presentations from Landscape Award recipients, and the New Plant Forum!

Plus, featured interviews, video highlights and educational content all tailored specifically for green industry professionals.

THE SANDBOX

This area will feature hands-on activities. Your team is invited to participate in the Northern Green Hardscape Challenge. Watch as teams compete throughout the day on Wednesday and Thursday for the title of “Master of the Hardscape Challenge” AND a $750 cash prize. Interested in signing up a team? Visit NorthernGreen.org for participation details.

HARDSCAPE CHALLENGE

The Sandbox

TECH LAB

Tech Lab

Come and experience the unexpected at Northern Green through exploration of the cutting-edge technology available with virtual reality (VR). At its core, VR is an advanced way to experience a 3-D model of anything a designer, engineer, or architect can come up with. Join Urban Ecosystems and explore the opportunities available to plug designs into this new technology and use it as a sales tool. It will give you a sensory feeling unlike anything you’ve ever had before!

CLIMBER'S CORNER

VIRTUAL REALITY

Stop by the Climber's Corner where Certified Arborists from Bartlett Tree Experts will provide tree climbing and pruning demos.

Climber’s Corner

That’s More Dynamic Than Ever!

Fun Things to Do PREVIEW

TRADE SHOW

PARTY

Tuesday, Jan. 2, 4:00–6:30pm

PREVIEW PARTY

Do you like to be first? The Northern Green Trade Show Preview Party is a chance for attendees of Tuesday Master Classes, anyone holding a 2-Day or 3-Day Northern Green passes, or customers with a special invitation directly from their supplier to get a sneak peek into the trade show before it officially opens! Yes, you can be first! There will be free appetizers, cash bars, a poker run and a keg crawl throughout the show floor during this happy hour affair.

Supported by: WHOLESALE NURSERY & HARDSCAPES

YOUR TRUSTED PARTNER

BY LS TRAINING SYSTEM

TREASURE HUNT: “X” MARKS THE SPOTS While you’re visiting with Northern Green exhibitors and learning about their offerings, you also have a chance to find treasure. A number of exhibitors have donated prizes for the Treasure Hunt. Simply follow the treasure map on the card provided outside the trade show entrance and dig up booth personnel at each participating booth to sign your card. Then, drop off the completed card in the big drum in Lobby C to be entered into a drawing to win fabulous prizes!

FREE LUNCH

Supported by:

WHOLESALE NURSERY & HARDSCAPES

YOUR TRUSTED PARTNER

CONNECT OVER LUNCH*

There’s so much to do at Northern Green that you won’t want to miss a beat. Grab FREE lunch at the trade show on Wednesday and keep right on conducting business with vendors or learning something new.

Supported by:

*Available to the first 2,000 attendees.

CONNECT WITH INDUSTRY VENDORS IN PERSON...

...OR VISIT THEM ONLINE. Connect with these exhibitors all year long by visiting the Vendor Directory online at www.NorthernGreen.org.

Visit hundreds of exhibitors in the newly expanded 198,000 square foot exhibit hall onsite at Northern Green 2018. For the latest listings, please check NorthernGreen.org or the Northern Green app.

SCHEDULE FOR 2018 Tuesday, January 2: PREVIEW PARTY 4:00 p.m. – 6:30 p.m.

Wednesday, January 3 10:00 a.m. – 5:00 p.m.

Thursday, January 4 9:00 a.m. – 4:00 p.m.

MASTER

CLASSES

Tuesday, January 2, 2018 Grow your skills as a green industry professional and attend one of the excellent full-day Northern Green Master Classes on Tuesday.

NEW FOR 2018: ONE, TWO & THREE DAY REGISTRATION OPTIONS AVAILABLE! See www.NorthernGreen.org for details.

Low Voltage Landscape Lighting Design & Technology – PLT Relicensure

1

Instructed by Dick Johnson, PLT Services, Inc.; Gerry De La Vega, TerraDek Lighting, Inc.; and Tim Malooly, Water in Motion Pending DOLI approval, this class satisfies eight hours of continuing education requirements for the Power Limited Training Licensure, including 2 hours of code and 6 hours of technical training. The information provided during this class is oriented specifically towards the landscape industry, and will focus on principles of landscape lighting design and technology.

Time: 7:30 a.m. – 4:30 p.m.

Generously supported by:

Pesticide Recertification (Categories A, E, F or P) This workshop meets MDA’s Commercial Pesticide Applicator requirements for category A (Core) and E (Turf and Ornamentals). Recertification for optional Categories F (Aquatics) and P (Vertebrate Pest) will also be offered as part of this workshop.

This workshop has been approved by the Minnesota Department of Agriculture (MDA). Licensed applicators with Categories A and E who last attended a recertification workshop in 2016, and newlicensed pesticide applicators in 2017, must attend an MDA-approved workshop by 12/31/2018. By attending the Pesticide Recertification track and completing the on-site attendance documentation, applicators will obtain recertification credit.

For licensed applicators to receive credit for Category F – Aquatics or Category P – Vertebrate Pest, they must attend the entire Pesticide Recertification track (Category A and E, and F or P) and complete on-site attendance documentation.

Category F and P (Choose One): 7:30 a.m. – 9:00 a.m.

Categories A and E: 9:15 a.m. – 3:30 p.m.

2

3

Revolution in Planting Design Presented by Thomas Rainer, Phyto Studio and Larry Weaner, Larry Weaner Landscape Associates Thomas Rainer | The Social Networks of Plants: Creating Designed Plant Communities This groundbreaking talk presents a powerful alternative to traditional horticulture—designed plantings that function like naturally-occurring plant communities. Join Thomas Rainer, a leading voice in ecological landscape design, to learn how plants fit together in nature and how to use this knowledge to create landscapes that are resilient, beautiful, and diverse. As practical as it is inspiring, this talk explores a new synthesis of ecology and horticulture--resulting in an intentionally designed and managed community where population dynamics are encouraged within an aesthetic framework.

Larry Weaner | The Liberated Landscape: Integrating Ecological Processes into Landscape Design All too often we treat our gardens and landscapes as static compositions of carefully placed and managed plants. But our approach can be more dynamic—and arguably more rewarding—by working with ecological processes and patterns of change over time. Learn how Larry Weaner combines basic design principles and practical management techniques with an understanding of ecological patterns and processes to create ever-evolving landscapes that bring new meaning to the idea of partnering with nature. Using examples from diverse meadow, shrubland, and woodland projects, Weaner will share how this give-and-take approach can result in low-maintenance, aesthetically compelling landscapes.

Time: 9:00 a.m. – 4:00 p.m.

4

Urban Turfgrass: Benefits, Management, Environmental Issues Presented by Dr. Brian Horgan, University of Minnesota; Dr. Eric Watkins, University of Minnesota; Sam Bauer, University of Minnesota; Dr. Jon Trappe, University of Minnesota; Andrew Hollman, University of Minnesota; Dr. Dominic Petrella, University of Minnesota; and Dr. Paul Koch, University of Wisconsin-Madison The MTGF Master Class will focus on the benefits, management, and environmental issues surrounding turfgrass management in the urban environment. Our world-renowned educators and researchers from the University of Minnesota and University of Wisconsin-Madison will provide in-depth information surrounding sustainable turfgrass management. The discussion will include topics of: • Sustainable Turfgrass Systems • Choosing Turfgrasses for Urban Sites • Water Mangement • Urban Turfgrass Nutrition and Fate • 21st Century Mowing • Turfgrass Physiology for the Practitioner • Pesticide Management and Environmental Issues Time: 9:00 a.m. – 4:00 p.m.

5

The Great Game of Business & The Great Game of Landscaping Presented by Dave Scholten, The Great Game of Business; and Jason Rathe, Field Outdoor Spaces The Great Game of Business was developed to help close one of the biggest gaps in business: the gap between managers and employees. What lies at the heart of The Game is a very simple proposition: The best, most efficient, most profitable way to operate a business is to give everybody in the company a voice in saying how the company is run and a stake in the financial outcome, good or bad.

Dave Scholten, Great Game of Business (GGOB) coach and practitioner, will spend the morning providing attendees with a basic understanding of the origins of The Game, and application of open-book management.

In the afternoon, attendees will get a detailed description of how one company, Field Outdoor Spaces, has implemented the concepts for a 25-employee seasonal landscape design-build company in Minneapolis.

Field has been implementing and evolving the concepts of the Great Game of Business for six years. This session is intended to openly share challenges, failures, missteps and ultimate successes in their journey to be a Great Game company. As part of the Q&A session, Field will have employees from multiple levels of the company talk about their experiences with The Game so far.

Time: 9:30 a.m. – 4:00 p.m.

SPEAKER HIGHLIGHTS Andrew Wilson

ANDREW WILSON is an award-winning garden designer, lecturer and writer specializing in the design of contemporary gardens in the UK and internationally. Together with Gavin McWilliam, he is a director of the Chiswick-based Wilson McWilliam Studio, producing elegant and contemporary private gardens and public landscapes. Wilson and McWilliam exhibited show gardens at the RHS Chelsea Flower Show winning Silver Gilt in 2013, 14, 15 and Gold in 2017. Wilson is a co-founder of The London College of Garden Design, now based at RBG Kew, and Director of Garden Design Studies. Wilson also lectures nationally and internationally and has taught at post-graduate level in landscape architecture. He has been External Examiner for many garden design programs in the UK.

Color in the Contemporary Garden Color has seen something of a revolution over the last decade inspired by designers such as Piet Oudolf. In this session, Wilson will discuss the way in which color can be selected and exploited in the garden in line with contemporary themes.

Small is Beautiful In our urban centers, gardens are getting smaller year after year. Wilson highlights the main issues of designing small garden spaces and shows how big ideas and responses can provide the answers.

Designing a Chelsea Flower Show Garden Wilson has been involved with the RHS Chelsea Flower Show as both designer and judge since 1994. He reveals the secrets and the excitement of the show and its world-famous gardens.

BILL GARDOCKI, President of Interstate Landscape Co., Inc, Londonderry, NH, has more than 40 years of paver and SRW installation experience in the residential market. He is a graduate of the University of New Hampshire and has been a certified ICPI and NCMA instructor since 2004. Gardocki is a past President of the NH Landscape Association. He writes monthly articles for Hardscape Magazine, and is the Landscape Construction instructor at the Thompson School of Applied Science at the University of New Hampshire.

Bill Gardocki

Why Pavers Are Your Best Choice Your clients have many choices including poured concrete, natural stone, and asphalt. How do you convince your client that their number one choice should be pavers for patios, walkways, and driveways? See what sets pavers apart.

Tom Gardocki

TOM GARDOCKI has worked in the hardscape industry for 19 years and has been a foreman of a hardscape crew for Interstate Landscape Co., Inc. in Londonderry, New Hampshire, for the past seven years. Last year he started an excavation company, Next Era Excavation. The business primarily does residential and small commercial excavation work. Tom Gardocki is known in the online world as “The Dirt Ninja.” He started producing, filming, and editing YouTube videos of job sites in 2010. He now has over 500 videos on his YouTube channel. Gardocki has over 29,000 subscribers and 17.3 million total views on his videos. He also has a Facebook and Instagram page with 5,700 and 12,200 followers respectively. Tom Gardocki is a 2009 graduate of the University of New Hampshire with degrees in Construction and Business Management.

YouTube Your Landscape/Hardscape Business If a picture is worth a thousand words, how many is a video worth? Learn how to use YouTube to help promote your company and close more potential sales. This course focuses on shooting and editing hardscape installation video, using YouTube and becoming a YouTube partner. Learn how to set up a YouTube channel and integrate it with your business website. Learn what equipment you need to film and edit video. And learn the advantages of becoming a YouTube partner.

Building Credibility − A Story for Success present a Campfire session together called Building Credibility – A Story for Success: How Do You Convince Potential Clients to Hire You? It is not all about price.

They will talk about certifications, education, social media, community and industry involvement, and knowledge of subject matter.

BILL AND TOM GARDOCKI will

Northern Green 2018 will be held at the Minneapolis Convention Center January 2−4, 2018.

Register now at www.NorthernGreen.org!

Since 1973, DAN HEIMS has been deeply involved in all facets of horticulture. He has taught horticulture courses, wholesaled exotic plants, and run his own design-and-installation landscape business. He’s currently the president of Terra Nova Nurseries, Inc., a company noted for its many new introductions to horticulture. Terra Nova’s breeding programs have produced numerous international gold- and silver-medal winners, not to mention an impressive 965 plant introductions.

Dan Heims

Flash & Splash - Building the Color Story One of the most comprehensive slide presentations of variegated and colorful foliage plants in the world, including surprises from New Zealand, Japan, and Europe. Topics include how variegated plants are discovered, chimera versus virus, and variegation classification. Use of color in design is revealed, featuring color echoes, repetition, contrast, and harmony.

New Perennials from Around the World Join Dan Heims on a whirlwind tour of ten horticultural countries—Japan, China, Germany, Tasmania, Australia, the U.S., Holland, England, Ireland, and New Zealand—to learn how new plants are discovered. Meet the movers and shakers in each country, plus the plants they love. Focusing primarily on hardy perennials, Heims’ lecture will also feature exceptional “temperennials.” Participants will also learn how to legally bring plants into the U.S.

JONES LOFLIN has made it his life’s work to deliver powerful ideas and practical solutions to individuals around the world so they can achieve more of what is most important to them. His books are described as “illuminating” and his presentations as “unforgettable.” In his 22 years as a speaker and trainer he has helped countless people regain confidence in their ability to achieve greater success in work and life.

Jones Loflin

Finding the Time to Get the Right Things Done You’re busy… but are you focusing on the activities that will take your business to the next level? And are you making your own personal well-being a priority? If it seems like you spend most of your time just trying to catch up, this session is for you. You’ll leave with a concrete plan that will ensure that more of your time is spent on what matters most.

How to Lead Your Team to Better Results in 2018 Wouldn’t it be great if 2018 was the best year ever for your business? What if your stress could go down while your bottom line went up? The key is increasing capacity in every member of your team. Jones Loflin says the key to making it happen is built on four words: Grow, Cultivate, Prune, and Harvest. Get ready to look at leadership in a whole new way!

MICHAEL YANNY, along with his wife Lori, owns JN Plant Selections, LLC. He develops and introduces new woody ornamental plants with an emphasis on tough, hardy materials for cold regions of the world.

Michael Yanny

Yanny graduated in 1979 with a Bachelor of Science degree in Horticulture from the University of Wisconsin-Madison. He learned many of his propagation and plant selection skills while working with the late Herbert F. Trautman of Trautman Nurseries in Franksville, Wisconsin in the late 1970s. Michael Yanny was the plant propagator at Johnson’s Nursery, Inc. in Menomonee Falls, Wisconsin from 1980 to 2010. He was the Senior Horticulturist on Johnson’s staff from 2011 through 2016.

Opportunistic Plant Selection Plant breeding is often thought of as a highly technical, complicated endeavor. Not so with Michael Yanny. He will tell stories of how he has found numerous new plant cultivars in all sorts of places. Learn about the origins of Firebird® Crabapple, Red Feather™ Arrowwood, Technito® Arborvitae, Star Power™ Juniper and other finds in his entertaining presentation of Opportunistic Plant Selection.

Putting the Fire in Musclewood: The Origins of Firespire®, Fire King®, and Wisconsin Red® Carpinus Caroliniana In this Campfire talk, Michael Yanny will explain his work with Musclewood (Carpinus caroliniana) over the last 35 years. From the development of Wisconsin Red™ seedling strain to the latest cultivars, he will demonstrate the improvements in fall color and growth rate that will make this plant become a player in the landscape market in the near-future.

Special Ticketed Events Access to each event requires a separate ticket for an additional fee, regardless of registration pass. You can purchase tickets when registering for Northern Green.

GREEN INDUSTRY AWARDS

CELEBRATI0N

Keynotes WEDNESDAY: Emotional Intelligence Learn How to Interact, Communicate, and Collaborate Successfully with All Types of People

RECOGNIZING E XCELLENCE IN MINNESOTA’S GREEN INDUSTRY

TUESDAY, JANUARY 2, 2018, 6:00 P.M. A joint effort by MNLA and MTGF, the event will utilize the new Innovation & Inspiration Theater on the trade show floor, which includes a giant rear-projected screen allowing for an outstanding visual display.

There will be fantastic food, cash bars, a master of ceremonies to act as a host for the evening’s festivities, and lots to celebrate! We’ll recognize a number of deserving individuals and companies for their service to the green industry, their research, Supported by: their excellence in landscape and sports field work, for receiving and sponsoring scholarships, and for completion of the Green Industry Leadership Institute.

WHOLESALE NURSERY & HARDSCAPES

YOUR TRUSTED PARTNER

Ticket price: $40

Creating Joy & Passion in Your Workplace & Career

BREAKFAST

WEDNESDAY, JANUARY 3, 2018, 7:00 A.M. The 2018 Legislative Session doesn’t begin until February 20th, but that doesn’t mean the green industry, legislators and others aren’t already planning for it. The Legislative Breakfast will give you a unique opportunity to learn up-to-the-minute updates on a wide range of issues and policies facing our industry.

This exciting event is brought to you by the members of the Government Affairs Committee and our generous supporters.

Ticket price: $35

Ticketed Events promo - half page vert..indd 1

Discover how to: • Evaluate your current level of emotional intelligence • Identify your communication strengths and weaknesses • Overcome personal beliefs that might be holding you back • Understand how your emotions affect others — and how their emotions affect you If you’re looking for a way to improve your relationships across your organization, understand how and why others behave the way they do, and achieve greater success in all your job-related endeavors, you don’t want to miss the opening keynote on Wednesday morning.

THURSDAY: Fun Is Good

LEGISLATIVE

The 2018 Legislative Breakfast features an all-star cast of experts from Washington to St. Paul to your own neighborhood. Please come learn about how what happens in the halls of Congress, the State Capitol and your local city has an important impact on your business.

Dave Durham

There’s a lot of buzz centered around emotional intelligence in the workplace right now, and with good reason. Cutting-edge research into emotional intelligence has shown that it plays a critical role in higher productivity, performance, and job satisfaction. People who have a high level of emotional intelligence are more confident, more capable, and earn greater respect from their colleagues.

Supported by: WHOLESALE NURSERY & HARDSCAPES

YOUR TRUSTED PARTNER

Join us for a humorous and inspirational closing keynote by Mike Veeck, a nationally renowned speaker, entrepreneur, college professor, marketing, promotions and customer care expert and owner of multiple minor league baseball teams.

When we can find our joy and passion, Mike great things happen in both our work Veeck world and in our personal lives. It makes perfect sense, yet it’s so hard to put into practice. Mike Veeck will show us how to take our work, but not ourselves, seriously. How to Keynotes discover what brings us joy and then apply Supported by: it to what we do. Veeck will make us think and laugh in the same minute – and provide great advice that we can put into practice immediately.

• Fun is good for business because it creates a more engaged workforce.

• Fun is good for customers because a more engaged workforce creates a better customer experience.

• And fun is good for employees because more satisfied customers and more engaged employees create a happier, healthier, and more profitable employee environment.

Plan to leave inspired and re-energized!

10/19/2017 10:10:05 AM NG18 Keynotes - half vertical.indd 1

WHOLESALE NURSERY & HARDSCAPES

YOUR TRUSTED PARTNER

10/19/2017 10:22:41 AM

C E O

INTERACTIVE

Exclusive content for owners, CEOs, managers and top-level leaders, including access to the CEO Lounge.

Enjoy exclusive sessions and an upgraded experience.

WEDNESDAY, JANUARY 3, 2018

THURSDAY, JANUARY 4, 2018

TAKE YOUR LANDSCAPE BUSINESS TO THE NEXT LEVEL

THE SOIL/WATER EQUATION:

TRACK

TRACK

UNDERSTANDING THE BASICS AND EDUCATING YOUR CUSTOMERS

Ed Laflamme and Bill Arman Harvest Group Landscape Business Consulting

Stressed out and overwhelmed from running your landscape business? Struggling to grow and sustain your landscape business profitably? Having a hard time finding, hiring and keeping the right people?

This track can help you: • • • •

Grow your landscape business and increase your profit Find, train and keep the right people Create a sustainable, money-making company Learn strategies to make running your business easier

The CEO Track includes the following topics:

Are you a Fierce Competitor?

Harvesters Bill Arman and Ed Laflamme will lead this session on what it takes to be a Fierce Competitor in any market, including yours. The session will focus on learning the 10 traits that you and your organization need to learn and practice to be a Fierce Competitor. These 10 traits will lead you and your organization to success, even in the toughest of competitive markets.

NOTE: Free Guidebook when you register in advance!

Recruiting to the Rescue: How to Find, Attract, Get On Board, and Keep the Right People

Find out how to set up a comprehensive recruitment program, including how to: source, screen, and select the right people. Learn the 10-step process to build your organization into a “Recruiting Machine!” Harvester Bill has successfully used these 10 steps for the past 40 years to find the best this industry has to offer. You’ll learn a whole new “way of life” thinking on recruiting and hiring.

Nothing Happens Without a Sale!

Your phone rings from referrals and your marketing program, but are you getting your share of the work? Are you: • Losing too many sales to “low ballers?”

• Unsure about the sales process?

• Giving a ton of proposals but not getting the jobs?

Harvester Ed is a master at the sales process. You’ll leave this session learning: • The basics of the sales process.

• How to give potential customers trust so you win the jobs.

• How to close more deals!

CEO Track & CEO Lounge generously supported by:

Track - CEO half page vert.indd 1

This track is all about soils, water and irrigation – and is directed at green industry professionals interacting with property owners.

PART I. UNDERSTANDING SOILS (8:00 AM – 10:00 AM) Dan Wheeler, University of Minnesota, Department of Soil, Water and Climate, will provide information on soils and the soil/water relationship. Through a combination of interactive stations and discussion, attendees will learn that accurate and quick determination of the soil particle size, soil color and soil structure all play important roles in the success of growing just about any vegetation on a site. Attendees will get their hands dirty by investigating these important soil properties, as well as discuss other soil interpretations that can be made from their proper analysis.

PART II. UNDERSTANDING IRRIGATION (1:30 PM – 2:30 PM) The afternoon will provide opportunity for more hands-on learning. Attendees will assemble sprinkler heads, and learn about important trends in irrigation equipment and technology, including smart controllers and rain sensors.

PART III. HOW TO EDUCATE YOUR CUSTOMERS AND HOMEOWNERS (2:30 PM – 3:30 PM) Sam Bauer, Extension Educator in Turfgrass Science, University of Minnesota, will discuss how to educate your customers about water, and the best way to answer questions about important soil/water/irrigation topics: • Water Conservation – How to Reduce Water Use • The Soil/Water Relationship • Using SMART Irrigation Controllers • Rain Sensors, soil moisture sensors, and weather stations Bauer will also share information on irrigation research that is currently taking place at the University of Minnesota.

10/6/2017 2:40:59 PM Track - Interactive half page vert.indd 1

10/13/2017 9:51:27 AM

WEDNESDAY At-A-Glance COLOR KEY:

Premium Content Concurrent Session Ticketed Event Trade Show Campfire, Sandbox, or Theater Session

Legislative Breakfast | A panel discussion of local, statewide, and national issues | 101 FG 7:30 AM University of Minnesota Turf Research Update 8:20 AM Sam Bauer, Brian Horgan, Eric Watkins | Aud 3 7:15 AM 8:15 AM

8:30 AM 9:45 AM

1:45 PM 2:15 PM

OPENING KEYNOTE: Emotional Intelligence: Learn How to Interact, Communicate, and Collaborate Successfully with All Types of People | Dave Durham Main Aud | All attendees and exhibitors welcome!

10:00 AM 5:00 PM

Trade Show Open

10:00 AM 11:00 AM

Why Pavers are Your Best Choice | Bill Gardocki | 200 ABC

High Tech / Low Budget Jason Haines | Innovation Theater Putting the Fire in Musclewood: the Origins of Firespire(R), Fire King(R), and Wisconsin Red(TM) Carpinus carolinana | Michael Yanny | Lakeshore Campfire Top 10 Green Industry Legal Pitfalls to Watch Out For Patrick McGuiness | Backyard Campfire 2:00 PM: MNRC Meeting | Room 203

2:00 PM 3:00 PM

Hardscape Challenge Round 3 | The Sandbox

2:20 PM 2:50 PM

Northern Green Game Show: Industry Trends in a Family Feud Format | Innovation Theater Responsible Watering—How to Teach the Homeowner Julie Weisenhorn | Lakeshore Campfire Arborist/Treecare Networking | Backyard Campfire

3:00 PM 4:00 PM

YouTube Your Landscape/Hardscape Business Tom Gardocki | 200 ABC Tree Injection Best Management Practices Shawn Bernick | Aud 2 Rain Gardens: Evaluating 5-10 Year-Old Rain Gardens. What Worked? | Fred Rozulmalski | 200 DE MLSN Guidelines and Growth Potential Jason Haines | Aud 3 New Perennials from Around the World Dan Heims | Aud 1 A Not So Sustainable Landscape | Parry Webb | 101 CDE

Opportunistic Plant Selection | Michael Yanny | Aud 2 Critter Control | John Loegering | 200 DE It’s a Brave New Landscape World…Again!

Parry Webb | 101 CDE Wicked Worms: New Approaches to Managing Difficult Earthworms | Ben McGraw | Aud 3 Pest Management Update: New Research, New Products and Pests We are Seeing Suzanne Wainwright Evans | Aud 1

3:00 PM 4:00 PM

11:10 AM 12:10 PM

CEO PREMIUM CONTENT: Are You a Fierce Competitor? | Bill Arman and Ed Laflamme | 101 AB

3:05 PM 3:35 PM

10:05 AM 10:35 AM

Next, Please: FFA’s Role in Preparing Young People for Careers in the Green Industry Juleah Tolosky | Lakeshore Campfire MNLA Certification Exam Study Tips Certification Task Team | Backyard Campfire

10:05 AM 11:05 AM

The Life Cycle of a Synthetic Field Roger Weinbrenner | Innovation Theater MNLA Foundation Grant Update—Clarification of the Identity, Epidemiology, and Host Range of Xanthomonas Blight of Hydrangea Angela Orshinsky | Lakeshore Campfire IPM and Organic Management for 10 Landscape and 10 Garden Insects | Vera Krischik | Backyard Campfire

Hardscape Challenge Round 1 | The Sandbox

3:15 PM 3:45 PM

Pruning Demo | Climbers Corner

10:40 AM 11:10 AM

New Plant Forum | Debbie Lonnee | Innovation Theater LEDs: The New Lighting | Lakeshore Campfire

3:40 PM 4:10 PM

11:15 AM 11:45 AM

Climbing Demo | Climbers Corner

11:20 AM 11:50 AM

New Plant Forum | Debbie Lonnee | Innovation Theater Top 10 Tips—Landscaping for Wildlife John Loegering | Lakeshore Campfire Landscape Contractor/Hardscape Contractor Networking | Backyard Campfire

CHS Field: The First Three Years Nick Baker | Innovation Theater University of Minnesota Stormwater U Workshop Series & Certification | Shahram Missaughi | Lakeshore Campfire Walkabout: What’s New in Hardscape?

Scott Frampton | Backyard Campfire

4:00 PM 5:00 PM

Hardscape Challenge Round 4 | The Sandbox

4:15 PM 5:15 PM

CEO PREMIUM CONTENT: Nothing Happens Without A Sale! | Bill Arman and Ed Laflamme | 101 AB

4:15 PM 5:15 PM

Garden Center Panel: Events to Increase Sales Karen Bachman-Thul, Scott Endres, Scott Moon, Kelsey Sparks, Jeff Pilla-Moderator | 200 AB Minnesota’s Stormwater Manual - Connecting Stormwater Management to the Landscape Michael Trojan | 101 CDE Turfhacking Minimalism | Jason Haines | Aud 3 Protecting and Creating Pollinator Habitat in Lawns Sam Bauer | 200 DE Flash and Splash — Building the Color Story Dan Heims | Aud 1 Tree Talk | Tom Smiley | Aud 2

12:05 PM 1:05 PM

Hardscape Challenge Round 2 | The Sandbox

12:15 PM 12:45 PM

New Plant Forum | Debbie Lonnee | Innovation Theater Maintenance of No Mow Lawns Andrew Hollman | Backyard Campfire

1:00 PM 1:30 PM

Beekeeping for Golf Courses Ben McGraw | Innovation Theater Professional Gardening Networking Lakeshore Campfire Building Credibility - A Story For Success Bill and Tom Gardocki | Backyard Campfire

1:15 PM 1:45 PM

Climbing Demo | Climbers Corner

CEO PREMIUM CONTENT: Recruiting to the Rescue: How to Find, Attract, Get Onboard and Keep the Right People | Bill Arman and Ed Laflamme | 101 AB

THURSDAY At-A-Glance COLOR KEY:

Premium Content Concurrent Session Ticketed Event Trade Show Campfire, Sandbox, or Theater Session

www.NorthernGreen.org January 2–4, 2018 Minneapolis Convention Center 11:20 AM 11:50 AM

7:00 AM: MNLA Annual Meeting | 101 FG 7:00 AM 8:00 AM 8:00 AM 8:50 AM

High Performance Putting Surfaces | Frank Rossi | Aud 3 Color in the Contemporary Garden| Andrew Wilson | 200 ABC All About That Base: A Healthy Tree Story Begins Underground | Gary Johnson | Aud 2 Utilizing Data to Manage Natural Grass Fields: It CAN Be Easier! | Jerad Minnick | 101 CDE How to Properly Install Natural Gas Features Irv Geffre | Aud 1 Immigration & Health Care | Craig Regelbrugge | 200 DE Managing Safe Fields without Pesticides Frank Rossi | Aud 3

Apps for the Green Industry Brandon Gallagher | Innovation Theater Women in Leadership | Heidi Heiland | Lakeshore Campfire Invasive Species/Noxious Weed Status Update Jim Calkins | Backyard Campfire 12:00 PM: MAC Luncheon | 202

12:15 PM 12:45 PM

Landscape Awards Presentations | Innovation Theater Landscape Diseases of 2017 Michelle Grabowski | Lakeshore Campfire

12:15 PM 12:45 PM

Climbing Demo | Climber’s Corner 12:30 PM: MGCSA Annual Meeting | 101 FG

1:00 PM 1:30 PM

Landscape Awards Presentations | Innovation Theater OSHA Overview: An Overview of OSHA As a State Plan in Minnesota and Do the Regulations Apply to You? Lee Craig | Lakeshore Campfire Garden Center Networking | Backyard Campfire

8:00 AM 10:00 AM

INTERACTIVE TRACK—The Soil/Water Equation: Understanding the Basics and Educating your Customers, Pt. 1: Hands-On Soils for the Green Industry Professional | Dan Wheeler | 101 AB

9:00 AM 4:00 PM

Trade Show Open

9:05 AM 10:05 AM

Small Is Beautiful | Andrew Wilson | 200 ABC How to Lead your Team to Better Results in 2018 Jones Loflin | 200 DE Trees as a Stormwater Management Tool Randy Neprash | 101 CDE Water Features for Everyone | Irv Geffre | Aud 1 Tree Risk Assessment & The Use of Drones in Arboriculture | Tom Smiley | Aud 2 Precision Disease Management for Golf Courses: Present Strategies and Future Research Needs Paul Koch | Aud 3

9:10 AM 9:40 AM

Flower Grower Networking | Lakeshore Campfire Research for the Real World: The Year in Review Jim Calkins | Backyard Campfire

2:30 PM 3:00 PM

9:45 AM 10:15 AM

The Evolution of a Container Garden Scott Endres | Innovation Theater Managing Japanese Beetles in Residential Turf Jeff Hahn | Lakeshore Campfire

Waterworks Park in Minneapolis Tom Whitlock | Innovation Theater Healthy Ponds Using Aeration Todd Dilley | Lakeshore Campfire The Top 10 Color Shrubs for Minnesota Landscapes Debbie Lonnee | Backyard Campfire

10:00 AM 11:00 AM

Hardscape Challenge Round 5 | The Sandbox

2:30 PM 3:20 PM

10:40 AM 11:10 AM

Garden Center Technology & Change John Daniels, Jeff Pilla | Innovation Theater Landscape Design Networking Lakeshore Campfire The Challenges of Adopting New Technology Frank Rossi | Backyard Campfire

Designing a Chelsea Flower Show Garden Andrew Wilson | 200 ABC Finding the Right Time to Get the Right Things Done Jones Loflin | 200 DE Fraze Mowing: From Concept to Active Practice Jerad Minnick | 101 CDE Eat (Sell) Your Veggies! | Dean Engelmann | Aud 2 Reduced Risk Disease Control: How To Do It and Why It’s Important | Paul Koch | Aud 3 MN State Building Code, Municipal Regulations & Difficult Sites | Roger Axel | Aud 1

1:30 PM 2:30 PM

1:45 PM 2:15 PM

Landscape Awards Presentations | Innovation Theater Annuals that Attract Pollinators Julie Weisenhorn | Lakeshore Campfire The White Menace: Strategies for Surviving Winter Injury on your Golf Course | Paul Koch | Backyard Campfire

2:00 PM 3:30 PM

Hardscape Challenge Championship | The Sandbox

2:15 PM 2:45 PM

Pruning Demo | Climbers Corner

2:30 PM 3:30 PM

INTERACTIVE TRACK—The Soil/Water Equation: Understanding the Basics and Educating your Customers, Pt. 3: Educating your Customers and Homeowners | Sam Bauer | 101 AB

10:45 AM: MPSTMA Annual Meeting | 101 FG 11:15 AM 11:45 AM

INTERACTIVE TRACK—The Soil/Water Equation: Understanding the Basics and Educating your Customers, Pt. 2: Understanding Irrigation Equipment & Technology | Sam Bauer | 101 AB

Climbing Demo | Climber’s Corner 3:20 PM 4:00 PM

Closing Keynote: Fun Is Good – Creating Joy & Passion in Your Workplace and Career Mike Veeck | Innovation Theater

➾ E MP LO YEES

WHY SOME OF YOUR BEST PEOPLE ARE

GOING TO LEAVE YOUR GREEN INDUSTRY COMPANY

When it comes to leading your team and getting the kind of results that positively affect your bottom line, being a transformational leader is critical.

Tom Borg | Tom Borg Consulting

T

wo forms of leadership many green industry business owners and managers use are: Transactional. This leader focuses on tasks.

Transformational. This leader focuses on improving the lives of those he or she leads.

As Dr. Nido Quiben says, “While we all need to be a transactional leader at times, it is being a transformational leader that gets the best results.” Being a transformational leader means you focus on the individual you are leading or managing. Being this kind of a leader means you must be able to influence the beliefs of a team member.

In order to do this you must understand him or her. Once you do that, you are in a position to do what it takes to inspire a better belief system within that individual. What this means is taking a sincere interest in each person on your team.

Do you really know your people? Do you know what motivates them to stay with your company and do their job to the best of their ability? In a recent study, there were five reasons identified as to why people will leave a job. Here they are in the order of importance: They don’t feel good about what they do. In other words, they either don’t believe in the product or service the company offers, or they don’t feel they are making a meaningful contribution to the world. They feel it is just a job and nothing more.

The next reason people will leave a job is because they don’t feel important. They look at themselves as just a cog in the wheel.

They perceive that what they do at their place of employment really

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Being this kind of a leader means you must be able to influence the beliefs of a team member. doesn’t matter. Dr. Marshall Goldsmith reinforces this concept with his belief that “as leaders, we need to do less criticizing and look for ways to do more praising of our team member’s performance.”

The third motive is they don’t feel they are growing. Like the saying goes, “when you are green you grow and when you are ripe you rot.” At the point of departure from their company they are feeling like they are going nowhere with the position they are working in and they want out.

The next cause for people to leave a job is because they don’t get the support they need. When requests are made for better equipment or tools to do their job, they are told things like, “there is no money in the budget,” “it is not a priority,” or given some other lame excuse.

The final reason for a member of your team to leave is they don’t feel they are getting paid enough. Are you surprised this is last on the list? You shouldn’t be. It has been this way since the beginning of people being paid to do a job. This doesn’t mean that there will not be people who use that as the only reason for parting ways with your company, but for the most part, it is the factor that is usually of lesser importance than those mentioned above.

So, in order to lead your green industry company for the profitable results you are seeking, make it a priority to understand your people. Be a transactional leader. But more importantly, be a transformational leader. Doing so will build your people, and in turn they will build a successful company. works with small and mid-size green industry companies to profitably gain and retain customers through the use of his consulting, speaking, videos, and professional writing. To contact Tom, call 734-404-5909, email tom@tomborg.com, or visit his website at www.tomborgconsulting.com.

TOM BORG

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➾ ME MBER N EWS

WELCOME NEW MNLA MEMBERS! Atlantis Technologies LLC David Descutner Oakdale, PA, 724-695-2900

J & T Trailer Tommy Carrico Lebanon, KY, 270-699-1244

Sioux Dairy Equipment Ed Herbst Rock Valley, IA, 712-476-5608

Atlas Trenchless LLC Karl Holthaus Rockville, MN, 320-267-2932

J @ D Landscaping Jeffrey Lorentz Hampton, MN, 651-437-1209

SJ Louis Construction Karl Holthaus Rockville, MN, 320-253-9291

Brown Excavating David Brown Slayton, MN, 507-760-0071

Jdittel LLC Jay Dittel Coon Rapids, MN, 651-755-1010

Stabner Electric Allen Stabner Oakdale, MN, 651-775-2819

Buckwheat Lawn Chewers Grant Schroeder Hamburg, MN, 612-202-8284

Landscape Garden Centers Erik Helland Sioux Falls, SD, 605-338-0706

Triple E Transport Efren Vazquez Chisago City, MN, 612-735-9670

Buss Lawn Care LLC Chad Buss Little Chute, WI, 920-585-2678

NK Services Nathan Kulenkamp Falcon Heights, MN, 612-868-6711

Walters Recycling and Refuse, Inc. Mike Moroz Blaine, MN, 763-210-5030

EDI Systems, Inc. Timothy Andrea Minnetonka, MN, 952-941-7333

PJ’s Plow & Tree Service Paul Jantscher Richfield, MN, 612-866-7125

Yetman Homes Larry Yetman Sioux Falls, SD, 605-254-2696

FNB of Wakefield Jordan Ringsmuth Wakefield, MI, 906-364-2487

Primate Tree Care LLC. Justin Lovro Woodbury, MN, 651-470-1112

GreenHaven Jeffrey Hyer St. Paul, MN, 612-865-4937

Rieke Farms, Inc. Jacob Rieke Fairfax, MN, 507-426-7467

Don’t miss your chance to enter!

The online entry portal is open and we’re receiving entries for the 2018 Landscape Awards program. Go to www.MNLA.biz/landscapeawards to find the entry portal link and complete your entry by November 15!

Full entry rules are posted on the entry form.

DE ADLINE:

NOV. 15

Each winner receives a plaque, a ticket to the Green Industry Awards Celebration, a crest to display in print and for posting on their website, and other marketing materials. Submitting companies must be MNLA members who offer design, installation, bid/build, design/build, or other landscape specialty to their clients. Entries are not judged against each other; rather each entry is judged against the standards of excellence.

Questions? Contact Jon Horsman at jon@mnla.biz or 651-633-4987.

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: s r e t n e C n e d r a G a t o s e n Min

WHO ARE YOUR CUSTOMERS? FIND OUT WITH MINNESOTA GROWN!

Minnesota Grown and MNLA are providing garden centers with the opportunity to participate in a customer satisfaction survey in spring of 2018. Participating garden centers will receive a confidential, individualized report about their customers. They will also receive a state-wide aggregate report to use in benchmarking their garden center against others in the state.

• • • •

Who are your customers?

What are their expectations?

What are their spending habits?

Where do they get their information?

Get the answers to these questions and more directly from your customers.

WHAT DOES MY GARDEN CENTER HAVE TO DO? • Tell us you want to participate: Sign-up by February 15, 2018.

• Give customers cards: Cashiers give each customer a card (provided from Minnesota Grown) to direct them to the online survey.

• Donate a gift card: Each garden center donates a $50 gift card to be awarded to a survey participant. Gift cards are awarded to customers, selected at random, who filled out the survey and signed up for the chance to win.

HOW DO I SIGN-UP? Register online at: http://tiny.cc/gardencentersurvey This opportunity is open to Minnesota Grown members and new members.

Questions? Contact Tina Cassler at 651-201-6688 or tina.cassler@state.mn.us!

MINNESOTA GROWN IS DOING A FREE CUSTOMER RESEARCH PROJECT FOR MINNESOTA GARDEN CENTERS AND NURSERIES.

WE NEED YOU!

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MNLA CERTIFICATION

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Prove what you know.

Become a Minnesota Nursery & Landscape Association Certified Professional.

SA M E VALU E, N E W FO R MAT When and where are the 2018 exams?

When: February 2, 9, 16; and March 2, 16, 23 (all testing dates are on Fridays)

When & Where?

Where: At the MNLA office in Roseville (1813 Lexington Ave. N, Roseville, MN 55113) Please note, only seven seats are available for each test date. Please apply early!

Why?

Why does it benefit me in my career?

Who is eligible?

Who?

You are eligible to register for the exam if you meet the following requirements: • Have either two years of study in an accredited post-secondary nursery and/ or landscape program that includes a structured internship, OR • A minimum of 2,000 hours in nursery or landscape-related employment.

A signature of an educational advisor or work supervisor is required on the exam registration form to verify completion of the prerequisite.

Did You Know?

• Identifies you as a professional.

• Gives you credentials and proves your qualifications.

• Provides you instant credibility with your clients and employers.

• Contributes to increased opportunities for advancement with many employers.

• Demonstrates your commitment to your profession.

• Distinguishes you from the competition.

• Qualifies you to do expert work and give advice.

Why does it benefit MNLA member companies?

MNLA member businesses that employ certified professionals enhance their professional image, increase customer recognition and respect, provide a consumer marketing tool, and offer an additional tool for employee motivation, evaluation, and advancement.

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The exam is now given in an electronic format with immediate results and integrated photos and videos. It is still a two-part exam: you must pass a Basic Knowledge Exam and a specialty of your choosing (Landscape, Garden Center or Grower) to become MNLA Certified. To maintain certification status, all individuals must compile at least 18 continuing education points every three years.

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Did You Know?

HOW TO PREPARE: USE THESE RESOURCES TO PREPARE FOR THE EXAM: ONLINE STUDY CHAPTERS | PRAC TICE TEST | PL ANT I.D. WEBINAR november 17

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