may 2012 landscape trades

Best of the Best Portfolio of

Canada’s award

winners

Power questions deflect complaints, inspire solutions

Merchandising: A plan for success Green industry is ready to serve markets in China

PM40013519

May 2012 VOL. 34, NO. 4

landscapetrades.com

Best of the Best Portfolio of

Canada’s award

winners

MAY 2012 | LANDSCAPE TRADES | 3

contents

MAY 2012 VOL. 34, NO. 4

PUBLISHER Lee Ann Knudsen CLP | [email protected]

EdItORIAL dIRECtOR Sarah Willis | [email protected]

EdItOR Allan Dennis | [email protected]

WEB EdItOR Robert Ellidge | [email protected]

ARt dIRECtOR Kim Burton | [email protected]

GRAPHIC dESIGNER Mike Wasilewski | [email protected]

ACCOUNtANt Joe Sabatino | [email protected]

SALES MANAGER, PUBLICAtIONS Steve Moyer | [email protected]

COMMUNICAtIONS ASSIStANt Shawna Barrett | [email protected]

AdVISORy COMMIttEE Gerald Boot CLP, Laura Catalano, Hank Gelderman CHT, Marty Lamers, Jan Laurin, Warren Patterson, Bob Tubby CLP

Landscape Trades is published byLandscape Ontario Horticultural trades Association7856 Fifth Line South, Milton, ON L9T 2X8Phone: (905)875-1805 Email: [email protected]: (905)875-0183 Web site: www.landscapetrades.com

LANdSCAPE ONtARIO StAFFCarla Bailey, Darryl Bond, Laura Brinton, Tony DiGiovanni CHT, Denis Flanagan CLD, Sally Harvey CLT CLP, Helen Hassard, Jane Leworthy, Heather MacRae, Kristen McIntyre CHT, Kathy McLean, Linda Nodello, Kathleen Pugliese, Paul Ronan, Ian Service, Tom Somerville, Martha Walsh

Landscape Trades is published nine times a year: January, March, April, May, June, July/August, September, October and November/December.

Subscription rates: One year – $46.89, two years – $84.73; three years – $118.63, HST included. U.S. and international please add $20.00 per year for postage and handling. Please make cheque payable to Landscape Trades.

All rights are reserved. Material may not be reproduced in any form without written permission from the publisher. Landscape Trades assumes no responsibility for, and does not endorse the contents of, any advertisements herein. All representations or warranties made are those of the advertiser and not the publication. Views expressed do not necessarily reflect the views and opinions of the association or its members, but are those of the writer concerned.

ISSN 0225-6398 PUBLICATIONS MAIL SALES AGREEMENT 40013519RETURN UNDELIVERABLE CANADIAN ADDRESSES TO:CIRCULAtION dEPARtMENt LANdSCAPE tRAdES MAGAZINE7856 FIFtH LINE SOUtH, MILtON, ON L9t 2X8, CANAdA

FEATURES6 the cream of the crop A portfolio of landscape award winners from coast to coast

12 Growing garden centres in Asia Gardening goes corporate; lots of opportunity for growth in the far east BY JOHN STANLEY

14 China’s cities shop for green Shanghai show reflects sustainability mandates BY LEE ANN kNUDSEN

16 Advocacy in action A ground-breaking report quantifies value of green infrastructure BY COLLEEN CIRILLO

20 Simplifying purchasing decisions A step by step approach to effective merchandise management BY STEPHEN HEAD

COLUMNS22 LEGAL MAttERS | demystifying backcharges and deficiencies BY ROBERT kENNALEY

24 SUStAINABLE LANdSCAPING | Protecting and investing in mature trees BY SEAN JAMES

26 MANAGEMENt SOLUtIONS | think solutions, not problems BY MARk BRADLEY

30 ROAd tO SUCCESS | Great advice available for the asking BY ROD McDONALD

DEPARTMENTSGreen Pencil 4PrOVinciAl neWS 23cnlA neWS 35inDUSTrY neWS 36

neW PrODUcTS 40cOMinG eVenTS 44clASSiFieDS 45Where TO FinD iT 46

On The cOVer: Award-winning landscape by

Plantenance, dollard-des-Ormeaux, Que. A portfolio of Canada’s landscape

winners starts on page 6.

4 | MAY 2012 | LANDSCAPE TRADES

By Sarah Willis

greenpencil

Value and experience are proven performers

discounts destroy your brand

By Sarah Willis

do you Groupon? WagJag? Lately, I’ve been offered online deals for lawn care, summer annu-als, bulk soil and landscape services, so it seems like most sectors of the green industry are dabbling with this promotional tool.

If you aren’t familiar with them, group buying sites target lo-cal businesses, inviting them to post attractive offers that are only available if a minimum number of people bite. Once the daily deal is offered, and emailed to the group’s subscribers, it is hoped that sub-scribers will forward the deal to interested friends, and the deal goes viral. Great for the host cou-pon site, but not necessarily great

for the company running the deal as a loss-leader, in an attempt to reach new customers. The internet is full of stories of woe from companies whose discounted cou-pon hurt their business more than helped it.

the problem with these online discounts seems to be that, while they draw consumers to your business, they train them to wait for sales. I have several friends who troll discount sites, buying online deals for cheap spa treatments, yet never return to pay full price for a service the second time.

Last week, I read a great quote by brand strategist Laura Ries; she says, “Coupons are like cocaine. The first time you do it, it is the best feeling in the world.

But over time it takes more and more of it to achieve that same feeling.” Ries says coupons teach customers that your prices are too high, and conditions them to buy only when given a discount. She adds that coupons don’t build a brand, they destroy it.

It’s better to reward loyal clients, than lose money attracting bargain-hunters. Even worse, by discounting your products or services, you are not just losing money, your company is damaging its future earnings, destroy-ing the perceived value of what you do, and devaluing your brand.

Offering unexpected service when working at a cli-ent’s home is a proven way to keep prices up, gain referrals and build your brand and business. Our col-umnist Rod McDonald believes in surprising valued customers with a complimentary plant, earning appre-ciation at a fraction of the cost of a discount. Creating an experience for customers at your store will keep you at the top of their mind as the go-to for green goods, and encourage repeat business.

To be fair, the judicious use of coupons can build business. I bought one online coupon, for a store where I have a long-term relationship. I haven’t asked the owner how many new ‘regulars’ she gained through Groupon, but suspect she would have been better off mining her POS database and rewarding her loyal, fre-quent buyers.

your brand is your reputation. Why would you offer it for sale at a discount? LT

To learn more abouT our producTs and Their benefiTs, conTacT us for a lunch

and learn presenTaTion. GTA 1-800-265-0692

permaconpro.ca

new leXaTm slabs

modular and modern, the large-scale lexa slabs will help you create trendy projects with their clean, straight lines. They are offered in monochrome colours, with a granulated finish.

Right page


Your horticultural trade association has a ready-made business management tool for you. its awards of excellence program offers built-in promotion, staff recognition and marketing opportunities.

Award winners profit from goodwill

Best in classEverybody loves a winner; sending a press release and picture to your local paper(s) can generate free publicity, and position you as a lo-cal garden design guru. No other industry has access to the naturally beautiful, stunning photographs you can take of your projects. Make them available to local media, post them on your Facebook page and on your website. Have a recognition plaque made for your client — you can bet they’ll be tickled, and will happily pass your name onto friends and family.

Creating the beautiful landscapes pictured on these pages took innovation, hard work and artistry. Congratulations to all the award-winning companies from British Columbia to Newfoundland. How-ever, once you’ve won the award and commended your staff, don’t let the plaque languish on a shelf — put it to work for your company. An award-winning project is a gift that keeps on giving.


Manitoba3 Seasons Landscaping, Winnipeg, Man.

Ontariokiva Landscape Design Build, Fonthill, Ont.

Quebec Paysages Rossignol, St.-André-Avellin, Qué.

NewfoundlandBowering Ponds & Gardens, St. John’s, Nfld.

AlbertaHomescapes Complete Residential Landscaping, Calgary, Alta.

British ColumbiaPure Landscapes, Vancouver, B.C.


NewfoundlandMurray’s Landscape Services, Portugal Cove, Nfld.

Nova ScotiaDown to Earth Gardening & Landscaping, Wolfville, N.S.

OntarioRJ Rogers Landscaping, kars, Ont.

British ColumbiaLandscape 2000, Vancouver, B.C.

Quebec Les Artisans du paysage, Québec, Qué.

Thanks to high-performance products, Fertilec and its partners are proud to contribute to the quality of your

landscape and support sustainable development.

and part of your daily life.

Contribute to the Green Building Council’s LEED program.

For Ontario, contact Robert Dippel : 1 519 323-6147

Permaloc o�ers the widest variety of commercial grade aluminum landscape edgings. Common applications are

brick and paver, asphalt, athletic surfaces, �ower beds, freeform garden art and green building edging.

The TerraCast® Planters division o�ers 17 styles ofarchitectural grade planters in various sizes (12 to 60 in.)

and colors. Polymer containers will provide years of maintenance free performance.

We are part of your landscape…

Fertilec o�ers the most complete and specialized lines of seeds and fertilizers for erosion control.

Extreme Slope Matrix™ is the best high-performance hydraulic mulch designed especially for steep to severe

slopes. This all-in-one product is composed of processed straw �bers, cotton plant material, performance enhancing tacki�ers, and other proprietary additives such as colorant. Contractors will appreciate the convenience of HydraCX2

when applied with adequate equipment.


British ColumbiaUpper Levels Landscape Management, North Vancouver, B.C.

Nova ScotiaJoe Bidermann Landscaping, Fall River, N.S. LT

New BrunswickPrice Landscaping Services, Lutes Mountain, N.B.

AlbertaJVR Landscape 2006, Calgary, Alta.

OntarioFocus on Landscapes, Burlington, Ont.

For over 85 years, STIHL has been a world-class innovator in outdoor power equipment. German engineered products featuring the latest pioneering technologies make STIHL the market leader. STIHL products are only available at independent STIHL Dealers who provide expert advice and on-site service. Thank you for supporting the leading team and for making STIHL the Number 1 Selling Brand in Canada.

* #1 Selling Brand in Canada is based on an independent market share analysis of imported gasoline powered handheld outdoor power equipment for the year 2011.

Innovation at work.

www.stihl.ca

*

HS 46 C-E and HS 56 C-E Hedge Trimmers

An easy start: both feature a Master Control LeverTM – a global first for gas hedge trimmers that make them extremely easy to operate. And, thanks to a primer bulb and STIHL Easy2StartTM, these tools are also simple and easy to start.

Strong, clean, efficient: with the powerful, lightweight 2-stroke, stratified charge engine, you can get the job done easily and be kind to the environment.

Comfortable and easy to maneuver: uncompromising engineered construction means these tools weigh less and save your strength on the job.

Effortless operation: a first-class anti-vibration system and sophisticated cutter geometry ensure optimal handling during operation.

Well-designed and durable: a tip protector prevents the blades and the trimmer from being damaged. A blade guard protects the blades during transport and in storage.

NEW, LIGHT STIHL HEDGE TRIMMERS ARE PACKED WITH FEATURES

Displacement 21.4 cc 21.4 ccPower Output 0.65 kW 0.65 kWWeight 4.3 kg / 9.5 lb 4.5 kg / 9.9 lbTotal Length 100 cm / 40 in 105 cm / 42 inBar Length 55 cm / 22 in 60 cm / 24 inTooth Spacing 30 mm 34 mm

HS 46 C-E HS 56 C-E

INNOVATION SPOTLIGHTINNOVATION SPOTLIGHTThe outstanding new hedge trimmers, STIHL HS 46 C-E and STIHL HS 56 C-E, have an unprecedented cutting performance, loads of torque, an impressive fuel savings of up to 20% and produce up to 60% fewer exhaust emissions. The anti-vibration system was redesigned to include rubber buffers to aid with reducing vibration levels by up to 40%. The geometry on the teeth of the blades has been re-engineered to save you time and energy. The ingenious tip protector prevents the blade tip from being damaged. It also protects objects around hedges and aids with cutting near the ground easier. When it comes to convenient operation and making your work easier, the new hedge trimmers from STIHL are positively your first choice.


BY JOhn STAnleY

Does Asia have garden centres?

seas products to those of their home market. I came across products from Finland, UK, Germany, Italy, USA and Canada in the gar-den centres, and few locally grown or made products.

Customer service is still alive. Walk into a Japanese or Chinese retail business and you will be greeted warmly. It is part of the cul-ture and shows the team really cares about the customer. This makes shopping a plea-sure for a growing number of consumers who are demanding more of retailers in this part of the world.

Miniature gardening is a growing trend in the western world, although in countries like Australia the trend is yet to arrive. In Ja-pan and China, where space is limited, the trend has been around for some time. Stud-ies have shown that miniature gardens as indoor decorations are especially appealing to older women. Clearly, minature garden-

ing is a trend we should all be aware of and looking at the marketing opportunities this provides.

Do not stand still. The industry in both these countries is moving forward rapidly. It is continually offering new ideas to the con-sumer. Many garden centres in the west are not changing displays rapidly enough and, as a result, are not getting the repeat business and word-of-mouth marketing they should.

Garden retailing is moving forward in Japan and China. Companies are investing in new stores and better merchandising and ideas. The region is becoming one to watch for future trends. LT

John Stanley is a consultant, author, trainer

and speaker specializing in perishable retailing.

Many of his clients have gone on to win industry

awards after his coaching.

The answer is, “Yes,” and they are businesses we can learn from. These are rapidly-devel-oping businesses that are using ideas from around the world. In Japan, Joyful Honda has 16 of the largest garden centres I have seen anywhere, while Hong Yu, in China, is developing a franchise chain that already has 16 stores and is growing.

It is good to see that the industry is at-tracting young people in this part of the world, unlike many other countries. In China, I worked with managers who were in their early 20s and keen to move their business forward. At the Hangzhou Lifestyle Conference and Exhibition, many sessions were full of students keen to gain as many ideas as possible.

Here are the main lessons I came away with:The plant areas in Japan can be large,

which is a surprise in itself, but they are fo-cused on getting as many stock turns as pos-sible. This means the plant area is stocked with product that has eye-appeal all the time. I saw highly coloured plant areas where the entire product was saying, “Buy me!” And this was in the middle of a Japanese winter, when you would think purchasing plants would be delayed until the spring

China has a less developed market. My cli-ent has 20 garden centres, but these have only been developed over the last two years. What I found unusual about the retail industry in China is that while they make many products for export, Chinese consumers prefer over-

During the last few weeks i have been working with garden centres in china and Japan. When i mention this to people, one of their first comments is, “Do they have garden centres in those countries?”

Honghue Garden Centre in Hangzhou, China, is one of a 20-chain franchise. These centres are full of colour and product is available from around the world.


The numbers on China’s transition to a de-veloped nation are staggering; its economy is 55 times larger than the nation’s 1980 gross domestic product, and its current growth rate is the envy of the world at over eight per cent. Massive programmed migration from China’s countryside to its urban centres fuels the nation’s productivity.

The country’s dynamic energy was on display at the recent Green Building Chi-na exhibition and conference, known as GBC2012, held last March in Shanghai. Since China’s economy opened up in 1978, the country has seen a construction boom. Visitors to Shanghai cannot miss the forest of construction cranes, building commercial space as well as homes for the millions of Chinese adopting urban lifestyles.

China developed fast, but without the environmental safeguards found in the west. Severe air pollution continues to spread a

BY lee Ann KnUDSen

permanent haze over China’s cities. China’s economic planners are moving

ahead with development, but to address environmental and other pressures, China’s leaders have decided to manage growth by creating more than 500 new urban cen-tres, with populations of 1.5 million each. “Green” is hot, as the new cities are being planned with integral, extensive and man-datory green infrastructure.

Exhibitors at GBC2012 tailored their product offerings to the new mandate for green growth. Many landscape architecture firms, aware of the funding to be allocated for environmentally sensitive urban plan-ning, constructed large, high-style exhibits. Wood-plastic composites for fences and decking were heavily promoted, as well.

One high-profile exhibitor was Canada Wood, a promotion effort from Canada’s forest industry. While wood construction is

China craves green infrastructure

GBC Shanghaiuncommon in China, the campaign is trad-ing on wood’s green characteristics, as well as Canada’s reputation for quality, to sell to China’s domestic market.

Visitors to China cannot help but notice the country’s economic engine is no longer export-dominated. Its growing population, with improved living standards and higher expectations, has created massive domestic demand. China’s ambitious plan to build hundreds of new, green cities from the ground up is a clear opportunity for compa-nies able to deliver the right goods. Canadi-ans are well familiar with the green industry product solutions that will be required; the scale of the enterprises is another matter.

The next edition of Green Building China, www.greenbuildingchina.com, takes place Sept. 13-14 at the Shanghai New Inter-national Expo Centre. LT

Marketing efforts featured strong green messages throughout the show.

A recent China Daily story promoted green building components, such as walls and roofs, for their ability to improve environmental conditions.

The article cited Canada’s leadership in the green roof movement.

Klavika CH (Medium Condensed, Bold Condensed, Regular Condensed; True Type)

General Motors

Real World Challenges

CTR 12013

TORMCL-DMX7627 Cyan, Magenta, Yellow, Black

None

CTR-010-4C-12Landscape Trades3-6-2012 12:08 PM

Manny Augusto

100%

SAFETY: 7.125” x 10” TRIM: 8.125” x 10.875” Bleed: 8.375” x 11.125”8.125” x 10.875”

SPEC ORIGINALLY GENERATED: by Operator PAGE: 1

Unflattened

GEN12602-8.125x10.75-010.indd

S:7.125”S:10”

T:8.125”T:10.875”

B:8.375”B:11.125”

SILVERADO HDSILVLVLCHEVROLET

SEE IT ALL AT CHEVROLET.CASEE IT ALL AT CHEVROLET.CA

REAL WORLD CHALLENGES.ONE CLEARWINNER.MOBILE ENABLED


Ontario faces many challenges — a strug-gling economy, aging and inefficient in-frastructure, an obesity epidemic and as-sociated health costs, and little-understood threats from climate change. A new report by the Green Infrastructure Ontario Coali-tion and Ecojustice proposes a new method to the way governments and communities approach these challenges. Health, Prosper-ity and Sustainability: The Case for Green In-frastructure in Ontario examines how other jurisdictions in North America are leverag-ing tangible benefits from public policies and investments in green infrastructure, and makes specific recommendations to the provincial government on how to realize similar benefits.

The coalition undertook extensive re-search and consultation to inform its policy and investment recommendations for the provincial government. More than 400 in-dividuals with direct experience in green infrastructure participated in the consulta-tion process, which consisted of workshops

BY cOlleen cirillO

New report

for green infrastructuremakes strong case

in five communities across the province and an online questionnaire.

The coalition defines green infrastructure as natural vegetation, vegetative systems, soil in volumes and qualities adequate to sustain vegetation and absorb water, and supportive green technologies that replicate ecosystem functions. While most people recognize that natural areas, gardens and parks improve our quality of life, few are able to articulate the why and how of this phenomenon. The coalition is attempting to do just that by amassing evidence that demonstrates the infrastructure and energy cost savings as well as the direct and indirect human health benefits — both physical and psychological — of green infrastructure.

Ontario is already reaping the benefits of green infrastructure, such as the economic impact created by the more than 140,000 people employed in the private sector horti-cultural industry and public sector parks de-partments; the tax dollars saved by effective stormwater management; and the health

and quality of life benefits of cleaner air and more liveable cities. A coordinated strategy of policies and investments would allow the province to secure even more environmen-tal, social and economic benefits of green in-frastructure. With political will, Ontario can become a leader in this field.

Health, Prosperity and Sustainability: The Case for Green Infrastructure in Ontar-io is available for download at www.greeninfrastructureontario.org/report. LT

The Green Infrastructure Ontario Coalition

is an alliance of more than 80 environmental

organizations, businesses, agencies and academic

institutions that share a common vision for a

healthy, prosperous and sustainable Ontario

where the environmental, social and economic

benefits of green infrastructure are fully realized.

The coalition formed in 2010 with a grant from

the Ontario Trillium Foundation. More informa-

tion can be found at www.greeninfrastructureon-

tario.org.

http://www.greeninfrastructureontario.org/

http://www.greeninfrastructureontario.org/

Insist on EnduraColor!Unilock® is the only manufacturer with EnduraColor™ which renders the colour and textural beauty beyond what standard paver surfaces offer.

Newfor 2012

Enhanced Colour ProcessesOutstanding colour and wear

performance resulting from the use of exclusive manufacturing techniques

using proprietary formulations.

Enhanced Colour ProcessesBeyond the concentration of traditional wear resistant materials on the surface, this process utilizes a proprietary blend of nature’s highest performing minerals

to deliver an unparalleled colourfast and wear-proof finish.

www.unilock.com 1-800-UNILOCK

RIVENSTONE™

RIVERCREST™ WALL TREVIA™

THORNBURY™

Premium Wear Resistant Mix Design

Standard Concrete Paver Mix Design

TOWN HALL™

TM

TM

ENDURACOLOR™ CROSS SECTION

LT_May_Endura_Magazine_Ad_FINAL.indd 1 04/04/2012 10:06:23 AM


There is no role in a garden centre or retail outlet that can impact the performance of a business more than that of the purchaser. This is not a function to be taken lightly, nor one to venture into without adequate planning and preparation. The best chance of success is to have a well prepared plan to complement the skills of your pur-chaser. Working within a defined framework helps make purchasing decisions easier and more consistent.

MERChANDiSiNg PhiLOSOPhy AND PRACTiCESA retailer’s merchandising philosophy sets the guidelines for every purchasing decision. Many stores have an informal merchandising philosophy; however by formalizing it, employees can more readily understand what is expected of them. Formalizing a merchandising philosophy begins with analyzing existing practices and employee roles along with the business’s desired image, values and goals.

It helps in the decision making process of a variety of merchan-dising issues such as: the assortment of products across the store, the depth offered within each category, inventory levels, the quality of merchandise offered, pricing to correlate with the store’s desired im-age and financial goals, as well as promotional strategies.

Merchandising philosophy and practices are an evolving process and once completed, should not be left to gather dust. The process should be revisited regularly, especially after the key selling periods, to evaluate performance and make refinements as needed.

DEvELOPiNg ThE PLANFollowing the assessment of current merchandising philosophies and practices, the next stage is to start developing the merchandis-ing plan. This would include: forecasting, innovation, selection and quality, brands offered, seasonal timing, and allocation.

Develop a merchandise plan

FORECASTiNgForecasting is the basis of most purchasing decisions and, while not an exact science, offers a best guess scenario. How detailed and useful a forecast will be is determined by the quality and quantity of infor-mation available and how it is interpreted. Of course, there is always an element of chance — we’ve still not figured out how to control the weather! Detailed forecasting can help purchasing by reducing on-the-fly decisions and replacing them with informed decisions, which can help reduce waste and lost sales opportunities.

Forecasting by category (i.e. perennials, annuals, etc.) alone is less useful. It does set sales targets, but fails to provide the detailed information needed to achieve these targets. Out of 100 items in a category, 10 of those items may be generating 70 per cent of sales; the remainder could be dragging down the category performance. Detailed information is more useful in making key decisions on in-ventory selection, financial goals, space utilization, and more.

Forecasting also assists in the selection and ideal stock levels of staple products, those essential to the success of any range. These are the ones that consumers specifically come in for and are critical to the success of seasonal merchandise. There are not many sales for red poinsettias in January; conversely it is not good to run out in the second week of December.

Many staple items fall into the category of ‘known value,’ those which the consumer tends to compare on price, so margins may be tighter and mistakes more costly.

iNNOvATiONThe garden industry is one of fashion and innovation, something that perhaps we don’t capitalize enough on. For example, organic products have been around for decades, however it is only recently

Planned merchandise management should be an intrinsic part of retail. To be successful, a retailer must offer the right mix of products and range to satisfy consumers, while balancing the needs of the business, its market position and financial goals.

BY STePhen heAD

Merchandising management

JohnDeere.com/MowPro

The Mulch On Demand™deck. Only from John Deere.

Accept Nothing Less

51672

No one wants clippings here.

*Offer valid from Mar 01, 2012 until Jul 31, 2012. For personal or commercial use. No down payment required. For example, on a new John Deere Model 970A PRO, basedon a selling price of $17,153 (selling price in example is based on MSRP as of 30 November 2011 and may change at any time without notice. Dealer may sell for less) plus a $50 documentation fee, less a down payment of $0 results in a balance of $17,153 to be financed for a maximum of 3 years with 36 monthly payments of $476.85 totalling $17,166.72 based on 0.00% AIR with a cost of borrowing of $13.72. A $50 documentation fee may apply. Subject to John Deere Financial approval and dealer participation. In the event you default on this or any John Deere Financial Multi-Use Account transaction, interest on all outstanding balances on your Multi-use accounts (including on this and all special Term transactions on your Multi-use Account) will begin to accrue immediately at 19.75% AIR from the date of default until paid in full, and you will be required to make monthly payments on your Multi-use Account equal to 2.5% (personal use); 3.0% (commercial use) of the original amounts financed plus interest. Taxes, set-up, delivery, freight, and preparation charges not included and may increase price or monthly payment(s). Minimum purchase and finance amount may be required. See your dealer for details.Program subject to change, without notice, at any time.

0%

MONTHSFOR

*

36AIR

It’s time to put clippings in their proper place. That’s why we invented

the MOD deck for our ZTrak™ PRO 900 Series Mowers. It allows you

to side-discharge clippings or, with an instant push of a lever, mulch

them. Clippings go where you want them, not where you don’t.

It’s just one of the many reasons why the ZTrak PRO is the ultimate

mower. Demo one at your local John Deere dealer today.

51672-1LT.indd 1 3/9/12 3:32 PM


they have received wider acceptance with our changing social attitudes. Now, these prod-ucts offer an opportunity for higher margins in a still small, but expanding segment.

Innovation is a key part of the product life cycle. It can help set one seller apart from another, but it is not without its risks. Misreading consumer trends can lead to get-ting stuck with large amounts of inventory. New uses or marketing methods for existing products have proven successful for some vendors—green roof and wall planting are but two examples. Creative and innova-tive presentation can help differentiate one store from another. The independent garden retailers may compete with box stores, but they don’t need to look like them.

SELECTiON AND qUALiTyThe right selection is a fine line, enough to satisfy consumer needs, but not too much to overwhelm the consumer with choices. Be-ing spoiled with selection can make it hard for the consumer to choose, sometimes re-sulting in a lost sale.

The first planning decision on selection for a garden retailer would be to determine how many individual lines are offered in any given category and the desired level of inventory. Of course, financial goals will always be part of any decision making process. If the range of products is increased, will sales go up pro-portionally? If the range is reduced, what will be the impact on the consumer? How might either impact on profits? What may seem an obvious answer cannot be confirmed without some planning and investigation.

Plant selections can sometimes fall vic-tim to strategies like, the more the better, the widest selection in town, or the most un-usual plants that don’t necessarily sell well. Without evaluating the impact of sales on profits it can be hard to determine which, if any, is the right strategy. A wider choice might appeal to a wider audience, or it may make no difference. It may simply mean fewer plants per variety, and may not allow sufficient space for the top sellers, raising the possibility of running out halfway through a busy weekend.

Quality is also a consideration as it forms part of the garden centre’s image and mar-ket positioning. To benefit from a planned market position, the product quality offered should fit the desired image. Wanting to portray your business as a high-end quality

seller but offering lower quality or budget merchandise and plants, may send a con-flicting message.

Research has demonstrated that higher quality merchandise can demand a pre-mium price. Garden consumers are often value driven rather than solely price driven. Demographics have and continue to change; hobbyist gardeners, who enjoyed spending the majority of their leisure time in the gar-den are being replaced by lifestyle gardeners, who have more demands on their leisure time, but enjoy their garden as a living space. It is important to determine your customer base and pricing strategies based on finan-cial goals as well as market knowledge. A blanket mark-up or guesswork might not be good enough in this evolving market to maintain a competitive edge.

In addition to a premium price, higher quality product may sell more quickly, have reduced waste, and significantly contribute to customer satisfaction and a business’s financial objectives. Research suppliers when evaluating products; compare like for like. Does it meet your standards and specifications? As with any strategy, this requires careful evaluation and risk assessment to ensure it meets the business goals, before implementing any change.

SEASONAL TiMiNg Nobody in this industry needs reminding about the seasonality of our business. With the intense and short sales window that sea-sonal sales offer, it is imperative to get the mix right, as well as the timing and volume requirements. Seasonal timing encompasses many facets of the planning process and a number of factors have to be considered such as: forecasting, defining the peak sell-ing seasons, accommodating increased holi-day demand, the availability of merchandise, and lead times needed by suppliers. It is im-perative to know your suppliers and how they work. This is an important part of the value chain concept.

Taking advantage of early order and vol-ume discounts can offer substantial savings to the purchaser, savings that can be passed on to the consumer by promotions or help the business meet its financial goals. For items that have limited availability, early or-dering can help secure supplies for the com-ing season. The results of seasonal planning and purchasing can have significant impact on the performance of a garden retailer.

ALLOCATiONHow much real estate will you give up to a product? There is a fine line between eye-catching displays, sufficient volume to satis-fy customer demand, and meeting financial goals. It is one of the most challenging jobs for a purchaser/merchandiser. The big guys have computer software to figure out how much they will make from their shelf and floor space. Allocation is a complex subject; however, decisions can be helped with an understanding of the market, product mar-gins, available space, customer flow around the store, and detailed forecasts.

CATEgORy MANAgEMENT Arranging product grouping is particularly relevant to the garden retailer, as this is how many structure their performance measure-ment. Category management focuses on the results of a specific category within the store, rather than the performance of specific brands or individual product lines. Where a category is placed can influence its perfor-mance, and moving categories seasonally will often give better returns.

Successful category management can set yourself apart from competitors. It can strengthen your image and market position. The objective should be to drive multiple purchases, increasing the value of each sale. It is important to position merchandise for maximum exposure to consumers at the op-timum time. This means being flexible and changing even within a season, according to peak demand.

CONCLUSiONMerchandise management and purchasing is a challenging and rewarding role. It re-quires continued study, an understanding of the market, and ongoing assessment of the merchandising plan. The scenario will be different for each retailer, requiring detailed evaluation, planning and risk assessment. It is a best guess, as results are never guaran-teed, but planning and flexibility offer great opportunity for your business, customers and suppliers. LT

Stephen Head has worked in the green industry

in retail and wholesale capacities and as a

training and merchandising consultant.

He now operates a wholesale nursery in B.C.,

specializing in herbs.

8821 Weston RoadWoodbridge, ON, L4L 1A6

63 Anderson Boulevard.Uxbridge, ON, L9P 0C7

FOR INFORMATION ABOUT OUR PRODUCTS, CONTACT US AT 1-800-BESTWAY OR VISIT US AT BESTWAYSTONE.COM

Best Way Stone Limited® is a proudly Canadian company, supplying interlocking pavers, retaining walls, patio slabs, curbs and architectural products to Ontario since 1965. With continued innovation, and a dedication to quality and customer service we offer only the best to our valued contractors and dealers.

WOODBRIDGE STOUFFVILLE/UXBRIDGE

INTE

RLO

CKI

NG

PAV

ERS

STRADA® ANTICO® ARDESIA® BELLAGIO® ANTICO®

TRESCA™

MODERNA®

PARKWALL®

PALLADIO™ ANTICO®

RETA

ININ

G W

ALL

S

PATIO SLABS

facebook.com/bestwaystone twitter.com/bestwaystone

love your landscape


legalmatters

Of backcharges, deficiencies, warranties and guarantees those who work in the construction industry often become confused about how backcharges, deficiencies, warranties and guarantees differ from one another and how these items relate to one another on a con-struction project. They can arise as between: owners and contractors; owners and con-sultants; contractors and subcontractors; subcontractors and other subcontractors; subcontractors and suppliers; and in a host of other permutations and combinations. In a two-part series of articles, I will attempt to demystify some of the confusion surround-ing these concepts.

BackchargesThe backcharge is an accounting mecha-nism or step. It is used by a person who has hired another for the supply of services or materials to avoid paying for those services or materials, on the basis that money is owed back for some reason. For example,

an owner might assert a backcharge against the contractor for the cost of rectifying dam-ages that the contractor caused in damaging the owner’s building. Similarly, a contractor might assert a backcharge against a subcon-tractor for the cost of rectifying the subcon-tractor’s work, and a subcontractor might backcharge a subcontractor or supplier of its own, for the supply of deficient product.

You will very rarely see the word “back-charge” referenced in an actual contract or subcontract. Many contracts will, however, use various types of language to establish the right of the hiring party to claim for, or clawback from, monies otherwise owing under the contract, for certain reasons. In law, the application of a backcharge is the exercise of a right of ‘set-off.’ It is the right of one party to set-off as against monies owed to another on the basis that the other party owes monies back to it.

Generally speaking, the right to set-off

need not be set out in the contract in order for a party to rely on it. In addition, gener-ally speaking the basis of the set-off need not relate to the project in question. Accordingly, for example, an owner could backcharge, or set off against, a contractor for costs in-curred or monies owing on a completely dif-ferent project. Indeed, the owner could set off against a contractor for amounts owing which are entirely unrelated to construction.

Accordingly, so long as the hiring party can establish that monies are actually owing to it, that party can generally apply a back-charge, or set off, against monies which it oth-erwise owes to the person it hired. In practice, backcharges are commonly applied in con-struction, rightly or wrongly, for incomplete work, completion costs, deficiencies, un-fulfilled warranty obligations and delay. In each case, however, for the backcharge to be appropriate the person raising it would have to show they are entitled to the costs associ-ated with the backcharge, on the basis that the person against whom it is being applied is solely and fully responsible for same.

DeficienciesAlthough the concept of a deficiency is rather straightforward, it is surprisingly often mis-understood in practice. Most particularly, the distinction between incomplete and deficient work is often blurred in the field. Incomplete work, as the name suggests, is work that a contractor or subcontractor undertook to perform or supply as part of its contract or subcontract. It cannot be considered “defi-cient” because it has never been started. De-ficient work, on the other hand, is work that has been performed or supplied, but is not in conformity with the contract documents.

Care should be taken to ensure that in-complete and deficient work are properly distinguished from one another. It is com-mon, for example, for a consultant or owner

BY rOB KennAleY



to lump the two categories together in assessing what the contractor and/or its subcontractors need to do to complete the work. In that regard, a deficiency list is often prepared which actually incorporates both incomplete and deficient work.

One reason for keeping the distinction between the two con-cepts clear lies in how, and when, a backcharge can be properly applied. For simplicity, we will use the owner and contractor re-lationship in providing examples, although the analysis will apply to any contract or subcontract for the supply of services or mate-rials in the construction context. It is most often the case that the contractor will only invoice for the value of the work it says it has actually performed. This is particularly the case in many, if not most, commercial contexts, where the owner or the consultant will only certify payments on the basis of the percentage of the contractual scope of work actually supplied, to date. In this con-text, the owner might be entitled (in some circumstances) to apply a backcharge for the anticipated cost ofcorrecting deficiencies in work that the contractor had already invoiced for. (I will discuss this in more detail in my next article.) However, unless the work in ques-tion had already been invoiced, it would generally not be appropriate for an owner to backcharge for the cost of completing work.

It is only where the owner is entitled to terminate the contractor’s right to perform the work that a backcharge for incomplete work should be applied. Even then, the backcharge should be limited to the premium additional costs of hiring someone else to complete that work. This is because the contractor has the right to complete the work (and be paid for it), unless he has breached the contract such that the owner is entitled to take the work over. Even then, the owner cannot get the work for free: He or she has to credit the con-tractor for the agreed upon cost of the incomplete work, and should only be entitled to a claim, or backcharge, for any additional costs associated with taking over the work.

In my next article, I will discuss the circumstances where an owner or contractor seeks to apply a backcharge for a deficiency in which the person responsible for the deficiency is willing to correct it, at no cost. We will also discuss the difference between deficiencies and warranted work, as well as when, if at all, a contractor or subcontractor is required to respond under warranty. Finally, we will discuss the concept of the guarantee, in the context of how that concept might differ from the concept of warranty. LT

Rob Kennaley practises construction law in

Toronto. He speaks and writes regularly on con-

struction law issues and can be reached for comment

at 416-368-2522 or at [email protected].

This material is for information purposes and is

not intended to provide legal advice. Readers who

have concerns about any particular circumstance

are encouraged to seek independent legal advice in that regard.


Massey Ferguson is a worldwide brand of AGCO. © 2012 AGCO Corporation, 4205 River Green Parkway, Duluth, GA 30096 (877) 525-4384

It’s about power. It’s about profit. It’s about time.

C. L. Benninger Equip. Ltd.Chatham • 519-352-8070www.clbenninger.com

Connect Equipment CorpMildmay • 519-367-2648

Chepstow • 519-366-2325 Kitchener • 519-696-2568 Stratford • 519-273-1740 Bradford • 905-775-6269 Innerkip • 519-469-3883

Rockwood • 519-856-9512 Lucknow • 519-528-3426

www.connectequipment.com

Hawley’s GarageBelleville • 613-969-5525

McKeown Motor SalesSpringbrook • 613-395-3883

www.mckeownmotorsales.net

Redtrac InternationalVineland • 905-562-4136

Shantz Farm Equipment Ltd.Alma • 519-638-3317

www.shantzequipment.com

Todd Equipment Ltd.Millbrook • 705-944-3333

www.toddequipmentltd.com

Visit your local dealer or learn more at masseyferguson.us

mailto:[email protected]


sustainablelandscaping

Nurturing mature treesBY SeAn JAMeS

Folks love trees, for good reason. They’re beautiful. They provide shade and habitat. They cool the planet. And they’re fantastic carbon sinks. (These last two points mean trees help enormously to reduce the effects of climate change.)

As a consequence, we in the landscape industry have an opportunity — several actually. We can make some money, do some good by saving some trees, and make people happy.

Construction crews, including landscap-ers, frequently re-grade and compact the soil around trees, constricting their root systems. In addition, we customarily remove every scrap of fallen leaves and debris and grow grass right up to the base of a tree, depriving it of vital nutrients.

There’s lots of hope though! People are starting to realize the value of trees to their properties and to our parks. Even though personal debt loads are at an all time high and municipal budgets are being slashed, people are finding the cash to save their trees.

Greg Hill is the owner of Maple Hill Tree Services in Streetsville, Ont. I had a long chat with him recently about the work he is do-ing to restore tree health. “Our approach is an organic one,” he says, “where we work to reverse the soil compaction and add organic matter back into the soil.

“When a new park is created, grading and storm water collection is a major concern, and rightfully so. But all too often it is at the expense of trees that the park was designed around. The problem usually starts with the compaction of the soils over the trees’ root systems, which prevents the movement of water and oxygen through the soil, down to the roots. Without these two basic elements, the tree roots cannot function and, in time, will die. In addition, the new grading is de-signed to swiftly drain rainwater in the park toward the storm drains.

“The impact is rarely obvious immedi-ately,” Hill says. “Most trees have built up

resources of carbohydrates, like money in the bank, which they will use for growth and the restoration of their root system. The root system may still be performing some of its function but not to full capacity, so the tree starts to de-plete its stored resources to manage its survival. As the root system declines and the resources are depleted, slowly over time, the tree starts to shut branches down. In many cases, if nothing is done, the tree will con-tinue to decline in this fashion until other contributing factors like disease or insects finish the job.”

Maple Hill uses a combination of meth-ods to restore soils to their natural condi-tion: radial trenching, soil fracturing, soil aeration, injectable mycorrhizae, the ad-dition of organic material and, of course, watering. Mycorrhizae are beneficial fungi which have a symbiotic relationship with tree roots. Mycorrhizae also need healthy soil conditions to survive.

Hill says, “The main component in this process is organic material, which we supply through our Renewable Resource Division. That’s where we compost the wood chips and log material that comes back to our yard through our daily arboriculture opera-tions. We only use material which is disease free. It is most important that the mulch is composted for multiple years, as it will contain elements and natural nutrients in a form that is readily available for the roots to absorb. This mulch is added to the surface and injected into the soil. An added ben-efit of a healthy layer of mulch over a root system is that it cools the roots in the sum-mer, insulates in the winter, and retains moisture year round.

“It is imperative this mulch be compost-ed. Research has proven that spreading fresh

wood chips over a root system can be detrimen-

tal as they can deplete nitrogen from the soil for the decomposition process and harbour disease and insects. Be-

sides this, they have no nutrient value,” he says.

“One of the problems we often come up against as consulting arborists when we are involved with tree preservation on construc-tion sites, is that developers, builders and machinery operators sincerely do not re-alize they have caused damage to the trees on their properties. In all fairness to them, the trees looked healthy enough when the project was completed so they have a dif-ficult time understanding the concerns of the arborist. These trees often don’t start to show signs and symptoms of the construc-tion damage for three to five years, and some times more, after the damage was done.”

Maple Hill has had great luck stopping the decline of beautiful, old trees in parks in southern Ontario, and even restoring their health. This means there are examples of success stories that can be shown to parks managers and homeowners, to convince them to invest in the health of their trees.

My chat with Greg Hill gives me hope that we can do the right thing, i.e., save the trees and save our heritage. As a business-man, I see opportunity here. As an environ-mentalist, I see our future! LT

Sean James is owner of an

Ontario-based environmen-

tally-conscious landscape

design/build/maintenance

company. In addition, he is

an eco-consultant and a

popular speaker.


managementsolutions

Train your staff to think ‘solutions’ not ‘problems!’ BY MArK BrADleY

Over the years I have come to accept that it is human nature to identify problems without suggesting a solution. I thank my lucky stars each day that my parents gave me the independence I needed as a kid to think for myself and hone my own problem-solving skills.

Unfortunately, many of your staff will not be naturally inclined to resolve the problems they identify on their own. Complaining about this fact to other owners at network-ing events is not going to fix the problem. Accepting this fact and doing all the think-ing for your staff is going to make it worse, not better.

You are the owner. It is your show. It is up to you to create the culture that will not allow people to identify problems without solutions. You cannot tolerate moaning and groaning about problems.

When people complain, you need to reply with, “What would you like me to do about it?” or better yet, “How would you suggest we change things?”

These questions are what I refer to as power questions. You have the power, and you are clearly transferring it to them and teaching them that, in your operation, they need to be a problem solver. If you try to fix every problem, the moaning will only per-sist and worsen with time. You will be over-whelmed each and every hour of your day, running around doing everything, but not doing anything particularly well. You will lay down at night tired, stressed, frustrated and feeling alone in your desire to build a suc-cessful company.

We all have our share of problems and

there is no shortage of people who get frus-trated by them, or who will point them out to us. However, it is up to you, the business owner, to harness the problem-identifica-tion (i.e. complaints) into a continuous im-provement cycle that encourages people in your company to become empowered prob-lem solvers.

I recently had an employee tell me that he often feels he is not clear enough on the up-coming workload for his team. He is second in command on the landscape construc-tion crew he works on. I asked him what he meant, and I asked for details. His reply was, “(The supervisor) is not letting me in on the overall plan for the week and the upcoming weeks. I feel like I am not contributing as much as I can because I don’t have all the information.” Seems simple, but it is very complicated in my company, and I am sure it is in many others. I asked this employee for an example. He provided me with a few. It became clear to me that the information he was missing was likely, in many cases, in-formation that even the supervisor did not have, based on a number of variables.

This employee was clearly frustrated be-cause he thought the supervisor was not communicating all of the information clear-ly. (I think this was partially true.) I spent close to an hour on a chalk board in our planning room explaining how the project variables impact the capability of the proj-ect supervisor to clearly schedule every de-tail more than a few days at a time (it was a 12-week project) because of weather, other building trades, material management, site logistics, and client and consultant input. I

explained that a major part of the manage-ment role in the landscape construction field is to constantly seek information and adapt plans to complete the work as efficiently and safely as possible. I think he understood, but I cannot say for sure that the answer I pro-vided is what he hoped to hear.

My final question to him was, “Does this make sense?” He said he understood, but then he expanded by saying he thinks he needs to ask more questions and identify the project needs sooner, and to consider the variables more. I think he solved his own problem. My point is, sometimes you need to help less experienced people find the an-swers to complicated issues like this.

An even simpler example came up re-cently. We had a shortage of parking space in our yard for staff parking in the morning. One of the employees came to me saying that he could not find a spot. I went and had a look. Our lot is gravel, so there are not any lines painted to keep people parked tight. I asked him what the solution was. He re-sponded immediately, “The cars are parked too far apart, and we are wasting a lot of room.” I replied, “What are you going to do about it?”

He looked a little puzzled at first, so I re-peated myself by asking if he had an idea of what he could do tomorrow morning to fix this problem. He replied, “I will come in ear-ly and make sure everybody backs into their parking spaces and that the cars are closer together so there is room for everybody.”

It was a good start in my mind, but not a solution. We don’t need to hire a park-ing manager each morning. But instead


of shooting the idea down, I simply asked “Then what?”

Again puzzled he said, “I guess I can do that more often.”

I replied, “Wouldn’t that be a waste of your time?”

He agreed. I helped him by suggesting he leave a note on the cars that are not backing in, or are parking to far apart. Now it is his job, not mine! He didn’t have all the experi-ence needed to fully solve the problem, so I helped, but I ensured the responsibility was left to him, and before parting ways I let him know that I appreciated his interest. I would now be holding him accountable for the parking and the added responsibility was a step forward for him.

Make sure that in your efforts to teach and force people to become problem solvers you don’t forget to coach and help. Some-

times people don’t have the experience to completely solve a problem. In that case help, but don’t do it for them. In all cases, empower your staff to implement improve-ments and solve problems. Make sure every-body in your company knows that it is better to be wrong once in a while than to sit on your hands or complain aimlessly.

Building a better business can feel like scaling a cliff. You’re staring up at this next-to-impossible climb up a sheer face with just a few ropes to cling to – one of those ropes is your sanity and it’s starting to fray! But it doesn’t have to be that difficult. Instead, think of building a better business like a set of stairs. Individually, each step is small, quick and easy-to-climb, but string them to-gether and they’ll get you to the top. If you look at all the problems in your business at once, it can be tempting to just hang out at

the bottom and talk about how impossible the climb is. But by building one simple step at a time, you’ll get to the top. LT

Mark Bradley is president

of The Beach Gardener and

the Landscape Management

Network (LMN), in Ontario.

LMN provides education,

tools and systems built to

improve landscape industry

businesses.

managementsolutions

White Grub

Performance you can count on®. Seeing white got you seeing red? For effective control of white grubs in your lawn care operation, Nemasys® G should be your beneficial nematode of choice.

Becker Underwood is the world’s leading producer of high quality, highly infective, juvenile stage beneficial nematodes. Proven effective, and with a minimum of 250 million nematodes

in each tray, Nemasys® G gives you the best natural weapon in your fight against grubs of European Chafer Beetles, Oriental Beetles and Japanese Beetles.

Compatible with other biological control programs, Nemasys® G is safe for applicators and the environment. There are no restrictions in use and no re-entry interval.

Fight for your turf with Nemasys® G. From Becker Underwood.

Nemasys® and Performance you can count on® are registered trademarks used under license by Becker Underwood Canada Ltd. The Becker Underwood logo is a trademark of Becker Underwood, Inc. and is licensed to Becker Underwood Canada Ltd.

Becker Underwood Canada Ltd. 3835 Thatcher Avenue, Saskatoon, Saskatchewan, S7R 1A3(306) 373-3060 www.beckerunderwood.ca

BU2041NemG_LT_BE.indd 1 1/25/12 11:35 AM


In the last few months, a few readers of this column have sent me emails thanking me for my writing. The common thread in these emails has been reference to my common sense. All I can think of, as I read these messages, is how unfortunate it is that my mother is no longer living. I only wish, as any son will understand, that my mother had lived long enough to learn that her son has developed common sense. It was a long wait for her.

I have written this before: I truly believe that one of the best methodologies for learn-ing how to become a successful entrepre-neur is to talk with successful entrepreneurs within your own community. Why is it that we will shell out 500 bucks for a seminar, or spend $50 for a book, both of which purport to instruct us on the secrets of success? Yet, somewhere within every community, there are several men and women who have not only talked the talk, they have walked the walk. Their success has been field-tested, withstood the test of time — or whatever other metaphor you wish to employ.

Of even greater importance is that their knowledge is available to you for the price of a cup of coffee or a $10 lunch. And, you can call them up for a quick bit of advice, ev-ery month, if need be, for the next 10 years. Clearly, it’s a bargain!

So, there I go again with my long intro-duction to the issue. Here is what I want to tell you.

There is a local entrepreneur in my city, Regina. His name is Will Brandt. He is an independent auto glass installer, though he runs under the national banner of Novus, for advertising purposes. I have used his services.

The first thing that struck me is how spotlessly clean his shop is, any time of the day. The second observation was the appear-ance of professionalism amongst his staff, even the younger ones. Will runs a tight ship

roadtosuccess

Ask, and you will receiveBY rOD McDOnAlD

and he does a lot of business. He is also very personable, but not in a smarmy or used-car salesman way. Most people would describe him as a straight shooter.

When we talk, he and I always talk about the road to success: How to find it and, more importantly, how to stay on that highway when there are so many detours. I asked Will if I could interview him, for this column. It didn’t even cost me a coffee or a lunch. We did it over the phone. As you read this, keep in mind that I am exceptionally fussy, picky and judgmental. There are very few business people I admire, very few. Will is one of them. Here is what he shared with me.

Will believes the number one reason peo-ple fail in business is a lack of focus. They don’t know who they are and where they are going. Defining who you are and accepting that you cannot be all things to all people is beyond important. It is mandatory.

A common characteristic with success-ful business people is that they are com-pulsive list makers. Will has his list, in his back pocket, at all times. It is divided into the three basic categories: a) must do, b) should do, and c) if we have time. He also acknowledges that those three priorities can change from day to day, or in any given day. Without his list, he would be lost. As a com-pulsive list maker myself, I can relate. Lists keep you focused.

Will believes in positive thinking, which is another characteristic of successful peo-ple. His metaphor is, “I start each morning by brushing myself clean.” I asked him to clarify. He said, “Every morning, I have my breakfast and I listen to the news. There are all sorts of problems. Then there are the problems of my own life and business from yesterday and the day before that. I try to set all of those aside and approach each morn-

ing as the beginning of a perfect day. That’s why I brush myself off on a continual basis, every 7 a.m.”

I asked Will what the next building block was to the way he operates. He told me he

tries never to worry about the money. An entrepreneur can drive himself crazy, worrying over every line expense and rev-enue dollar. You aren’t going to come out ahead everyday, so you should be playing the long game. He tries to look at what is the right way of doing things, not

what is expedient. Sometimes the right way costs him a bit more but his question is, “Did the customer get the best service possible?”

Typical of the business people whom I admire, Will believes his employees are an asset, not a commodity. He is proud of them and that is evident. He invests in them. He asks them what he can do to make them bet-ter at their jobs. He listens. A new employee once told him it was the first time she had a job where she looked forward to coming to work in the morning. That is what a psy-chologist would describe as a positive work-place experience. That is what I call money in the bank.

When Will was talking about how won-derful the people are who work for him, my mind wandered to another businessman. This man was very wealthy. He owned five McDonald’s restaurants. In conversation with me, he said, “I can’t find people who are competent enough to order a five-gallon bucket of mustard without screwing it up!” That conversation occurred 30 years ago. I always wondered what type of man he was to work for that he had no one competent in his employ, or did he just like to complain?

When I interview successful people, and I have interviewed quite a few, it is rare for someone to catch me off guard. Will did

Will Brandt, Novus Auto Glass Repair

Call toll free 1-888-337-2199 for a dealer near you.

For your Canadian dealer call 1-888-337-2199 or

visit www.wrightmfg.com

0% fin

ancin

g for

12 m

onths

!


just that when he said, “I never worry or think about the competition.” In my ca-reer, I spent too much time worrying about what everyone else was doing — from the seasonal greenhouse set up on the parking lot to the box stores. I always thought that competition is what drove many of us to be-come successful. He had my attention with his comment.

Will told me he once had lunch with an-other businessman. The fellow spent three quarters of an hour, complaining about his competitors: How they were undercut-ting him, how stupid they were, how they did not really know what they were doing, and so on. After listening to this man file his litany of complaints, Will asked him, “What about your company? How are things there and what are you doing to improve the way you operate?” The man did not have much to say after that; perhaps he was stunned by the concept.

Will went on to elaborate, “We spend too much time worrying about the guy down

roadtosuccess

the street. If he wants to offer prices that are below cost, let him. It won’t last for long. If he wants to take shortcuts, let him. It will catch up to him. I concentrate on how we are doing. Are we being the best we can, and where is there room for improvement?”

I asked Will if there was anything else he wanted to add. He thought about the ques-tion and his answer was interesting. He said, “I only have my Grade 10. I never took any business courses. I always wanted to own my own business and I wanted to do things right.”

There you go, PhD advice from a man with a Grade 10 education. He stays on the road to success by ensuring the needs of his employees and his customers are met. As I said, there are few people that garner my re-spect the way Will has.

There are people within every commu-nity with similar great stories to tell. Find them. Talk to them. They will be the people who hold the light high enough for you to find your own road to success.

One final observation to share with my

readers: The adage is birds of a feather, flock together. When you are at conferences, semi-nars and conventions, notice that after 30 to 60 minutes the successful people will be hanging out with other successful people. The also-rans will be with the chronic com-plainers. When I was a young man starting out, I hung out with the ‘big boys.’ I asked questions and, more importantly, I listened. Perhaps, I annoyed more than one. Having said that, however, they always took my call whenever I phoned. They always gave me their best advice and they opened many doors for me. For their kindness, I have al-ways been grateful. LT

Rod McDonald owned and

operated Lakeview Gardens,

a successful garden centre/

landscape firm in Regina,

Sask., for 28 years. He now

works full-time in the world

of fine arts, writing, acting

and producing in film, television and stage.

7172 Concession B & C RR#5 Orillia ON L3V 6H5

Toll free: 1-888-557-7625Fax: 1-888-349-7625

Armor Stone ~ Weathered Limestone ~ Random Steps ~ Waterfall Stone ~ Jumbo Flag

2012 Contractor/Landscape Prices F.O.B.

A BLAST FREE QUARRY.

Rip Rap Prices vary per rock size

Armor Stone $50.00 per Imp. Ton, for rocks under 3 Tons (3 wide) $45.00 per Imp. Ton, for rocks 3 Tons and over (2 wide)

Dump Rock (Stones under 24`` X 24``) $35.00 per Imp. Ton

Weathered Limestone $75.00 per Imp. Ton, for rocks under 3 Tons $65.00 per Imp. Ton, for rocks 3 Tons and over

Saw Cut Armor $105.00 per Imp. Ton Non-Faced $120.00 per Imp. Ton Torched broken face

Skidded 3 inch Random Flag $105.00 per Imp. Ton

Jumbo Flag $85.00 per Imp. Ton

Skidded Cubical Weathered $125.00 per Imp. Ton

Skidded Armor Stone $80.00 per Imp. Ton

Skidded 10 inch Drywall $95.00 per Imp. Ton

10 inch Drywall Random Sizes $65.00 per Imp. Ton

Step Material 6 – 8 inch $90.00 per Imp. Ton

Random Slabs 3 – 5 inch $85.00 per Imp. Ton

Granite Boulders $50.00 per Imp. Ton

*CUSTOM SAWCUT OR DRILLED STONE TO SIZE ALSO AVAILABLE**SPRING SALE 10% OFF ON C.O.D.*

All Applicable Taxes Will Apply Prices Subject to Change


Landscape Trades devotes space in each issue to provincial association news. This month features the British Columbia Landscape and Nursery Association (BCLNA), written by its executive director, Lesley Tannen.

britishcolumbiaupdateThe past year has been full of changes, challenges and new beginnings. We’ve said goodbye to a few staff and hello to new ones, including David Ad-kins who heads up our Landscape Standard and Industry Development group and Suvan Breen, our

new sales associate. Both have made a posi-tive impact here at the BCLNA.

We have nearly 700 members. Our three weekly commodity emails have a new look, thanks to Constant Contact and motivated staff. The website got a facelift that features a new Members Only portal, allowing members to up-date their profiles, pay invoices, and register for meetings and events online.

Wholesale Nursery Commodity Group highlightsThe industry experienced low sales in spring 2011 due to bad weather, followed by signifi-cant sales increases in fall at the retail level. Our mild winter has minimized losses from extreme temperatures; nurseries were already shipping as early as Feb. 15. The high Canadi-an dollar and continent-wide disease concerns will test growers.

Over 85 B.C. nurseries have successfully transitioned from the P. ramorum Nursery Cer-tification Program to the broader Clean Plants Domestic Phytosanitary Certification program with the ‘bolt-on’ P. ramorum module. This completes BCLNA’s direct involvement with the program, as administration of the Canadian Nurs-ery Certification Institute moves to CNLA. BCLNA

will continue to be involved with the P. ramorum module issues as and when required, and to work with the CNCI and growers on issues of interest.

The two finds of Cylindrocladium buxicola in B.C. have reaffirmed the need for vigilance for invasive alien species. With several finds in both the U.S. and Ontario, this spring may prove to be difficult for boxwood growers, as the latency of the disease will show symptoms under temperate wet conditions.

BMPs for C. buxicola were written in collabo-ration with nursery growers, scientists, technical specialists and government officials, to assist growers to minimize their risk of importing and moving this pest. These BMPs will be available to all growers across Canada, to enable them to pro-actively manage their Buxus production.

The BCLNA Growers Commodity Group is actively managed by an advisory group, which includes a chair (also the chair of the Commod-ity Group) as well as six nursery growers from di-verse operations. The growers meet six to eight times per year to review issues of significance to industry. Recent meetings have invited presenta-tions from the Mexican Consulate, Employment Standards and WorkSafeBC regarding SAWP and other workers, as well as an intense forum about the Fortress North America progress, and business and financial topics specifically for growers.

Landscape Commodity Group highlightsTo its credit, this sector has proven itself to be resourceful and robust in an ever-changing busi-BCLNA’s welcoming front entrance.

• Flagstone• Interlocking• Cultured Stone• Masonry products

Your one stop shopfor pond and waterfall kits and accessories

O�ce and yard: 25 Langsta� Rd. E., Thornhill, Yonge & Hwy 7-407Manufacturing plant: 12350 Keele St., Maple416-222-2424 or 905-886-5787 Fax: 905-886-5795

www.beavervalleystone.com

• Retaining walls• Aggregates• Accessories• Bulk/bag road salt

A wide selection of natural stone and precast concrete products

Visit one of

Canada’s largest

outdoor displays

Join us on Sat. June 16th, 2012 for our annual 'Ask the Experts Day' and No Tax Event!On select materials


ness climate. A number of big issues continue to face members in this tight economy, reinforcing the importance of smart working while maintaining professionalism and quality.

This year saw the establishment of the Vancou-ver Island Chapter’s first certification program.

The Landscape Standard takes on a new for-mat. Through the joint effort of the BCLNA and B.C. Society of Landscape Architects (BCSLA), the new format is innovative, and accessible. New ar-eas have been added including Terraseeding and Hard Landscaping. Each new section can now be purchased separately and will be available online.

Canada’s first certified Living Building Centre, at Vandusen Botanical Gardens, was the scene of a very successful landscape commodity meet-ing. The centre operates with net zero energy. We celebrated two of our landscape members at the meeting, Moscone Brothers Landscaping and Huston Landscapes. Both were integral in leading and delivering this project, which carries a national standing and is a flagship for sustainability.

Our landscape members excelled with world-class quality garden booths of diverse themes at the B.C. Home & Garden Show this past February. The themes ranged from modernistic clean forms to west coast Asian fusion gardens. Our hat goes off to Beneath Your Feet, Huston, Horizon, Hunter, Jovak, Vanden-berg’s, Higher Ground, Bedford and Mijodelu.

Garden Retailer Commodity Group highlightsAfter a strong fall season, retailers are wishing for 12 weekends of good weather this spring to increase sales and profits. Invasive horticultural species are being removed from shelves volun-tarily by BCLNA members, with training resources for alternates available for members.

The BCLNA retail commodity is managed by an advisory group consisting of several retailers, retail suppliers and buying group management, chaired by Leanne Johnson, COO, GardenWorks. It is in the process of organizing training, meetings, trips and resources beginning in Summer 2012.

CanWest Hort ShowCanWest continues to be a successful show for B.C. We invite you to Vancouver this Septem-ber 19 and 20 to network face-to-face with B.C. buyers. Check out all the details at www.CanWestHortShow.com. LT


The Best Fleet Program just got Bigger & Better.The newly updated Fleet Advantage® Program rewards your commitment to ECHO and Shindaiwa quality with product discounts and “no-hassle” financing. This flexible program allows you to combine equipment, attachments and accessories.With two levels of discount you will save more as you bundle your purchases - including BOTH ECHO and Shindaiwa products.

• Discounts start at 16%!• Discounts apply on ANY combination of ECHO and Shindaiwa products, attachment and accessories. Once qualified the savings get even bigger. Enjoy Fleet discounts on all ECHO Bear Cat units and accessories.• Low qualifying purchase – only $2,500 – higher discounts apply at $5,000.• Fleet discounts apply up to 12 months.

Visit your local ECHO® or Shindaiwa® Dealer to get started.

For more information, visit our websites: www.echo.ca www.shindaiwa.ca

http://www.CanWestHortShow.com

http://www.CanWestHortShow.com


cnlanewsGarden Centres CanadaThe National Plastics Recycling Event is just around the corner. Last year six provinces and more than 40 garden centres participated in the program, collecting 210 skids of plastic, for a total weight of 63,150 pounds!

During this year’s event, all participating gar-den centres will be plotted on a map on the CNLA website so that consumers can find their closest drop-off point. The event will be held Fri., June 22 to Sun., July 1. If you are interested in participat-ing, please contact [email protected].

The results of the 2011 Garden Centres Cana-da survey are now available. The survey provides

an array of useful information for garden centre owners including: average wage rates and com-pensation, annual profit, use of website and social media, programs offered and more. Download a copy from the CNLA website.

There is still space available to book your gar-den centre consultation with Eve Tigwell. During the inspection, Eve will examine different aspects of your garden centre from the front entrance, to garden construction, to your website and much more. There is the opportunity to book a half- or full-day inspection. Download the registration form on the CNLA website or contact [email protected].

Landscape CanadaThere is still time to register for the Landscape Industry Executive Program (LIEP). This program aims to address strategic planning, succession planning, risk management and human resources techniques. Designed by the George Morris Centre in cooperation with CNLA, it comes highly recom-mended. Jennifer Fleming-MacTavish of the Ca-nadian Sheep Federation has this to say, “Take the course — it’s the best investment I’ve made in

terms of my professional development.” Check with your local association for provin-

cial government funding links and applications. For more information or to register, contact karen Bilton at 519-822-3929 ext. 205 or [email protected].

The results of the 2010 Landscape Canada Survey are in. Download it from the CNLA web-site to find out what other landscapers are saying about labour, professional development, environ-mental sustainability and more.

Growers CanadaThe Canadian Food Inspection Agency (CFIA) has recently released a booklet, informing plant importers of their responsibilities and the required procedures to import plants into Canada. The information includes the topics such as what importers need to know; defining pest risk assessment; outlining common pitfalls for import-ers; and why the CFIA regulates plants and plant product imports.

The CFIA regulates the import of plants and plant products under several different acts, includ-ing the Plant Protection Act and Regulations, and Over 63,000 pounds of pots and plastics were collected.

M i l l e r C o m p o s t

TOLL FREE: 866.877.6457 WWW.MILLERGROUP.CA/COMPOST EMAIL: [email protected]

Premium Compost

Quality Compost Blended Soils

Custom Rooftop Growing Media

Several Natural and Coloured Mulches

And so much more!

Pick-up or Delivery

Now open 6 days a week

Three locations to serve you better

Serving Southern Ontario

Suppor ting Sustainable Landscape Projec ts Since 1990You are in good hands with Miller Compost

Atlas PolarQuAlity EdgE

Find the Moffett Forklift that’s right for your job at www.atlaspolar.com

It’s a challenge for some truck-mounted forklifts… for us, it’s just part of the jobMoFFett truck-Mounted ForkliFts proven to outperForM and outlast anything on the Market.

AtlasPolarIT’S ALL ABOUT QUALITY TM

1.888.799.4422

11-3137 AP_Moffett_LandscapeTradesAd_2012_FIN.indd 1 12-04-10 10:14 AM


the relevant sections of the Seeds Act and Regula-tions. You can access these and other Acts that the CFIA administers and enforces by going to the Agency’s website at www.inspection.gc.ca and clicking on Acts and Regulations.

Boxwood blight updateCNLA and CNCI are working collaboratively to es-tablish a C. buxicola certification module as part of the Clean Plants program. In the meantime, nurs-eries and garden centres are strongly encouraged to implement Best Management Practices (BMPs) that have been developed by CNCI’s technical committee. To download your sector’s BMPs and to stay informed on the latest C. buxicola news and resources, visit the Growers’ section of the CNLA website at www.canadanursery.com.

Equipment leasing with RBC Royal BankThis program allows for specialized equipment leasing and was created to support CNLA mem-bers in Canada in acquiring industry-related equipment. Features include: low fixed interest rate on lease payment at 6.99 per cent under $10,000 and 5.99 per cent over $10,000; 100 per cent financing can include training, fabrication and shipping; no maximum lease size; minimum

transaction size is $1,000 O.A.C.; choice of 12- to 60-month terms, fully-amortizing in equal, month-ly payments; full payment to authorized vendors upon confirmation of delivery.

New membership benefitsThe CNLA has just rolled out four new benefits programs for members. For more information on these programs and how to take advantage of them, visit www.canadanursery.com/ben-efits. While there, don’t forget to check out the other programs available including Mark’s Work Wearhouse discount cards, fuel, equipment and vehicle savings.

Payment Solutions Package exclusively for CNLA members through Global PaymentsThis new merchant processing agreement offers significant cost savings with transparent and pre-dictable pricing. Visit the Global Payments page on the CNLA website to view the new rates available. CNLA wishes to thank all members who submitted their debit and credit card processing statements last year. The data was used to build a case for better rates, and it was successful. View the com-parison between the old program rates and the current rates on the CNLA website.

Membership agreement with the Retail Council of CanadaMembers can now take advantage of the benefits available through the new agreement with the Retail Council of Canada (RCC). Highlights of the new agreement include: access to preferred mer-chant processing rates with Chase Paymentech; discounts on accounting software with Sage; dis-counts on RCC event registration; access to cur-rent research reports; training resources, etc.

Schooley Mitchell telecom ConsultantsIs your company paying unnecessary fees for your telecom services? Schooley Mitchell Telecom Consultants are ready to audit your existing system and find savings for you! Their services include: recovering any overcharges from your current telecom service provider; recommending the best cost options out there (including those with your current provider); and estimating your potential savings. If your Schooley Mitchell con-sultant can’t recommend any savings, there is no charge for the analysis. LT

The Canadian Nursery Landscape Association

is the federation of Canada’s provincial

horticultural trade associations. Visit

www.canadanursery.com for more information.

Atlas PolarQuAlity EdgE

Find the Moffett Forklift that’s right for your job at www.atlaspolar.com

It’s a challenge for some truck-mounted forklifts… for us, it’s just part of the jobMoFFett truck-Mounted ForkliFts proven to outperForM and outlast anything on the Market.

AtlasPolarIT’S ALL ABOUT QUALITY TM

1.888.799.4422

11-3137 AP_Moffett_LandscapeTradesAd_2012_FIN.indd 1 12-04-10 10:14 AM

http://www.inspection.gc.ca

http://www.canadanursery.com/benefits

http://www.canadanursery.com/benefits


industrynews

Creative gardens stars of revitalized Canada BloomsThanks to a co-location agreement between Canada Blooms and the National Home Show, close to 200,000 visitors were able to get a jump on spring by attending North America’s largest home and garden event. Held at Toronto’s Di-rect Energy Centre in March, Canada Blooms celebrated its CityCulture theme that combined gardens with performances and art installations throughout the 10-day event.

Highlights of the show were a dramatic, lush garden presented by the City of Taipei, the sec-ond annual Juno Rocks, featuring four gardens inspired by Juno Award-winning artists ke-sha Chante, Jann Arden, Feist and Sarah Slean/Royal Wood and the Parks Canada Playscape, where Bienenstock Natural Playgrounds and Parks Canada installed a fully-accessible natu-ral playground enjoyed by hundreds of children. In addition, over 20 feature gardens created by horticulture professionals, as well as students from Humber and Seneca colleges, were built to inspire visitors.

Over 150 Landscape Ontario members worked in collaboration to create the association’s Green for Life Garden. The garden invited visitors to ‘Take Time To…’ and included a number of

Canadian roses, the Maple Leaf flag fashioned from red and white kalanchoes, and some fun features. The design included a large mirror, wind harp, a gabion fence filled with black pebbles, an arbour, gazebo and a water feature running under the interlock pathway. A time-lapse video of the garden build, along with the winners of the feature garden awards, can be seen at www.landscapeontario.com.

Canada Blooms will donate $50,000 in pro-ceeds towards the creation of June Callwood Park, in memory of the celebrated journalist, au-thor and community activist.

Fiskars supports community gardensTwo Canadian gardens are recipients of Fiskars 2012 Project Orange Thumb grants. The Explor-ers Urban Garden Project in Prince George, B.C. and the Cook Community Garden in Collingwood, Ont., will both receive $5,000 in grants and Fis-kars tools.

Since 2002, Project Orange Thumb has con-tributed over $1.3 million to more than 125 com-munity groups in Canada and the U.S. Garden projects are geared to community involvement, neighbourhood beautification, sustainable agricul-ture and horticultural education. During a Project

Orange Thumb garden makeover, Fiskars part-ners with Canadian Tire and community groups to transform unused spaces into neighbourhood gardens in a single day.

An additional 2012 Project Orange Thumb gar-den makeover will take place in Ottawa this June. Project Orange Thumb applications can be found online at www.projectorangethumb.com.

3D plugin available through DynascapeDynascape Software is the latest company to be-come an official reseller of the rendering plug-in to Google SketchUp, Shaderlight. ArtVPS, de-velopers of Shaderlight, has been working with Dynascape since the development of version 2.0 in 2011, which incorporated a number of Dy-nascape’s plant and tree models in the unique Replace Me feature. The Shaderlight plugin al-lows landscape designers to add a photorealistic touch to their 3D models for client presentations. The rendering software fits seamlessly with Dy-nascape’s Sketch3D product, which allows users to simply export their design to SketchUp format. Once inside SketchUp, users can render with Shaderlight as normal.

As a plug-in to Google’s popular SketchUp 3D modelling tool, Shaderlight helps to create photo-

Landscape Ontario’s Green for Life garden encouraged visitors to enjoy the collaborative efforts of 150 members.


realistic images with minimum fuss. It pioneered interactive rendering techniques to SketchUp, al-lowing users to see their image develop on screen as they continue to work. For more information please visit www.shaderlight.com.

Landscape lighting training programs announcedLandscape lighting professionals can improve their skills, knowledge, credentials and market-ability by attending kichler Lighting’s Certified Landscape Lighting Training Seminars. With four training courses to choose from, attendees rang-ing from novice landscape lighting specialists to

industry veterans can earn credits toward the American Lighting Association’s (ALA) Certified Lighting Consultant designation.

Dave Lewis, owner of A-1 Sprinkler Service in Allison Park, Penn., has attended training pro-grams the past two years. He said, “I felt so much more comfortable after the hands-on install. I ac-tually sold two jobs that first week back. It was a great confidence builder.”

During the courses, attendees discuss the ba-sics of lighting installation, learn the differences between incandescent and LED systems, and dis-cover how wattage and beam spread are selected. Fundamentals of electrical and voltage differences

are also covered. Additionally, contractors will learn about the benefits of kichler’s award-winning, en-ergy efficient Design Pro LED technology, including how to sell it, install it and how it can help grow their businesses.

Four different courses for a variety of skill levels are available throughout the year at kichler’s fa-cilities in Cleveland, Ohio. To learn more about the training seminars, visit www.landscapelighting.com and click “kichler Certified Training.”

A.M.A. Plastics runs on solar powerA.M.A. Plastics Ltd. and A.M.A. Properties recently signed agreements with Solar Power Network to

D E S I G N S O F T W A R E

PRO Landscape is the most complete design software on the market, providing the perfect set of design tools for landscape contractors, designers, architects, as well as garden centers. Use PRO Landscape for all your design needs:

• Photo Imaging

• Site Plans (CAD)

• Night & Holiday Lighting

• Complete Customer Proposals

• Irrigation Designs

• 3D Designs

Current

After Cloning

Proposed

Ordinary

and everything in between.

toExtraordinary

From

Extraordinary is Justa Click or Call Away!

[email protected] prolandscape.com • 800-231-8574

PRO Landscape® CompanionIntroducing PRO Landscape Companion for iPad/Tablet – the perfect complement to PRO Landscape.

http://www.shaderlight.com


industrynewslease approximately 75,000 sq. ft. of roof space on A.M.A.’s kingsville, Ont. facility for solar power generation. Covering about 70 per cent of the company’s buildings with low angle, leading-edge solar panels, this installation should gener-ate an estimated 750 kW of electricity, more than A.M.A.’s current electricity usage.

For A.M.A., it means moving to green energy with no capital outlay and a revenue stream for the next 20 years from an underused asset, its roof

space. It is also maintenance free, as Solar Power Networks handles the maintenance of the panel installation and inverter systems.

Electricity generated by the solar panels is used in A.M.A. buildings, and any excess gets passed through to the grid. A.M.A. pays its electricity bills from its power supplier, Hydro One, as usual. Rental income received from the lease agreement with Solar Power Network offsets the electricity bill. Installation is expected to begin in mid-2013.

Recipe for better biocharThe practice of adding biochar to topsoil to boost crop growth goes back centuries, but in recent years, international interest groups have begun touting biochar’s climate benefits as well. Biochar removes carbon from the atmosphere and locks it into the soil for hundreds, and sometimes thou-sands, of years.

A study recently published by scientists at Rice University in Texas, notes that backyard garden-ers who make their own charcoal soil additives, or biochar, need to heat charcoal to at least 450 degrees Celsius to ensure that water and nutrients get to their plants.

“When it’s done right, adding biochar to soil can improve hydrology and make more nutrients avail-able to plants,” said Rice biogeochemist Caroline Masiello, the lead researcher on the new study. In its study, Masiello’s team learned that when it comes to helping get water to plants, not all forms of biochar are the same. The researchers found charcoal produced at temperatures of 450 C or higher was most likely to improve soil drainage and make more water available to plants, while charcoal produced at lower temperatures could sometimes repel water.

The study, published in the Journal of Biomass and Bioenergy, is timely because biochar is at-tracting thousands of amateur and professional gardeners, and some companies are also scaling up industrial biochar production.

Studies over the past decade have found that the charcoal-amended soil holds more water and nutrients and also makes the water and nutrients readily available to plants. The charcoal, or biochar, that is used to create such soil can be made from wood or agricultural byproducts. The key is to heat the material to a high temperature in an oxygen-starved environment. Native Americans did that by burying the material in pits, where it burned for days. Today, industrial-scale biochar production is beginning to occur, and dozens of do-it-yourself videos online show how to make biochar in just a few hours using steel drums.

The agricultural benefits of biochar are just one reason there’s a groundswell of interest in biochar production. Some enthusiasts are drawn by a de-sire to fight global warming. That’s because about half of the carbon from wood chips, corn stalks and other biomass — carbon that typically gets recycled into the atmosphere — can be locked away inside biochar for thousands of years.

— Jeff Fitlow, Rice University


•No.1KentuckyBluegrass•PremiumBentgrass•ExtremeFescue•Customgrownsodavailable•Largeorsmallrolls•Healthier,greenersod

Delivering superior sod and quality

service

Phone: 877-727-210017525 Jane St., RR #1 | Kettleby, Ontario | L0G 1J0

www.zandersod.com


Regalia Maxx granted Canadian approvalMarrone Bio Innovations recently announced today that Health Canada’s Pest Management Regula-tory Agency has approved Regalia Maxx biofungi-cide for outdoor and greenhouse use on a variety of fruits and vegetables, as well as on wheat and ornamentals. In conjunction with the approval, MBI has signed an exclusive distribution agreement with Engage Agro, a Canadian distributor special-izing in high-value fruit and vegetable crop protec-tion products.

Regalia Maxx is a product derived from a natu-ral plant extract of Reynoutria sachalinensis, which triggers plants’ natural defense systems to com-bat several bacterial and fungal diseases. It will be sold in Canada for use in fields and greenhouses to protect tomatoes, grapes, strawberries, cucur-bits, ornamental plants and wheat.

According to the manufacturer, Regalia Maxx is particularly important to growers because it offers another weapon to combat the increasing threat of pest resistance to chemical treatments. Used in tank mixes, in program rotations and as a stand-alone product, Regalia Maxx is proven to control diseases such as powdery mildew, botrytis bunch rot and gray mold, bacterial blight, and septoria leaf spot. The product can be applied up to and including the day of harvest (PHI of zero days).

horticultural pros to tour South AfricaValleybrook Nurseries offers its third horticultural tour to South Africa this fall. South Africa offers much to those with an interest in horticulture — a great climate, tremendous plant diversity, lovely gardens, a long agricultural tradition as well as outstanding garden centres are just a few of the reasons. Participants will visit a number of


A South African tour includes visits to garden centres and wineries along with a safari adventure.

sites of interest to professionals, including several garden centres.

What makes this trip so appealing are all the other experiences on the tour, including an African safari, great sightseeing opportunities, history, architecture, wineries and opportunity to meet locals.

Valleybrook’s groups are limited to a maximum of 16 travelers. The group will enjoy first class ac-commodations, unique experiences and lots of

fun. Former tour participants rate South Africa as their favourite destination.

The itinerary and registration forms are avail-able online at www.valleybrook.com, or call 1-800 824-1120 for more details. The trip begins Oct, 25, 2012, with a kruger safari. After the 15-day main tour, there is an opportunity to add a four-day visit to Victoria Falls and additional out-standing safari lodges. LT

http://valleybrook.com

tel:800 824-1120


new productsCustomizable flatbed bodyMalley Industries designed this versatile flatbed service body from lightweight aluminum to carry more when loaded, and use less fuel. The innovative socket design makes customization a breeze. Headache racks, tool boxes, cabinets, stake pockets, tie-downs and flip-down sides all bolt directly to the deck for maximum flexibility, and can be moved to better suit the service need with the turn of a few threaded bolts.

Malley Industries www.malleyindustries.com

Garden cutting tools Fiskars introduces a group of new bypass pruners engineered with lever and gear mechanisms that the company claims maximizes power and reduces effort, to make every cut easier. Sharper blades with low-friction coating deliver cleaner cuts. The gearing technology of the ergonomically-designed PowerGear bypass pruner multiplies leverage to make cutting up to three times easier than standard tools. And, Fiskars’ Power Curve technology makes cutting up to two times easier on the Power Curve I and II bypass pruners. Fiskars www.fiskars.com

grass seedCutting Edge Grass Seed is a low-maintenance blend of kentucky bluegrass and other top rated cultivars that revolutionizes lawn care. It can establish a root system up to 48-inches deep, resulting in a durable, drought-tolerant, disease and insect resistant lawn. The developer claims it requires mowing approximately two to four

times per year, and is the perfect solution for areas with water bans or that prohibit herbicides.

Cutting Edge Grass www.cuttingedgegrass.com

Connect with Canada’s green industry business-to-business buyers. Let Landscape Trades, build your brand’s visibility — and sales.Call for help with your marketing strategy today!Contact Steve Moyer, Sales manager: 1-800-265-5656 ext. 316 or 905-299-5366 E-mail: [email protected]

LT promo ad quarter page.indd 1 4/17/2012 9:41:32 AM

http://www.fiskars.com


Landscape design softwareDrafix Software has released PRO Landscape, Version 18, containing new and enhanced features that make it easier and faster to create both photo imaging and CAD designs, as well as professional quotes. Version 18 adds 1,000 new items to the imaging database, bringing the total to more than 10,000. Version 18 also improves the ability for designers to create irrigation plans with new automatic sprinkler layout tools. Other features include enhanced integration with QuickBooks, as well as new paver tools and improvements to colour CAD drawings. Also available is the new PRO Landscape Companion for iPad. This application allows designers to take PRO Landscape out in the field and impress customers with the ability to create, edit and present their high quality designs right on site.

Drafix Software, Inc. www.drafix.com

Zero turn mowersWright Commercial Products has introduced a new mid-mount zero turning radius mower, the ZTO (Zero Technology Optimized). The ZTO, with deck widths of 48-, 52-, and 61-inches, has low profile 23- x 10.5-inch rear tires and 13- x 5-inch run flats for front tires. The transmissions are Z3400 series Hydro-Gear. (This class of mower is usually equipped with the lighter 3100 series.) An undercarriage cage protects the transmissions and their filters, and an exclusive transmission interlock is built into the controls, eliminating the need for a sepa-rate parking brake.

Wright Commercial Productswww.wrightmfg.com

Mulching attachmentLoftness’ Carbide Cutter G3 high-performance mulching head attach-ment for skid steers incorporates the latest cutting-tooth technolo-gies and power drive systems. Available with 51-, 61- and 71-inch cutting widths, all models are offered with a variety of carbide-

tipped and heat-treated steel teeth to match any job application. The spiral tooth pattern on the rotor ensures continuous tooth contact with the material being cut. A two-stage cutting chamber, with staggered counter teeth and a shear bar, results in small particle sizes, while eliminating jamming and wrapping issues.

Loftness Specialized Equipment www.vm-logix.com.

• Transplanting services with large and small tree spade trucks• All varieties up to 8 inch caliper• Dependable, Professional, Best Prices

We move and supply big, beautiful trees

905-880-1828 or

1-800-268-9516TREELAND www.pathcom.com/~tree

Updated Caledon Treeland ad.indd1 1 1/22/2008 12:33:06 PM

www.treeland.ca

C A L E D O N

TREELAND


http://www.wrightmfg.com

http://www.vm-logix.com


new products

Reel mowersFiskars expands its reel mower family with its StaySharp and Stay-Sharp Plus reel mower. Both 17-inch mowers feature Fiskars’ StaySharp cutting system and its InertiaDrive reels. The Stay-Sharp system cuts grass without the blades touching, greatly reducing friction and blade wear, while the InertiaDrive reels provide more cutting power. A unique grass discharge chute on the Plus model throws clippings forward and away from the user.

Fiskars www.fiskars.com

LED path lightskichler Lighting introduces seven new Design Pro LED Path Lights in a variety of styles, finishes and materials. With a 40,000-hour lifespan, kichler’s Design Pro LED Path Lights emit a warm, white light using 75 per cent less energy than incandescent lights. They have a 15-year residential warranty. Installation advantages include the elimination of voltage drop by operating anywhere between nine to 15 volts while producing the light output, as well as a colour rendering index (CRI) in the mid-80s.

Kichler Lighting www.kichler.com

NEUDORFFPRO.COM

TAKE BACK

TURFTHE

TIMM ENTERPRISES LTD.

Your headquarters for specialized supplies and equipment for the green industry.

Please visit our website at: www.timmenterprises.com

Mail: P.O. Box 157, Oakville, Ont. L6J 4Z5 Office & Warehouse: 5204 Trafalgar Rd., Milton, Ont. L0P 1E0

Phone (905) 878-4244 Fax (905) 878-7888 Sales 1-888-769-TIMM (8466)

http://www.fiskars.com

http://www.kichler


Ethernet irrigation controlHunter is introducing a new communications solution for IMMS central control: an Ethernet, or Local Area Network (LAN) com module. The ACC-COM-LAN looks like other ACC communications modules from the front, but features a standard network jack on the back for easy connection to a customer’s com-puter network. Now, network systems can be used for IMMS irrigation control and monitoring, offering many advantages over more tradi-tional communications. Hunter also offers a free update for existing customers of IMMS software that allows IP ad-dressing of irrigation sites.

Hunter Industries www.hunterindustries.com

Backhoe/tractor loaderJohn Deere has released its k-Series Backhoe Loaders. The new

k-Series meets today’s emission regulations and comes equipped with a five-speed transmission that allows top speeds of 25 mph

when roading. A single loader lever with integrated electro-hydraulic (EH) auxiliary loader control eliminates the need for a

second lever when using a multi-purpose bucket. Updates include a joystick redesign that gives operators even easier operation,

with equal lever efforts in all directions, for smooth and productive operation. The new k-Series also has improved swing control that

allows for more precise trench work with less backhoe wag.

John Deere www.johndeere.com

Soil calculator appSolty Garden Centre has created a new soil calculator app, now available free on iTunes. This soil calculator determines how much soil, mulch or aggregate is needed to complete outdoor projects. Enter the width, length and depth of the area in question to learn how many cubic yards and wheelbarrow equivalents are required. At this time, the App is compatible with Apple products only.

Solty Garden Centre http://itunes.apple.com/ca/app/soil-calculator/id515871929

http://www.johndeere.com


comingeventsApril 27-May 13, Arbor Week, www.arborweek.com

May 3-4, Soils and Urban Trees 2012, University of British Columbia. www.ufis.ca/soil2012.php

June 20-23, 15th Annual Snow and Ice Symposium, Buffalo Niagara Convention Center, Buffalo, N.Y. www.sima.org

June 21, Darwin Perennials Day, The Gardens at Ball, Chicago, Ill. www.darwinperennials.com

July 5-6, Hydrangea 2012: international symposium for professionals and lovers of hydrangeas, Terra Botanica Park, Angers, France, www.hydrangea2012.com

July 4-10, 30th Annual Perennial Plant Symposium, Boston Park Plaza Hotel, Boston Mass. www.perennialplant.org

July 14-17, OFA Short Course, Greater Columbus Convention Center, Columbus, Ohio. www.ofa.org

July 30-August 3, Turf Producers International Summer Convention, Ashville, N.C. www.turfgrasssod.org

July 31-August 2, Penn Atlantic Nursery Trade Show, Greater Philadelphia Expo Center, Oaks, Penn. www.pantshow.com

August 11-15, ISA Annual Conference and Trade Show, Sydney, Aust. www.isa-arbor.com

August 12-15, CGTA Fall Gift Show, International Centre and Congress Centre, Toronto, Ont. www.cgta.org

August 21-23, Canadian Fertilizer Institute 67th Annual Conference, Niagara-on-the-Lake, Ont. www.cfi.ca

August 21-23, Independent Garden Center Show, Navy Pier, Chicago, Ill. www.igcshow.com

August 22-25, Plantarium, International Trade Centre, Boskoop, Holland. www.plantarium.nl

August 23-25, Farwest Show, Oregon Convention Center, Portland, Ore. www.farwestshow.com

August 23-26, Pondemonium, St. Charles, Ill. www.pondemonium.com

August 26-31, IGCA Congress, Bonn, Germany. www.igcacongress.com

September 2-4, Spoga-Gafa 2012, Cologne, Germany. www.spogagafa.com

September 17-19, GLEE, Birmingham, U.k. www.gleebirmingham.com

September 19-22, IPPS Western Region Meeting, Ventura, CA. www.ipps.org LT

FIND IT: atwww.Ltsourcebook.com

Looking for green industry products and services — available in Canada?The exclusive Landscape Trades Online Source Book is the first place to shop. Search by product category or company name ... Online Source Book listings are comprehensive, up-to-date and specific to your industry.

www.Ltsourcebookcom


SENIOR LANDSCAPE CONSTRUCTION ESTIMATOR

We are a well established landscape construc-tion company, located in Burlington. We require an experienced and highly motivated estimator to help us in 2012 and beyond. Excellent wages and benefits offered. The applicant must have 3 – 5 years experience in residential and com-mercial projects. Start Date: ASAP (as soon as possible) Wage: Negotiable Medical Benefits after 3 months Responsibilities: * providing estimates and negotiating contracts * meeting with clients to present estimates * site layout and supervision when required Qualifications: * excellent technical knowledge in all aspects of both hard/soft landscaping * good communication and organizational skills * able to work with clients and capture their needs * be self motivated and have the ability to meet deadlines * the ability to manage and provide direction to on site crews Please send a resume and a cover letter by email or fax to the contact information provided below.

Email: [email protected]: (905) 331-3169

classifieds

WHOLESALE TREE NURSERYGrowing caliper shade trees and evergreens.

Custom tree basketing.Contact us for availability and pricing.

STAM NURSERIES INC.593836 Hwy 59, RR 2

Burgessville, ON N0J 1C0Ph. (519) 424-3350 • Fax (519) 456-1659

E-mail: [email protected]

NURSERy STOCK

EqUiPMENT

FINN Hydroseeders & Bark BlowersNew and Used

• Flex Guard FRM • Soil Guard BFM• Erosion Control Blanket

Seed & FertilizerToll free: (888) 298-9911

Fax: (905) 761-7959www.fibramulch.com

CLASSIFIED ADVERTISING INFORMATIONPayment: All classified ads must be pre-paid by VISA or Mastercard. Rates: $62.15 (includes HST) per column inch (Approx. 25 words). Min. order $62.15. Annual rates also available. Deadlines: The 10th day of the month prior to issue date. (eg: June issue deadline is May 10th). Jan. deadline is Nov. 10. If day falls on weekend or holiday, deadline is the next business day. Space is limited to a first-come, first-served basis. To place an ad: E-mail your name and phone number and your ad to Rob at classifieds@ landscapeontario.com. Also mention the ad is for Landscape Trades. You will be sent a proof/confirmation/payment form by e-mail. Online advertising: All paid ads are posted to our web-site at www.landscapetrades.com/ classifieds for the corresponding cal-endar month. Website only ads are available for $67.80 (HST included) and are posted for 30 days. Additional charge for ads over 325 words.

SERviCES AND SUPPLiES

FIRST NATURE NURSERY LTD.Wholesale supplier of native branches.

Looking for Willow, Dogwood, or Poplar stems?

We supply native cuts from 1ft.-10ft.Live stakes, fascines, wattlings and fencingNative and ornamental species available.

Call (519) 647-0716 or (905) 973-3605

or [email protected]

FIRST NATURE NURSERY LTD.Wholesale supplier of native evergreens

White Pine ......... 80-250cm ....... 600+White Spruce ..... 80-250cm ..... 2500+White Cedar ...... 80-250cm ..... 2000+Blue Spruce ..... 150-250cm ..... 1000+Hemlock .......... 100-200cm ....... 500+Potted, B&B and wirebaskets availableCall (519) 647-0716 or (905) 973-3605

or [email protected]

BUSiNESS OPPORTUNiTiES

EMPLOyMENT OPPORTUNiTiES

ProLineGRABBER Ball & Pot handlers.Ideal for moving & loading trees & plants.

Complete Line of Attachments for Skidsteers, Loaders, Excavators

& Tractors.Toll Free: (877) 625-9677Website: shawbros.ca

LARGE TREE MOVING AND SALES115 inch and 90 inch tree spades available

for hire. Largest truck mount machine in Ontario.

Call Burkraft Services(905) 689-1269

View these ads and more on our website atwww.landscapetrades.com

NEED HELP WITH YOUR PROJECTS?If your company needs assistance with projects, or if you have too many projects for you to pro-fessionally deliver — we can help!Connecting Stones specializes in residen-tial and commercial projects: interlock pav-ing around swimming pools, cover porches, interlock driveway, walkway, asphalt driveway, parking lots and tennis court. Cement projects, retainer walls, armour stones, custom built and natural stone steps, flagstone dry lay or cement installation, river rocks, sodding and planting. Supply and install snowmelting sys-tem. Landscape lighting and more... No project is too small or too large. Trust us to deliver and we will not disappoint.Here is our company profile:We have and continue to offer each and every customer professionalism from the initial quota-tion through design and actual installation. In every step we instill confidence in our custom-ers decision to trust us with their projects. We have expectations which few contractors meet. Through hard work we have managed to exceed our customers expectations. We will not stop until we make your dream project a reality. We welcomely respect our customer requests. We respect and accept our customers specifica-tions for design and offer many suggestions to improve a design further. We are an accredited business with the Better Business Bureau with a well-deserved “A+” rating. Please visit our website at www.connectingstones.com to view our workmanship and testimonials.

Please contact us at [email protected]

c/o: Lino Genova

BUSINESS FOR SALEOwner retiring from growing seedlings and 1-5 gallons pots for over 27 years. Formally of Waterford, Ont. Must sell all equipment, or all nursery stock or both. Retail on the nursery stock is approx. $20,000. Call Lana at:

(817) 718-7038 or (519) 443-4444Email [email protected]

BUSiNESS OPPORTUNiTiES


where to find itCOMPANy PAGE PHONE EMAIL WEBSItE

AGCO Corporation 23 800-767-3221 [email protected] www.agcocorp.com

Alrange Container Services 46 www.alrange.com

AMA Plastics Ltd 30 800-338-1136 [email protected] www.amaplas.com

Atlas Polar Company Ltd 35 888-799-4422 [email protected] www.atlaspolar.com

Beaver Valley Stone 32 416-222-2424 [email protected] www.beavervalleystone.com

Becker Underwood Inc 27 306-373-3060 [email protected] www.beckerunderwood.ca

Best Way Stone Ltd 21 800-BESTWAY [email protected] www.bestwaystone.com

Caledon Treeland 41 800-268-9516 [email protected] www.treeland.ca

Cut Above Natural Stone 31 888-557-7625 www.cutabovenaturalstone.com

Dutchmaster Nurseries Limited 25 905-683-8211 [email protected] www.dutchmasternurseries.com

Echo Power Equipment Canada 33 877-324-6660 [email protected] www.echo.ca

Fertilec 9 888-831-1085 [email protected] www.fertilec.com

G & L Group 30 888-907-7258 [email protected] www.draglamsalt.com

General Motors of Canada Ltd 15 800-GM-DRIVE www.gmcanada.com

Hanson Hardscape Products 48 800-265-6496 [email protected] www.hansonhardscapes.com

John Deere Limited 19 www.johndeere.com

kubota Canada Ltd 13, 47 905-294-7477 [email protected] www.kubota.ca

Miller Compost - The Miller Group 34 866-887-6457 [email protected] www.millergroup.ca

Munger Lawnscape Inc 39 519-738-2571 www.mungerlawnscape.com

Nesbitt Aggregates 22 800-465-5764 [email protected] www.nesbittaggregates.com

Neudorff North America 42 250-652-5888 [email protected] www.neudorff.ca

Oaks Concrete Products by Brampton Brick 2 800-709-OAkS [email protected] www.oakspavers.com

Permacon Group Inc 5 800-463-9278 www.permacon.ca

Pro Landscape by Drafix Software 37 800-231-8574 [email protected] www.prolandscape.com

Stihl Limited 11 519-681-3000 [email protected] www.stihl.ca

Stonemen’s Valley Inc 43 905-841-8400 [email protected] www.stonemensvalley.com

Thames Valley Brick 44 905-637-6997 [email protected] www.thamesvalleybrick.com

TIMM Enterprises Ltd 42 905-878-4244 www.timmenterprises.com

Turf Tech Inc 29 905-636-0731 [email protected]

Unilock Ltd 17 800-UNILOCk [email protected] www.unilock.com

Zander Sod Co Ltd 38 877-727-2100 [email protected] www.zandersod.com

Visit hansonhardscapes.com to learn more about this and other extraordinary products.

out of the ordinary

hansonhardscapes.com

Explore the extraordinary world of Hanson Hardscapes. Our innovative hardscape products are remarkable both for their beauty and their versatility. Products like Terramo™, an elegant new paving stone system with outstanding texture and three naturally inspired colours that will appeal to even the most discerning customer. At 80mm thick, Terramo is ideal for both residential or commercial projects. Used alone or as a complement to our StoneTile Abruzzo architectural tiles, Terramo will make an ordinary space extraordinary.

Whatever your project, choose Hanson Hardscapes for results that are truly out of the ordinary.

may 2012 landscape trades

Documents

martha walshlandscape

bob tubby clplandscape

line south

green shanghai

publisher lee ann knudsen

tony digiovanni cht

kristen mcintyre cht

hank gelderman cht