f # (31 ^ # cl d ^ t d f t ■5| # ^ # ^ ^ ^, nmmmnk NEW HAMPSHIRE PLANT GROWERS ASSOCIATION / OCTOBER / NOVEMBER 1994 The Christmas Farms Story * It all begins with the seed. This is why over the past 33 years we have selected the best fir or\ our plantations and put them into our seed orchard and the seed from here have been our mainstay for the past 15 years. The results speak for themselves. Once the seeds are planted we begin a 1 2 year process; 5 years in seed and transplant bed, and 7 years in the field, culling and selecting at each step. To produce the premium Christmas tree each cultural practice must be done on time. Spring sees us planting, feeding, spraying, summer is the season for pruning and the addition of trace elements when foliar analysis indicates. All of this takes a professional staff of 6 here at Christmas Farms in order to maintain our high standard of quality and beauty. or Why Should You Consider Us? 1. Careful grading gets you the grade you need and pay for. We have 8 grades in all. 2. We have had long experience in retailing and know what you are up against and what you need for your customers. 3. Our trees are delivered on time. 4. We tag and grade the trees ready for cutting in July before shearing is done. Therefore when the shearers come to a tagged tree, they just lightly touch it up. This keeps the natural look, a full but nicely layered tree with space for cherished ornaments. 5. We cut as late as possible in November and store the trees to conserve moisture. 6. The variety: Balsam and Fraser Fir, Blue Spruce, White Pine and Black Hill Spruce. All the trees are grown here so the trees you inspect are the trees you get. 7. 200 acres are in production, 16,000 are harvested annually. 8. Finally we are New England and Vermont Grand Champions and take pride in sustaining our standards. Please Call or FAX Bryan or Kevin for more information or even better to schedule a visit. Christmas Farms RRl, BOX 1480 EAST Hardwick, Vermont 05836-9503 Phone (802) 533-2930 Fax (802) 533-9269 CALENDAR October OCTOBER 17-19 New England Greenhouse Conference, Sheraton Sturbridge Inn, Sturbridge, MA; for infor- mation: Henry Hunting- ton at (603) 435-8361. OCTOBER 23 FTD Districl l-C Meeting, Newton Greenhouse, Newton, NH; for information: Debra Defreze at (603) 474-3020. OCTOBER 27 \oint Meet- ing-. New Hampshire Land- scape Association and GSLA, Cat and Fiddle, Concord, NH; 1-800-639-5601. OCTOBER 29 UNH FFA Interscholastic Contest, UNH, Durham, NH; for infor- mation; Dave Howell at (603) 862- 1760. November NOVEMBER 7 Vermont Plant Growers/ Department of Parks & Forestry Seminar "Community Tree Care Through an IPM Approach," Vermont Technical College, Randolph, VT; information: Tina Nyce at {802) 899-3361. NOVEMBER 9-13 ■■From a Grower's Perspective" — Association of Specialty Cut Flower Growers' National Conference and Trade Show, San lose, CA; for informa- tion: (216) 774-2887. NOVEMBER 12 Rhode \sland Nursery- men's Association Tbth birthday Celebra- tion, Doubletree inn, Newport, Rl; for information: Ken Lagerquist at (508) 761-9260. NOVEMBER 15-16 Massachusetts Nurserymen's Association/Cooperative Extension Business Short Course, Worces- ter Marriott, Worcester, MA; informa- tion: )ohn Bragg at (508) 534-1775. NOVEMBER 16 Mame Landscape & Nursery Association Annual Meeting. 5 pm, Pine Tree Arboretum, Augusta, ME; for information: Edith Ellis at (207) 225-3998. December DECEMBER 5-6 Seminar "Tree Haz- ards: The Ultimate Session" (Shigo & Mattheck), Sturbridge Host Hotel, Sturbridge, MA; information: iohn Kirkland at (503) 254-0482— PST. W^^^ January •*■*'* lANUARY 18 New Hampshire Plant Growers' Association/New Hampshire Landscape Association \oint Winter Meeting, Granite Street Bar & Grill, Manchester, NH; for in- formation: Peter van Berkum at (603) 463- 7663. lANUARY 18-19 Connecti- cut Nurserymen's Associa- tion Winter Meeting, Aquaturf, Southington, CT; information: (203) 872-2095. JANUARY 26-28 New England Grows, Hynes Convention Center, Boston, MA; (508) 534-1775. February FEBRUARY 2-4 New Hampshire Farm & Forest Exposifion, The Center of New Hampshire/Holiday Inn, Manchester, NH; information: Mary Ellen Pitman at (603) 271-3788. FEBRUARY 13-14 Rhode Island Nurserymen's Association Education Day & Trade Show, Doubletree Inn, New- port, RI; (508) 761-9260. FEBRUARY 22 Vermont Association of Professional Horticulturalists Annual Meeting, Holiday Inn, Rutland, VT; (802) 899-3361. Looking Ahead 1ULY8-12. 1995 Ohio International Floral Short Course. Cincinnati, OH; (614) 487-1117. JULY 15-16 Second Annual Seacoast Garden Trail, Portsmouth, NH; for i formation: Beth Simpson at (603) 436-2732. Aboat Our Cover Our cover illustration, "Habitus views, variations of Harmonia axyridis" is reprinted from the Field Guide to Recently Introduced Species of Coccinetltdae (Coleoptera) in North America, with a Revised Key to North America Genera of Coccinellint by Robert D Gordon and Natalia Vandenberg; Proceedings of the Entomological Society of VJashington, Vol- ume 93, Number 4, December 1991 'ONTENTS DEPARTMENTS FROM THE BOARD ELSEWHERE IN THE NEWS DIAGNOSTIC UPDATE Dr. Cheryl Smith MEMBER PROFILE Rockingham Acres WORTH REPEATING A Congenial Plant Summer Meeting Common Elements That Build Success Sue Goulet Invasion of the Multicolored Asian Lady Beetles |o;i« S, Weaver When Is a Door not a Door? Bob Normandeau THE GRIFFIN GURU Z-NOTES ]im Zablocki HOW ABOUT HERBS Tanya ]ackson THE GREEN SPOT Mike Cherim The Plantsman is published in early February. April, |une, August, October, and December with copy deadlines being the first of each prior month. While camera-ready ads are pre- ferred, set-up assistance is available at a nomi- nal fee. Free classified advertising is offered as a member service. We will carry a short message (no artwork or logos) for one or two issues of Tfie Plantsman. AD SIZE 6x ix 3 3/8"w X 2 1/4'h $120 $30 3 3/8 'w X 4 3/4"h $160 $40 7-w X 2 1/4-h $160 $40 7-w X 4 5/8-h $250 $50 7"w X 9 1/2 'h $400 $100 For further information, please contact the editor: Robert Parker at the UNH Research Greenhouses, Durham, NH 03824, (603) 862- 206 1 ; or PO Box 5, Newfields, NH 03856, (603) 778-8353. OCTOBER / NOVEMBER 1994 New Winner Pink Ice D.S. COLE /^rfTl-'rQ=ca^ > n ♦ 1 251 North Villag* (603) 783-9561 Id, Loudon, NH 03301 Fax (603) 7S3.9562 Let Rough Brothers' expertise turn your greenhouse into a powerhouse — ^ffor profits. Call the experts at Rough Brothers for information and technical assistance on these quality products. Manufacturers of: • WhiteHouse • The International • Harvest House • The '2100' gutter-connected house • Free-standing poly arch houses • Techlite glazing • Ro-Ho benches • Ebb & Flo benches Distributors of • Alcoa Aluminum Fin Heating • Heating and ventilating equipment • Maintenance supplies, glass, parts ...and more Rough Brothers P.O. Box 16010, Cincinnati, Ohio 45216 nrm ROUGH BROTHERS I I 1.800/543-7351 '/QUALin' . SELECTION: ■',& SERVICE" This Is What We Grow At Millican Nurseries. See our wide selection of trees, evergreens and shrubs More than 1.000 varieties available Delivery throughout New England Located in Chichestec NH (13 miles north of Concord) Call us Northern Grown Trees Evergreens Shrubs Mon-Sat: 7:00 -5:30 Sun: 9:00 - 5:00 O'DONAL'S NURSERIES Loated at junction of routes 22 & 114 Gotham, Maine 04038 Phone (207) 839-4262 or 839-6364 Fax 207-839-2290 We specialize in growing specimen plant materials. The Plantsman FORUM Scholarship Available to Members The New Hampshire Plant Growers' f>iSsociatwn scholarships bagan ■'sometime in the '60s" when Perley Lee, the owner of Lee Greenhouses in Dover gave $100, the NHPGA matched it, and the money was given to deserving students in the horticulture pro- grams at UNH. Perley Lee's green- houses are no longer around, but the scholarship program he initi- ated has prospered and grown. Two scholarships are usually given each year. Traditionally, one went to a student in the Bachelor of Science degree program in Plant Biology and one to a stu- dent working toward an Associate Degree at the Thompson School, both at the University of New Hampshire. Last year the appli- cant base was broadened to in- clude students studying horticul- tural education in the Department of Adult and Occupational Educa- tion. Once again the application base is being expanded. Now, NHPGA members and their immediate families (spouses and children) who are pursuing an associate's or bachelor's degree in a horticul- ture-related field at any institu- tion are eligible to apply. Application is simple — it's basi- cally filling out a one-page form and writing (briefly) about how you became interested in horti- culture and what your plans are once you've received your degree. For forms and information, call Chris Robarge at (603) 862-1074. Completed applications for this year's scholarships should be re- ceived by November 15. Deci- sions will be made at the Decem- ber Board Meeting; winners will be announced at the Winter iVleeting on January 18. Feel free to apply. SBA Update TO: Parlicipaling SBA Tree Planting Program Communities and Small Business Vendors FROM: Mary Reynolds. Urban Forester Recently the US Small Business Administration conducted a site review of the SBA Tree Planting Program in selected New Hampshire communities. The following are excerpts of their findings. "Three criteria were used in evaluating the SBA Tree Planting project sites: 1. Were the trees which SBA paid for actually planted? Could we, in fact, find these trees in the field? 2. Were the trees of good quality and structural form? Were the trees correctly planted and staked using current recommendations? 3. Were the trees being cared for, i.e., was the three-year after-care and maintenance stipulated by the SBA being performed? The answer to the first question is an unqualified yes. We did, in fact, find the trees and, for the most part, found the trees to be a minimum of 1 3/4 inches in caliper as specified. The following list highlights problems observed with respect to the an- swers to question two: • most trees planted too deeply (70%), i.e., 6-10" too deep; • mulch levels too deep, i.e., higher than six inches for 85% of trees planted; • mulch placed right up to base (trunk) of tree (100%); • incorrect staking methods (60%); • incorrect staking materials used, e.g., wire and hose (75%); • poor quality stock (70%); • burlap around root ball not removed from root ball during planting (65%); • trees planted under power lines — and in some cases, over under- ground utilities (60%); • trees fertilized at planting (70%); • trees not watered throughout first planting season (40%). Following problems were most frequently observed with respect to question three: • extensive string trimmer damage to base of tree while mowing to reduce grass levels at base (90%); • lack of watering during second growing season, including a pronounced drought period; • lack of re-mulching to level of 2-3 inches at the beginning of second growing season (85%) (this contributed to weed wacker injury to tree base); • lack of replacement of dead and neariy dead trees after first and second growing season. We are very concerned and disappointed with the lack of compliance with current recommendations for planting and maintaining trees. Our Requests for Grant Applications' stated that current recommendations for tree planting and after-care must be followed for the SBA program. We scheduled field visitations to all SBA communities this summer. We want to work with communities and small business vendors to bring about compliance with regulations as well as a better understanding of why current recommendations need to be implemented and become mainstream practices for all tree planting and after-care. As always, call me with any questions or comments at (603) 271-2214. OCTOBER /NOVEMBER 1994 QUALITY SINCE 1892 New England's Leading Full Line Seed House • Packet Seeds • Lawn Seed • Fertilizer • Grounds Maintenance Chemicals 1 (800) 326-HART FAST, COURTEOUS SERVICE The Chas. C. Hart Seed Co. RO. BOX 9169 WETHERSFIELD, CT 061 29-01 69 1 (800) 326-HART WINDING BROOK TURF FARM, '""^ 240 Grijwold Rd WelhtrtfitU. Cr 06109 imu KtmntbMk. ME 04043 . QUAUTY BLUEGRASS • BLUEGRASS ■ FESCUE BLENDS • LOW MAINTENANCE BLENDS • PENNCROSS BENTGRASS lnCT203-529-iS69 Dittributor For: OmiuU CT J -800-243-0232 ^PiSs: A PRODUCTS COMPANY Lawn & Garden Limestone Decorative Landscape Stone White Playsand Bagged Bark Mulch Robert F. Myers 28 Horseshoe Drive, Scarborough, ME 04074 (»00) 541-9127 LAN NURSERIES, 259 CoUcge Street. Magog JIX 2K4 Phone & FAX: (819) 843-5071 Lan is owne!AN INSURANCE : "-.";■ ■ ■ -■ / - .' -.-• 'i^^v'*\ 1-800-439-2451 Golden Rule Insurance Company Rated "A+" (Superior) by AM Best This rating indicates financial strength and stability • This annuity includes a 3% first-year bonus Rate as of 1-3-94, subject to change Pmcmceimmterlawm, gankm.tyeesand^ntbs uMiMGrn'omposL m Increase nutrient and water retention. ■ Provide natural fertUuatum /or long m Increase organic matter to reduce compaction and erosion m Provide slow release of nitrogen and trace minerals. ■ Prevent turf diseases from ■ Improve soil aeration and conststant root development m Be assured that it is a weed free product. m Save money over using topsails, peatmoss and manures Grd The Compost Company AllGro Inc., Liberty Lane, Hampton, NH 03842 800.662.2440 Newton Greenhouse 32 Amesbury Road, Newton, \H 038S8 603-382-S2S9 Quality Plants green and flowering from 3" to 10" pots Holickiy, bedding plants, «& dish gardens year round cut snaps, cut tulips and iris in season, gloxinias and African violets Licensed propagator of Mikkelsen &. Fxke New Guinea Impatiens CABPENTEg(§ "The Qeranium Specialists" Wholesale Growers 1 1/2" Geraniums (year round) 4" Prc-tinished Geraniums 2 1/2" Ivy Geraniums & Fuchsia Martha Washington Geraniums Spring Hanging Baskets, Lilies/Bulbs Azaleas, Cyclamen, Poinsettias, Foliagt JOHN R. CARPENTER, Presides ROBERT j. C:ARPENTER, General Manager 603/659-3391 220 SOUTH MAIN STREET NEWMARKET, NH 03857 FROM THE BOARD Past, Present, and Future Dick Zoerb SOMETIMES its difficult to sepa- rate the periods addressed in the above title because history al- ways seems to be repeating itself However. Id like to touch upon some points which fall into each of the three categories I'm certain most growers in the New England area are happy that the spring season of 1994 is behind them For growers of geraniums, concern began in October of '93. when Fischers operation in Mexico collapsed (for whatever reasons you may have heard or wish to be- lieve). This prompted a scramble for replacements for the four mil- lion or so unrooted cuttings that were to have come from that source. Domestic producers, such as Oglevee. Goldsmith. Ecke. and Bartlett increased production Fischer was able to supply a por- tion of that need from their Canary islands facility This included vari- eties usually sold only to the Euro- pean market that were unfamiliar to US growers — but last fall and winter, variety didn't matter as much as being able to get replace- ments. An unfortunate side-effect of the geranium debacle was the higher incidence of disease throughout the country. The demand for re- placement cuttings prompted some growers to keep over stock and propagate their own. This was not limited to just small growers — and serves to remind us that disease is always with us and constant vigi- lance is needed (And along with all this, the weather in the Northwest in the summer of 1993 caused shortages in the Easter lily and iris crops ) This past spring season, unlike 1993. got off to a slow start, due to cooler and wetter weather well into the month of May Fortunately for most, by the end of that crucial business month, the shortfall had been made up or the demand for product had extended into June Unless you were lucky enough to be located in a summer tourist area, the sales period was com- pressed into a hectic three or four weeks BUT GROWERS and retailers, being basically an optimistic breed le g . Red Sox fans. Patriots fans, or golf- ers] always look to "next year" for another go at the brass ring and — once again — there are reasons for optimism The anticipated devastating ef- fect that the big discounters (Wal- Mart. Home Depot, etc.) were sup- posed to have on the bedding plant retailers didn't always materi- alize Those who tried to compete on price alone did suffer, but those who emphasized quality, variety, and service did well. In some cases, the very proximity of a dis- counter was a benefit, in that it created traffic and also made it easier for the public to compare quality. Local growers/retailers won thai competition hands down. New varieties and types of plant material are more available than ever before and it behooves pro- ducers to offer them in their mix while they are -hit" items. Out- standing examples this year were the trailing petunia cultivars devel- oped in Europe and lapan known by such trade names as "Super- tunias" and Surfinia petunias As a basket or window box item, or as a ground cover offered in four-inch pots, these proved to be the "sleeper" of the season Along with these were other "proven win- ners"— Brachycome " Ultra. "Scaevola "Blue Wonder." Bacopa "Snow- flake.' and Helichrysum "Golden Beauty ' WHILE THE Selecta Series of gera- niums by Klemm was available only on a limited basis this past season. Ecke will be up to speed for '94-95 with a total of 23 zonal and ivy varieties to choose from. Ecke will offer 1 1 new varieties of New Guinea impatiens in their Pure Beauty and Paradise Series: Oglevee has added six new zonals and two Floribunds (renamed "Star- dom" geraniums), as well as two Regal geranium varieties; Yoder will add ten new garden mums to their Prophet series; Walters and Green Leaf have added a host of new bare-root and plug-size peren- nials, herbs, and grasses. The new seed varieties are too numerous to mention and if you feel that there are just too many to choose from, think of the alterna- tive: if the industry offered only red. pink, and white geraniums, would there be any reason for people not to flock to the discount- ers? It s the new that attracts cus- tomers and keeps them coming back Extending the season (Yes. 1 know some of you want to shut down by June 15) with six-inch or larger annuals, perennials, and Asi- atic and oriental lilies opens up another area in which discounters do not often choose to compete As a final comment. Id encour- age joining the Professional Plant Growers Association, subscribing to one of the fine national industry- oriented magazines, and attending the New England Greenhouse Con- ference, held in Sturbridge on al- ternate years Dr DC. Kiplinger, renowned educator at Ohio State and a professor of mine during my three years there, used to encour- age his students "not to hide your knowledge under a flower pot." nor to be adverse to change, nor lack the willingness to learn constantly. The options are still applicable — stay the same and stagnate, or adapt and move successfully into the future Dick Zoerb is sales representative tor Fred C Checkner & Company. \nc . and can be reached at (603) 886-8665. OCTOBER NOVEMBER 1994 NEW HAMPSH New Board Member Ann Hilton, Grower at Gateway Gar- dens in Concord, has agreed to serve on the Board of the New Hampshire Plant Growers' Associa- tion She's worked in various areas of New Hampshire's green industry and we welcome the experience and enthusiasm she will bring into the programs of the association She can be reached at (603) 220-0655 New Business Bob Rimol will be a new visitor to growers in northern New England this year. Bob and his wife and family recently moved to New Hampshire from New lersey and Bob is representing laderloon, a greenhouse construction and sup- ply company from Irmo. South Carolina, that hopes to become better known in the area from the Griffin Guru Inaccurate Thermostats Mean Wasted Dollars In October, 1989, we reminded you about thermostat callbra tlon, a subject worth repeating. That small controller does a big |ob for you and If It doesn't do It correctly, It can cost BIG TIME. As an update, we'd like to add a tip on aspirated shielded thermostats. In these, the bulb Is shielded from the heat of the sun and a small fan moves air across them So they more accu- rately sense the greenhouse environment. The figure below Illus- trates a shielded thermostat and compares temperature readings of aspirated and non-aspirated types. The temperature spread lowers from eight degrees (F) with the nonasplrated to two with aspiration. Energy Is wasted any time the greenhouse air tem- perature Is above setpolnt. Construct aspirated thermostat shelters with plywood painted white and place them so that they face north and are accessible In the center of the greenhouse. Keep them away from exterior walls or from the direct Influence of a unit heater or hot water pipes. "laderloon greenhouses, designed specifically to stand up in the fiercest of weather (high winds, snowstorms), have earned an envi- able reputation since they entered the market in 1076 Owners — and designers — are Dan Derrick and Don Looney, both li- censed engineers holding several patents, and "laderloon currently enjoys the highest insurance rating in our industry, thereby providing cash savings and minimizing the chance of product loss for the owner" laderloon offers a range of green- houses that goes from simple cold frames to gutter-connected structures. In addition, the company manufac- tures a wide range of equipment which includes polylocking systems, hori- zontal air flow fans, evaporative cool- ing systems, power vents, controls, benching, and trolley systems. For catalogs and information, contact Bob at 1-800-258-7171 New Wholesale Directory This spring, the New Hampshire Department of Agriculture compiled and produced a new publication featuring New Hampshire agricul- tural products that are available on a wholesale basis The Uew Hamp- shire Agricultural Producls Wholesale Guide provides source information on a variety of items grown and made here in the Granite State — from flowers and Christmas trees to hogs and wool This guide was cre- ated because the many requests that come to the Department of Agriculture asking where to buy products grown and made in New Hampshire showed that a concise, up-to-date guide was genuinely needed. All businesses listed have wholesale production capac- ity IVlany are also available for contract production The guides were introduced at the NH Governor's Conference on Travel and Tourism in May. The audience (primarily restaurant, lodging, retail, and tourist informa- tion business owners) "eagerly ac- cepted copies and many expressed The Planlsman NEW HAMPSHIRE their longtime desire to purchase New Hampshire products and their unsureness of how to go about it They thought this new guide would be a great asset ' The wholesale guide has been distributed to key grocery buyers and to buyers across the country who have requested information about sources of New Hampshire products for resale The Depart- ment has received reports from businesses that buyers have re- ferred to the guide when calling. The Department of Agriculture has also been working with the UNH Office of Economic Initiatives whose REAP-NH program produced a companion directory of specialty food and giftware producers The wholesale guide and the specialty products directory have been dis- tributed simultaneously, whenever appropriate to save costs The wholesale guide is not intended for the general public and every at- tempt is being made to distribute it to legitimate resale buyers. The New Hampshire Agricultural Products Wholesale Guide will be up- dated and published again in 1996. For more information, contact Gal McWilliam, Division of Agricultural Development, NH Department of Agriculture, at (6031 271-3788. Good Works (from New Hampshire Landscape Association Newsletter. August. 19941 The NHLA Board of Directors chose two sites for this years NHLA land- scape projects — the addition to the Christa McAuliffe Museum and Planetarium in Concord and the Children's Museum in Londonderry These sites were chosen from a dozen or so applicants Susan Smith Meyer, a landscape architect from Concord, will design the Concord project in conjunction with Rick Rideout, NHLA vice-presi- dent. Doug Miller, landscape ar- chitect and owner of Landesign in Merrimack will design the Londonderry project NHLA mem- bers will donate the needed mate- rial Work will be completed the first week of October The 1995 North Country Garden Calendar The Cooperative Extensions of New Hampshire. Maine, and Vermont have joined forces to create and offer a garden calendar for 1905 This coordinated effort by the three northern New England Coop- erative Extensions provides helpful hints for each day. as well as monthly topics of interest. Geared toward the home gar- dening audience, "the calendar makes an ideal gift for the garden- ing enthusiast. Details concerning wholesale and retail pricing are still being finalized, but as a horti- cultural business, you may wish to carry supplies on hand for your customers. Also consider using them as your holiday gift to valued customers and employees." The calendar can be ordered in- dividually or in bulk (wholesale cost: 1-4 copies/$5 apiece. 4-24/$4.. 25 or more/$3 ) To order, contact Shirley Durkiji. UNH Cooperative Extension Publications Center, I2B Forest Park, Durham. NH 03824 The phone number there is (603) 862-2346. A Gift to Future Growers The Governors Lilac Commission, working through Rick Barker, coor- dinator of the state's high school vocational programs, is donating microcuttings of lilacs to interested schools throughout the state The 500 cuttings (from Microplant Industries, Gervais, Or- egon) will be of two types of sy- ringa vulgaris — Sensation' (purple flowers with a white edge) and Maiden's Blush' (pink). The students will root them, grow them to commercial size, then plant them in public places (around the school, the town) of their own choice This will be an opportunity for the students — both Plan for the Fall F'or perennial plant growers, overwintering can cause problems. Nutrltlon-wlse, If you are using a controlled release fertilizer like Osmocote, be sure to use only short-term material three to four months before potting up plants In late summer and fall. Unless you plan a strict watering regime, longer-term fertilizers will continue to release, causing salt build-up and eventual root Injury. If you need to keep feeding, It's safer to liquid feed In winter months, then reapply Osmocote In l\iarch. It's not uncommon for certain varieties to have ten percent (or higher) loss over the winter. Overwintering houses and microfoam blankets create a perfect environment In which all sorts of dis- eases can breed. Poor air circulation and excessively high hu- midity are primary factors. A broad-based fungicide (e.g., Banrot) prior to covering can greatly reduce the damage. A layer of plastic laid right on top of the plants Inside the overwintering house will give additional protection against ex- treme cold. \im Zablocki, Jerrilorii Manager. The Scotls Company. Northeast, is at (6031 224-5583 OCTOBER /NOVEMBER 1994 RED HEMLOCK DOESN'T GET MULCH BETTER THAN THIS Morse Bros, is offering very special pricing on lur guaranteed Hemiocic Bark Mulch from Main $18" $15" *14' Prize Hemlock Deluxe Hemlock Burgundy Hemlock Call for Details All prices FOB Windham. Effective Date: 5/23 1-800-866-4991 32 Gambo Rd., Windham, ME 04062 (Tel) 207-892-1400 (Fax) 207-892-3400 HARNESS THE SUN!!! SUN-MATE FOR THE 90'S! 1, 2, 3 TEMPERED GLASS SKINS OR G.E. LEXAN OR ACRYLIC PLASTIC PANEL SKINS. SINGLE TEMPERED GLASS LEAST COSTLY AND PERMANENT. TEMPERED GLASS ARCH RE-SKIN A SPECIALTY See our tempered glass re-skin at \M\H. We were chosen for high light, low mainten- ance, and permanent performance re-sl(in. G.E. LEXAN AND ACRYUC PLASTIC PANELS NEW OR RENEW. 10 YEAR WARRANTY BY MFGR. Lexao BsifildD packages for old glass or plastic re-skin, prefabbed, instructions, and plans for easy installation or labor installed. THIS IS THE HEART OF SUN-MATE SINGLE TEMPERED GLASS LOWEST CX)ST AND PERMANENT!! ADD 2ND OR 3RD SKIN LATER!! ■PIGGYBACK" Re-skin 1, 2. 3 tempered glass skins on old alum, glass greenhouses. Prefabricated gackage easy to install with plans ; instructions or labor installed. Area Code 31 7 935-2111 NEW WINANDY GREENHOUSE COMPANY INC. :^^% 22^^ Peacock Road, Richmond, Indiana 47374 SUN -MATE TEMPERED GLASS "LOW SNOW" GREENHOUSES FROM $3.00 SO FT. D P M T \ A/ EASY TO ERECT AND LIVE WITH! COMPLETE PREFAB. AND INSTRUCTIONS lA 1. 1 N I- V V YOU CAN RE-SKIN OR ERECT WITH INEXPERIENCED LABOR AND "SAVE"!!! SUN-MATE RE-SKIN AND REPLACEMENT VENTS LESS INVESTMENT THAN WOOD Ihe Pianisman HAMPSHIRE to work with tissue culture-grown woody plant material (for the first time for many of them) and to con- tribute attractive additions to their local townscape. For more, contact Owen Rogers at (603) 862-3222. Increasing Curb Appeal — Up North, Now South The first in what appears to be- come a series of annual events in New Hampshire's seacoast region, Seacoast Garden Trail, a self- guided tour of gardens within a 25- mile radius of Portsmouth, took place on August 6 and 7. Beth Simpson, Rolling Green Landscaping & Nursery, Greenland, bought the franchise from Mt. Washington Garden Trail, Inc. which has been successfully oper- ating now for 32 years. Begun in 1962 by Joan Sherman, co-owner of WiVlWV, "the tour initially aimed at turning the rivalry of a dozen or so small towns into a beautification campaign that involved cleaning up litter. Among the early winners were a group of 4-H kids who cleaned up the Tamworth town dump." It has evolved and now it has "25 sponsors, 18 judges, close to $1,700 in gift-certificate prizes from local merchants, a Garden Trail luncheon the week before the tour, and prizes awarded in two di- visions (amateur and professional! of 12 categories including veg- etable, home, and flower, and small, medium, and large commer- cial and public properties." It was held August 1-2 this year. This franchise gives Beth the privilege of reproducing the Mt. Washington Valley event in the seacoast area. There's no entry fee Anyone can enter — and 44 did. Included were such well-known local gardens as Fuller Gardens (Hampton), and the Urban Forestry Center, Strawbery Banke, Prescott Park (Portsmouth! and the gardens of the various his- toric houses in the area, but many SAFETY PROGRAMS REQUIRED The New Hampshire Department of Labor is requiring that "all employers with ten or more employees shall prepare, with the as- sistance of the commissioner, a current written safety program." This should include the following components: a process of warnings, job suspensions, etc., for violations of safety rules; provision of adequate resources for maintaining standards; provision of medical services, first aid, accident reporting and investigation; provision for the review of current safety programs by all employees. Also, "all employers of five or more employees (an employee is de- fined as any person engaged in service to the employer) shall establish and administer a Joint Loss Management Committee composed of equal numbers of employer and employee representatives." The purpose of this committee is "to bring workers and management together in a non- adversarial cooperative effort to promote safety and health in the work- place." In businesses with 20 or fewer employees, these committees should have a minimum of two members; in businesses with more than 20, the minimum is four. These committees should meet at least quarterly, keep minutes and make these available for review by all employees. The employer fills out a two-page Safety Summary Form each January first and sends it to the NH Department of Labor. This is a state regulation (HB 1579 was passed and is in effect as of July first) — there is no federal mandate. "A fine of $1000 per day shall be assessed on any employer who is found in non-compliance." For information (there are 40,000 small businesses in the state and the Department of Labor plans no mass mailings), contact Kathryn Barger, Director of Workers' Compensation, NH Department of Labor, State Office Park South, 95 Pleasant Street, Concord, NH 03301. The phone number there is (603) 271-3176. of the entries were private home gardens. (There were three divi- sions: gardens designed, main- tained, and planted by the owner; gardens designed, planted, and maintained by landscapers, garden- ers, or nursery people; and gardens done by children. In the first two divisions were several categories — vegetable; home flower; small, me- dium, or large commercial; and pub- lic properties — small and large.) After entries were judged and awards given, the public was in- vited to a "self-guided tour of prize-winning and notable gardens throughout the NH & ME Seacoast " The map and program were free. The money comes through under- writing, sponsorships, and ads in the program. All proceeds after ex- penses were donated to the Seacoast Science Center (Odiorne Point) for ex- hibits and educational programs. The benefits, along with the funds for the science center, in- clude the creation of another event of interest for area tourists, the chance to see other peoples gar- dens (and get ideas for your own) and the opportunity for local busi- nesses to supply the ideas, equip- ment, and plant material needed to produce the gardens to begin with. Seacoast Garden Trail is an interesting idea — one with lots of winners — and the second year (the tour dates are July 15-16, 1995) al- ready promises to be "bigger and better." For information, contact Beth Simpson at (603) 436-2732. OCTOBER/ NOVEMBER 1994 ELSEWHERE NEWS Naaie Change At their summer meeting on August It), members of the Vermont Plants- men s Association voted to change their organization's name to the ■Ver- mont Association of Professional Horti- culturah'sts " Part of the reason was the gender issue, but mostly, the change occurred because Vermont is a small state and has one organization for all members — landscapers. greenhouse operators, nurserymen, cut flower growers — of the green industry and people wanted the name to reflect its diversity Forklift Safety (from the Connecticut Nurser^'mens Association News to Use. August. I994| CNA. in cooperation with Aetna Fire & Surety and their underwriter. Connecti- cut Insurance Associates, Hamden. scheduled a second training program for forklift operators on September 7 at Prides Comer Farms, Lebanon. A first clinic, conducted in June, was a great success Fifteen people re- ceived certificates. Since this is an OSHA-mandated program, class size can be no more than 15 persons A full-time employee who completes this program is a certi- fied trainer who may train operators back at his firm The training consists of an in-depth safety orientation, maintenance check list, equipment familiarization, and operator driving course A written exam completes the oO-minute pro- gram For information, contact the Con- necticut Nurser\'men s Association at (2031 872-20O5 Modifications on Posting of Treated Areas {Update. August 20} A.AN is concerned that the "posting of treated areas" provisions are too bur- densome on nurseries, since there may be hundreds of varieties of plants, each with their own require- ments and schedules, grown in prox- imity' to each other. In December. IP03. AANs Pest .Management Committee met with EPA s Occupational Safety Branch chief Therese .Murtagh to discuss the post- ing issue In that meeting. Walter Suttle of .Monrovia Nursery in Oregon presented a possible alternative to EPA's posting requirements something Monrovia and other growers had found to work effectively The AAN Pest .Management Com- mittee decided that the best way to seek EPA approval of a posting alter- native was to work through a state pesticide enforcement agency Suttle chaired an Oregon Association of Nurs- erv'men task force that developed an alternative which would allow smaller "flags" to be used in place of the 14 X i6-inch signs Oregon-OSHA. that state s enforcement agency, reviewed and approved the proposal and sought EP.A approval AAN worked to inform EPA headquarters of the need and the basis for the altemative EPA has approved the Oregon pro- posal Oregon growers will have the choice of following the WPS posting re- quirements or using the altemative ac- cepted by OR-OSHA and EPA. AAN is now working to get the same flexibility for growers in other states AAN Board Urges Informed Consideration (from American -Association of Nursery- men Updnle. August 29. 10Q4) The AAN Board is initiating an inten- sive effort to inform its membership about the Garden Councils proposed promotion order A promotion order is federal legisla- tion created by request from an indi- vidual agricultural commodity group. It is designed to allow the group to fund and implement marketing efforts for its commodity — the government is not in the business of promoting the product "While gardening will prosper in the short term because it is "politi- cally correct,' it has the potential to explode and last well beyond the ag- ing of the baby boomers National ad- vertising is the single best opportunity to gain market share " The Garden Council has been re- searching the effectiveness and feasi- bility of a promotion order for the hor- ticulture industry and has found that "it is not only feasible, but would greatly benefit the industry." Each wholesale grower would con- tribute 0 4% of his sales directly to an industry commission The funds would be managed by an industry board nominated by the industry and chosen by the Secretary of Agriculture (Other than this, the government is not involved in day-to-day activities of ■WHOLESaD Price List Available PERENNIAL - HERBS - VVILDFLOWERS 80 \ arieties in 6-cell packs LPS Shipping Available ROUTE 101 P.O. Box 26 Dublin. N.H. 603-563-8180 ^Annuals beddin? Plants (6 cell pacRs) Zonal Geraniums-4!/2 ' pot Hardy Mums in season 3K2qt.pan Perenials available in 2qi. - 3qt. - 4qt. and 6qt. pots Plants for America.) "Our analysis has shown that many industry boards col- lect from large numbers of participants while keeping overhead costs low (no more than 5%). The Beef Council col- lects from over 1.2 million contributors, the Cotton Commission from 20.000. the Potato Council from 8.000. As we have 20.000 growers and plan to have a minimum sales level, we are confi- dent we can establish collection sys- tems which mirror other coundls in ef- ficiency and results." "In order to sufficiently reach 85% of our target audience, we will need to budget S20-22 million: we will need another Si -3 million for regional tie- ins. We will utilize world-class talent to develop a national strateg>-, theme, and consumer program." An industry symbol would be created "that will add value and represent a high stan- dard of quality', in turn supporting higher prices." Once the program is funded, a ref- erendum by those paying into the pro- gram is mandated for no later than 36 months after passage of the legislation. Rfty percent of those contributing and fifty percent of the total volume of the industry must vote in favor for iJie pro- motion to continue. Ten percent of the money collected would be re- funded if the referendum fails. The effort to pass the Plants for America promotion order would cost approximately $400,000 per year for the next two years. This would pay for industry education, legal work, market research, and public relations. Plants for America is seen as "the single most significant marketing event to happen to the lawn & garden indus- try' in the 20th century." For informa- tion, contact Bob Doli-bois at (202) 78O-2O00 Doable-cupped Anthariam ifrom Greenhouse Manager, .August. 1PP4) Oglesby Plant laboratories. Inc.. has come out with something really differ- ent— a double-cupped antiiurium. The Kohara Double' is the first an- thurium commercially produced with a HOW ABOUT HERBS Scented geraniums are claimed as herbs. With winter coining on. cus- tomers will be looking for windowsill herbs — and the scented-leaved geraniums fit the bill. Their flowers are small and delicate — quite lovely, but the plants are grown most often for their leaves. Some — the rose, nut- meg, lemon. lime, and peppermint t>pes — are used in tea. cakes, and but- ters, but mainly they are enjoyed for their fragrance. Here are some of the smaller, more compact varieties suitable for growing in the home. Nutmeg geranium [Pelargonium fragranst and its variegated look-alike "SnowT .Nutmeg" are two of the easiest and most attractive. They have small, rounded, soft grey-green leaves, the Snowy with splashes of creamy white. The white flowers are in small clusters and are lightly marked with carmine. P. X graveolens Little Gem has a spicy-rose scent, deeply lobed. decorative leaves, and small lavender-rose, purple-veined flowers. It's very compact and bushy in habit. "Lady Mary" (P. x limoneumi has a lemon scent and magenta blossoms. Pelargonium crispum minor is the smallest variety, with stiff, crisp, strongly- lemon scented leaves and a very upright habit that makes it suitable for growing as standards or topiaries. It was once known as the "fingerbowl geranium" because the Victorian era found elegant dinners enhanced with a finger bowl in wliich floated a few of these lemon-scented leaves. Strawberry-scented P. r scarboroviae Countess of Scarborough is a favor- ite of scented-leaf geranium fanciers. -Red-flowered Rose" (P. grayeolens) speaks for itself. The ginger geranium (P. torento) has a mild sweet ginger scent, light green rounded leaves, and attractrve lavender blossoms. Apple-leaf geranium (P. odoratiisimum\. also called Sweet-scented CranesbiD. is a very old variety with extended branches that drape gracefully down- ward when it s grown in a hanging basket. Flowers are tiny and white. with pinpoints of red. P. X nervosum is compact with sharp, crisp leaves, a lime fragrance, and darkly-veined lavender flowers. A very unusual variety is the femleaf geranium. (P. denticulaium filicifoUuM. with a pungent pine/rose scent and finely dissected bright green leaves. TTie plant has a taller, more spreading habit: the flowers are tiny — blush pink with touches of carmine. "Mrs. Kingsley" and -Grey Lady Plymouth" are two old favorites — the first has curled, pungendy-scented leaves and striking cherry-red flowers; the second (P. grareolens varigatumi. handsome rose-scented foliage deco- rated with a thin white leaf margin. There are many more, some more difficult to find than others. Names and fragrance interpretations are often argued over by the admirers of these plants, but no one argues about how easy they are to grow or how perfect they are for a winter windowsill. Tanya ]ackscn. a well-known area herbalst can be reached at o03-43;-c"74 stable double flower. Other character- istics are strong, dark foliage and good branching habit. However, its red double-cupped spathes are its stron- gest selling point and most eye-catch- ing trait The cultivar is best suited for 8- and 1 0-inch pot production. Liners have been available since September Anthurium Lady Ruth' is another new selection from Oglesby. Its spathes are a deep red-rose color; flowers are large and extend well above the foliage. Its a continuous bloomer and disease-resistant Its eariy flowering habit is also a plus. Lady Ruth' will be mariceted in 5- to 17-inch containers. Rnished plants will be available in earh" 1905. For more: Oglesby Plant Laborato- ries. Inc. Route 2 Box 9. .Altha. FL 32421: Ae phone is 1-800-354-8900. OCTOBER/ NOVEMBER 1994 "Helping You to Grow" B^E. Supply GREENHOUSE SUPPLIES & EQUIPMENT Hemlock Road, Langdon Mailing Address: P.O. Box 0, Charlestown, New Hampshire 03603 Nu'Form Products Reh Products Pre-filled Flats & Pots Distributors for Plasti Form & Plasti Vac • Restricted Pesticides • Kord Products • Fertilizers • Distributors tor Hyde Park &. Sunshine Soils 603-835-6930 Fax:603-835-2180 NORTHERN NURSERIES WHOLESALE HORTICULTURAL DISTRIBUTION CENTERS U.S. Route S, White River Junction, VT 05001 16 Pinkham Road West, Barrington, Nh 03825 A SER VING THE PROFESSIONAL WITH ABOVE GROUND PLAUT MATERIAL Distributon in the following lines: • Lofts Seeds • Biidundcr Spraycn • DeWitt Weed Barrier • Lebanon TurfFertilizere • Corona Hand Tools . Mulch & Grow Hydrosecding Fiber • Eaithway Spreaders • Nursery & Landscape Supplies Contact: Jim Babb, Mgr., White River Junction, VT, (802) 295-2117 Bob AvcrcU, Mgr., Barrington, NH, (603) 868-7172 GOOD SERVICE • DEPENDABLE QUALnT' CONVENIENT LOCATION Summer Meeting THE WEATHER COOPERATED. The NHPGAs annual Summer Meet- ing was held on a hazy warm August seventeenth in the Lakes re- gion of New Hampshire This years hosts were Ed Person of Ledgewood Farm, Moultonboro, and Bill Stockman, Spider Web Gardens, Center Tuftonboro Tours (both full of solid doable ideasi and trade show, an all-you-can-eat barbeque and the auction to aid the scholarship fund were the events of an almost vacation-like day at two exceptionally attractive operations As at any Plant Growers' event, there are plenty of people to thank These include our hosts, Ed and Bill, and the folks at Pleasant View Gardens. Pittsfield, who sponsored the bus that brought visitors from one to the other. They include Roger Warren who wrote and organized the questionnaire on the material to be emphasized at next years Farm & Forest (if you haven't returned it yet, don't forget to do so), our auctioneer, Peter Callioras (the auc- tion raised over $1300 for our scholarship fund), and the people fom Perillos who created lunch They also include all the board members who who manned the registration table, helped with the auction, took photographs, and who helped out in general lust before the auction got underway, the contributions of three people who've given especially strong support to the NHPGA and its programs were acknowledged Richard Emerson received a plaque for his services as board member and representative on the New England Greenhouse Conference Committee Dick Gagne, for his services as president and board member, and Bob Demers, Sr., for his many years of loyalty and support, were given plaques and life memberships. The door prize this year was a weekend for two at the Christmas Tree Inn in lackson — and the winner was Norma Stankevitz, Pondside Nursery, 292 Center Road, Fairfield, Maine But you didn't have to win a weekend to have had a pleasant and worthwhile day SUPPORT THESE PEOPLE— THEY SUPPORT THE NHPGA. Micro. Bailey Nurseries, Baker \aHey Nurs- ery. B.E. Supply. Blue Star Peat Moss. Bob- cat Of New Hampshire. Bramett Company. Brltton Greenhouses. Cavlcchlo Greenhouses. Charter Oak Landscape & Nursery. Christmas Farms. Conard-Pyle Company, D.A. Posocco, Davis Brook Farm. D.S. Cole Growers, Fafard-Conard. Inc.. Florist Insurance, IV Seasons Marketing, Fred C. Gloekner Com- pany, Gold Star Vlholesale Nursery, Green Frog Garden. Greenhouse Supply. Inc., Greenleaf Nursery, Griffin Greenhouse Sup- plies, Harry StoUer & Company, Hop River Nursery, \mperial Nursery, ]aderloon Green- house & Supply, \olly Farmer Products, Knoxland Equipment, LAN Nurseries, Laughton's Garden Center, Mlllane Nurseries, New England Nursery Sales, Northeast Nurs- ery, Northern Nurseries, Orchard Equipment & Supply, Pargro, Inc., Plerson Nurseries. Plants International, Pleasant View Gardens, Pot Specialists, Inc., Prides Corner Farms, Quansett Nurseries, Roaring Brook Nurseries. Robert W. Baker Company. Rough Brothers. Sharon Sales. Southern New England Farm Credit. Spence Farms, Syracuse Pottery, Tuc- kahoe Turf Farms, van Berkum Nursery, Ver- mont Natural Ag Products, V/ageman Insur- ance, Western Maine Nurseries, W.H. Minkowski, Winding Brook Nursery, \ankee Gardener Greenhouses and Nursery. Zellnka Nursery. PRUNERS • LADDERS • SPRAYERS • FORKLIFTS • PUMPS ROUTE 116, P.O. BOX 540 CONWAY, MA 01341 413-369-4335 For Friendly, Courteous, Efficent, Technical Service CALL US AT 1-800-634-5557 FOR INFORMATION AND CATALOGS HOSE - TANKS - REELS ■ MOWERS ■ SAFETY EQUIPMENT OCTOBER/ NOVEMBER 1994 Common Elements That Build SUCCESS Sue Goulet A few years ago, after working over fifteen years in management positions in flower shops and owning my own business, I decided to go on tfie road as a sales representative for a wholesale florist This gave me the opportunity to service well over a hun- dred florists in Maine, Massachusetts, and New Hamp- shire During that time I learned a great deal about the floral industry 1 found it interesting to see how different florists operate and came to realize that common ele- ments existed in the most successful of them. They di- versify; they specialize; they promote their businesses and maintain a professional image; they employ skilled personnel; they manage their money wisely and are con- stantly looking for ways to improve My intent here is to offer a little advice on each of these elements Diversity not only makes your shop more appealing to more people, but it also helps to even the level of income throughout the year Add new areas or depart- ments in your shop and offer more services Some ex- amples are: add a gift corner; offer floral design classes to the public; add a garden center if you have the space; offer landscaping services and materials, create water gardens inside your shop and offer supplies and advice for your customers to create their own; offer inte- rior plant maintenance to individuals and businesses Where one area of the business may slow down during a period, the level in another area may pick up during that same time; or when a department suffers due to a change in the local economy, another could expand In the 1980s, some florists serviced commercial accounts with profitable results. During the recession, many com- mercial customers cut out the plant maintenance ser- vices, leaving florists searching for different ways to make up the loss in business Some ventured into areas that serviced more individual customers One florist de- cided to expand his garden center to provide more for home gardeners because there seemed to be a growing demand for that at the time if you're not able to create new departments in your business, diversify within the departments you do have Whether you have a small shop or a large one, be 16 different from the competition Offer that special item, that special touch, that special look that only you can provide if no other shop offers specialty plants, go out and find some — offer bonsai, orchids, herbs, and other interesting material If the other shop wraps their ordi- nary cut flowers in ordinary paper, wrap your beautiful and unusual flowers in cellophane and add a pretty bow Keep up with the times Read trade magazines, at- tend trade shows, and communicate with your suppliers. They usually know what the future will bring in new products months in advance. Don't be like all the other shops in your community Find your niche — something that will keep the customers coming back — and make the most of it. Most successful shopkeepers will admit that informing the public of what they offer, when they offer it, and where they offer it gives positive results Most shops in this state use direct mail, newspapers, and radio to draw the attention of the consumer to the goods and services they provide Whatever method you chose, advertise even during lean periods There are many other ways to promote your business; participate in school promotions and local fairs; join business groups; get involved in fund-raisers If you do- nate items for a fund-raiser, request that your business be mentioned as a donor Be certain your delivery ve- hicles are well-maintained and clearly display your busi- ness name and other pertinent information, such as loca- tion and telephone number Remember that advertising is not to be used to over- come business mistakes such as inadequate service, in- experienced personnel, inferior products, or exorbitantly high prices. The advertising may get people into the store, but it cannot coerce them into buying something that they do not perceive as having value. Employ knowledgeable and enthusiastic workers. Cus- tomers remember when they've been treated with spe- cial care, but are turned off by employees who are of little or no help or show no enthusiasm for their jobs. The person who waits on customers or answers the phone should be knowledgeable about the products and The Planlsman '^- '^ services you're offering and show genuine interest in assisting the customer in a courteous and professional manner The designers you hire should be skilled in different areas of designing such as funeral work and wedding work and be able to create hi-style designs as well as traditional ones If you have an employee who shows strengths in a particular area, put that person in charge of it, but also have that person delegate some of that work to other employees, allowing and encour- aging them to expand their skills. It is wise to cross- train employees in different departments of your shop Encourage them to learn as much information as pos- sible about other areas of the business. A multi-skilled employee is more valuable to you Scheduling is easier if an employee from one department can temporarily replace an employee from another If you choose to hire someone who has limited skills, make the commit- ment to train that person and follow up with evalua- tions Employees can make or break your business Tap the knowledge your employees bring to you and en- courage them to enhance their knowledge even further Be certain that they're aware that your busi- ness needs them in order to con- tinue to exist and be profitable. Manage your money wisely Keep accurate records and budget your expenses. For many shop- keepers whose field of expertise is art. that may not be an easy task. How and when you buy goods affects your bottom line Don't purchase supplies and per- ishable goods without having a plan on how you will sell these items to the consumer Refrain from buying in large quantities to obtain a discount unless you know that you will be able to turn over the stock within a reasonable time. It is better to buy more often at slightly higher prices than to clean out your account on a "good deal ' If you do need to purchase in large quantities, check with your suppliers to see who is will- ing to offer you the best price and who might offer ex- tended terms. If buying is the responsibility of some- one other than the owner, that person should know how to buy sensibly. No buyer should have unlimited buying power This person should be aware of the spending budget for the month or quarter and use common sense in decision-making Retail florists must charge prices that reflect the costs of offering full service and providing customers with fresh and interesting product — all the while, re- maining competitive Unlike the limited-ser^'ice retailer, florists cannot always use pricing as their drawing cards. They must promote their services and skills to draw customers Cost, competition, and customer pro- file are factors which influence pricing decisions and all three have to be considered and analyzed before set- ting prices Know your prices, especially on goods you purchase frequently Get price quotes from more than limited-service retailer florists cannot always use pricing as their drawing cards They their services and skills to draw customers. ^ one source and buy from the supplier who gives you the best price and service Know what your competi- tion is doing. If they're offering a product for more or less than you are, compare the quality of their product to yours People are different — they all have different amounts of money and they behave differently. Each time you price an item, assess the makeup of your market. You should be primarily interested in satisfying your customers' wants — at a profit Meeting both objec- tives is not always easy and must be constantly evalu- ated Because something is selling well at a price you set does not mean it will not sell better at another price 1 have seen too often that florists fail to meet the financial needs of their businesses in attempting to satisfy the customer I can demonstrate here how money is lost when proper accountability of goods is not fol- lowed For example, if a designer creates twenty pieces per day and works two hundred days per year, $2000. will be lost if that designer is undercharging by only 50c on each piece created So be sure your employees are aware how their errors can re- sult in serious losses Set up pric- ing charts that will aid them in avoiding errors Have them itemize the goods they incorporate in their designs on the back of the order sheets. This takes very little time and can save lost revenue. Keep accurate business records and review them to see where your business is strong and where it is weak Use this information when deciding what to promote and what to delete from the business. Keep your shop clean and or- derly A big part of your busi- ness involves creativity Show your customers how creative you are by setting up interesting and creative displays. Make the shop a showcase of your work Make it easy and safe for the customers to browse and allow them to touch and smell the wonderful products you sell Be sure the items you display for resale are well tagged If your walk-in trade is heavy, change your displays often to keep them interesting for those who frequent your shop. Maintain a profes- sional look. If you allow your staff to eat on the job, make sure it is not in the presence of customers. Employees who smoke should do so only in desig- nated areas Many customers do not want to be ex- posed to second-hand smoke, nor do they want to purchase items that smell smoky If you have a tele- vision set in your shop, tape the programs you want to see and view them later at home There are other things you can deal with, but if these common elements are in place, the foundations for a successful shop are pretty much there Sue Goulei is Floral Manager at Sludley Flower Gardens. 82 "Wakefield Street. Rochester. NH 03867 If you have any questions or comments, she can be reached at 16031 332-4565. OCTOBER/ NOVEMBER 1994 Ernie's Greenhouse T WHITEHALL ROAD, ROCHESTER, NH 03868 TEL. 1 ■603-332-91 95 Wholesalers of Pre-finished Geruniums. Ivie Geraniums, Fuchsias, Geranium Ivie, Vinra, Dracaena he heart of our own rapidly expanding retail business is our lavish display of the best geranium, ivie geranium and fuchsia varieties on the market today. Many of these are new Oglevee varieties that clearly out-perform the old standbys. We dazzle our retail customers with color, growing plants in all popular sizes, including spectacular big planters priced to sell in volume. Let us help you increase your sales and profit by helping you custom design just such a sales program. Available Varieties (Ogl = Oglrcee palenled) IVIE GERANIl M Sybil Holmes (rosebud pink) .Amethyst (violet) Bluebeard (deep burgundy) Beauty of Eastbourne (rose) Simone, Red, Ogl Nicole, Fink, Ogl Minicascade (red) zoNAi> c;eranium Kim, Red, Ogl Sassy, Dk Red, Ogl Veronica, Rose, Ogl Melody, Pink, Ogl Pink E.xpectations, Ogl Snow White, Ogl Aurora (violet) Beth, (light pink) Additional vanelies may he inlrodured U-V s/i!p rooted cuttings in HOt) Parti. 4 112". 0". S" and 10" pre-finifhed zonal gerantu 10" pre ftniihed ivie geraniums and furhnas We may alio he ahle lu rusrom grns- some seleefed annuals in S06 parh (prefinw I rc;HsiAs Swingtinie (red/white) Dark Eyes (red/purple) Blue Eyes (red/blue) Starry Trail (purple/white) Southgate (pink) Pink Marshmallow GREEN THUMB FARMS NURSERY Specializing in Evergreens Fall Listing Pinus Mugo (Mugo Pine) 2-2 1/2 $22.00 Taxus Capitata (Capitata Yew) 2 1/2-3 24.00 2 1/2—3 30.00 3—3 1/2 32.00 3-3 1/2 38.00 3 1/2—4 42.00 3 1/2—4 45.00 Thuja Occidentalis-Woodwardi Pinus Strobus (Whrte Pine) (Globe Attxjrvitae) 18—24 10.00 Lightly sheared 3—4 16.00 2-2 1/2 13.00 4—5 22.00 2 1/2—3 17.00 5—6 28.00 Tsuga Canadensis 6—7 35.00 (Canadian Henilock) 2-3 18.00 Heavy plants 4—5 25.00 3—4 24.00 5—6 42.00 Route 113 — P. O Box 347 Fryeburg, Maine 04037 (207) 935-3341 Fax: (207) 935-3318 EMBER PROFILE ROCKINGHAM ACRES Entertaining the Discretionary Dollar . THE FIRST THING YOU SEE IS COLOR "Even in August, it should look like May," says Bill Smith, owner, with his wife jean, of Rockingham Acres, a gar- den center just down the road from the Robert Frost Farm in Derry The four-acre site is long and narrow with 900 feet of frontage In August, the bed fronting the stone retaining wall is filled with rudbeckia and sedum, budlia lines the front of the main sell- ing house and planters of salvia — purple and white — cluster around wooden benches filled with jumbo ge- raniums, impatiens, and marigolds (along with plenty of planters to choose from) Baskets of cascade petunias hang from 2x4 frames A sign promises Instant Success!!!' "Were competing for the consumer's discretionary dollar," lean says "It could be spent on a boat or gourmet cook- ing or travel We're competing against all these and more, so it's important that we make coming here as pleasant as possible " "Buying should be enter- tainment," Bill adds Entertainment at Rockingham Acres means a rearranged sales area ( "we'll bring up the mums, change around the statuary — we try to do something dif- ferent at least once a week"), free bal- loons, or a "Kiddie Funstop" — com- plete with playhouse, sandbox with lots of plastic buckets and tools, and slide and swings — where children play while their parents shop It means display gardens specimen plantings (dwarf evergreens and weep- ing forms — Norway spruce, crab apple. birch— seem to interest customers most), unusual plant combinations — ajuga. liatris, various lily hybrids, a flowering plum — all in magenta and burgundy tones, or unexpected ob- jects— an antique plow used as a trel- lis for a climbing rose Some displays are humorous a single plant of poison ivy with the sign "We're often told, "1 caught poison ivy, but I don't know what it looks like ' Well here it is sorry, it's not for sale" It means weekly seminars (adver- tised in each week's ads in two local papers and on their answering ma- chine) by Bill and the staff beginning in May and lasting into )uly Each Sat- urday— from 8 until Q or ten — some- times talks are back-to-back — a dozen or so people would bring chairs and sit outside (rain cancels) and enjoy free coffee and doughnuts while learn- ing about "Landscaping the Home Grounds." "Gardening with Herbs," or "Planting to Attract Birds " It means tours for pre-schoolers but mostly it means water — fountains, water plants, pools, some with bridges, some with waterfalls But underneath the sound of all this activity is the hum of the com- puter The office (in a small house where Bill and jean lived when they first bought the property] is jean's do- main— and the computer is central Inventory is computerized; sales clerks at the two computers at the checkout stand know immediately what is avail- able— stock sold is deleted from the inventory at the end of each day All signage is created on their computer each variety offered — 3000 or so — has its own 7x3-inch sign The descrip- tions are brief — five or six lines, with the most important information in the first three ("most people won't read beyond that"), every plant is tagged (tags are computer generated) when the plant is sold, the part of the tag giving the name and basic cultural in- formation goes to the customer; the rest is saved for Rockingham's records jean also has a laminator and uses it to make showier signs that stand up to the weather, but "they just take too much time " A monthly flier (done on the com- puter) that goes to a A. M^t ^ 1)^>0aJ you have probably heard the answer to this riddle But, more importantly, let's consider another mind teaser "When is an association stronger than the sum of its parts?" The answer to the above question becomes apparent when your organization uses its size and influence to en- dorse plans and services at reduced or no cost. This is exactly what has been done In the near future you will be receiving word about three programs that are being made available exclusively to you under the auspices of The Plant Growers' Association Here is some introduc- tory information Business Profiles is a nationally recognized, computerized business planning, review, and organizational system used by business strategists with their clients for de- cades. This program provides the business owner with an up-to-date-business valuation, a comparison of indi- vidual financial ratios to industry averages, tax projec- tions, cost projections, and much more. The Business Profiles service begins with the completion of a business fact organizer, as well as a business goal and concern compendium. It all results in a report con- sisting of organized status pages, graphs, charts and pro- jections that ranges from 12 to over 100 pages Financial Profiles is a full-scale personal and family plan- ning and organizational system It has been used by fi- nancial planners to set savings and investments goals and strategies for clients with small and large estates and portfolios This system also provides the size and detail of Busmess Profiles but centers its attention more on personal goals pertaining to retirement, family savings, insurance, and investment programs, as well as tax sav- ings strategies You can compare your current plans and assets to your goals and consider specific investment re- sults and inflation rates while keeping an eye on risk and stability l)i4CC4'4^XlJ. J)luJ(M^ ^c^O^OA^vi Discounted Disability Programs have been negotiated for the benefit of the members of your organization You are now eligible to receive premium, personalized disability income protection at rates below those offered to the Bob Normandeau general public You are not limited to one or two plans like many groups, but may select the program that suits your personal and business needs. Consider the follow- ing facts: I. One of every eight people will enter the hospital in the next 12 months because of injury or illness (source: National Center for Health Statistics). 2 One our of four adults at age 45 and under will be disabled severely enough at some point during working life that they are unable to work for at least PO days (source: National Safety Council). 3. The median income level of the disable worker drops 62 percent (source: Social Security Administration) Now, take a moment to read the following survey: If you were disabled: a Would your business rent or mortgage be paid? b. Would your employees' salaries be paid? c. Would your employees receive the benefits you promised them? d Would your property and casualty insurance premiums be paid? e. Would your business taxes be paid? f Would your business utility bills be paid? g Would your inventory bills be paid? After reading the above facts and answers the above questions, you can probably begin to appreciate the role of personal and business overhead disability pro- tection. You are also probably ready to solve the riddle, "When is an association stronger than the sum of its parts?" But what about the answer to the question, "How can I afford the cost of sophisticated annual busi- ness and financial planning services?" Once you learn that the fees for Business and financial Profiles have been waived exclusively of The Plant Growers" Association members, this riddle can also be answered You will receive more information regarding these new services and how they can help you answer the im- portant questions about your personal and business plans After all, you already know that a door is not a door when its ajar Boi> \^ormandeau is at V/ageman Insuraiice, 1217 Elm SIreel, Manchester. NH 03101 He can be reached by phone at (603) 623-2451 or 1-800-430-2451 OCTOBER /NOVEMBER A G N O S T UPDATE The plant pathogens were certainly busy during luly and August and they haven't shown any signs of reducing their attacks during the early days of Septemberl Although 1 haven't done a tally of all the sannples received in the lab so far this year, it seems that the sample numbers are up from previous years (I'm assuming this is a reflection of an increase in the utilization of the PDL and not an increase in our overall disease problems i The lab was closed for two weeks during August while I at- tended the national meeting of the American Phytopatho- logical Society (APSi and participated in a two-day work- shop on Pythium species identification The meetings were great! I had the opportunity to talk with many of the diag- nosticians from around the country and 'brainstorm' about some of the more unusual diseases we've seen this year Several diseases on turf that were problems in lune and early luly continued to be problematic during the rest of the summer Pythium blight (foliar), brown patch and leaf spot (Helminthosporium or Dreschlera) continued to plague the turf industry. Pythium was a particular problem on put- ting greens A interesting note was that several of the greens samples received were showing 'typical' symptoms of Pythium blight, yet Pythium was not isolated. Based on discussions from the APS meetings the general consensus was that several stress factors are playing a role in the symptom development (high leaf temperatures and over- watering, resulting in a lack of oxygen to the roots, were the two most often mentioned). The other interesting note from the meetings was that the majority of the researchers felt that a disease complex was involved: Pythium was not the only fungus present In woody ornamentals, the major diseases were bacterial blight on lilacs, anthracnose on maples, brown rot shoot blight on Prunus species, and leaf spots on several different hosts Two cases of Phytophthora dieback were confirmed on rhododendrons and one case of dogwood anthracnose was diagnosed The high temperatures and low rainfall caused heat stress problems such as scorch in several loca- tions The early heat and low rainfall also resulted in sig- nificant losses in newly planted Christmas trees One of the major problems on annuals and perennials was damage caused by four-lined plant bugs and lace bugs It seems these two 'critters' really thrived during the hot spells Fusarium and Verticillium wilt were diagnosed on several crops (sweet pea. asters, and larkspur) The rapid development of symptoms and wilting was once again en- hanced by the high temperatures and water stress As ex- pected. Botrytis was a problem throughout the summer thanks to the high relative humidity The flowers of dahlias and marigolds were particularly hard hit by Botrytis blight Powdery mildew began showing up in mid-luly (or earlier) on flox, lilac, and azalea, to name a few The most important thing to consider during the next two months is preventative measures to reduce the impact of diseases next season SANITATION is the most impor- tant Remove all crop debris and destroy it if you know that diseases were a problem Composting often does not kill the pathogen in the debris: thus when it is used as a mulch, the pathogen is reintroduced into the crop Be sure to protect woody ornamentals against winter damage and desiccation. Now is the time to apply fungicides for control of Rhizosphaera needlecast. The time to apply fungicides for the control of snow molds on turf grasses is early-mid November. Last year, downy mildew occurred on snap- dragon during early October. If you are growing snaps, you want to be sure to scout the crop and get a fungicide on at the first sign of the fungus on the undersides of the leaves The lower leaves of poinsettias should also be examined regularly for powdery mildew Look for small chlorotic or yellow lesions on the upper surface of the lower leaves, then check the underside for the white-to-gray growth of the fungus. It is good practice to carry a small zip-loc bag around to put infected or suspicious leaves in If any pow- dery mildew infeaions are found, fungicides should be ap- plied immediately — be sure to get good coverage on the undersides of the leaves A final reminder is to monitor your geranium crops for bacterial blight A random selection of plants can be placed in an area where the night-time temperatures can be maintained at 27 C (80 F). It takes at least four weeks for symptoms (wilting, v-shaped yellow ar- eas of the leaves) to appear If you wisk tc submit plant material to the PDL for diagnosis, send samples to Dr. Cheryl Smith. Plant Diagnostic Lab. Nesmith Hall, UNH, Durham. NH 03824 Samples should be accompanied by an identification form {available from your county Cooperative Extension office). There is no fee [at this time] Cheryl Smith is the UNH Co- operative Extension Specialist in Plant Health, and can be reached at (603) 862-3841. Throw away that unsightly and inefficient cold frame ! The Humbug Mini Green House is an attractive addition to any yard or deck. It is constructed of lighrweight aluminum frame with clear lexon ends to provide rigid support and comes with a greenhouse quality 6 mil polyethylene cover for easy access to your plants. S Can be set directly on the ground. ® AUows unhindered growth deck, or patio up to 24- high, ® Accommodates 190 starter pots ® Weighs only 12 Lbs. S Dimensions are Wholesale programs tailored to fit your needs. Promotional materials and co-operative advertising programs available. Please call (603) 964 - 1 1 15 and ask for Michael P. Scott for more details or to place an order. Don't wait for the season to pass call today. 26 The Planisman \9Kectei Box 250, One Evergreen Dr., Fryeburg, Maine 04037 The proof is in tlie planting. We could turn blue in the face trying to tell you about the superiority of our service and conifer seedlings fit transplants. Here's a better idea— call in your order and prove it to yourself. Oh, remember to ask about our written warrantyl Place your order or receive our free catalog by calling: 1-800-447-474 (or Fax 1 •207-935-2043) "f" re been a completeiy happy customer for 13 j/ears my opinion, no better pUinting stock is acalldble mny- where and I've never dealt with any organization more devoted to customer satisfaction.' -Peter Mollica Christmas Trees of Vermont, SpringfieJd, VT >^O^B^"0ur goal, quality Our strength, our employees" FOR A GREEhlHOUSE VEFJNTTLy VIFTEREUT CONTACT: ELLIS B.SPRAGUE OROHO. HAJNE TEL: 207-866-7919 FAX: 207-866-4747 O HfiRnOIS WHOLESALE NURSERY TREES • EVERGREENS • SHRUBS 150 acres of quality plants Write for catalog Member MNA. NENA Millers Falls Road. Turners Falls, MA 01376 Telephone 413- 863-2510 -^s^l s ,tewart^ NURSERY, Inc FOR QUALITY SOD AND SERVICE TStmoiWf ROLTTESA LITCHFIELD, NH 1-800-556^985 • Big Rolls with Rollout Service • Convenient Farm Pick-up • Prompt Delivery Service OCTOBER NOVEMBER WORTH REPEATING A Congenial Plant Russian sage is a congenial, dry-soil plant that will thrive with almost no maintenance once established in the garden. Plants are vigorous and perfectly hardy, ignoring heat, drought and pests while always looking fresh Perovskia alripUeifolia will be heavily promoted as the Perennial Plant Associations Plant of the Year for 1095 The plant will be in good com- pany Past winners have included die-hards like astiibe Sprite,' heuchera Palace Purple' and Careapsis verlicillala '.Moonbeam, all of which have enjoyed surges in popularity — and sales — as a result of the PPA designation. The stems of Russian sage, a member of the mint family, are gray- ish-white and aromatic. Lavender-blue flowers are arranged in slender, spikelike clusters that extend above the foliage. The plant will grow 3 to 4 feet tall and as wide Propagation and growing-on are fairly straightforward Tip cuttings can be taken during the summer Root cuttings in a propagation bench, or go directly to the final container, a 4- or b-inch pot filled with a light, well-draining medium When rooting cuttings, maintain humidity with a plastic tent above the bench rather than by misting to prevent rotting of the cuttings from excessive moisture Remember, Russian sage prefers dry conditions A handful of perennial specialist nurseries around the country sell field-grown rooted divisions, shipped fully dormant. Russian sage can also be propagated by seed However, like many perennials, germination is often irregular and occurs over a long pe- riod. Chilling at 35'F to SCF will enhance germination percentage Year-old plants can be stepped up to gallon-size containers Plants overwinter well, and there are no serious problems with diseases and insects Expect a small show of flowers the first year, with greater outbursts in subsequent years, generally coming in late summer Russian sage is hardy to Zones 5 through 9. In the garden, the plant prefers well-drained soil. It makes an excellent filler in the border and combines easily with almost anything Remove spent flowers in the summer to lengthen the bloom period Russian sage will tolerate some drought when its established To promote good growth and flowers, users should cut the plant back to within several inches of the ground in the spring For more. Perennial Plant Associalion. 3383 Schirtzinger Road. Columbus. OH 43026: (614) 292-6027 IReprinled from Greenhouse Manager, August. 1994) THE GREEN SPOT Some people are nervous about bugs — beneficials as well as pests. And the worst reactions come from suggesting the use of wasps. I'll make a suggestion to a client — who perhaps has the beginnings of a white fly problem — to use a parasitic wasp (namely Zntarsia formosa) and the first words III hear are. Do they sting?" The answer is, "No." They don't even have stingers. And they re just slightly larger than the period at the end of this sentence. People will work in their gardens alongside a multitude of wasps. They will notice bees, paper wasps, yellow jackets, medium and large braconid wasps and hover flies (these resemble small yellow jackets). What they usually fail to see are the hundreds of tiny parasitic wasps. And they don't realize that if it were not for these tiny helpers laying their eggs In the various stages of other insects, their gardens would be overrun with (>ests. If you consider using wasps as a biological pest control, remember that they're beneficial in the truest sense of the word — and that they do not sting, (Note: Beneficial wasps are often re- ferred to as parasitic wasps, but this Is a misnomer. The wasps commercially available for use in biological pest control are not parasites, but parasitoids. Parasites coexist with their hosts — though not usually to the benefit of the host. Parasitoids. however, kill their hosts — making them popular as pest control agents. t Mike Cherim. owner of The Green Spot, a company supplying biological pest control agents and related products, is at 603-942-8925 Wholesale Gold Star Wholesale Nureery is a family o»-ned business Since 1952 we have been offenng the finest wholesale planung materials to landscape throughout the N.E. area along with the one element thai tnily sets us apart from the compeUDon... service. Gold Star welcoirves your comments and suggestions. Make us your one-stop for the best m wholesale landscape supplies *mfflim^{f«fffi'^wiiifin'^iMwifli!,i'>i{tfMfi CALLFORFREE CATALOG! Quality Greenhouses & Eifuipment Gutter Houses and Quonset Houses — with the insurance rating in the industry •HAFFans 'Greenhouse Film & Fastening System • Poly-Patch Repair Tape ' Coofing & Heating Equipment > And Much More! En^neering Ideas for Your Greenhouse Needsl CALL TOLL FREE 1-800-258-7171 Bob Rimol; Northeast Sales Representative 1-803-798-4000 • FAX 1-803-798-6584 PO Box 683 • Irmo, SC 29063 USA J.D. Power and Associates ranks International Best conventional medium duty truck in customer satisfaction. ^ INnRNATIONAL BuiT For ViouR Business. LIBERTY INTERNATIONAL TRUCKS. INC. 1400 South Willow Street. Manchester. NH 03103 (603) 623-8873 NE WATS: 1 -800-562-381 4 Fax #1-603-641-9486 Red Maple 1 .5-3" caliper Varieties. Red Sunset*. Autumn Flame - (P.P. 2377), and Armstrong specimen quality, own root (no incompatibility problems), high limbed for street and commercial use 604 Main Street, Cromwell, CT 06416 Phone (203) 635-5500 FAX (203) 635-3685 «^H^. Trees Srnce 1929 Tfillane 9?ursenes,^nc. Growing 500 Acres of New England s Finest Trees & Shrubs & Perennial Display! Most of our 450 varieties are displayed in our gardens. Come wander Summei' Meeting Highlights Sec pagal4 '^ 1 ASSOCIATION OFFICERS President BOB DEMERS |R Demers Norsen & Garden Center o5o South Mammoth Road Manchester \H 03103 625-8298 SetrtUtTf / Trm^mrrr CHRISTOPHER ROaARGE UNHTSAS Horticoltnral Facilities Manager DurhaB. NH 03824 862-1074 ANDREA CAPRON Boi 332 Center Ossipee. NH 03814 539-6030 TAMMY HATHAWAY ol Squamscott Road Stratham NH 03885 778-3912 ANN HILTON Gateway Gardeas 430 LoDdon Road Concord NH 03301 229-0055 HENRY HUNTINGTON Pleasant \1e» Gardens RFD#3 POBoi 3701 PittsSeld. NH 03263 435-8361 PETER VA^S BERKUM •J lames Road Deerfield NH 03037 40 3-7603 ROGER WARREN Boi 318 Meriden. NH 03770 469-3226 I Hi: 448-61 10 |W» RICHARD ZOERB Gloeckner & Company. Ibc 72 Havkstead Hollow Nashua. NH 03063 886-8665 - _ - ■•" ZROWERS J-SSOCIMIOS ; — an Editor - . .- ,.e=ca.'ch Greenhouses Duriiam. NH 03824 NON-PRORT ORG.\MZ.ATION US POSTAGE PAID PERMIT NO. 43