LooseLeaf Feb/Mar 2016

Colorado Nursery & Greenhouse Association

February/March 2016Volume 34 • Number 1

BalancingSupply &

Demand

8 Grower Insights into Continued Plant Shortages

11 The Secret Sauce to a Stable Workforce

13 The Inside Scoop on Microchip Credit Cards

18 Reaching out to Youth

LooseLeaf February/March 20162

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Baxter WHOLESALE NURSERY

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Our MissionTo create opportunities for horticultural and associated industry professionals to collaborativelygrow their businesses through fellowship, education, advocacy and certifi cation.

Cover Photo Courtesy of Bailey Nurseries

coloradonga.org

Allison Gault, MBA

ExecutiveDirector

[email protected]

In This Issue

4 Message from the Board: Continuing to Grow Despite Short Supply

5 CNGA – Here for the Members: An Eventful Year of Education & Fellowship

6 Member Profi les:Kankakee Nursery & WaterPulse

15 Safety Corner:Preventing Slips, Trips & Falls

16 CSU Research Update: 2015 Superior Perennials

18 Funding Research & Education: Reaching out to Youth

19 Calendar, Classifi ed Ads & Advertisers List

20 GreenCO Water Plan Analysis

8 Grower Insights into Continued Plant Shortages

11 The Secret Sauce to a Stable Workforce

13 The Inside Scoop on Microchip Credit Cards

Jesse Eastman, CCNPPresidentFort Collins [email protected]

Dan Wise, CCNPPresident-Elect, Secretary/TreasurerFort Collins Wholesale [email protected]

Levi Heidrich, Offi cer-At-LargeHeidrich’s Colorado Tree Farm

Nursery, [email protected]

DirectorsBill KluthTagawa Greenhouse Enterprises, LLC303.659.1260 [email protected]

Stan Brown, CCNP Alameda Wholesale Nursery, [email protected]

Sarada Krishnan, Ph.D.Denver Botanic [email protected]

Kirby Thompson, CCNPBritton Nursery, Inc. 719.495.3676info@brittonfl owers.com

Kerri DantinoLittle Valley Wholesale [email protected]

Beth GulleyGulley [email protected]

Ex-Offi cio MembersJim Klett, Ph.D.CSU Dept. of Horticulture &

Landscape [email protected]

Allison Gault, MBAExecutive DirectorColorado Nursery & Greenhouse

[email protected]

Board Of Directors

PublisherColorado Nursery & Greenhouse Association959 S. Kipling Pkwy., Ste. 200Lakewood, Colo. 80226303.758.6672Fax: [email protected]

PrinterColorado Community Media9137 Ridgeline Blvd., Ste. 210Highlands Ranch, Colo. 80129coloradocommunitymedia.com

Display AdvertisingMichelle Muñoz, [email protected]

EditorialAllison Gault, MBAExecutive Director Colorado Nursery &Greenhouse Association 303.758.6672 [email protected]

Staff

Mindy Carrothers Jesse Eastman Allison Gault Tanya Ishikawa Mike Kingten Dr. Jim Klett Ben Northcutt

The LooseLeaf feature writer and editor is Tanya Ishikawa of Buffalo Trails Multimedia Communica-tions at 303.819.7784 and offi [email protected].

The LooseLeaf is published six times a year with issues scheduled for February/March, April/May,June/July, August/September, October/November, and December/January.

Visit coloradonga.org for classifi ed advertisements, plant publications, upcoming events,a member directory, and much more!

Contributing Writers

Michelle Muňoz

AdministrativeCoordinator

[email protected]

Ben Northcutt

MembershipManager

[email protected]


“With a lean

supply chain

stretched thin,

retailers must

adapt.”

Continuing to GrowDespite Short Supply

MESSAGE FROM THE

BOARD

By Jesse Eastman, CCNPCNGA Board President

Slowly and steadily, the economy is rebounding from the depths of the recession. Gone are the days of slashing fi elds of trees due to lack of demand. Gone are the days of buyer-friendly dating and terms. Welcome the return of a demand-heavy market, unfi lled orders, and scrambling to fi nd everything on your shopping list. At Fort Collins Retail Nursery, we get to see how this recovery plays out and we are learning many lessons along the way.

The fi rst thing we’ve seen is a tightening of terms from wholesalers. We used to be able to place orders and get amazing fl exibility from wholesale growers and suppliers. Deep early order discounts and 90- to 180-day dating were the norm. However, with increasing demand, buyers need to be prepared to pay more and pay sooner. The tendency by many wholesalers to be overstocked prior to the recession has been replaced by an almost compulsive effort to keep inventories lean.

Buyers also need to be prepared to commit quickly to purchases. We’ve seen signifi cant portions of our orders suddenly become unavailable because a different buyer was ready to pay for and receive product before we were, and then we have to race to fi nd replacements. Wholesalers, it seems, have learned a valuable lesson – don’t get caught holding inventory if there is a buyer who can pay.

With a lean supply chain stretched thin, retailers must adapt. Sometimes this can lead to customer disappointment when they can’t fi nd what they are looking for. In particular, commonly used landscape plants such as Hedge Cotoneaster and Spring Snow Crabapple sell out quickly and are more challenging to replace, while less widely used plants are easier to fi nd.

We often fi nd ourselves needing to consider

substitutions for popular plants, but that’s not all bad. The opportunity to promote a more diverse plant palate is all the more important in the face of current pest concerns including Emerald Ash Borer and Japanese Beetle. Plant diversity is one of the simplest ways to minimize the impact of these pests, as well as to avoid future catastrophic infestations. An explanation of a tight market may not be very well received by a customer, but if you can paint them a picture of a world fi lled with unique and diverse landscapes that are more highly resilient in the face of pests, they might not care that you don’t have the Red Twig Dogwood they thought they wanted.

Another result of the plant shortages is rising prices – an effect that tends to work its way through the supply chain and into the consumer’s wallet. It seems unlikely that growers will soon forget the pain of having too much stock and not enough customers, so expect to see slim inventories and higher prices stick around. If you try to weather the storm by keeping prices artifi cially low, you may fi nd your margins slipping while your competitors reap the rewards of being value savvy. At Fort Collins Retail Nursery, we evaluate our pricing every year, considering not only the cost of the plant, but also what we feel the plant will be worth to the customer.

All of these challenges, while frustrating, are a sign of the strength of our industry. Wholesale growers are recovering well from a painful stretch of uncertainty, and are now able to demand full value for their products. Retailers and contractors must adjust accordingly, and that can force us into some unfamiliar territory. The good news is that consumers seem ready to pay, and that’s good news for all of us.

5coloradonga.org

Greetings from the CNGA offi ces! I’m looking forward to seeing many of you at ProGreen Expo, February 9-12 at the Colorado Convention Center. We have an excellent lineup of speakers and will focus on three distinct content areas: Pesticides/Pollinators, Water & the Environment, and Industry Growth. I have no doubt the conference will offer both you and your staff many opportunities for continuing education and networking with colleagues.

Over the next year, CNGA will be sending you information on our events and opportunities for members to gather and network. When I meet members, one of the consistent benefi ts I hear about is fellowship. We realize that connecting you with other members is a key benefi t and we hope you take advantage of at least one member gathering this year. Mark your calendars and register online (coloradonga.org/events) for the following events.

• February 11 – Industry Celebration, Crown Plaza Hotel – Join us for fellowship with members, the annual awards ceremony and silent auction benefi tting the Colorado Horticulture Research & Education Foundation (CHREF). Drinks and hors d ’oeuvres will be served.

• July-August – Rocky Mountain Short Course – We’ll provide education on a key industry issue for you and your staff. Keep an eye out for more information in April.

• July-October – Member BBQs will be held in the Colorado Springs, Denver, Ft. Collins, and western and southern Colorado areas as well

as New Mexico. We hope you will join us and bring all of your staff as well!

• September 15 – Women in Horticulture, Lakewood Country Club – Join us for lunch, dessert, a speaker and fellowship with women in the industry – plus some great door prizes!

• September 19 –CHREF Golf Tournament, Arrowhead Golf Club – Give back to the industry by participating in the golf tournament. All proceeds support student scholarships and industry research. We sold out early last year, so make sure you register early!

• November 4-5 – Owners & Managers Leadership Retreat, Vail – What could be better than networking and brainstorming with your fellow owners and managers? Join us for a thought-provoking speaker and roundtable sessions on the industry’s most challenging issues.

• Lastly, don’t forget about certifi cation. If you’re looking for a way to provide education to your staff and elevate their value to customers and more importantly to your business, I encourage you to look into certifi cation. We’ll be holding the Certifi ed Greenhouse Grower (CGG) classes and test at ProGreen. The Colorado Certifi ed Nursery Professional (CCNP) classes and test will be in July/August in Colorado Springs and November/December in Denver.

I look forward to seeing you at many events over the coming months. Watch your email and check our event calendar for the most up-to-date information.

An Eventful Year of Education & Fellowship

CNGA —HERE FORTHE MEMBERS

By Allison Gault, MBACNGA Executive Director

“We realize

that connecting

you with other

members is a

key benefi t and

we hope you

take advantage

of at least

one member

gathering this

year.”

Growers Supply1440 Field of Dreams Way, Dyersville, Iowa 52040 | Kelley Roche | 860.528.9550

United Energy Trading, LLC225 Union Blvd., Suite 200, Lakewood, Colo. 80228 | Vinnie Tracey | 303.634.7414

Scott Gridley7812 S. Newbern Circle, Aurora, Colo. 80016 | 303.906.9803

Christian Varga12270 N. 5200 W., Garland, Utah 84312 | 435.754.5078

NEW members


MEMBERPROFILE

Kankakee Nursery Company

P.O. Box 288Aroma Park, Illinois 60910

tel 815.937.9358or 800.344.7697

fax 815.937.9389

[email protected]

www.kankakeenursery.com

90 Years of High Quality Tree Production

When did Kankakee Nursery start and who were the

founders?We are proud to be celebrating our 90th

anniversary as a premier Midwest nursery. This is a wonderful testament to the hard work that four generations have devoted to this company, starting way back with Clyde Worth and his sons, Phil and Bob. Kankakee Nursery was the fi rst Midwest nursery to come to Colorado. Since growing is our only business, our customers have come to trust our knowledge and service.

Are you concerned about plant shortages?

The B&B tree supply will be tight for spring of 2016, and probably remain that way until spring of 2018. Many factors have contributed to this condition and some may not change much in the

foreseeable future. For example, tree liner growers have reduced inventories due to the economic downturn of a few years ago and may keep them that way. A very diffi cult labor market in some areas is also limiting increased production. For us, this means we have to maintain our customer relationships at the highest possible level and on a long-term basis, and be especially dedicated to maintaining good communications.

What drives your decision to add new plant species to your production list?

We look at four factors. First, we consider how strong market demand is and what kind of feedback we are getting from our sales people. Second, we look at sales history to determine what plants are not performing well and determine if there is a void to be fi lled. Third, we evaluate the production process to determine if a new plant will be successful within our growing framework. Finally, we determine if we can obtain enough plant material and whether we can propagate it ourselves.

What trends are shaping the way you do business?

One particularly challenging trend is the number of new plant varieties that are being promoted. While we know the customer wants the best selection possible, this makes it diffi cult for us to have the right species and quantities on hand when the customer needs them. The rise of the “just in time” inventory approach further complicates our ability to plan, grow and deliver. Product branding is much more apparent now than in previous years, and we believe it will continue to be an important part of a company’s marketing strategy

What CNGA programs do you value the most?

We like the legislative updates that keep us informed of the latest Department of Agriculture news and regulatory actions. We also like participating in ProGreen and the member BBQs. These really help us stay connected with the industry and our customers.

How can CNGA help grow the industry?

CNGA’s interaction with the regulatory agencies serves as a useful gathering point for all of us. And as we work within this framework, we can achieve some positive things, including growth. CNGA helps us all, too, by providing education. In particular, the certifi cation programs make our workers smarter, which in turn gives the end consumer more confi dence – and that eventually translates into revenue growth for the industry.

Interview with Mike O’Gorman, President

start and who were the founders?

Kankakee’s Colorado team: le� to right, Pete Worth,Pete Reeser and Steve Worth

7coloradonga.org

How did your company get started?

We have roots in a company called Irrigation Water Technologies America that started in 2009. It focused on producing subsurface products for athletic fi eld applications. In 2013, the company name changed to WaterPulse and the product line changed to capillary action watering mats for serving retailers and commercial growers in the horticulture industry.

Describe your product and how it fi lls a market niche.

Our product is a capillary action watering mat that delivers water very effi ciently to a wide variety of containerized plants and growing/display confi gurations. The mats are constructed with three separate layers: an impermeable backing layer, a patent pending geo-textile capillary fi ber layer, and a pervious top layer. Water is wicked through the middle geo-textile layer and distributed across the mat, continually moving to the plants as the soil draws it up from the bottom as plants do in nature. This is called capillary action. As a result, the plant uses only the amount of water it needs and overall water use is signifi cantly decreased.

Tell us about your company’s rapid growth.

We landed a contract with Walmart that placed our mats in all 3,724 Walmart stores with garden centers across the U.S. At that time we were a small company, facing a three-month deadline to start delivering hundreds of thousands of mats, representing 7.5+ million square feet of product. We met this challenge by outsourcing manufacturing and product design/engineering, which means we have world-class manufacturing and product design, all based in the U.S.

How important is social media to your success?

It is a ‘must-have’ component of our marketing strategy. We use it to stay in touch with our prospects and customers and keep our product fresh in their minds. We also use it to demonstrate our commitment to sustainability and water conservation. It is certainly an important message that our customers want to hear.

What industry trends are infl uencing your company?

We’re seeing increasing pressure on commercial growers to increase volume while lowering prices. This is where our product can help reduce operating costs associated with plant irrigation, primarily in cutting water usage drastically and enabling commercial growers and plant retailers to better deploy their labor. Another trend that is strong in the western U.S is the increased focus on drought management and water conservation. Given the steep fi nes that some states now impose on businesses for excessive water use, any technology that helps businesses use less water is going to be very attractive.

What do you like about being a CNGA member?

One of the best things about CNGA are the opportunities the organization provides for us to interact with other local members. We attended several of the BBQs last year and they were great. We’d like to see even more events like these where we can start conversations and get to know our local horticulture community better. CNGA is a good vehicle that helps us connect with people in our industry.

Innovative, Effi cient Plant Watering Systems

MEMBERPROFILE

Interview with Chief Revenue Offi cer Jay Greenwald & Marketing & Executive Assistant Megan Haynes

WaterPulse

12110 Pecos St., Ste. 250Denver, Colo. 80234

tel 800.376.7161or 303.772.9884

fax 303.772.9891

[email protected]

www.waterpulse.com

world-class manufacturing and product design,

How important is social media to

with our prospects and customers and keep our

important message that our customers want to

vehicle that helps us connect with people in our industry.

infl uencing your company?

Systems


Grower Insights intoContinued Plant Shortages

Why are you expecting plant shortages again this year?

Kent Broome: We watch trends and try to anticipate what’s coming up. We pay attention to different potential shortages based on state regulations and pest issues. We watch the EAB problem and how it is moving. We do the best we can by

forecasting and asking for input from our sales reps during planting meetings each October, but it’s always an educated guess. Our crop planting for 2016 won’t be ready for our customers until 2018 or 2019, so their crops won’t be ready until 2020 or 2021. We really are reaching a long ways out there when planning production; we’ll be at the end of the next presidential administration by the time this year’s plantings are ready for sale.

Bob Heath: We cut back like everyone else, due to the slow economy, and have not caught up to the economic turnaround. We increased plantings as the economy improved, but then our nursery like many others had a double whammy

with a November 2014 freeze. The temperature changed too quickly and we lost a signifi cant amount of trees. It not only affected this year’s production but next year’s and maybe some of the following year, since a tree in our turnaround takes about three to four years to grow to harvest.

What continues to be in short supply?

Tree liners are short across the board, plus a bunch of plants including Autumn Blaze Maples and Snow Crabapple – that market has been really impacted hard. On the shrub end, Lodense Privet has been short for years and red twig dogwood

is in short supply. Basically, the old standbys have been short, but each year what is short is drastically different than the past year. It’s almost impossible to predict the next shortage.

Our product is mainly 2- to 2.5-inch caliper trees, and 80 percent of our inventory is sold in June and July for orders that will be delivered in the fall or following spring. Linden, Autumn Blaze, Oak, Pear, and Prairie Fire are some the

varieties we are short of.

How can wholesale customers plan for supply issues?

Order early, heavy and from multiple suppliers. A lot of my customers were ordering for 2016 back in June, May and even April last year. If we get partial orders, they can be covered across the board. Customers need to look at getting liners in

various forms, so the guy who used to do all bareroot will get some containers now. I encourage customers to make sure they can fi nd the specifi c products they want before canceling with us. They usually can’t fi nd them so then I sit down and offer other options and pot sizes.

Kent Broome, sales representative for Bailey Nurseries in Minnesota, and Bob Heath, sales representative for Baxter Wholesale Nursery of Idaho, agree that the industry can plan for continued plant shortages in 2016. Under-standing the situation canhelp CNGA members to satisfy their customer needs and be successful this sales season.

Bob Heath (le� ), sales representative for Baxter Wholesale Nursery of Idaho, & Kent Broome (right), sales representative for

Bailey Nurseries in Minnesota

Background photo courtesy of Bailey Nurseries

8

coloradonga.org9

Our customers all know they need to get orders in early. The ones that don’t order early end up buying from companies they might not want to buy from, where quality might be an issue. We send out opening availability in June just to people

who bought from us in the previous year. Our policy is to try to take care of people who have been loyal, steady customers. After six weeks of booking orders, we allocate the best we can, based on whose been getting what.

For example, we won’t let a customer that has been getting 50 Autumn Blaze Maple, get twice or more of that. We can’t do it because we are selling out of it even with their previous order sizes so we can’t accommodate such a large increase. We also look at how customers pay and give preference to those who consistently follow our payment terms.

We give our customers order acknowledgements as soon as possible, usually within 30 to 40 days of when they order, so they have the opportunity to buy from someone else if we did not acknowledge a certain amount or item. A confi rmation is sent in September or the fi rst part of October giving exact size, which can go up or down one size depending on the growing season.

How do you work with customers on making substitutions?

We used to substitute sizes up or down one, but now we substitute to any available size. We used to get complaints about that but now customers understand the situation and will take what they can get. They are willing to make a lot of

changes in their production to make it work. We try to give the best options we can, and help the end producer fi x that crop so he can take it to a sellable point.

We don’t change the amounts that customers order; we only change the sizes to what is available. We go up or down a size and customers can call me if something doesn’t work. When their order confi rmation is short on certain plants, many

customers call to order alternate options. We send out new availabilities once a month so they know what is left.

How will prices be impacted in the coming year?

We’re heading into a stretch of a sellers market. We did not raise prices for fi ve to seven years; in fact, we lowered prices. Throughout the industry, there’s a really aggressive push to correct that because all other costs increased. Labor, medical

care and land expenses are higher. Plant price increases are usually not across the board, but item by item. We look at the costs of providing each product, because each has its own unique cost of maintenance in the fi eld and storage. We also factor in demand and competitors’ prices, because we are sold out of some items into 2017 already.

It’s a sellers market. Like most, we lowered prices during the downturn. Now, our price increases are across the board, not just for plants that are being sold out, because that isn’t really fair. Each year, our overall plant prices go up about 3 percent

or so, so it’s not a huge surprise to anyone. If you don’t raise prices for a while, customers might not react well to a 10 percent or more raise.

Photos courtesy of Baxter Wholesale Nursery

“Order early, heavy and

from multiple suppliers.”

– Bailey Nurseries Sales Representative Kent Broome


How can your customers help their customers handle plant shortages?

The ironic thing is even my wholesale customers don’t realize there’s such a plant shortage issue, so it’s hard for retail customers to understand the shortage. I heard that 3,800 acres of production area was lost in the downturn. Most went to nut

production so the former inventory is not coming back. This is not a one-year or two-year shortage; it’s a multiyear event unless something dramatic changes within the economy to slow it down. As far as the general public, they just need to be aware that the retailer’s job is no different than mine. They need to look for substitutes that will serve the same purpose and look that the customer wants.

Our customers can tell their customers they can’t get all of the products they need due to weather and the economy. The shortage doesn’t affect retailers as much as re-wholesalers because re-wholesalers are selling to contractors that work on

bids from architects who want certain sizes. Re-wholesalers have to do more selling to contractors and telling them about size shortages. For retailers, when customers come into the garden center, they see what is there and can adjust based on what looks good. Retail customers are just looking for nice trees at good prices, not necessarily certain sizes.

What are some fi nal insights about plant shortages in 2016?

On the retail end and even on the wholesale end, we are selling plants in totally different fi nished forms to accommodate demand. Some customers, who used to just buy B&B trees, are now buying containers. Conversely, some of

our container customers have changed to B&B production. Our customers are changing their business models to handle different forms of production so they can acquire enough supply.

Since there is not enough production, I think there will be more downsizing of plants. If customers can’t get 2-inch trees, they may take 1¾-inch trees. Also, customers will buy more container plants, instead of B&B, because containers have a

faster turnaround. Though I take most orders in the summer, I am trying to stay in contact with customers all the time to see how things are going and help them make adjustments for supply issues.

“Our policy is to try

to take care of people

who have been loyal,

steady customers.”

— Baxter Wholesale Nursery Sales Representative Bob Heath

Photos courtesy of Bailey Nurseries

coloradonga.org

Last December, Alameda Wholesale Nursery took all of its employees to Boondocks Fun Center where they and their families – 160 people in all – enjoyed a holiday party with games, a buffet, and gifts from Santa for the children. Each employee also received a football with cash inside, tossed to them by the nursery’s owners, who talked about the importance of team spirit and how all members of the team are critical.

“We went out and bought 58 NFL footballs, cut them open, put cash inside, glued them back together and fi lled them with air. All of that came about because the six owners were brainstorming how to deliver employee bonuses at the company Christmas party,” said President Stan Brown, who has worked at the company in Littleton for 51 years.

Brown credits the owners’ brainstorming sessions for great ideas that lead to employee retention. “We have breakfast meetings every Wednesday like clockwork, no matter what. At those meetings, they have free reign to say what is not working well. You get a half dozen brains thinking about how to improve something or what to do better, and it’s amazing the ideas that come out of there.”

Each year, the owners try to come up with a creative way

to give out bonuses at the company Christmas party. One year, they put money in monopoly sets, and another year, they froze it to make cold, hard cash. For 2015, “our general manager said, ‘Maybe we could come up with a football.’ I

got to thinking, if we can expand that into a team spirit kind of thing, we can communicate about how we were giving a football to valuable members of our team,” he said.

Brown believes that companies should be concentrating on how to retain employees, more than spending energy on hiring new employees. Afterall, if companies keep employees on the job, they won’t need to worry about fi nding a new person that’s a good fi t.

“When we look for employees, we look more for that person’s personality and if they fi t into the character of our nursery. The personalities have to match,” he said. “If we fi nd somebody that fi ts into our company culture, we can teach them what they need to do a good job.”

The nursery tries to keep a positive culture and make a pleasant workplace, including prohibiting swearing, dirty or

ethnic jokes and derogatory language. “It’s really easy to be derogatory to an employee if they make a mistake or if they don’t do things the way the company has always done.

11

The Secret Sauce to aStable Workforcegames, a buffet, and gifts from Santa for the children. Each

Brown credits the owners’ brainstorming

meetings every Wednesday like clockwork,

manager said, ‘Maybe we could come up with a football.’ I got to thinking, if we can expand that into a team spirit kind of thing, we can communicate about how we were giving a football to valuable members of our team,” he said.

be concentrating on how to retain employees, more than spending energy on hiring new employees. Afterall, if companies keep employees on the job, they won’t need to worry about fi nding a new person that’s a good fi t.

more for that person’s personality and if they fi t into the character of our nursery. The personalities have to match,” he said. “If we fi nd somebody that fi ts into our company culture, we can teach them what they need to do a good job.”

culture and make a pleasant workplace, Stan Brown of Alameda Wholesale Nursery


Instead, we all really try to stay positive, pat them on the back and reward them. It’s the old golden rule of treat them how you like to be treated.”

Another way that Alameda Wholesale keeps good employees motivated and happy is by giving them responsibility and the authority to do their jobs the way they feel is best. Though he admits it’s not always easy, his company embraces it through all levels and tries to get people to take ownership of what they’re doing. Brown’s father who owned the business before him was really skilled at passing responsibility to his staff, he added.

“As long as they have the same goal at the end and if an owner can get over thinking ‘I’ve always done it this way. That’s the way, by god, were going to do it,’ there’s a lot of ways to skin a cat,” he said. “If you can allow an employee to have input on his or her job, they are more likely to follow through on it.”

Probably the two most important benefi ts that contribute to employee retention are providing year-round employment and paying for 90 percent of employees’ family health insurance.

“Providing year-round employment makes it easier for them not to go on unemployment or fi nd different jobs and then maybe or maybe not come back here. Plus, it alleviates the brain death of us trying to fi nd a whole bunch of employees in the springtime,” he said. “It gets to be hard in December and January. Some of the work that gets done around here is probably not the most productive, but it’s far better than laying off employees and trying to hire knowledgable staff in the springtime.”

Alameda Wholesale has been paying 90 percent of family health insurance for 40 years, even though costs have risen dramatically with family plans up to $1,300 a month equaling about $8 an hour in benefi ts, according to Brown.

“I’m sure if we offered employees a couple bucks more an hour instead of health care some employees would take that, but that’s not the kind of employee we want to build our business on. We want those who have a longer term vision and can appreciate health care and what that can do for their family,” he said.

Tagawa Greenhouse Enterprises, which has 325 regular, full-time employees in three locations, has also been offering health insurance for many years. Additionally, the company offers 401K savings accounts, paid holidays and vacations to attract and keep employees, who can also take unpaid “off time” of two to three weeks in addition to regular vacation and still maintain their position, full-time status and benefi ts.

“We’ve had these benefi ts a long time, but we are

probably emphasizing them much more early on and even talking about them in our interviews to attract employees,” said Bill Kluth, general manager of the company’s Golden facilities.

In recent years, the company has worked harder to make sure the right people are placed in the right departments.

“When they interview with the supervisor, he gives a very detailed explanation of the work employees do and what is required of them,” Kluth said.

Each department does their own interviews. “My sense is we are trying to learn more about the person, not just based on work history, but also what they do for hobbies and what their interests are. Our work is hard, long hours, so people who are active fi t better than those who are not. If they’re hikers and outdoors people, they tend to fi t better here,” he added.

While some jobs are offered on Craigslist, TGE has the most success fi nding good employees through word of mouth and referrals from current staff. The company also recruits through horticultural programs at universities and colleges.

Kluth believes interns turn into some of the best employees. “The purpose of

internships is not a six-month interview, but if after it’s over, they are looking to get in the business and like us, we would be foolish not to offer them positions,” he said.

The company’s primary resource for hiring interns is the Vic & Margaret Ball Intern Scholarship Program through the American Floral Endowment, which selects students based on outstanding academic performance and a demonstrated desire to enter a horticulture career. “We need to make sure they are really interested in horticulture. They are given a really good opportunity as interns to participate in all aspects of our company including interaction with management,” Kluth explained.

Interns must commit to a minimum of six months at TGE, where 18 to 19 weeks are spent working in the greenhouse and the remaining four to six weeks are working with key managers. “We’re not hiring a student to replace someone we hire locally. We believe we are training future leaders,” he said.

Whether hiring experienced interns or offering regular full-time positions to good seasonal staff, the company prefers

advancing employees from within to going out in search of new hires. “Part of the key to maintaining good full-time staff is retention,” he concluded. “It is a challenge. We can’t take it for granted, especially when we have somebody good, we want to make sure we are giving them every opportunity to be successful with us so they want to stay.”

responsibility and the authority to do their jobs the way

through all levels and tries to get people to

have input on his or her job, they are more

sure the right people are placed in the right departments. “When they interview with the supervisor, he gives a very detailed explanation of the work employees do and what is required of them,” Kluth said.

interviews. “My sense is we are trying to learn more about the person, not just based on work history, but also what they do for hobbies and what their interests are. Our work is hard, long hours, so people who are active fi t better than those who are not. If they’re hikers and outdoors people, they tend to fi t better here,” he added.

Craigslist, TGE has the most success fi nding good employees through word of mouth and referrals from current staff. The company also recruits through horticultural programs at universities and colleges.

Bill Kluth of Tagawa Greenhouse Enterprises

done around here is probably not the most

dramatically with family plans up to $1,300

hiring interns is the Vic & Margaret Ball Intern Scholarship Program through the American Floral Endowment, which selects students based on outstanding academic performance and a demonstrated desire to enter a horticulture career. “We need to make sure they are really interested in horticulture. They are given a really good opportunity as interns to participate in all aspects of our company including interaction with management,” Kluth explained.

six months at TGE, where 18 to 19 weeks are spent working in the greenhouse and the remaining four to six weeks are working with key managers. “We’re not hiring a student to replace someone we hire locally. We believe we are training future leaders,” he said.

Photo courtesy of Tagawa Greenhouse Enterprises

12

coloradonga.org

An estimated 80 to 90 percent of all credit card fraud attacks are on small to medium businesses, according to Brad Ross, regional sales manager for Worldpay, the third largest credit card processing service company in the world.

“Small businesses face a bigger threat because they don’t have the equipment to deal with credit card fraud,” Ross explained. “You hear about Barnes & Noble because of their bigger scale. It happens at the neighborhood pizza joint too, but you don’t hear about it because they’re not as big.”

Cybertheft of credit card information through malware, ransomware and other methods may not be common for small retailers, but one fraud event can cost a devastating $30,000 or more and bankrupt small companies. Ross, who has been with Worldpay since September 2008 and worked directly with 700 merchants, has mostly heard about fraudulent card use over the phone.

One of his company’s merchant customers took $70,000 worth of orders, accepting credit card payment information over the phone. When the customer came to pick up the orders, no staff checked the credit card and he drove off with what turned out to be stolen merchandise since the card information was fraudulent. Between the costs of goods, profi t loss, damage control and compliance fi nes, that company probably lost $100,000, Ross estimated.

To combat fraud and cybertheft, credit card processors and banks fast-tracked the adoption of credit cards equipped with microchips last year. The widespread adoption of the cards came with a shift in liability: after October 2015, the responsibility for any fraud resulting from a payment transaction shifted to the party using the least secure technology – which meant any business not processing microchip credit cards.

Microchips in credit cards, also trademarked as EMV (Europay/Mastercard/Visa) technology, are based on technology already adopted throughout most of Europe, that has become the global standard. The microchips are like mini computers embedded in credit cards to prevent card fraud in two ways:

Brad Ross

“Thieves are going

to target businesses

where they know they

can still use stolen

or cloned cards on

older terminals, and

where staff don’t take

the steps to verify

cardholder identity.”

— Worldpay Regional SalesManager Brad Ross

The InsideScoop onMicrochipCredit CardsMicrochip

Photo courtesy of Worldpay

13


1. The fi rst is the storage of the cardholder data and security keys inside the chip, so that even if data were to be copied, it could not be used to create another chip card.

2. The second is by generating a one-time, unique code, called a cryptogram, during each payment transaction. The cryptogram proves the card’s authenticity and the uniqueness of the transaction data, so any duplicate use of the same card data would be detected and the trans-action denied.

In an article by Small Business Administration Acting Region VIII Administrator Stanley Nakano, he noted, “The United Kingdom has seen nearly a 70 percent decline in counterfeit card transactions since making the transition [to EMV technology], according to Barclays. Meanwhile, America has 25 percent of the world’s credit card use but 50 percent of the world’s credit card fraud, making the case to shift from antiquated swipe-and-sign to microchips on credit cards.”

The chip technology is the next level of security to help protect businesses, and makes it much more diffi cult to clone a credit card than it has been with just a magnetic strip, said Ross.

“If fraud does occur with a chipped card, the merchant is not liable for that transaction if they have the right equipment to check it. If the merchant does not take the initiative and invest in updating equipment, they are liable for that transaction,” he explained.

The investment needed to update a company’s equipment and software to accept EMV cards varies greatly depending on their size, number of cashier stations, age of their systems, and whether they use onsite or cloud-based (internet-based) systems. Basic credit card terminals cost between $400 and $800, while signature capture machines with PIN pads run between $1,000 and $2,000, Ross estimated.

He describes updates to credit card terminals as similar to iPhones, where the memory capacity and security features of new models are increased many times compared to older models. Terminals that are fi ve or 10 years old just can’t handle the increased data protection tasks as the new ones, and may even run on older software that is akin to trying to use a Windows 95 operating system on a new computer – not compatible with the new applications.

Retrofi tting older equipment can cause unexpected headaches and just doesn’t make as much sense as investing in new equipment and software that can handle the new technological requirements, he said.

“Many manufacturers are coming up with cloud systems with EMV capabilities that are more cost competitive,” he added.

Besides terminals and related software, merchants will need to ensure their POS (point of sale) systems can integrate with the new EMV card terminals and software, which means that “pretty much all POS systems need to be updated.”

Ross said sales promotions are available to reduce out-of-pocket expenses for the upgrades. Training is also available from companies like his, which provides webinars, newsletters, manuals and sales staff assistance.

“When I talk to my merchants, I help them out as much as possible. Our job is to make businesses secure and have fi nancial longevity,” he said.

In addition to upgrading equipment and software, companies must be sure staff is following secure procedures, checking signatures and when available PIN codes. Thieves are going to target businesses where they know they can still use stolen or cloned cards on older terminals, and where staff doesn’t take the steps to verify cardholder identity, he explained.

On the fl ip side, customers are getting more used to how chip card terminals work and their value. “Customers will be more savvy in knowing that their data is secure. Nobody wants that headache and hassle of fi xing credit card theft. If a business is not using new equipment, the customer will start considering whether they want to shop there,” he said.

EMV information from Worldpay at worldpay.com/us/emv

Online tools and resources from CNGA’s member business services partner Heartland Payment Systems at heartlandpaymentsystems.com/emv-liability-shi�

A real-time tracker of cyber attacks across the world at map.norsecorp.com

A cybersecurity page for small employers with a self-paced online cybersecurity course and a free small biz cyber planner at sba.gov/cybersecurity

Information for small businesses on the transition to EMV cards at sba.gov/emv

An article on the costs of data breaches at pcicomplianceguide.org/the-real-cost-of-data-breach

A website developed by Smart Card Alliance to assist all industry stakeholders with EMV migration at emv-connection.com

RESOURCES:

Photo courtesy of Worldpay

coloradonga.org

SAFETYCORNER

From Pinnacol Assurance

Here are some essential safety tips that can prevent your employees from experiencing slips, trips and falls at work.

Tips for Worker Safety • Wear boots or overshoes with non-slip soles.

Avoid shoes that have smooth soles, which increase the risk of slipping.

• Walk consciously. Be alert that you could quickly encounter an unseen patch of ice and slip.

• Avoid the temptation to run to beat traffi c when crossing a street.

• Walk cautiously. Your arms help keep you balanced, so keep your hands out of your pockets and avoid carrying heavy loads that may cause you to lose your balance.

• “Walk small.” Avoid having an erect, marching posture. Look to see ahead of where you step. When you step on icy areas, take short, shuffl ing steps, curl your toes under and walk as fl at-footed as possible. Walk like a penguin!

• Avoid horseplay or other distractions. • When entering or exiting your vehicles, hold onto

the door or side of the vehicle for extra support.

Tips for Worksite Safety • Have a program and procedures to promptly

remove ice and snow from parking lots, garages and sidewalks.

• Email winter weather warnings to staff, cautioning them about ice, snow and slippery surfaces at the worksite. For staff who have no email access, post notices on bulletin boards.

• Place freezing weather warning monitors at entrances to employee parking areas.

• Post and distribute phone and email contacts for maintenance department, encouraging employees to report icy conditions.

• Place labeled bins of ice-melting chemicals and scoops that employees can use immediately on icy patches. Consider placing bins in areas of heavy pedestrian traffi c, such as the top and bottom of outdoor stairways, parking garage exits and entrances, and healthcare facility entrances. The bins should be labeled appropriately and include instructions for handling ice melting chemicals. Bins should be secured so they cannot be removed.

• Provide additional mats in entrances during winter months and when it rains. Consider mats with beveled edges on all sides to prevent trip hazards.

Pinnacol Resources: For more information on preventing slips, trips and falls during the coming months, as well as sample lists and worksite posters, visit the Resources web page at Pinnacol.com. Additional resources are available on the website pages of the Occupational Safety & Health Administration and National Institute of Occupational Safety and Health (NIOSH). Or call Pinnacol’s Safety On Call hotline at 303.361.4700 or 888.501.4752. Our safety services team stands ready to answer questions and help keep your workforce on sure footing.

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800-236-4242 ▪ Fax: 920-478-3615 ▪ www.mckaynursery.comP.O. Box 185, 750 South Monroe Street, Waterloo, WI 53594

Preventing Slips, Trips & Falls

15


By Jim Klett, Ph.D.

Professor & Landscape Horticulturalist,

Colorado State University

CSUUPDATE 2015 Superior Perennials

Three-year, two-winter herbaceous perennial trials continued in 2015 at the Colorado State University Annual Trial Garden, directly west of the University Center for the Arts in Fort Collins, Colorado. The garden was established to observe garden performance, along with winter hardiness of newer herbaceous perennials. Eighteen different companies from around the world entered 107 taxa in 2015. A total of more than 217 different taxa of perennials are in the trial. Nine superior perennials, planted in 2013 and grown for three complete growing seasons and two winters, were given the ‘Top Performer’ category and are described here.

Coreopsis verticillata ‘Mayo Clinic Flower of Hope’PPAF or ‘Electric Avenue’ – Electric Avenue Coreopsis: We acquired this plant from Creek Hill/Eason. It had a sturdy, compact and uniform growth habit all season. Bright yellow fl owers covered the plant over a very long bloom time. The fi ne textured foliage and nice fl ower shape contributed to a very pleasing overall effect. Overwintering survival was impressive both years compared to other coreopsis in the trial.

Festuca glauca ‘Casca11’PP23307 – Beyond Blue Fescue: This plant is available from Skagit Gardens and is considered to have the best blue color of the blue fescues. Plants maintained a nice ball shape and did not open in the middle. Plants had very uniform growth habits even after three growing seasons. Flower stems were very few in 2015, and faded into the foliage for a superior appearance.

Three Hellebores from the Gold Collection from Skagit Gardens were voted as superior perennials, including:

Helleborus x ballardiae ‘COSEH 890’ – Gold Collection® Maestro Hellebore: This selection had more compact plants with good vigor and shiny dark green foliage that almost appeared black at times. Prolifi c fl owers were a creamy white with shades of dusty rose on the back side.

Helleborus x ballardiae ‘COSEH 810’USPP22350 – Gold Collection® Merlin Hellebore: The fl owers emerged with a brighter pink color and matured to shades of dusty rose. Blooms were held above the foliage on compact plants with good dark green foliage.

Helleborus x ballardiae ‘COSEH – Gold Collection® Snow Fever’: The speckled green and white foliage makes this more of a foliage plant that adds sparkle in any shady garden. Plants had sturdy growth habit and were proven hardy over two more severe winters.

Perovskia ‘Novaperlac’ – Little Lace™ Russian Sage: This was brought to the marketplace by Star Roses and Plants/The Conard-Pyle Company, and has shorter growth habit with great uniformity. Purple fl ower spikes were long lasting and created a lot of fl ower power. It is a good choice for xeric areas.

Rosa x hybrid Sunrosa™ – Red Sunrosa™ Red Rose: This rose was developed by Suntory® Flowers and had consistent red fl owers and great smaller growth habit all season. Red fl owers did not fade and bloomed steadily from

Coreopsis verticillata ‘Electric Avenue’

17coloradonga.org

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2015 Superior Perennialsmid-June through October. The compact growth habit was maintained without any pruning.

Veronica ‘Novaverblu’ – Dark Blue Moody Blues™ Veronica: This is part of the Moody series developed from Star Roses and Plants/The Conard-Pyle Company. The abundant spikes of dark blue fl owers and long bloom period made this plant a standout in the trials. Plants were very uniform and had excellent winter hardiness. Additionally, plants had good disease resistance with no signs of mildew on leaves.

Veronica ‘Pink Moody Blues’: This is another introduction in the Moody series from Star Roses and Plants/The Conard-Pyle Company with spikes of bright pink fl owers on very uniform plants. Overall height was taller than others in the Moody Blues™ series but still maintained a nice compact growth habit. The entire Moody Blues™ series was noted for superior performance.

For a complete listing of photos of all of these plants, go to fl owertrials.colostate.edu and click on 2015 Winners under “Top Performer” Perennial on the left side of the page.

Red Sunrosa™ Red Rose

Veronica ‘Pink Moody Blues’


FUNDINGRESEARCH &

EDUCATION

By Mike KintgenCHREF Board Vice President

Reaching out to YouthYou have heard it time and time again: youth

are the future of everything. In a time when admissions into horticulture and botany programs across the nation are falling, causing many universities and higher education systems to eliminate or cut back on such programs, it’s diffi cult to say what the future of the green industry is. We all know that our industry is an essential piece of a well-rounded, functioning society, but what do we do if the people are not there to take over the vacancies left by us?

In an era where the natural world seems to be falling further and further out of reach of the average person, the fi rst thing we can do is reach out to the youth that come to us. Many of us have summer employees that are teens, or perhaps there is even that teen or high school student that comes to your nursery as a customer. Many of us probably reach out to these individuals, but do we always take the full time it might take to help answer some questions? Do we make the time and effort to expand their knowledge of opportunities in the green industry or even let them know that ours is a viable – and most importantly – fulfi lling line of work?

One of the most signifi cant ways to engage young people is internships, allowing them to fully experience the potential of the jobs. Internships are not meant to be cheap labor, but relationships that train and teach interns what the fi eld entails while allowing them to make tangible accomplishments for both themselves and employers.

Many nurseries and greenhouses may not be set up to offer internships. If your business is not set up, take time to direct interested individuals to internships and seasonal positions at nurseries or public gardens that offer such programs. If you have a 4-H program or urban gardening program in your area, perhaps direct them to that. Tell them about how you entered the fi eld and what you might have done differently. Looking back, nothing has been more valuable than the time and tips that people gave me as a teen wandering through the Denver Botanic Gardens and various nurseries in Colorado.

Together we can increase the fl ow of interested individuals entering programs in higher education, and more importantly make sure that humanity still has some connection to nature.

Britton Nursery, Inc.7075 Wyoming Lane

Colorado Springs, CO 80923Office: 719.495.3676 Fax: 719.495.3749 .

[email protected] www.BrittonFlowers.com

Proud Member Licensed Propagator Licensed Grower

Cultivating Love & Life

A family-owned wholesale perennial grower since 1979, Britton Nursery is Cultivating Love and Life in order to produce both healthy and beautiful plants as well as joyful and vibrant people. Our secret is that we are Rooted and Established in Love! (Ephesians 3:17) We invite you to come see what a difference love makes!

19coloradonga.org

CNGA calendar SAVE THE DATES for these events, and mark your calendars now!

ProGreen EXPO 2016Colorado Convention Center, Denver, Colo.Tuesday – Friday, Feb. 9 – 12

Colorado Certifi ed Nursery Professional (CCNP) ExamProGreen EXPO, Colorado Convention Center, Denver, Colo.Tuesday, Feb. 9, 1 – 5 p.m.

Certifi ed Greenhouse Grower (CGG) Seminars & ExamProGreen EXPO, Colorado Convention Center, Denver, Colo.Tuesday – Thursday, Feb. 9 – 11

Young Nursery ProfessionalsHappy HourBubba Gump Shrimp Co., 1437 California St., Denver, Colo. Wednesday, Feb. 10, 5:30 – 7:30 p.m.

CNGA Industry CelebrationHappy HourCrowne Plaza Denver, 1450 Glenarm Place, Denver, Colo.Thursday, Feb. 11, 4 – 6:30 p.m.

classifi ed ADS

Help WantedDistribution Offi ce Assistant & Loading Specialist, Distribution Alternate Crew ForepersonLittle Valley Wholesale Nursery, 13022 E. 136th Ave., Brighton, Colo. 80601

Various Irrigation & Gardening Positions in AspenFitzgerald Landscaping and Design, Inc., P.O. Box 423, Aspen, Colo. 81612

Inside Sales & Customer ServiceArbor Valley Nursery, 18539 WCR 4, Brighton, Colo. 80603

Assistant/Nursery Manager, Facilities Maintenance/Small Deliveries, Plant Care, Nursery SalesDreamscapes Landscape Center, 6100 E. 104th Ave., Northglenn, Colo. 80233

Greenhouse SupervisorTagawa Greenhouses, 14784 W. 52nd Ave., Golden, Colo. 80403

Landscape Architect/Estimator, Tree Farm Position, & Horticulturists/GardenersSteve Koon Landscape & Design, Inc., 2301 W. Oxford Ave., Englewood, Colo. 80110

Professional Gardeners & Farm InternsGardening By Tess, 1669 Hoyt St., Lakewood, Colo. 80215

General ManagerOrganix Supply LLC, 15121 Weld County Road 32, Platteville, Colo. 80651

Assistant Nursery Manager, Nursery Sales, Landscape/Maintenance Technicians, Design As-sistants, Supervisors & Managers in Summit, Eagle & Grand CountiesNeils Lunceford, Inc., P.O. Box 2130, Silverthorne, Colo. 80498

Retail Sales Manager, Shipping Manager, Inside Sales Associate, & Wholesale Delivery Driver Harmony Gardens, 4315 E. Harmony Road, Fort Collins, Colo. 80525

CNGA off ers free posts of online classifi ed ads to members, including items for sale or lease and job openings. For more details about the classifi ed listings below and to see other current postings, visit coloradonga.org, click on the Resources tab and click on Classifi eds.

CNGA is the host of calendar events unless otherwise noted. For more information, registration forms, and directions to programs,go to coloradonga.org and click on the Events tab to view the Calendar, or contact the offi ce by phone: 303.758.6672, fax: 303.758.6805, or e-mail: [email protected].

advertisers LISTACW Supply .................................................. 17

Baxter Wholesale Nursery, Inc. .......................... 2

Britton Nursery, Inc. ........................................ 18

Carlton Plants ................................................ 18

Circle D Farm Sales, Inc. .................................. 17

Clayton Tree Farm, LLC .................................... 15

Fort Collins Wholesale Nursery ......................... 2

Harding Nursery, Inc. ....................................... 2

McKay Nursey Company ................................. 15

United Energy Trading, LLC ............................... 2

Willow Creek Wholesale Nursery ...................... 4

Colorado Nursery & Greenhouse Association

959 S. Kipling Pky, #200

Lakewood, CO 80226

Colorado Water Plan AnalysisWhat Does the Plan Mean for You?A key CNGA member benefit is access to information from the Green Industries of Colorado (GreenCO), of which CNGA is a founding partner association. One of the projects that GreenCO has undertaken this past year is an analysis of the Colorado Water Plan and its impact to our industry.

In addition to the analysis, GreenCO conducted a study to explore the role of landscape water conservation and efficiency in meeting Colorado’s water gap. You can read the full report by going to greenco.org, clicking on the BMPs tab and clicking on the “Read the study here” link in the first paragraph. The summary is available online at cnga.memberclicks.net/assets/cowaterplanreview.pdf

You can find out more about our policy positions related to water at greenco.org/advocacy. CNGA will continue to monitor legislation that is created as a result of the water plan and keep you informed of the impacts it will have to our industry.

Photo courtesy of Bailey Nurseries

Documents

LooseLeaf Feb/Mar 2016