November 2013 Landscape Trades

PM40013519

November-December 2012

VOL. 34, NO. 9 landscapetrades.com

Marketing case study: Medinilla

Operation plans can set limits, or promote success Labour headache? Give systems a try

INSIDE: Congress Conference Guide

Exclusive rundown: 2013’s ornamental introductions

Exclusive rundown: 2013’s ornamental introductions

New and Irresistible

New and Irresistible

NOVEMBER-DECEMBER 2012 | LANDSCAPE TRADES | 3

contents

NOVEMBER-DECEMBER 2012 VOL. 34, NO. 9

PUBLISHER Lee Ann Knudsen CLP | [email protected]

EDItORIaL DIREctOR Sarah Willis | [email protected]

EDItOR Allan Dennis | [email protected]

WEB EDItOR Robert Ellidge | [email protected]

aRt DIREctOR Kim Burton | [email protected]

GRaPHIc DESIGNER Mike Wasilewski | [email protected]

accOUNtaNt Joe Sabatino | [email protected]

SaLES MaNaGER, PUBLIcatIONS Steve Moyer | [email protected]

cOMMUNIcatIONS aSSIStaNt Angela Lindsay | [email protected]

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

Landscape Trades is published byLandscape Ontario Horticultural trades association7856 Fifth Line South, Milton, ON L9T 2X8Phone: (905)875-1805 Email: [email protected]: (905)875-0183 Web site: www.landscapetrades.com

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ISSN 0225-6398 PUBLICATIONS MAIL SALES AGREEMENT 40013519RETURN UNDELIVERABLE CANADIAN ADDRESSES TO:cIRcULatION DEPaRtMENt LaNDScaPE tRaDES MaGaZINE7856 FIFtH LINE SOUtH, MILtON, ON L9t 2X8, caNaDa

New plant introductions 2013

Exclusive preview of next year’s new plants for Canada.

6 Perennials12 annuals16 Roses20 Woody plants11 LISt OF SUPPLIERS

FEATURES22 taming technologyAdopting mobile technology is good for growthBY JUDITH GUIDO

24 Magnificent medinilla The long road to introducing a new plantBY LORRAINE FLANIGAN

COLUMNS27 SUStaINaBLE LaNDScaPING Don’t work, do what you loveBY SEAN JAMES

28 LEGaL MattERS construction legalese made simpleBY ROBERT KENNALEY

30 MaNaGEMENt SOLUtIONS Systems breed company successBY MARK BRADLEY

32 ROaD tO SUccESS Start with a planBY ROD McDONALD

DEPARTMENTSGREEN PENCIL 4INDUSTRY NEWS 25NEW PRODUCTS 34INSURANCE UPDATE 35

New plant introductions 2013

CNLA NEWS 36COMING EVENTS 37CLASSIFIEDS 37WHERE TO FIND IT 38

ON tHE cOVERTrial gardens featuring new cultivars, such as the University of Guelph/Landscape Ontario garden in Milton, Ont., attract keeners — just as nectar attracts butterflies. Photo by SHOOTphotographic

Special Insert: Congress 2013 Conference Guide Follows page 20

4 | NOVEMBER-DECEMBER 2012 | LANDSCAPE TRADES

By Sarah Willis

greenpencil

Seize the advantage before it goes old...

NEW is news

By Sarah Willis

Once a month, a Trendbriefing newsletter pops up in my inbox. Produced by Trend Watch, the pieces are sometimes funny and always thought-provoking. The newsletter hones in on trends that marketers can adapt to further their advantage. The thought leaders at Trend Watch come up with some catchy names; wit-ness Eco-cycology, Custowner, Point and Know and

the F Factor (stands for follow and friends), as examples.

Probably, because I was working on this New Plant Introductions is-sue, I sat up and took notice at their recent recognition of Newism as a trend. “The new has never been hotter.” Trend Watch says that, right now, new products and services are being created on a daily or even hourly basis. New! used to be a tired marketing ploy, but now offers, “a

genuine, exciting proposition for consumers.” The on-line world, with its relentless acceleration and ampli-fication of information and excitement, is credited as a contributing factor to the culture of Newism.

In a world where consumers lust for unique prod-ucts and experiences, new equals status. Your cus-tomers seek status by being the first to have chic new garden furniture, the most modern water feature de-sign, the innovative rainwater collection system and of

course, the latest and greatest new plants.We know your customers are hungry for new plants;

the information in this issue is repackaged every March, and featured in Garden Inspiration magazine. Distribut-ed at Canada Blooms, this magazine for home garden-ers is a popular piece; we find people actively seeking it out every year, just to get a peek at what’s new.

The problem with new is that it isn’t always better, and it soon becomes old. Trend or no trend, it’s always been your job, as a professional, to select the best new products, plants or services to offer your clients and customers. Today’s consumer is more educated and prepared before setting foot in a store, or meeting with a contractor. Their lust for new and unique will lead them to you; your challenge is to keep them coming back.

On a different note, for the first time Landscape Trades has distributed a short reader survey by email. We are asking for your feedback on what we do, how we communicate, and suggestions on how to be more relevant. All responses are anonymous, but we hope to report the collective results in an upcoming issue.

We’ve designed it to be quick and easy to click through. Please take five minutes to weigh in with your opinions about Landscape Trades. If you can’t find the original survey invitation in your inbox, shoot me an email at [email protected], and I will for-ward the link. Thanks, in advance, for taking the time to help us help you. LT


Anemone hupehensis ‘Pretty Lady Julia’ USPPAF‘Pretty Lady Julia’ Japanese anemone

New addition to the Pretty Lady series with pink 5 cm (2 in.) double blooms. Same flower power and excellent dwarf habit with improved container performance over older, taller varieties. Grows to 40 cm (16 in.) tall by 50 cm (20 in.) wide. Fall blooming. Full sun to part shade, more shade in very warm climates. Vernalization isn’t required for flowering. No pinching or maintenance either. Blooms of Bressingham introduction from Yoshihiro Kanazawa, Japan.

Anemone hybrid ‘Macane 001’Wild SwanTM anemone

This Anemone hybrid has a female par-ent plant of rupicola, making it a larger and more vigorous plant, flowering continuously from mid June until mid November. Large pure-white faced flowers, a circle of crisp chartreuse yellow stamens, with rich bluish-violet banding on the reverse of the sepals. The flowers are held well above the foliage, having a nodding habit in the early morning and evening, showing off the attractive blue characteristic. In 2011, Anemone Wild Swan was awarded Chelsea Flower Show Plant of the Year. Pride of Place Plants

Bergenia DragonflyTM ‘Angel’s Kiss’‘Angel’s Kiss’ DragonflyTM bergenia

White flowers fade to light pink as they age. Compact habit and beautiful, nearly black, winter foliage. Grows 25 cm (10-in.) tall and spreads 37.5 cm (15-in.). DragonflyTM ‘Sakura’ has semi-double pink blooms. Grows in sun to part shade. Terra Nova Nurseries

New Annuals, Perennials, Woody Plants and Roses:

Hitting in 2013This is Landscape Trades’ 17th annual exclusive round-up of new ornamental plants available for Canada next year. It’s common knowledge that this new generation of gardeners likes plants — but doesn’t want to invest much time or effort in care. It is a tall order, but breeders have delivered longer bloom periods, smaller sizes, drought tolerance and reduced maintenance requirements.

Admittedly, the ever-increasing palette of plants may overwhelm some new gardeners, so it’s your job, as the plant expert, to help gardeners select the best new plants in your area.

Breeder and source listings appear on page 11.

perennialsNEW PLANTS

From left to right: Tom Ranney, Joel Mowrey, Tom Eaker, and Jeremy Smith. The breeding program at North Carolina State University, led by Dr. Tom Ranney, produced Invincibelle® Spirit hydrangea, the first pink ‘Annabelle’ variety.

From left to right: Tom Ranney, Joel Mowrey, Tom Eaker, and Jeremy Smith. The breeding program at North Carolina State University, led by Dr. Tom Ranney, produced Invincibelle® Spirit hydrangea, the first pink ‘Annabelle’ variety.


Campanula Ringsabell seriesRingsabell bellflowers

The Ringsabell series features compact, tidy foliage that is less aggressive than others of its type, with more of a tendency for clump-ing. Dark stems rise above the leaves and hold dangling bells with a perky scalloped edge. Ideal at the front of a border or in a rock garden. Foliage height is 15 cm (6 in.) and spread is 37.5 cm (15 in.) Introduced by Amerinova. Cultivars include ‘Indigo Blue’, a deep purplish blue and ‘Mulberry Rose’ with rose-pink flowers. Skagit Gardens Clematis FiligreeFiligree miniature clematis

A new ultra- compact miniature clematis from Raymond Evison. This selection stands only 30 cm (12 in.) tall and bears

abundant, large silvery blue to pale lilac flowers. Blooms profusely from early to mid summer and sporadically through late summer. Perfect for containers or hanging baskets as a trailing plant. Will climb to 60 cm (24 in.) if supported. Hardy to zone 4. Valleybrook

Coreopsis ‘Mercury Rising’‘Mercury Rising’ tickseed

A very long blooming perennial for sunny areas. The exceptionally large velvety-wine daisies have a contrasting orange button centre, appearing in succession from mid-summer to mid-autumn. These are excellent towards the middle of a sunny border, and in containers. Best in lean soil. Hardy to zone 5 (4 with reliable snow cover). Walters Gardens, Valleybrook

perennialsDianthus ‘Rosebud’‘Rosebud’ pinks

A new pinks that will grab your attention with its tiny fragrant crimson-rosebud flowers. Repeat blooming,

free flowering and long blooming, great for containers, borders and mass plantings. A cute plant reaching only 15 cm (6 in) tall and wide. Hardy to zone 5. Glaucous foliage with dense mounding habit. Drought tolerant, heat tolerant and beautifully fragrant. Willowbrook Nurseries

Dicentra spectabilis ‘Valentine’ PPAF ‘Valentine’ old-fashioned bleeding heart

An updated colour palette on an old favou-rite, a red bleeding heart. Much like the spe-cies, this variety also grows quickly to form a robust clump of foliage topped with arching flower stems in late spring. However, the stems on this variety are deeper red and the large, puffy heart-shaped flowers are bright red with a white tip. Like the species, this plant goes dormant in mid to late summer. Grows 75 cm (30 in.) tall and wide. Hardy to zone 4. Walters Gardens

Echinacea ‘Cleopatra’‘Cleopatra’ coneflower

‘Cleopatra’ features bright yellow flowers with an orange cone. Dwarf with rich green foliage. Named for the colours

on the Cleopatra butterfly. Hybridized by Arie Blom. Introduced by Plants Nouveau. Skagit Gardens, Walters Gardens

Echinacea ‘Double Scoop Orangeberry’‘Double Scoop Orangeberry’ coneflower

This new coneflower features large flowers with frilly double centres of raspberry red surrounded by orange petals. Blooms for many weeks

in the summer. The plants are well branched and sturdy growing to 65 cm (26 in.). Echinaceas are attractive to butterflies and are drought tolerant once established. Hardy to zone 4. Valleybrook

Echinacea ‘Sombrero Sandy Yellow’‘Sombrero Sandy Yellow’ coneflower

This is a new series of coneflowers bred for their sturdy, well-branched habit and high bud count. This selection produces

very large bright yellow flowers with a brown cone. Plants are compact, growing to 60 cm (24 in.). Blooms begin mid-summer and can flower ‘til fall with regular dead-heading. Hardy to zone 4. Valleybrook

Echinacea SupremeTM seriesSupremeTM coneflowerThe new Echinacea Supreme™ series features varieties with a strong, upright habit and striking, vibrant double-anemone flow-ers. Echinacea ‘Supreme Cantaloupe’ boasts melon-yellow flowers that bloom for extended periods of time. Echinacea ‘Supreme Elegance’ has a deep-rose center sur-rounded by bright-pink flo-rets. Also in the series, Echinacea ‘Supreme Flamingo’ produces rich coral-pink flow-ers and grows to an average size of 38 cm (15 in.) wide and 65 cm (26 in.) tall. Blooms of Bressingham, Terra Nova Nurseries

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Epimedium grandiflorum ‘Lilafee’ ‘Lilafee’ barrenwort, also sold as ‘Lilac Fairy’

This is one of the larger Epimediums avail-able, prized for its long-spurred, amethyst purple flowers which are held well above the foliage. Since many Epimediums tend to hide their flowers within or below their foliage, this is a key improvement. The new leaves emerge with a strong bronzy red tinge, turn green for the summer months, and then back to bronzy red in fall. Epimedium can be used as a ground cover in shady locations. It toler-ates dry, rocky, shallow soils, dense shade, and is deer and rabbit resistant. Grows 20 cm (8 in.) tall and 30 cm (12 in.) wide. Hardy to at least zone 4. Walters Gardens

Eupatorium dubium ‘Baby Joe’ PP20320 CPBRAF ‘Baby Joe’ Joe Pye weed

Joe Pye Weed has long been used to attract butterflies in late summer and fall. However, most Eupatoriums grow very

large and are difficult to incorporate into the average home garden. ‘Baby Joe’ offers the same look as ‘Purpurea’ but at a much smaller scale, making it easy to fit into the middle of the flower border or even into large containers. If left standing, the seed heads offer visual interest through the winter. Grows 60-90 cm (2-3 ft.) tall and 12-24 cm (1-2 ft.) wide. Hardy to zone 3. Walters Gardens

Gaillardia ‘Sun Flare’Gaillardia ‘Sun Flare’ blanket flowerA great variety that tolerates heat and drought with stunning long-blooming bi-co-loured trumpet-shaped florets. Growing only 15-25 cm (6-10 in.) tall and 50 cm (20 in.) wide. Works at the front of the sunny border

and in containers, with masses of 5 cm (2 in.) flowers from the first breath of summer well into fall. Willowbrook Nurseries

Geranium ‘Azure Rush’ USPP#22684‘Azure Rush’ perennial geranium

Features the same traits as its famous parent Geranium ‘Rozanne’, a PPA Perennial Plant of the Year, but with 6 cm (2.5 in.) light blue flowers and a more mounding habit. Heat loving. Blooms from late May until frost.

Vigorous growing, compact, self-branching habit. Discovered at Jeddeloh Nursery in Germany. Blooms of Bressingham

Gypsophila paniculata ‘DANGYP39’ PP17485My Pink® baby’s breath

Looking for a pink baby’s breath that’s actually pink? In Walters Gardens’ trials, growers were very impressed with My Pink’s® large panicles of true light pink flowers which appeared from early through midsummer. This is an upright well-branched, bush-type that grows up to 90 cm (3 ft.) tall, so it is an effective covering for holes left by spring bulbs. It is suitable for both cut flower pro-duction and home gardens. Hardy to zone 4. Bred by Danziger “Dan” Flower Farm. Walters Gardens

Heliopsis ‘Tuscan Sun’ PP18763‘Tuscan Sun’ false sunflower

Try the smallest Heliopsis in cultivation. ‘Tuscan Sun’ is a short, compact variety that is perfect for both containers and borders. Daisy-like flowers with yellow rays with orange-gold centres bloom throughout summer. ‘Tuscan Sun’ stays neat, and deadheading will keep it busy and blooming for most of the season. Outstanding heat and drought tolerant. Grows 50 cm (20 in.) wide and 30 cm (12 in.) tall. Hardy to zone 3. Willowbrook Nurseries

Helleborus x ballardiae Gold Collection Mahogany SnowMahogany Snow helleboreLong blooming hellebores with lots of buds and blossoms. Large flowers are forward facing. Deer resistant, this series makes a good ground cover and is a great choice for shady borders. 37.5 cm (15 in.) tall and 50 cm (20 in.) wide. Mahogany Snow has large creamy-white flowers with light pink reverse that age to mahogany pink. Hybridized by Heuger. Skagit Gardens

Hemerocallis ‘Early Snow’ ‘Early Snow’ daylily

Representing an incredible advancement in near-white daylilies, the blossoms of ‘Early Snow’ are “supremely beautiful and flawless” in the opinion of daylily expert Arthur Kroll.

perennials

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Gigantic 18 cm (7 in.) flowers of incredible substance are rich cream with a glowing yellow-green throat. The ruffled petals open wide and flat, making the flowers appear even larger. Walters Gardens

Heuchera ‘Apple Crisp’‘Apple Crisp’ coral bells

Hybrid coral bells are a terrific choice for adding colour to the front of a border or in a mixed container for shady areas. This selection is beautifully ruffled with strongly dissected, bright green leaves that are overlaid with silvery-white. Stems with small white flowers compliment the foliage. The Crisp series comes in a range of colours and features an excellent tight habit. Hardy to zone 4. Valleybrook

Heuchera ‘Little Cuties’ series‘Little Cuties’ coral bells

There are seven heucheras in this new series, all featuring compact growth with a long bloom time from May to October. All the plants perform well in full sun, part shade or full shade. These are the smallest Heuchera varieties to date, and showcase an assortment of foliage colours ranging from caramel to rosy and tan and dark burgundy.

Cultivars are ‘Sugar Baby’, ‘Blondie’, ‘Coco’, ‘Sweet Tart’, ‘Ginger Snap’, ‘Frost’ and ‘Peppermint’. Terra Nova Nurseries

Heucheralla ‘Cracked Ice’ and ‘Buttered Rum’‘Cracked Ice’ and ‘Buttered Rum’ foamy bells

The two new heucherellas in the program showcase foliage as their predominant characteristic. Heucherella ‘Cracked Ice’ has unusual frosted-blue and green foliage punctuated with dramatic veining, while Heucherella ‘Buttered Rum’ has a

compact habit and maple-like foliage in warm caramel tones. Blooms of Bressingham, Terra Nova Nurseries Heucherella villosa hybrid ‘Thunderbird’ PPAF Thunderbird foamy bells

This new perennial is such a riot of colour that it is bound to jump right off the retail bench. Its most brilliant colour comes in spring when the deeply divided leaves are bright gold with a prominent contrasting overlay of brick red pigment. This vibrant colouration is most pronounced when sited in more sunlight. In the summertime, the leaves mellow to emerald green but retain their strong deep purple colouring in the centre of each leaf. Secondary flowers and sterility make this selection particularly long blooming with pale pinkish flowers. Grows 22 cm (9 in.) tall and spreads 50 cm (20 in.) Hardy to zone 4. Walters Gardens

Hosta ‘Humpback Whale’‘Humpback Whale’ hosta Until now, this giant-sized hosta from the late Mildred Seaver hasn’t been commercially available. ‘Humpback Whale’ forms a mas-sive, dome-shaped mound of blue-green,

corrugated, heart-shaped leaves. Its colour is bluest in the springtime. Blue-green scapes carry near-white, bell-shaped flowers in early summer. Mildred Seaver was known among hosta enthusiasts as the “Queen of Hostas”. In her lifetime, she registered 95 new varieties including several offered today: ‘Spilt Milk’, ‘Queen of the Seas’, and ‘Komodo Dragon’. Foliage grows 90 cm (3 ft.) tall and spreads 2.1 m (7 ft.) wide. Hardy to zone 3. Walters Gardens.

Hosta ‘Rainbow’s End’ PP17251‘Rainbow’s End’ hosta

This unique hosta exhibits incredibly variegated, shiny foliage. The bright yellow leaves have dark green

margins that jet into the centre which brightens to creamy white in summer. It forms a medium-sized mound of attractive foliage in the landscape. In late summer, showy red scapes carry the dark lavender, tubular flowers. Grows 28 cm (11 in.) tall and spreads 52 cm (21 in.) wide. Zone 3. Walters Gardens

Kniphofia Elvira‘Elvira’ torch lily

Kniphofia ‘Elvira’ is a showstopper in the garden with single bright orange spikes of thick stems in June to early autumn. A great specimen plant and cut flower that attracts butterflies and hummingbirds. Grows 75 cm (30 in.) tall and 35 cm (14 in.) wide. Hardy to zone 6. From Paul Stringer in the UK. Blooms of Bressingham

perennials

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http://r20.rs6.net/tn.jsp?et=1109339540578&s=145&e=0011XduGJuzPHOT3B3uqgQSJIdRupJaxBYWdOCILXDsq5UoEVkzybv-K8o_SUx7sSyuV80DP4P2XxCs4Be935ZIsUWOKhFiCSyCYOVrVVE-cQ_m3NSWJAEtX5RoI0rHAz0lDldhi7bvNDmy3fbYN45e0FfVKXaMMLq1P7Fer1EcB0lBLphEDb0ccUVhJoaS80w2bqbbWF-RXjfvmvY6-btK24nIbFl4E0JBZkQ5QLTvB9TZtD-aE219-mR4AiCx7ee3kT3RV6sOoUpFxK0TRpvB-sbQm54GMtemZDTotMu_8qZmMwst8p2SkNZiXy0xUcQ1


Lavandula ‘Silver Mist’‘Silver Mist’ lavender

Fragrant from spring through fall. The leaves of ‘Silver Mist’ have a pleasant balsamic scent, while the flowers release lavender’s iconic scent. The flowers are pure sky-blue and continue over an especially long season. Compact, well-branched, and marvelously fragrant in bloom and leaf, it’s a must-have for the sunny garden and fine containers. Deer resistant, drought tolerant, heat tolerant and pest resistant. Grows 45-60 cm (18-24 in.) tall and wide. Hardy to zone 5. Willowbrook Nurseries

Leucanthemum ×superbum ‘Freak!’ USPPAF ‘Freak!’ Shasta daisy

‘Freak!’ is a showstopper loaded with 2 to 2½ inch, long-blooming, fluffy-looking white flowers with some “freaky” petals going in different directions. Compact habit, grows 33 cm (13 in.) by 53 cm (21 in.) wide. First-year flowering and no pinching needed. Full sun, part shade in hot areas. Zone 6. Bred by Har Stemkens of Syngenta Flowers, introduced through Blooms of Bressingham.

Polygonatum ‘Prince Charming’ PP22,304Prince Charming Solomon’s sealThis new Solomon’s seal produces attractive green foliage that can take on a bluish cast in full sun, contrasting with the gray undersides of the leaves. The profusion of creamy white flowers produced in spring are followed by green berries that turn purple in autumn. A vigorous spreader, yet compact, growing only 30 cm (12 in.) tall.

Developed by Brent Horvath of Intrinsic Perennial Gardens in Illinois and co-introduced with Chicagoland Grows Sedum ‘Dazzleberry’ ‘Dazzleberry’ stonecrop

This new groundcover Sedum is welcomed as an early-blooming breakthrough. A compact clump of smoky blue-grey foliage topped with giant 15-20 cm (6-8 in.) vibrant raspberry-coloured flowers. Drought tolerant and a sun loving perennial. Willowbrook Nurseries

Veronica ‘Tidal Pool’ PPAFTidal Pool prostrate speedwell

The Tidal Pool prostrate speedwell is a vigorous and adaptable evergreen ground cover with medium to deep blue-violet flowers in spring and attractive small oak-like leaves all season long. Selected from a hybrid cross made at the Chicago Botanic Garden in 2007. Chicagoland Grows

perennials

Chris H

ansen

List of suppliersJC Bakker & Sonswww.jcbakker.com

Ballwww.ballhort.com

Blooms of Bressinghamwww.bloomsofbressinghamplants.com

Canadalewww.canadale.com

Chicagoland Grows www.chicagolandgrows.org

Conard-Pyle Cowww.conard-pyle.com

Dummen USA/Red Foxwww.redfox.de

Flora Novawww.floranova.co.uk

Hort Couturewww.hortcoutureplants.com

JVKwww.jvk.net

Jefferies Nurserieswww.jefferiesnurseries.com

Mori Nurserieswww.morinurseries.com

Orchard Park Growers www.opgrow.ca

Pan Am Seedwww.panamseed.com

Pride of Place Plantswww.prideofplaceplants.com

Sakatawww.sakata.com

Sheridan Nurserieswww.sheridannurseries.com

Sidhu & Sonswww.sidhunursery.com

Skagit Gardenswww.skagitgardens.com

Suntorywww.sunparasol.net

Syngentawww.syngentaflowersinc.com

Terra Nova Nurserieswww.terranovanurseries.com

Valleybrookwww.valleybrook.com

Willowbrook Nurserieswww.willowbrooknurseries.com

http://www.jcbakker.com

http://www.bloomsofbressinghamplants.com

http://www.canadale.com

http://www.chicagolandgrows.org

http://www.hortcoutureplants.com

http://www.jefferiesnurseries.com

http://www.morinurseries.com

http://www.opgrow.ca

http://www.prideofplaceplants.com

http://www.sheridannurseries.com

http://www.sidhunursery.com

http://www.valleybrook.com

http://www.willowbrooknurseries.com


ANNUALSNEW PLANTS

Begonia F1 ‘Beg981’ Ikon Bronze begonia

Ikon’s unique habit combines a wonderfully branching habit and masses of blush pink flowers. A great combination for use in con-tainers or baskets. Floranova

Begonia Million Kisses® HoneymoonHoneymoon Million Kisses® trailing begonia

Ball Ingenuity adds a new colour to what it claims is the most vigorous trailing begonia series on the market. Honeymoon adds yellow to the shade garden. Earlier, larger blooms make a brilliant display. Trails 30 cm (24 in.). Ball Ingenuity

Calibrachoa Can-Can® seriesCan-Can® calibrachoa This new series offers one-of-a-kind colours in calibrachoas. An added benefit is the flow-ers stay open under the lowest light condi-tions, so they always look fresh on the sales bench. The cultivars have been selected to stand up to harsh conditions. Available in

Dark Purple. Hot Pink Star and Purple Star. Grows 25-38 cm (10-15 in) tall and wide. Ball Seed.

Calibrachoa Superbells® Lemon SliceLemon Slice Superbells®

The unique colour pattern of Lemon Slice has never been seen in a Calibrachoa. Lemon Slice has a great mounding habit that works well in containers, hanging baskets and in combination with other medium-vigour variet-ies. Proven Winners

Capsicum annum ‘Cayennetta’Cayannetta chilli pepper

An All-America Selections winner for 2012, Cayennetta is a compact branching cayenne type chilli. It has a very neat, attractive habit and produces a large crop of bright red four-inch tapered fruits underneath the attrac-tive leaf canopy. The fruits are mild in heat, reaching around 20,000 Shu (Scoville heat units). Cayennetta has tolerance to both very hot and cold seasons, making it a good all-around performer in any garden. Floranova

Cleome hybrid Senorita BlancaTM

Senorita BlancaTM spider flowerSenorita Blanca features lovely white blooms with a pale lavender blush. A great landscape performer, this beauty has excellent heat and humid-ity tolerance and flowers all season from last frost to first frost. A sterile variety, so no seed set and cycling out of flower. Proven Winners

Colocasia ‘Maidera’Maidera elephant ears

This fabulous new Colocasia has corrugated green and black leaves, and is hardy to Zone 6 – so may overwinter in parts of Canada. Grows 90 cm (36-in.) tall and wide. Hort Couture/JVK


Scarlet, Violet, Violet Star, White. Grows 30 cm (12 in.) tall and 60-75 cm (24-30 in ) wide. GoldsmithSeeds/Syngenta Flowers

Lantana camara Luscious seriesLuscious lantana series

The Luscious series adds vibrancy and exceptional performance to the continuous blooming that lantanas are known for, as well as being butterfly and hummingbird magnets. New this year is Berry Blend, one of the larg-est in the series, it grows up to 90 cm (36 in.) tall. Pina Colada has masses of white flowers with yellow centres and will grow to 60 cm (24 in.) tall. Proven Winners

Lobularia Blushing Princess TM and Frosty KnightTM

Blushing PrincessTM and Frosty KnightTM alyssumBlushing Princess is a lavender-toned version of Snow Princess®. The fragrant flowers open white and turn to a lavender silver in a day. Exposure to full sun increases the lavender flower colour. Frosty KnightTM has 50 per cent of the vigour of Snow Princess, so is a great choice in combination with other medium-vigour plants. Its performance in the heat equals that of Snow Princess®. Proven Winners

Mandevilla Sun Parasol Garden CrimsonSun Parasol Garden Crimson mandevilla

This new collection of Mandevilla hybrids of-fers the first flower to hold its crimson colour and a better branching system. Their excel-lent garden performance, long lasting flowers and undemanding nature make them a great choice for patios, hanging baskets, balco-nies, flower beds and even as house plants. Suntory, Orchard Park Growers

Oxalis ‘Plum Crazy’‘Plum crazy’ oxalis

Funky variegated leaves set off by yellow blooms, ‘Plum Crazy’ loves the heat, and is a good choice to mix with succulents. A ver-satile plant that is very shade tolerant. Grows up to 20 cm (8-in) tall and 30 cm (12-in.) wide. Hort Couture/JVK

Pelargonium x hortorum F1 Divas Petticoat

Divas Petticoat geraniumHorizon Divas are the varieties with real wow

factor. Breakthrough genetics provide many

unique colours, like Petticoat, for something

a little out of the ordinary. Floranova

Pelargonium interspecific Caliente Dark Rose®Caliente Dark Rose® geraniumThis stunning bold new colour joins the Caliente ivy x zonal geranium hybrid family. Caliente is self-cleaning and provides season-long colour, with a well-branched and semi-trailing, vigorous habit. Exceptional landscape performance as well as in baskets

ANNUALSEuphorbia Star Dust Super FlashStar Dust Super Flash

Early flowering and vigorous growth habit with light green foliage. A floriferous variety that makes a great addition to combination baskets and containers. Red Fox by Dummen USA

Impatiens walleriana Patchwork seriesPatchwork impatiens series

No other impatiens cultivars have these one-of-a-kind patterns to brighten up the shade. Low-maintenance both on growers’ benches and in the garden, Patchwork impatiens deliver non-stop colour all season. Colours include Pink

Ice and the tri-colour Cosmic Burgundy and Cosmic Orange. Grows 25-40 cm

(10-16 in.) tall and 30-35 cm (12-14 in.) wide. Ball Flora Plant.

Impatiens walleriana F1 TumblerTM seriesTumbler™ trailing impatiens series

This seed trailing impatiens was bred specifi-cally for the basket and mixed container seg-ment.Vigorous plants fill pots easily and ma-ture to an extraordinary trailing, overflowing habit for ultimate garden appeal. TumblerTM expands the range of trailing shade-loving products for mixed container use. Series includes: Pink, Rose, Rose Star, Salmon,


ANNUALS

and mixed plantings. Caliente is top rated in national trials and among the most heat-tolerant geraniums on the market. Goldfisch Vegetative/Syngenta

Petunia GlamouflageTM

Glamouflage petunia

Striking grape-coloured flowers are accented by variegated foliage. Glamouflage loves the sun or part shade, and is perfect for baskets or mixed containers. A great stand-alone item or mixed with others in combinations. Its controlled growth won’t take over mixed planters. Grows up to 20 cm (8-in) tall and 30 cm (12-in.) wide. Hort Couture/JVK

Petunia Peppy seriesPeppy petunia seriesPeppy petunias are star petunias with semi-upright, good branching form. New additions to the series are Peppy Neon, Peppy Red and Peppy Blue. Red Fox by Dummen USA

Petunia milliflora F1 Picobella™ Cascade SeriesPicobella™ Cascade miniature trailing petunias

The tightly branched and cascading habit of Picobella reduces the need for PGRs and creates specimen baskets, tidy pots and jumbo packs that last longer for the grower, retailer and home gardener. This series capitalizes on the popularity of small-flowered calibrachoa, but with plants that both the professional grower and home gardener will find far easier to grow. Grows 15-25 cm (6-10 in.) tall and 45 cm (18-in wide). Colours include: Coral, Lavender, Pink Glo, Purple, Red, Salmon, White, Mix. Goldsmith Seeds/Syngenta

Petunia hybrid Supertunia® Picasso in PinkPicasso in Pink Supertunia®

Picasso in Pink has all the qualities of Pretty Much Picasso packed into a more upright

habit and more subtle flower colour. Not quite as vigorous as Pretty Much

Picasso and features clear pink flowers with a bright green edge. Proven Winners

Primula acaulis Blue ZebraTM

Blue ZebraTM primulaStunning blue and white striped

flowers with golden eyes. A great plant to jumpstart spring sales. Best in cool tem-peratures and requires shade in the summer months. A great choice for a tabletop con-

tainer mixed with delicate ferns and mosses. Hort Couture/JVK

Solenostemon Chocolate Covered CherryChocolate Covered Cherry coleus

A bold-co-loured selection that adds vibrant hues to the garden or containers. Late flowering, so the focus remains on the foliage. Grows 30-35 cm (12-14 in.) tall and 25-30 cm (10-12 in.) wide

in sun or shade. Pan American Seed

Solenostemon Colourblaze®Colourblaze® coleus seriesColourblaze coleus are known for vibrant colour and excep-tional performance. New Keystone KopperTM has a deep, rich copper leaf and a strong upright growth habit, reaching 60 cm (24-in.). Tolerates varying light conditions. MaroonedTM has rich, purple burgundy foliage, can grow to 90 cm (36-in.) tall and does well in sun or shade. Proven Winners

Solenostemon Under the SeaUnder the Sea coleus series

Bred by students at the University of Saskatchewan, Under the Sea coleus have interesting and complex leaf shape and colours. New additions this


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ANNUALSyear are ‘Electric Coral’ with lobed leaves of chartreuse, red and green: ‘Lion Fish’ with deeply dissected purple leaves fringed with chartreuse; and ‘King Crab’ with huge crab-shaped leaves of red edged with chartreuse margins. Hort Couture/JVK

Verbena hybrida Lanai® Candy CaneLanai® Candy Cane verbena

This unique novelty colour will sell itself and will work in both mono and mixed contain-ers. Novelty flower pattern is very stable, even through high heat.

Flowers through the summer Goldfisch Vegetative/Syngenta

Viola F1 Cool WaveTM seriesCool WaveTM spreading pansyThe spread and vigour of this new series is so good that it deserves to wear the Wave® brand name. The new Cool WaveTM series has the most vigour of any

spreading pansy, meaning fewer plants per pot. Multiple years of trials in

North America and the U.S. have proven Cool WaveTM pansies to

be the best spreading pansies on the market, reaching 60-77 cm (24-30 in.) wide. Varieties include Frost, Violet Wing, White and

Yellow. PanAmerican Seed

Zinnia ‘Pas867921’ Double Zahara Strawberry zinnia

All the same great traits as the popular single Zahara series – outstanding disease toler-ance, low water needs, superior all-season performance, with big, fully-double flowers. New Strawberry is a Fleuroselect Novelty variety. Grows 40 cm (16 in.) tall and wide. Pan American SeedNOVEMBER-DECEMBER 2012 | LANDSCAPE TRADES | 15


Woody Plants

NEW PLANTS

Acer palmatum ‘Purple Ghost’Purple Ghost Japanese maple

Interesting foliage—one of the very best se-lections in recent years. This medium-sized, upright tree produces deep purple-red leaves with prominent black veins in spring. Leaves turn fiery red to orange in fall for added interest. Grows 2.5 m high & 1.2 m wide in 10 years. Prefers full to partial sun and well-drained soil. Canadale Nurseries

Caragana arborescensGreen Spires® caragana

Green Spires is a seedless selection of this durable species. Dark green foliage is resistant to insects and disease. Mature size is 5 m (15 ft.) tall by 3 m (10 ft.) wide, with an upright mounded crown. Golden

yellow fall colour, hardy to zone 2. Selected by Greg Morganson of Bismarck, N.D. and introduced by Jeffries Nurseries.

Celastrus scandens ‘Bailumn’American Revolution bittersweet

A brand new selection of the native American bittersweet plant. ‘Autumn Revolution’ is the first ever bittersweet vine to have perfect flowers—the flower has both male and female

parts. The vine produces an abundance of decorative fruit on its own. The orange berries which are twice the size of the species are absolutely spectacular and are sure to stand out in any garden. Mori Nurseries

Cornus stolonifera ‘Pucker Up!’Pucker Up dogwood

This red-stemmed dogwood has un-usual, distinctive foliage—thick, glossy and puckered and with a high level of leaf spot resistance. Bright red stems in winter add to this shrub’s year round interest. Grows 90 cm (36 in) and 1.2m (48 in.) high wide in a compact habit. Prefers full to partial sun and well-drained soil. Canadale Nurseries

Daphne transatlantica ‘Eternal Fragrance’Eternal Fragrance daphne

Eternal Fragrance is a slow-grow-ing, compact round evergreen that produces showy pink flowers on bright green foliage. These fragrant

flowers start in spring and bloom until fall, providing pretty colour in the garden all season long. Grows 60 cm (24 in.) tall and 90 cm (36 in.) wide. Prefers full to partial sun and well-drained soil. Canadale Nurseries

Daphne transatlantica ‘Summer Ice’Summer Ice daphne

This daphne has green leaves with white margins that add interest against the star-shaped flowers. Flowers come out as a champagne-white and then

produce a sweet pinkish flush. The flowers are very fragrant and bloom from spring to fall. Grows 60 cm (24 in.) tall and 90 cm (36 in.) wide. Prefers full sun and well-drained soil. Canadale Nurseries

Forsythia Show Off ™ ‘Sugar Baby’Sugar Baby forsythia

Now even the smallest garden can have outstanding spring colour. This compact, dwarf plant delivers more flowers per inch to provide lots of vibrant spring


Woody Plantscolour in a small space. Bright yellow flowers arrive in early spring. Grows 45 cm-75 cm high & wide. Prefers full sun and well-drained soil. Canadale Nurseries Hydrangea macrophylla ‘Berlin Rabe’Berlin Cityline hydrangea Colourful new hydrangea trays— Mori’s newest members of the Classic Series line, allow those with small or limited amounts of space to add a punch of colour to their patio or deck. There are many varieties to choose from including Cityline Berlin, Masja, Endless Summer and Blushing Bride. The lightweight decorative black tray can be

moved easily and ties into any setting. Mori Nurseries

Hydrangea paniculata ‘Bobo’BoBo hydrangea

Great dwarf re-bloomer! This charming hy-drangea is covered in large white blooms all

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summer long! Flowers continue to grow and lengthen as they bloom. The flowers are held on upright stems that form a small mound. Flowers turn pinkish in the fall. Perfect for any garden, especially where space is limited. Grows 75 cm (30 in.) tall and 90 cm (36 in.) wide. Prefers full sun to partial shade and well-drained soil. Canadale Nurseries

Hydrangea serrata ‘Tuff Stuff ’Tuff Stuff hydrangeaThis re-blooming hydrangea flowers on old wood as well as new wood, creating an abundance of blooms all summer until frost. Attractive, reddish-pink lace cap flowers begin in shades of cream before they mature to an intense pink. Flowers can turn blue in

acidic soil. A reliable performer. Grows

60 cm (24 in.) tall and 90

cm (36 in.) wide. Prefers full to partial sun

and well-drained

soil. Canadale Nurseries

Lonicer caerula edulis Haskap berry

This exciting new crop is gaining popularity across North America. The berries taste like blueberries and raspberries, and are excellent for fresh eating, jams or jellies. ‘Cinderella’, ‘Berry Blue’, ‘Tundra’, ‘Indigo Gem’, ‘Borea-lis’. Mori Nurseries. ‘Indigo Gem’, ‘Indigo Treat’, ‘ Indigo Yum’Canadale Nurseries

Malus ‘Dreamweaver’‘Dreamweaver’ columnar crabappleThis unique narrow crabapple fits well in today’s smaller yards and highlights en-trances very well. It has glossy purple foliage that eventually turns dark green with coppery

undersides. In mid-spring the fragrant bright pink blossoms emerge along the branches followed by small purplish fruit lasting into the cooler seasons. Mori Nurseries

Physocarpus opulifolius ‘Mahogany Magic ‘Mahogany Magic™ Ninebark

Sheridan Nurs-eries 100th Anniversary Introduction. An improved ninebark with neat compact branching and dark crimson-red leaves. This native variety has pinkish-white, button-like flowers in mid-summer.

It is very showy and extremely hardy. Prized as a landscape shrub and as a cut flower. Hardy to zone 3. Grows 3 m (9 ft.) tall and 2 m (6 ft.) wide. Sheridan Nurseries

Pinus strobus ‘Horsford Dwarf ’Horsford Dwarf white pine standard

This dwarf white pine standard has a very tight, small bun-shaped head. The needles on this variety are smaller and thinner than other dwarf varieties. Slow growing and very dense.

The crown grows 60 cm (24 in.) tall and 90 cm (36 in.) wide. Prefers full sun and well-drained soil. Canadale Nurseries

Woody PlantsRubus idaeus Raspberry Shortcake™Raspberry ShortcakeTM raspberry

Part of the new BrazelBerries® Collection, Raspberry Shortcake meets the breeder’s criteria for simple to grow, beautiful and delicious. Raspberry Shortcake is a thorn-less, compact mounding plant with super-sweet raspberries. All BrazelBerries must be ornamental as well as tasty, and be just as at home in a decorative container as the garden bed. Released only to independent garden centres. Hardy to zone 5. Fall Creek Farm & Nursery Syringa pubescens subspecies Patula‘Purple Be Dazzled™’ lilac

Sheridan Nurseries 100th Anniversary Intro-duction. A new dwarf, compact re-blooming lilac with pale purple flower buds that open pale lavender to white with a delicate fra-grance. Zone 4. Grows 100 cm (40 in.) tall and wide. Sheridan Nurseries

Thuja occidentalis ‘Goldstrike’™GoldstrikeTM cedar

This exciting variety is selected from the Thuja occidentalis ‘Smaragd’. It has the same fine-textured foliage as ‘Smaragd’, but its


Woody Plantseye-catching new growth is a bright golden yellow colour, contrasting beautifully with its rich emerald green mature foliage. This new growth matures to green early to mid sum-mer, making for a showy display for months. Goldstrike is a striking addition to any land-scape! Hardy to zone 3. Sidhu and Sons

Vaccinium corymbosum Jelly Bean™Jelly BeanTM blueberry

Part of the new BrazelBerries® Collection, Jelly BeanTM meets the breeder’s criteria for simple to grow, beautiful and delicious. Jelly BeanTM is a hardy, self-fertile compact blue-berry with large, flavourful blueberries. Fall frosts paint the leaf tips and edges with red. All BrazelBerries must be ornamental as well as tasty, and be just as at home in a decora-tive container as the garden bed. Released only to independent garden centres. Hardy to zone 4. Grows to 60 cm (24 in.) tall and wide. Fall Creek Farm & Nursery

Vaccinium corymbosum ‘Pink Lemonade’Pink Lemonade highbush blueberry

This bright new highbush blueberry offers four seasons of colour. The plants are covered in bell-shaped pinkish-white flowers in spring and deep pink fruit on reddish-brown stems in wintertime. It produces moderate yields of medium-sized, bright-pink, glossy fruit which have a mild, pleasant flavour. ‘Pink Lemon-ade’ looks great in mass plantings, borders, beds and mixed with other ornamentals and perennials. Mori Nurseries

Vaccinium ovatum ‘VacSid1’ Scarlet OvationTM

evergreen huckleberryAttractive new form of Vaccinium ovatum selected for its rich red new growth and compact habit. Requires less maintenance in the landscape and also makes for a fuller plant in the container as well. Hardy to zone 7. Sidhu and Sons

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Rosa ‘CA29’Campfire rose

Named after a painting by renowned Canadian artist Tom Thompson, the vibrant multi-coloured Campfire rose is sure to be world-renowned as well. The flower colour is quite variable in early summer, with yellow petals tipped with pink and becoming more pink as the season progresses. Some flowers are nearly all pink and some nearly all yellow. As the fall approaches, the flowers tend to be yellow in bud, quickly turning soft pink. This is a spreading plant, slightly wider than high, and is very resistant to black spot and mildew. J.C. Bakker & Sons

Rosa ‘Harballred’Look-A-Likes™ Hydrangealicious shrub rose

Look-A-Likes™ Hydrangealicious is a unique new hybrid shrub rose with dense flower clusters of small red blooms with a white eye that almost look like a Hydrangea! The Look-A-Likes Hydrangealicious makes for a great border plant. This variety is low-growing and easy to maintain. Conard-Pyle

rosesNEW PLANTS

Rosa ‘Meitafnah’Big Momma™ hybrid tea rose

Big MommaTM is a big, pink, very fragrant Hybrid Tea that is great for cutting. Conard-Pyle

Rosa ‘Meiteratol’Raspberry Cream Twirl™ climbing rose

Raspberry Cream TwirlTM is the first striped climber to have a true modern rose exhibition-type flower. Conard-Pyle

Rosa ‘Meitroni’Francis Meilland™ hybrid tea roseFrancis Meilland™ is the 2013 AARS winner. This tall hybrid tea rose with a very large bloom, good exhibition form and strong fragrance is a multiple award winner in Europe. It is named to commemorate the centenary of Francis Meilland’s birth, the breeder behind the historic Peace rose. Conard-Pyle

Rosa ‘Novarospop’Popcorm Drift® groundcover rose

Popcorn Drift® is the newest addition to the Drift groundcover series. Drift Roses have many of the same great characteristics as The Knock Out series, but are much smaller in habit. Like the other Drift roses: Apricot, Coral, Peach, Pink, Red and Sweet, Popcorn Drift is has excellent disease resistance and floriferousness. It is a repeat bloomer that is tough, disease resistant, winter hardy and virtually maintenance free. Willowbrook Nurseries, J.C. Bakker & Sons

Rosa ‘Sheridan’s Anniversary Blush’‘Sheridan’s Anniversary Blush’ floribunda rose

This perfumed, pearly-blush beauty

is a bedding rose par excellence, outstanding

for ease of cultivation and healthy

foliage. It can be grown

with con-fidence and

makes an ideal choice for anyone

not experienced with roses. The perfume is fruity with citrus undertones, a delight when cut for the vase. Grows 80cm (32 in.) tall and 60cm (24-in.) tall. Sheridan Nurseries


Technology:

While most companies in our industry are small and employees are forced to wear several hats, the use of multi-tasking, time-saving, cost-effective technologies is becom-ing increasingly important.

The Gartner Group, a leading technol-ogy analyst firm, estimated that at the end of 2011 more than 2.1 billion people were carrying mobile handsets. These handsets are computers in their own right, capable of accessing the web, conducting commerce, designing and creating media-rich content, and communicating worldwide. Gartner predicts that these technologies will change the way both large and small enterprises conduct business. The range of capabilities and amount of data and power that indi-viduals can now hold in the palm of their hands, and use instantly with a touch of the finger, is mind-boggling. How you choose to use, or not use, these technologies can mean the difference between success and obsoles-cence for your business.

BY JUDITH GUIDO

With so many of our customers and prospects embracing and using the new technology, it is imperative that we are tech-nologically connected. So which technologies hold great promise for our industry? The answer is mobile applications and media tablets such as Apple’s iPhone and iPad, and Google’s droids, along with a host of com-peting products. These are time- and cost-effective, user-friendly tools that can be used by anybody, anywhere, to do most anything!

Think about the possibilities. You can video a site, design a landscape plan, draft a proposal, and send it to a prospect, without ever leaving the site. Within minutes, a client can review and accept your design proposal. The same holds true for conducting site vis-its and identifying problems. Within min-utes you can send a photo of the problem area along with a proposal; you may even get an approval while you’re still on the site! You can then send it back to the office where, if it is a new customer, a customer profile is au-

tomatically created, and the project is then scheduled and ready to go; and so are you—on to your next sales call, without ever going back to the office.

the leading consultancy group, Deloitte, employs more than 10,000 service profes-sionals who have their fingers on the pulse of all-things technological. They see the convergence of telecommunications, media, and technology as one of the greatest trends and opportunities for growth, especially for small business owners. They predict that in 2013, 72 per cent of all computing devices will NOT be desktop models but will be smart phones, droids, and tablets. They also predict that 45 per cent of all tablets will be purchased by companies, with that number increasing significantly in 2014 and beyond. While desktop models will still be a signifi-cant platform, mobile executives and busi-ness owners are quickly replacing computers with tablets as their preferred business tool.

Although our industry as a whole has been a little slower than most in adopting technology, I do see the tide turning. I am witnessing more owners, managers, and

field personnel research, test, and budget for technology in their companies.

Compelling GREEN sales tool


Deloitte expects the growth of WiFi-only devices to outsell 4G devices, with most of the growth coming from downloading video data. If you’re not using the site, YouTube, to promote your services and products, you should think again. The video that you can shoot with a smart phone (or as I like to call them, brilliant phones) and then upload to your website is unbelievable. Why not take advantage of the visual beauty of our indus-try and show off your work?

Deloitte also believes WiFi networks will grow 35 to 70 per cent faster in volume car-ried than over cellular broadband networks. They believe WiFi will become the default network for video applications and that within a year more than 68 per cent of all content will contain both video and audio. And, our customers all recognize the fact that video is great for showcasing all things landscaping and green.

that brings me to the no-cost, low-cost leading technology of social media, which is a great tool for using video to educate your customers and promote your business. Despite all of the noise and evidence of its value, the majority of companies in our in-dustry still haven’t embraced or do not use social media on a regular basis for business purposes. The growth of social media is ex-plosive. With more than 700 million active users, Facebook now holds the record as the internet’s most visited site, surpassing Google. Facebook can be used as a key part of your company’s online presence and, in some cases companies are using Facebook as their primary web site. If you’re not using social media sites like LinkedIn, Twitter, and Facebook to connect, educate, and query your customers and prospects, you will find yourself at a distinct disadvantage.

Last but not least, take some time to learn about “working in the cloud.” The term “cloud” comes from the fact that in a process flow map, the internet is depicted as a cloud icon. Cloud computing is a technology used to access services like Flickr, which is a great photographic and video service, or Google Docs, which allows you to access your docu-ments from any computer or mobile device, meaning you don’t have to go back to your

office or home to access your computer. There is no doubt there is a plethora of

terrific technology on the market that can save you time and money, while making your business more effective and efficient. It’s yours (or your competitor’s) for the tak-ing. Reach out and tech someone! LT

Judith M. Guido is chairwoman and founder of

Guido and Associates, a leading industry consult-

ing firm that has been successfully helping green

companies grow their people and profits. You can

follow her on Facebook and Twitter, or contact her

through LinkedIn or e-mail at jmguido@sbcglobal.

net or by calling 818-800-0135.

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If plants were celebrities, Medinilla magnifi-ca would be Jennifer Lopez, Britney Spears and Lady Gaga all rolled into one big, bo-dacious plant, bursting with voluptuous pink blooms. Like a true celebrity, Medini-lla magnifica made a stunning debut earlier this year at the Canada Blooms Flower and Garden Festival. And like many an overnight success, it took years of hard work, dedica-tion, and trial and error to bring this exotic new tropical plant to market.

“Boy, oh, boy,” says Ted Oorsprong of Northend Gardens, the company that launched the plant. “I created so much work for myself. I have spent four years working with our partners in Holland to build a market for Medinilla in North America and, like I’ve always said, if it was easy, anyone could do it.”

As challenging as it has been — and con-tinues to be — to bring Medinilla to mar-ket, perhaps the easiest task was finding this unique new plant in the first place. Oor-sprong combs the world looking for unique plants suitable for a North American niche market, and the irony behind the discovery of Medinilla is that it was sitting in plain sight. While sipping coffee during a visit to an uncle in Holland a few years ago, Oor-sprong spotted the potted plant sitting on the windowsill. After Oorsprong expressed interest in the unusual plant, his uncle of-fered to introduce him to one of only two Medinilla growers in The Netherlands.

Since then the Dutch growers have made three trips to Northend’s Jordan Sta-tion farm in Ontario, and most recently, Oorsprong’s son spent several weeks at the

BY LORRAINE FLANIGANTaking the market by stormgrower’s facilities in Holland, learning the techniques used to grow the plant in The Netherlands. In addition, Oorsprong has been working with Dr. Theo Blom, a good friend and retired professor at the University of Guelph’s Department of Plant Agricul-ture, who has been helping to adapt these techniques to the Canadian climate.

“We’ve invested in special technology that’s very similar to orchid growing,” explains Oor-sprong, “but there are still challenges to make it work.” That’s why Oorsprong and his staff are still experimenting with temperatures and light levels to increase the rate and successful development of blooms.

constant communication with the Dutch growers continues to be important. “We share information back and forth with Hol-land,” says Oorsprong, whose earliest chal-lenge was to improve the success rate of the cuttings shipped from the Dutch grow-ers. When the first shipment arrived at the Northend greenhouses, only 50 per cent rooted successfully. After two years of exper-imenting with various packing and shipping techniques, Northend now boasts a 90 per cent success rate.

And getting the permits from the Cana-dian Food Inspection Agency was no easy task, either. “It took six months to get the permits,” explains Oorsprong.

The challenge of learning to grow Medinil-la is only half the story. The other half is about marketing. “We made the decision to put 100 per cent into our marketing efforts,” says Oorsprong, “with a new web site, Facebook

page, Twitter account, plant information tags, printed sleeves, TV appearances, giveaways, and trade shows across North America.” Since its launch in January 2012, www.medinilla.ca has achieved a whopping 16,500 hits.

With such a concerted marketing effort, Oorsprong plans to transition production en-tirely to Medinilla within five years. Oorsprong was brought up in the family business estab-lished in 1962; he took over in 1987. Three years later, he moved the farm to its current location in Jordan Station, Ont., and he and his wife Carrie became equal partners in the business. Over the years, the two successfully developed mum and poinsettia programs, but seven years ago the nursery ceased poinsettia production when the market moved to Costa Rica, where production costs are cheaper. And over the last three years, Northend has phased out mum production, too, as the U.S. dollar exchange rate decreased, resulting in the de-cline of the export market.

Northend now ships Medinilla magnifica as far west as British Columbia and as far south as Texas. “We’re three years away from supplying the wedding market,” explains Oorsprong, who is also working on new co-lours for this exotic plant.

“Medinilla is like orchids were 10 to 15 years ago,” explains Oorsprong. “They used to be exclusive, but now you can buy them every-where.” With hard work and a savvy marketing plan, Northend is well on the way to making Medinilla magnifica the next big thing. LT

Lorraine Flanigan is a Toronto-based freelance

garden writer.

http://www.medinilla.ca


industrynewsLearn from professionals at Green Industry Show and Conference The Green Industry Show and Conference takes place at the Edmonton Expo Centre on November 15 and 16. Landscape, greenhouse, nursery, gar-den centre, turf and tree professionals are invited to visit more than 150 industry-leading exhibitors under one roof at the trade show.

The two-day conference is presented jointly by Landscape Alberta and the Alberta Greenhouse Growers Association, and offers seminars and workshops for everyone. Speakers include Brian Minter on the changing relevancy of our industry and the potential for food gardening; Owen Van-stone on new plants and trend for the industry; and Dr. Ken Fry on invasive species in the land-scape. Randy Tumber will present a workshop for landscape contractors; corporate trainer Fern Richardson will address employee retention; and Walter Schwabe will help attendees learn how to bridge technology across different communication platforms in order to streamline workflow and op-erations.

Pre-show events include a garden centre bus tour and the LANTA nursery growers’ annual auc-tion on November 14.

For a complete list of show exhibitors, speakers and topics, visit www.greenindustryshow.com.

Congress reaches 40-year milestoneSince 1973, Ontario’s landscaping professionals have turned to Landscape Ontario’s Congress to build their business, discover the latest trends, and learn about new products coming onto the market. Now celebrating 40 years of success, the mem-bers of LO and its vendor partners are proud to be marking this milestone.

“The Landscape Ontario Congress show is a great tradition and meeting of the minds in the landscaping industry,” says Beth Edney, LO show committee chair. “I have been attending the show since my university days when I was studying landscape architecture, and now that I have my own business I look forward to it every year to con-nect with my contractors and suppliers.”

Congress 2013 takes place at the Toronto Con-gress Centre South Building from January 8 to 13, 2013, and will once again feature more than eight acres of trade show floor, a four-day conference program, and a New Product Showcase highlight-ing more than 100 new products and the latest trends in the green industry.

Some of the events that will be returning to Congress 2013 include the 48th Annual IPM Sym-posium and the Landscape Designer Conference, both on Monday, January 7. Landscape Ontario President’s Annual Reception and Awards of Ex-cellence Ceremony starts after the show closes January 8 and LO’s AGM starts at 7:30 a.m. Janu-ary 9. Later that night, attendees and exhibitors can take in good food, good music and camarade-rie at Tailgate Party XVII.

A stellar line up of expert speakers including Phil Harwood, Charles Vander Kooi, Chris Heiler, Roy Prevost, Hannah Mathers, Mark Bradley, James Huston and others will address a broad range of topics chosen to help you manage your business growth and profitability. To see the complete con-ference schedule, go to www.locongress.com.

Nov. 30 deadline for CNLA grower of the year entriesThe RBC Grower of the Year award, presented by CNLA, is designed to showcase excellence in all areas of wholesale nursery production in Canada. Please note that the judging criteria has been de-veloped to assess nurseries on their merits in each of the categories, regardless of size. The winning entrant will be announced at the CNLA National Awards of Landscape Excellence in Niagara Falls in February 2013. Download the entry form at www.canadanursery.com.

Peggy Walsh Craig steps down from COPF After a 22-year relationship with Canadian Orna-mental Plant Foundation (COPF), former manag-ing director Peggy Walsh Craig has stepped down from her transition activities. The organization’s executive director, Victoria Turner Shoemaker, es-tablished a new office in Guelph, Ont., last year.

COPF administers propagation rights for grow-ers and breeders for the benefit of the industry. Gross royalty income for ornamental plant breed-ers grew by 500 per cent over the 22 years of Walsh Craig’s tenure. She was honoured with a retirement dinner sponsored by the COPF board of directors on October 2 in Niagara Falls, Ont., where she acknowledged and personally thanked many of the volunteer board members who were instrumental in the success of the Foundation.

Walsh Craig worked to educate the ornamen-tals industry both inside and outside Canada about plant patents and Canadian Plant Breeders’ Rights. Craig saw great changes in the way royal-

ties are viewed by growers and breeders during her time with COPF, noting, “The industry moved from gentlemen’s agreements to separate con-tracts with breeders and growers. When I started with COPF, some directors had served on the

board for more than 25 years. People said it was ‘an old boys club’. With the help of many others, the organization became flexible and innovative in the face of dynamic industry changes over the last 20 years.”

Tom Intven of Canadale Nurseries, St. Thomas, Ont., notes, “ She served our industry with distinc-tion and integrity.”

Echo Canada honoured as Distributor of the YearEcho Power Equipment (Canada), a national distributor for Outdoor Power Equipment in Canada, was awarded Distributor of the Year, for Classen products, by Schiller Grounds Care. At the National Distributor Meeting for North America,

Echo Power Equipment (Canada) was recognized for increasing its Classen business by more than 45 per cent this past year. The award, presented by Pat Capucci, president and CEO, and Dave Navroth, director of sales for Schiller Grounds Care, was received by Laurie Workman, national sales and marketing manager, Echo Power Equip-ment (Canada).

Peggy Walsh Craig’s retirement party was held Oct. 2, in Niagara Falls, in conjunction with the COPF board meeting and elections. L to R: Sylvia Mosterman (newly elected COPF president), Peggy Walsh Craig, Philip Thompson (outgoing president), Victoria Turner Shoemaker (current COPF executive director).

Laurie Workman with Pat Capucci and Dave Navroth.

http://www.greenindustryshow.com

http://www.canadanursery.com


industrynewsNow booking 2013 garden centre inspections and consultationsAs a result of garden centres’ demand, Eve Tigwell will be coming to Canada twice in 2013. Garden Centres Canada has scheduled her to come in February, in addition to her usual June visit.

CNLA is offering special, early-bird pricing for half- or full-day inspections/consultation opportuni-ties. For February 2013, book by December 15, and for June 2013, book by February 2013 to save!

According to one of last year’s participants, the Inspection Program is a great exercise for any gar-den centre to go through — with each inspection we ‘set the bar’ a little higher and try to maintain that level throughout the year. Inspections are avail-able to both CNLA members and non-members.

New video series helps snow season preparationThe Snow & Ice Management Association (SIMA) has released its new information resource and video series. The program outlines what property managers need to know before hiring a snow and ice removal professional.

The new videos cover three key topics that are crucial to consider in advance of hiring snow and ice removal professionals: Professionalism, Reli-ability and Risk Management.

To watch the videos and check out the in-formation materials available from SIMA, go to the “Hire a Pro” resources area located at: www.sima.org/hireapro.

Ontario to host international horticulture expoThe International Association of Horticultural Producers (AIPH) approved a proposal to stage a world-class horticultural event, Flora Niagara, in 2017. Landscape Ontario is among six stakeholders organizing the event. A delegation, which included Landscape Ontario’s president Phil Charal, was overjoyed to hear the news presented in the Netherlands on Sept. 11.

Flora Niagara will run for 150 days, from May 10 to October 9, 2017, in celebration of Canada’s 150th birthday in 2017.

Flora Niagara is set alongside the Horseshoe Falls and is intended to showcase the vast

potential of horticulture.Close to three million visitors are anticipated

from around the world, and it is expected Flora Niagara will generate $240 million in incremental

visitor spending in the Niagara Region, and create 6,570 jobs in the province.

To read more about the event, go to www.FloraNiagara.com.The next step is to leverage industry support and investment to secure government and private funding. LT

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An artist’s vision of the gardens at Flora Niagara

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http://www.FloraNiagara.com

http://www.FloraNiagara.com


sustainablelandscaping

What we in this industry do is fun — or should be. When I hit designer’s block, or I’ve just dealt with a difficult situa-tion, I take a walk around my garden. That’s one of the benefits of working from home. I rarely walk back inside without having seen something that makes me feel good.

You see, I built a garden that is both beautiful and eco-friendly. Wandering through the garden rejuvenates my spirits. I see gorgeous butterflies and pollinators on beautiful flowers. I return with a full belly from grazing on the tomatoes, raspberries, grapes, broccoli, cherries, asparagus and even tasty weeds like wood sorrel.

When our crew helps with maintenance of the gardens around our office, I see how enthusiastic they are to learn and to understand the difference tiny details can make. For example, leaving a couple of bull thistles in the garden will mean flocks of goldfinches in August. (Not low maintenance, but cool!)

I frequently alarm our design team by dashing in and whooping about some new, cool bird in the garden. One day, five years after I planted junipers, a flock of cedar waxwings arrived to feast. And just the other day I got my first pictures of a monarch caterpillar on my milkweed patch. (Monarchs are designated a threatened spe-cies in need of protection.) The picture ended up on our Fern Ridge Facebook and Twitter feeds and got lots of comments. Every day our crew ends up back at the office to socialize and share stories and pictures of the neat things they saw while working. (Today it was a golden agriope spider photo that had everybody excited.) Like me, many of our crew consider this fun rather than work. The job holds fascination for them and they feel good about what they do.

Enthusiasm for nature is good for business. We create gardens for our customers that enrich their lives with beauty and give them joy—joy in seeing nature and eating food they’ve grown them-selves—in the same way that we get joy from the gardens we create for ourselves. Think about that for a moment. Our industry enriches lives and makes the world a greater place—lofty sounding, but true.

Most of the really cool projects that our design team is working on now came to us because we have a reputation, which we developed over time, for producing eco-friendly gardens. People are willing to pay a little more for a garden that is beautiful and fills their desire to make the world a better place.

We build gardens that educate children. It’s great to see the won-der on children’s faces when I talk to them about nature! We build gardens that the public can see and enjoy. We help them buy into concepts like low impact development (LID) and biodiversity.

Don’t work!BY SEAN JAMES

Watching how enthusiastic our designers are to learn about new native plants and new ways to use them, and how proud they are of their resulting designs, is a wonderful way to spend the day. Being invited to a client/friend’s house for an evening of fine wine and food that comes from gardens we designed is a wonderful way to spend an evening. Seeing how many people visit our garden at the Canadian National Exhibition to ask about removing turf and replacing it with gardens, or who are interested in learning about drought tolerant landscapes, for example, is a wonderful way to spend a week or two.

Meeting people who share our enthusiasm for beautiful ‘green’ landscapes and seeing those landscapes grow over decades into things of great beauty is a wonderful way to spend a life. I’m often fond of saying that while I may not be looking forward to old age, I am looking forward to driving around in my hovercar when I’m 80 and looking at all the trees I’ve planted.

I’m a very lucky person. I found a hobby that became a career. Sure, not all days are perfect days, but it’s a wonderful life we in this industry lead, if we just take a moment to realize it. LT

Sean James is owner of an Ontario-based,

environmentally-conscious landscape

design/build/maintenance company. In addition,

he is an eco-consultant and a popular speaker.

My photo of the first monarch caterpillar received lots of comments through our social media connections.

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legalmatters

Introducing a glossary of construction legalese BY ROBERT KENNALEY

there are many legal or contrac-tual concepts, terms, and conditions used in tender packages, contracts, insurance poli-cies, legislation, and dispute resolution that readers might find confusing or incompre-hensible. It can be difficult to impart the meaning and significance of many of these in our regular column. We have accordingly decided to intersperse, among our regular articles, a catalog of short and concise sum-maries of what a particular principle, term, or condition might mean, and how its op-eration might impact your business. Accord-ingly, without further ado and in no particu-lar order, here is the first installment of our glossary of construction law and contract legalese,

Contra proferentum and the parol evidence ruleContra proferentum is a Latin term which stands for the proposition that where a con-tractual term or condition is vague or am-biguous such that it can have more than one meaning, the party who did not draft the contract is entitled to his or her reasonable

interpretation in that regard. In other words, the contract will be interpreted against the party who drafted it, so long as the other party’s interpretation is not unreasonable. The principle will only apply if the contrac-tual language in question is unclear. The principle can also be overridden by legisla-tion: in Ontario, the Consumer Protection Act (for example) appears to provide that ambiguities in a consumer agreement will be interpreted in favour of the consumer, re-gardless of who drafted the contract.

The parol evidence rule is also a rule of contract interpretation. It provides that, in the event of a contractual dispute, a court will not ‘look behind’ the expressed words in the contract to understand what the con-tract means, if the contract is clear and cer-tain in that regard, on its face. In determin-ing whether or not the contract is clear on its face, the court will generally look at the entire contract. In other words, it will con-sider the language in question in the context of the rest of the contract, before determin-ing whether or not the language is clear. Where uncertainty does exist, the court can

then (and only then, according to the princi-ple) look at extraneous or collateral factors. These can include pre-contractual negotia-tions and the conduct of the parties both be-fore and after the contract was entered into.

Liquidated damagesLiquidated damages clauses are those con-tractual clauses that state that where a cer-tain event occurs, one of the parties to the contract will automatically be entitled to specified compensation, as ‘damages’ aris-ing from the event itself. Thus, for example, a construction contract might provide that the owner will be entitled to $1,000 per day, as damages for delay, for every day a project goes over schedule. The theory behind such a clause is as follows: the parties to the con-tract would rather determine in advance (to use our example) what a day’s-worth-of-de-lay is worth. In this way, in the event of delay, the parties need not have to fight over (and lead evidence of) what the damages actually turn out to be.

Liquidated damages clauses are enforce-able, so long as it can be established that they


legalmatters

were a genuine pre-estimate of what the dam-ages would be. If the court determines there was no genuine pre-estimate of the damages but, rather, that one party is attempting to impose a penalty on the other for a failure to perform in certain circumstances, the court will generally strike the clause as being un-conscionable and unenforceable. Thus, for example, if the owner says that one-day-of-delay is worth $5,000 under a $50,000 con-tract that was going to take six months to complete, the Court would most likely strike the clause as a penalty.

The person attempting to rely on the clause must accordingly be able to show, at first instance, that the clause was, in fact, a genuine pre-estimate of what the damages would be. Where the clause is a genuine pre-estimate but turns out to be less than the ac-tual damages, the person entitled to recover the damages is most likely limited to what was agreed to under the contract. In relation to liquidated damages for delay, it is not true (as some believe) that the clause can only be enforced where there is a corresponding ‘bo-nus’ clause giving the contractor additional compensation for finishing the job early.

SubrogationSubrogation is an insurance concept. Liabil-ity and property insurance policies allow in-sured parties to claim under the policy and recover in the event that certain events oc-cur, so long as the insurer is not otherwise entitled to deny coverage under terms of the insurance contract. Third-party liability policies will also generally cover the insured for the cost of defending an action com-menced against the insured.

Subrogation is a term in the insurance contract (between the insurer and the in-sured) that provides that, in the event the in-surer pays out under the policy, the insurer will have the sole right to pursue the persons actually responsible for the loss in question. For example, where I am insured for damag-es to my property caused by fire, and my in-surance company pays out under my policy, the subrogation clause in my insurance con-tract will allow my insurance company to pursue the persons actually responsible for

the fire, to recover their costs of administer-ing and paying out on my claim. Similarly, in the construction context, if my earthworks subcontractor fails to properly compact the base for my building, such that the building slips, and if I am then sued by my home-owner/client and my insurance company pays out under the policy, subrogation will allow my insurance company to pursue the subcontractor. Similarly, if the subcontrac-tor’s insurer paid out on a claim, it may be entitled by way of subrogation to pursue the geotechnical consultant who prepared the report upon which the subcontractor relied, and so on.

Subrogation can be tricky, especially in construction. The scope of any such right will depend on the wording of the individ-ual insurance contract. Also, where multiple insurers are in place and/or where umbrella or builder’s risk policies are in place for an overall project, the rights of subrogation as between the various insurers might be pre-determined by parties in the construction contracts. This is one of the reasons why contractors and subcontractors should con-firm with their brokers that they can provide and agree to contractual insurance require-ments, before the contracts are signed. LT

Robert Kennaley has a

background in

construction and now

practices construction law

in Toronto and Simcoe,

Ont. He speaks and writes

regularly on construction

law issues and can be reached for comment at

416-368-2522 (Toronto) or 519-426-2577

(Simcoe) or at [email protected].

This material is for information purposes and

is not intended to provide legal advice in

relation to any particular fact situation.

Readers who have concerns about any

particular circumstance are encouraged to seek

independent legal advice in that regard.


mailto:[email protected]


managementsolutions

Systems: Key to Superstars BY MARK BRADLEY

Several years ago I remember look-ing at a sign that hung at the entrance to our shop. We were growing, we’d lost a key person or two that year and I really needed to find a foreman (or two!) to keep things moving along. “Landscape Foreman For Hire. Apply Within,” it said. That sign, along with a few other ads, both published and on-line, would hopefully attract some interest.

It was a well paying position. We were taking on unique, interesting work. The projects were challenging, but rewarding. When you finished, you really had a sense of pride in what you had accomplished. We gave our foremen more information and authority than what they would be used to elsewhere. I believed we offered a great op-portunity. I crossed my fingers and hoped.

Fast forward a few months and I wasn’t any further ahead. The sign and the ads brought interest, but three months and three foremen later, I was out front hanging the sign once again. All three candidates had over-promised, under-delivered and ultimately didn’t last long. I needed a great foreman. I was ready to pay for a great foreman.

I wish this story had happened only once or twice, but the same story has played out in many different positions in my compa-ny, from accountant to delivery driver. Yet no position is quite like a foreman. Hiring a foreman is like handing the keys to your business over to someone else. l They load trucks and ensure the neces-

sary people, equipment, tools, and materials are prepared

l On site, they create daily plans, delegate tasks and ensure we work safely, mini-mize warranty and call backs, and bring jobs in on time and on budget

l Their conduct, cleanliness, and organi-zation are the face of my business to my customers, to their neighbours, and to every potential customer who passes by our jobsite

l They need to plan days in advance to ensure we’ve got everything we need when we need it

l They make decisions on-the-fly when faced with obstacles like weather, design changes, customer requests, equipment breakdowns, and unexpected surprises

l They help us ensure extra work is tracked and ultimately billed to the customer

l They ensure crews track their time ac-curately, for payroll and job-costing

l They ensure our company systems, poli-cies and procedures are followed each and every day

l They are ultimately responsible for ensuring that, at the end of the job, our customers will be our best advertising and marketing tools.

And when my foreman failed in any of these responsibilities, I was ultimately left to pick up the pieces and fix the mistakes.

In any major company, someone with these responsibilities might be called a vice-president or senior manager. Now, here I was, handing the keys to my business and my personal livelihood to the first few able-bodied people who responded to our sign. I needed, against all odds, to find that one-in-a-thousand foreman who would walk through my door and handle all these re-sponsibilities like I would.

I had the sales opportunities. There were customers willing to pay fair market value for our services. I had built up a fleet of equipment that gave us a cost + productivity advantage over many of our competitors. I just needed some people that could help me get this work done! But after many attempts, I had to accept the fact that no matter how good I thought our company was, or how many awards we’d won, superstars were just not going to beat down our door. But I had to do something — this was the bottleneck slowing our success.

The real problem starts to surface when you get really honest with yourself. Super-stars are few and far between in our indus-try. Extraordinary people rarely pick the green industry to pursue a career. Will that ever change? We’re seasonal, it’s hard work and long days, you get dirty and sore, and other trades pay better wages. My people problem was always going to be a problem and I needed a way to fix it.

Looking back, I realize now that our ‘fore-man-for-hire’ sign was a clear indicator that we were not a systems-based company. We were a company that depended too much on everyday decisions made by people — most especially me!

Our real problem wasn’t that we couldn’t find great people. Our problem was that we depended on finding them.

We needed systems. Systems that took the ideas and plans from my head and put that information in the hands of my people. Sys-tems that clearly told my staff:l What tasks needed to be donel Who was responsiblel When they happened l How they were to be carried out (safely,

quality specs, time constraints).

So began one of the longest, but most re-warding journeys in my landscape compa-ny’s growth and development. There were many late nights, weekends and vacations spent thinking about, then documenting a better way to do what needed to be done. There were systems that worked, those that didn’t, and those that needed four or five changes before we got it right.

There were many new policies, proce-dures and company meetings. There were people who couldn’t, or didn’t want to, keep up with the change. There were staff that didn’t survive the changes. New people were quicker to adopt the systems, since they


didn’t know any better. They were impressed we had systems, and it was all they knew since their first day in our company.

I still look at my landscape company as very much a work-in-progress. There is al-ways another problem to fix. But my prob-lems today are far different than the prob-lems I had back then. I don’t worry whether my crews brought fuel to site, whether they’re taking too long to get out of the yard in the morning, or whether our job-costing hours are accurate. My foremen know they are responsible for those issues, and our company systems ensure those tasks get done right. I’m freed up to worry about the bigger issues. Like:l Making sure the sales pipeline is fulll Making sure we’re making moneyl Making it home for dinner

(at a “normal” time) with my family.

Our company’s systems help us get around the people problem. Our success doesn’t de-pend on great people. We depend on good,

disciplined people who follow systems. Good people with great systems make for great companies.

Better still, our systems develop future superstars within our own company. Be-fore, I found myself constantly wading through other company’s castoffs, trying to find exceptional people who could run my sites like I would run them. Our systems, combined with a company culture that of-fers and promotes continuous training and education within, push our own employees up the ranks. Instead of looking outside my company for help, I typically have anywhere from two to five lead hands ready to take on a bigger role. These ‘developing stars’ often need help with leadership and planning skills, but they already know our company systems, our policies, and the company cul-ture/work ethic. We don’t have to absorb weeks or months’ worth of ‘mistakes’ while we bring new employees up to speed.

Don’t get me wrong — great people make great companies too, and I owe a lot of my

success to the great staff that surrounds our company. We can never have enough great people. But while I’m hunting down the best and brightest stars of the industry, great sys-tems and good disciplined people form the backbone of our company. Hiring landscape foremen, and all staff, is so much easier when you have the right systems in place. You’re happier because your people are bet-ter trained and more productive right away. Your staff are happier because they know what’s expected and who is responsible. Looking back, our systems were some the best investments I ever made. LT

Mark Bradley is president

of The Beach Gardener and

the Landscape Management

Network (LMN), in Ontario.

LMN provides education,

tools and systems built to

improve landscape industry

businesses.

Ceremony and President’s Reception4:45 p.m. President’s Reception — 5:15 p.m. Ceremony Plaza Ballroom, Doubletree Hotel by Hilton Toronto Airport (Ticketed Event, includes President’s Reception. $55 per ticket)

Get inspired by the talent and creativity of our landscape construction, maintenance and design contractors.

This event is the place to be if you appreciate professional standards and quality.

Join the President of Landscape Ontario, Phil Charal, at the Wine and Cheese Reception,

preceding the ceremony.Business attire suggested.

For more information, visit www.loawards.com.

Presenting Sponsors:

Supporting Sponsors


roadtosuccess

BY ROD McDONALD

there is a 2,000 seat concert hall in Regina that hosts many events throughout the year. Recently, the Regina Symphony Orchestra was staging the opening gala for their 104th season. I had dressed in my tuxedo and reminded myself that I was to use ‘com-pany manners’. That’s as good as I can be. We arrived in plenty of time, but there was one problem. Half the parking spots were under construction. People were driving all over the place, parking in the strangest manner. It was chaos!

Only two employees of the concert hall were outside. Were they controlling parking? Nope. The two stood side by side, telling con-cert goers the one and only parking lot was full. Neither of them attempted to organize the parking along the street. Again, I say, it was chaos.

So what does this have to do with you and the garden centre/greenhouse business? It’s simple. The concert hall’s failure to accom-modate guests resulted in some pretty hard feelings. The good news for them is that they can get away with it, to a certain extent. It’s not as if any of us had much choice, since we had already purchased

Planning for successtickets. We either went to the concert or we lost the money we spent on our tickets.

But your customers have a choice about whether they shop at your business. In fact, they have many, many choices, and if you do not accommodate them, there are consequences.

Let’s start with the parking issue. One of the true heroes of our in-dustry was the late Burt Rutman, who owned Lyndale Garden Cen-tre in Minneapolis. Burt had room for 300 cars in his parking lot, but he knew that, come Saturday afternoon, chaos could erupt if there were no controls. He would hire off duty policemen, in uniform, to direct the traffic. He said that drivers listened to the policemen in uniform, that they created a buzz within the community as people assumed the police had sent the traffic officers, and that he never got robbed with the police presence out front.

Burt was brilliant. He once asked me what two things control how large your garden centre becomes. I answered, as a young man, “am-bition and perseverance.” He laughed and said the two things that control growth are the size of your parking lot and the number of tills you have open.

I was willing to listen to the man; after all he had achieved a level of success that most of us only dream of. My parking lot held only 70 cars, but I valued each of those spaces when we were busy. On my staff were a number of high school students who did everything from carry-outs and deliveries to moving product from the back to the front. They were the ‘legs’ of our operation. One of their duties, and it was a prized duty by the students, was to keep the parking lot flowing when we got busy. They put on striped, safety vests and, armed with a parking baton in each hand, they would assist arriv-ing customers in locating a parking spot. They would also alleviate the stress of departing customers by helping them back out. Their main duty appeared to be assisting customers, but in reality, they were there to ensure that the parking lot did not become jammed with motorists leaning on their horns in fits of anger. That is not a good thing for any retailer.

In all the years I had the students on parking lot patrol, we re-ceived many appreciative compliments and only one complaint. The one and only complaint came from a codger who said, “I don’t like being told where to park.” I asked him if he liked to complain about anything and everything and he readily agreed, even laughing at himself.

I have never forgotten what a good friend once told me. He came to my place to pick up some tomatoes and lawn fertilizer, but when he saw how full my lot was, he went down the street to my competitor, whose lot was not full. He said our friendship was not worth the hassle of a full parking lot. That stuck with me. How many times did I lose a sale because of the perception that there was no place left to park?

As business owners, we have to be able to anticipate our cus-

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tomers’ needs and wants long before they are even aware of them. Sometimes we become too narrowly focused on our product line, our price, and our service capability and fail to see other important aspects of our customers’ experience, such as parking.

When I visit garden centres, nurseries and greenhouses, I am im-pressed only if they are clean. Too often, I find messes that have been sitting for much too long. If I find dead plants and dirty housekeep-ing to be a turnoff, then your customers are likely to as well.

there used to be a greenhouse not far from my business that was known for sloppy housekeeping. My maintenance manager had to drive by this place daily on his way home. He would stop in from time to time, to see just how bad, bad could be. One day he noticed a dead potted mum on the first bench as you walked into the green-house. It was the first thing customers would see! It was there for four weeks before it was finally removed. This is not good for busi-ness, but you didn’t need me to tell you that, did you? Gerry Schroer, who was a legend at Bailey’s Nurseries, always liked to say, “If a cus-tomer sees a dead plant in a nursery, they think, “If the pros can’t keep it alive, then neither can I.” You should never let the customers see your mistakes.

When we plan our operations, we need to take human nature into consideration. A fellow building his first garden centre had some plans drawn up and asked me to inspect his concept. The first thing I noticed was he had provided a lane for traffic in front of the garden centre with a few spots for handicapped parking and pickup. I told him he was in for a rude awakening if he thought people would re-spect the intent of those parking spots. There are some who will, but there are those who will insist the criteria don’t apply because they are “just going to be a couple of minutes.”

My ideal garden centre has no lane in front. The parking lot is ad-jacent to the garden centre entrance, with handicapped designations close to the entrance. Pickup spots should be at the side, to keep those

who might be tempted from using them as quick parking spots. The same applies to inbound vehicles or loading-in areas. I have

seen a garden centre with no such provisions and customers actually had to crawl over and around the truck and its load to get inside the front door. You need to have an area, far removed from your customers, where you can safely unload your inbound trucks, sort the arrivals, and check them in. Many years ago, I made the mistake of having my receiving area visible to my customers. Whenever we would be unloading racks of bedding plants, we would have cus-tomers swarming the racks, assuming that the fresh arrivals were superior to what was sitting on the bench. I solved the problem by concealing the area with a polycarbonate wall that no one could see through, thus removing the visual temptation.

There may be areas where you do not want your customers wan-dering around. Often, signs only keep some people out, not all. It is in your best interest to ensure you have some physical and visual bar-ricades between your retail area and your receiving/staging grounds.

I am fully aware that some topics I write about are pretty basic and I am hardly offended if someone regards them as simple. I get that. Here is my kick. If what I write about is so bloody simple, then why is it that so many garden centres are in violation of these basic rules? My answer to this is that nothing is as rare as common sense these days.

Planning is in your best interest. Preparing for rogue customers is based in reality, not theoretical. Planning well in advance will always keep you on the road to success. It’s that simple. LT

Rod McDonald owned and operated Lakeview Gardens,

a successful garden centre/landscape firm in

Regina, Sask., for 28 years. He now works full-time

in the world of fine arts, writing, acting and producing

in film, television and stage.

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Quick-adjust cutting unitJacobsen says its new TrueSet™ cutting unit makes Jacobsen mowers

even faster and easier to adjust. The bulk of time saving comes from an innovative bedknife-to-reel adjustment. Technicians fine tune

the TrueSet bedknife-to-reel adjustment at two points with a gear that moves the bedbar one thousandth of an

inch, with an audible click. When the technician hears that click, he knows exactly how far his bedknife has moved, taking the guesswork out

of bedknife-to-reel adjustment.Jacobsen

www.jacobsen.com

Floating blade plowAvalanche has released its new Optimus model snow pusher with floating blade sec-

tions. The Optimus has a completely new cutting edge system that allows the steel blades to contour to the ground, even when plowing over uneven surfaces, making plowing much

more efficient. Each 24-inch steel blade section trips and floats individually, which gives great precision in snow clearing. Braced side panels ensure there is no compromise of

build strength. Additionally, floating wear shoes allow ‘drop and go’ plowing. Avalanche

www.avalancheplow.com

Decorative fencesDesigner Gabions are a new way to create a backdrop or fence. Create stylistic and effective modern feature areas. Use for privacy as vertical gardens. Options for 2013 include hanging pots, lighting, and drip or misting systems. Designer Gabions come powder coated or galvanized. Very low maintenance. Other Designer Gabion products are boxes used for pergola post’s base decor, planters, garbage containers, water bub-blers and more. Designer Gabions www.designergabions.com

Organic container mixOne of the hottest trends is potted edibles, which requires a good soil mix. Fafard’s new Urban Garden Soil Mix requires less watering thanks to coco husk fiber, which retains water. The soil mix

is also enriched with compost and is approved for organic gardening, making it ideal for outdoor container grown vegetables and herbs.Fafard www.fafard.ca


Web-based POP printingSourceTAG Web On-Demand Printing allows users to design custom graphics and layouts for tags, labels, signs and banners or use standard templates while access-ing an extensive database of horticulture images and content. Brand your products when and where you need them. The SourceTAG platform is web based, with no need for outside software. Produce seasonal or themed tags, labels and banners as needed (e.g.: Mother’s Day, Valentine’s Day, etc.).Source ID Horticulture www.sourceid.ca

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almost any firm or individual performing services can be the cause of economic losses when things go wrong. If resulting losses are sustained by clients or other third parties, would your business have the resources to defend a claim—no matter how baseless it is? The right Errors and Omissions (E&O) policy may pay for resulting judgments against you, including court and defence costs, even years after a job has been completed.

In the design field, Certified Landscape Designers (CLDs), land planners, tree spe-cialists/arborists, irrigation designers, land-scape gardeners, horticultural consultants, and water and land drainage consultants are all susceptible to E&O claims. To complicate matters, professional services are often ex-cluded from coverage in Commercial Gen-eral Liability policies. If you are performing professional services without E&O insurance coverage, you are running a serious risk.

Professional Liability policies are designed to provide coverage for claims of damages and may be triggered simply by a demand for money or services as the result of an alleged negligent act, error, or omission in the perfor-mance of professional services.

Errors and omissions insurance pro-tects your company if a client alleges that you were professionally negligent or failed to perform professional duties as outlined in a contract. Even if these accusations are unwarranted, the ever-increasing cost of le-gal and defence fees can quickly affect your company by inflicting financial hardship on you, your family, and your employees.

Has a client ever accused your design ser-vices of causing property damage, bodily in-jury, or financial loss? Would you be covered in such an instance? The answer may de-pend on whether you completed the instal-lation or if it was handled by a third party.

Errors and Omissions Insurance for design professionalsBY BRYAN INGLIS, MARSH CANADA LIMITED

insuranceupdate

Designing a Landscape Installation of Various Types For a Third Party: If the design installation results in bodily injury or third party property damage, this, along with any resulting financial loss, would be excluded from the Commercial General Li-ability policy as a professional service. Even if it was the company fulfilling the job that installed the product incorrectly, your com-pany could still be named in the lawsuit and at a minimum you would incur defence costs to be removed from the action.

Designing a Landscape Installation of Various Types To Be Completed by You and/or Your Employees: If the installation is done incorrectly and results in bodily injury or third party property damage, under the HortProtect Commercial General Liability, this is covered as part of your operations and not excluded as a professional service. If you are not a HortProtect policyholder and pro-vide design services for your company, check with your current insurance broker to see if you are covered for this exposure.

Following are some claim examples: Claim: Water in basement A contractor cites design as the issue,

having built a backyard landscaping project “exactly per the design.” As a re-sult, the natural flow of water from the downspouts comes towards the house as opposed to away from house and floods the basement. Regardless if design is the issue or not, a statement of claim has been served and a defence must be brought forward. A Commercial Gen-eral Liability policy would not respond, and a Professional Liability policy would be required for coverage.

Claim: Vicarious liability A tree company is hired by Client A to

provide services. Client A’s neighbour

asks for an impromptu opinion on the stability of a tree on his property. The tree company confirms at a glance the tree looks “okay.” The tree falls over within a month and collapses Client A’s neighbour’s roof. The neighbour sues the tree company for damages. A Com-mercial General Liability policy would not respond, and a Professional Liability policy would be required for coverage.

Even the most skilled professionals can make mistakes and even the smallest mistakes can result in serious consequences. From human error to equipment failure, many circum-stances can result in a lawsuit. E&O insur-ance should be considered essential coverage for any professional service providers.

This article is not intended to be a com-prehensive resource on the subject of E&O liability. It is simply a general overview of some of the key issues and considerations fac-ing design professionals today. Marsh Canada recognizes the importance of managing the risk associated with this exposure and has full advisory capabilities on both potential liabilities and appropriate protection. LT

Bryan Inglis is a member of the Consumer

Practice of Marsh Canada Limited. He can

be contacted at [email protected]

or 416-349-4368. Marsh Canada is the

exclusive business liability insurance broker of

the HortProtect insurance program. HortProtect

is the only green industry-directed insurance

program—designed to meet the specific needs of

the green trades. HortProtect is endorsed by the

Canadian Nursery Landscape Association.


cnlanewsResearch updateThe Canadian Nursery Landscape Association (CNLA) and the Vineland Research and Innovation Centre (VRIC) have recently signed a commercial-ization agreement for the rose breeding programs, formerly administered by AAFC’s Morden Research Station. VRIC is more than just a research centre; it is designed to provide research that benefits our industry. As a stakeholder of VRIC and with two members on the board, CNLA helps to drive the research agenda. A key focus of this partnership is providing research that matters, and generating funds for it. To stay on the pulse of the latest re-search and reports in the horticulture industry, visit www.cnla-acpp.ca/research.

Government relationsCNLA executive director, Victor Santacruz, has been named the chair of the Energy and Environ-ment Working Group. This is one of nine working groups that make up the Horticulture Value Chain Roundtable (HVCRT), created by Agriculture and Agri-Food Canada to better collaborate with sector stakeholders. Our industry has a strong represen-tation in the HVCRT with many association mem-bers in key positions including: Luce Daigneault, chief executive officer of FIHOQ, who is chair of the ‘Ornamentals WG’ and the ‘Labour WG’; Sally Har-vey, Landscape Ontario’s manager of education and labour development, who is chair of the sub-committee ‘Sector Promotion and Career Aware-ness’; and Bill Stensson, CNLA president, who is co-chair of the ‘Water WG’. Our strong participa-tion in these working groups is vital as it enables us to discuss challenges, opportunities, and plans of action for our industry with the government.

CFIA hosts NAPPRA consultationThe Canadian Food Inspection Agency (CFIA) hosted an industry consultation with the ornamen-tals sector on changes to the plant list of policy directive D-08-04, also known as Canada’s Not Authorized Pending Pest Risk Analysis, or NAP-PRA, directive. The purpose of the consultation was also to inform nursery growers involved in the import and export of plants about the implication and status of the U.S. implementation of their own NAPPRA regulations, expected later in 2012.

The updates to CFIA’s NAPPRA list does not seek full equivalency with the U.S. list, as to do so would have had a serious impact on the ability of Canadian nurseries to import plants from other countries. However, although Canadian growers

may lose access to the U.S. marketplace for some plants where there are discrepancies between the Canadian and U.S. lists, the CFIA has committed to work-ing with USDA to better align the NAPPRA lists of both countries. (For more information, go to www.cnla-acpp.ca/growers.)

IGCA CongressIn August, the Interna-tional Garden Centre Association (IGCA) Congress took place in Bonn, Germany. For the first time, Canada had the largest number of delegates in at-tendance, 26 out of 218 total attendees, with 18 countries represented. The Congress included vis-its to many incredible garden centres and cultural sites. Victor Santacruz says of the event, “There is a lot that can be learned from attending. All retail-ers should make it a priority to go.” He also rec-ommends talking with someone who attended a past event to get a better understanding of what’s involved.

Save the date for the 2013 Congress, October 6 to 11, in Melbourne, Australia. Registration is now open! Contact [email protected] for a copy of the registration form.

FloriadeThe CNLA board and many of our members had the opportunity to visit Floriade, the world horti-cultural expo in Venlo, Netherlands, this year. Held in Holland, this event happens only once every 10 years. While there, board members explored the 163 acres of park and nearly 100 acres of show grounds, visiting the five themed ‘worlds’, includ-ing Europe’s largest indoor flower exhibition. It was a great opportunity to see the latest innovations in the world of horticulture, as well as experience an event of this size, especially since a group of stakeholders, including Landscape Ontario, is or-ganizing a world horticulture exhibit, Flora Niagara, to take place in Niagara Falls in 2017.

CNLA public relations committee createdAt the CNLA summer board meeting, a national public relations committee was created. As the

first national PR committee, its role is to promote industry through providing support to provincial public relations programs and organizing national events. Current events that will now be headed by the PR committee include the National Plastics Recycling Week, National Awards of Landscape Excellence, National Tree Day, and Green Cities, with more to come. CNLA is very excited about this opportunity to extend the reach of our industry and strengthen its voice as a collective.

RemindersThe new Retail Horticulturist Exam is now available across Canada. Formerly known as the Certified Horticultural Technician designation, this exam has been updated to take into the account the changing nature of retail garden centres. Visit www.landscapeindustrycertified.org for details on the program and for locations near you.

Garden Centres Canada has launched a new awards program for a national Garden Centre of the Year Award. Retailers in all provinces without an existing garden centre awards program will submit entries for the Chrysler Garden Centre of the Year Award direct to CNLA. Since Landscape Ontario has an established Retail Awards of Ex-cellence program, all winners from this program will be offered the opportunity to enter the na-tional awards competition in the same year of their provincial win. Landscape Ontario will send CNLA entry forms to all of its provincial winners. LT

The Canadian Nursery Landscape Association

is the federation of Canada’s provincial

horticultural trade associations.

Visit www.cnla-acpp.ca for more information.

Canada had excellent representation at the IGCA Congress held this past August in Bonn, Germany, with 26 garden centre delegates.

http://www.cnla-acpp.ca/research

mailto:[email protected]

http://www.landscapeindustrycertified.org

http://www.cnla-acpp.ca


classifieds

comingeventsNovember 1-4, Independent Plant Breeders Conference, Embassy Suites Portland - Downtown, Portland, Ore. www.provenwinners.com/2012-IPBC

November 4-6, International Irrigation Show, Orange County Convention Center, Orlando, Fla. www.irrigationshow.org

November 14-16, FIHOQ Expo, Hotel des Sei-gneurs, Saint-Hyacinthe, Que. www.fihoq.qc.ca

November 15-16, Green Industry Show and Conference, Edmonton EXPO Centre (Northlands), Edmonton, Alta. www.greenindustryshow.com

November 19-21, HortEast Conference and Trade Show, Halifax, N.S. www.horteast.ns.ca

November 27-29, GrowCanada Conference, The Westin Ottawa, Ottawa, Ont. www.growcanadaconference.ca

November 28-30, PM Expo, Metro Toronto Convention Centre, Toronto, Ont. www.pmexpo.com

2013January 7-9, Great Lakes Trade Exposition (GLTE), DeVos Place, Grand Rapids, Mich. www.glte.org

January 8-10, Congress 2013, Toronto Congress Centre, Toronto, Ont. www.locongress.com

January 9-11, The Mid-Atlantic Nursery Trade Show, Baltimore Convention Center, Md. www.mants.com

January 9-11, Northern Green Expo, Minneapolis Convention Center, Minneapolis, Minn. www.northerngreenexpo.org

January 9-11, Indiana Green Expo, Indiana Convention Center, Indianapolis, Ind. www.indianagreenexpo.com

January 14-16, CENTS 2013, Greater Columbus Convention Center, Columbus, Ohio www.centshow.org

January 16-18, Mid-Am Trade Show, McCormick Place West, Chicago, Ill. www.midam.org

January 22-25, International Plant Fair, Essen, Germany, www.ipm-messe.de

January 23-25, The Tropical Plant Industry Exhibition (TPIE), Greater Fort Lauderdale/ Broward County Convention Center, Fort Lauderdale, Fla. www.fngla.org/tpie

January 31-February 2, ANLA/OFA The Next Level, Gaylord Opryland Hotel, Nashville, Tenn. www.onevoiceoneindustry.com

January 25-29, CGSA/WCTA Canadian International Turfgrass Conference and Trade Show. Toronto, Ont. www.golfsupers.com LT

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STEVENSVILLE LAWN SERVICEAn award-winning landscape construction com-pany looking for a Hard Surface Foreperson needs minimum 5 years experience with capa-bility of reading blueprints. Experience including flagstone, natural stone walls, retaining walls, armourstone. Possess attention to detail. Able to implement projects and to multi-task while directing staff.

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STEVENSVILLE LAWN SERVICEAn award-winning landscape construction com-pany looking for a Designer/Estimator possess-ing a college university degree in landscape design. Willing to comminucate with the private and commerical sector on all landscape chal-lenges. Self-motivated, proven track record, strong communication, organization and lead-ership skills. Responsible to see that the design intent and developed project plan is carried out.

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SERVICES AND SUPPLIESEMPLOYMENT OPPORTUNITIES


where to find itcOMPaNy PaGE PHONE EMaIL WEBSItE

Atlas Polar Company Ltd 26 888-799-4422 [email protected] www.atlaspolar.com

Beaver Valley Stone 33 416-222-2424 [email protected] www.beavervalleystone.com

Caledon Treeland 32 800-268-9516 [email protected] www.treeland.ca

Cut Above Natural Stone 39 888-557-7625 [email protected] www.cutabovenaturalstone.com

Dutchmaster Nurseries Limited 5 905-683-8211 [email protected] www.dutchmasternurseries.com

Easy-Flo 23 866-507-8348 [email protected] www.easy-flo.ca

Echo Power Equipment Canada 15 877-324-6660 [email protected] www.echo.ca

General Motors of Canada Ltd 40 800-GM-DRIVE www.gmcanada.com

Hustler Turf Equipment 29 800-395-4757 [email protected] www.hustlerturf.com

Kubota Canada Ltd 2 905-294-7477 [email protected] www.kubota.ca

New England Grows Inc 19 508-653-3009 [email protected] www.newenglandgrows.org

Ontario Tire Stewardship 9 888-687-2202 [email protected] www.ontariots.ca

Pro Landscape by Drafix Software 17 800-231-8574 [email protected] www.prolandscape.com

Stonemen’s Valley Inc 28 905-841-8400 [email protected] ww.stonemensvalley.com

Thames Valley Brick 38 905-637-6997 [email protected] www.thamesvalleybrick.com

The Salt Depot 34 905-479-1177 [email protected] www.saltdepot.ca

TIMM Enterprises Ltd 38 905-878-4244 [email protected] www.timmenterprises.com

TIMM ENTERPRISES LTD. Mail: P.O. Box 157, Oakville, Ont. L6K 0A4 Office & Warehouse: 5204 Trafalgar Rd.,

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Documents

November 2013 Landscape Trades