New York Landscape Contractor

Landscape

NEW YORK

MAINTENANCE•DESIGN•MASONRY•NURSERY•UTILITY

CONTRACTOR

Gardening On Top of the World! TORO®GrandStand™

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NEW YORK LANDSCAPE CONTRACTOR SEPTEMBER 2017

The Sky Is The Limit!

The New Chevy Low Cab Forward Trucks We have the largest inventory of Low Cab Forward Chevy Trucks in the Northeast TAILORED FOR MAXIMUM UTILITY

Whatever your business – from construction to landscaping to wholesale delivery – the Chevy Low Cab Forward (LCF) range can be molded to your specific vocations. With wheelbases from 109" to 212," the LCF series can accommodate a wide range of body applications ranging from 10' to 24’.

AND WE CAN SERVICE YOUR TRUCK!

NEW YORK LANDSCAPE CONTRACTOR SEPTEMBER 2017 PAGE 2

GAS MODELS IN STOCK!

Our New Mobile Lift System Can Lift Up To 52,000 Pounds – We’ve opened a new service center just for medium duty trucks. Our trained professionals can get it fixed and get you back on the job.

291 Main Street, New Rochelle, NY 10801

914-730-9960

NewRochelleChevy.com

Our truck expert is Roy Brinker [email protected]

Gardening On Top of the World! Looking for a spot to park on a hot, muggy July morning in downtown Brooklyn was quickly forgotten when LI Compost sales representative Jim Stephens and I stepped out on to the rooftop terrace on the 53rd floor of an apartment

Need Landscaper Insurance?

The Design/Build Business Has Its Ups and Downs, But This Gives New Meaning To “Ups”!! complex in the Ft. Greene section of Brooklyn and experienced the breathtaking view of downtown Manhattan just to the north. But the fantastic view of the skyline and East River was complimented by the coolest rooftop gardens and recreational area for the residents of this highrise. Amazing raised planters containing perennials, ground covers and small trees, lounging areas complete with barbecue grills and an outdoor bar area made us wonder why anyone would want to migrate east to the suburbs! These imaginative rooftop gardens were the creation of Bill Harder of Harder Servvices, Inc. Designer and Installer. Although rooftop gardening is not a new concept to owners of penthouses or specialty gardeners throughout the Metropolitan area, installers have always faced the logistical nightmare of

John Kosciusko is the insurance specialist you want to go to. Whatever the size of your contracting business, John has the policy design for you. He will take the time to explain your insurance coverage while finding the most competitive product for your specific needs. But the best part is he’ll help you organize your insurance policies, giving you more time to do what you do best! Call or e mail

JOHN KOSCIUSKO 631.722.3500 Ext. 220

[email protected] Offices in East Setauket, Aquebogue & Southold

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Sachs Soil Solutions Question: One day while I was explaining the information on a bag of fertilizer to a customer, I realized that I didn’t fully understand it myself. Could you please give a detailed explanation of what the information on a fertilizer label means.


Answer: In the U.S., companies that produce fertilizers for sale must comply with labeling laws. These laws are written and enforced by each state, and although uniform guidelines are recommended, the states sometimes differ in

their labeling requirements. Most states, however, require that a fertilizer label contain the following information: • Net weight expressed in pounds (and, optionally, in Kilograms). • Manufacturer’s name and address. Grade. This is a brief outline of the guaranteed analysis in the format: N-P-K. N represents the total nitrogen, P is the available phosphate and K stands for soluble potash. • Brand name, the name the manufacturer has given to the product. Guaranteed analysis is the manufacturer’s guarantee of the plant nutri-

ents contained in the package or bulk load. The nitrogen value always indicates the total amount of nitrogen. Most states require that the different types of nitrogen (e.g. water soluble and water insoluble, ammoniacal and nitrate) be described just below where the total nitrogen appears. The percentages in this description must add up to the same value given for total nitrogen. Phosphorus is always expressed as available phosphate (P2O5) and potassium, as soluble potash (K2O). The guaranteed analysis can also include secondary macro-nutri-

ents such as calcium, magnesium and sulfur, or trace elements that are considered essenPaul Sachs Ecological Turf Consulting tial to plant PO Box 372 203 Depot St Bradford VT 05033 growth. In 802-222-4277 Fax 802-222-9661 many states, [email protected] www.norganics.com bio-stimulants, soil conditioners and long term (slow release) insoluble minerals are not allowed to be mentioned on the label. Fertilizer labels always express the phosphorus content of the product in terms of available phosphoric acid or phosphate (P2O5). P2O5 is not phosphate, however, and it is not a form of phosphorus that plants use. Phosphoric acid is actually expressed as H3PO4, and phosphate is an ion expressed as PO4. Plants use phosphorus as HPO4, H2PO4 and, in some cases, H3PO4. The only condition under which P2O5 exists is when phosphate is heated to 650o C. The same is true for K2O (so-called soluble potash). Heating phosphate and potash is a common way of testing for their content. Consequently, plant food control officials require labeling in this manner. The derived from list is a list of materials used to obtain the guaranteed analysis. It does not include any soil conditioners, fillers, bio-stimulants, etc. that may be present in the blend. If the consumer wants to be discriminating about the kind of fertilizer ingredients he or she uses, however, this is an important section of the label to check. Some states require that the potential acidity of the fertilizer be expressed on the label in terms of the amount of lime (calcium carbonate) it would take to neutralize the acidity caused by 100 pounds of the fertilizer. A few states want to see the amount of chlorine in the fertilizer on the label. The aim of all the labeling regulations is to protect the consumer. Unfortunately, the more complex the label becomes, the less consumers will look at it; the label has to be read if it is going to provide protection.

October Issue Will Close On Friday September 15th landscaperpub@ optonline.net 631-734-7359

What’s That Gray-Green Crusty Stuff on My Plants? Ever wonder what the graygreen crusty looking “stuff” is growing on branches and the trunks of trees and shrubs? It’s a common organism known as lichen (pronounced “liken”). Lichen often gets blamed for the demise of trees

By Vinnie Drzewucki, Subject Educator Urban Forestry and Horticulture

other causes and poor cultural practices.

What is a Lichen? Lichen is a fascinating primitive life form that is actually a result of two different organisms, an alga and a fungi, living together. A lichen is a plant. It has no leaves, stems or roots, but like other plants it makes its own food using energy from sunlight. Vinnie Drzewucki Lichens resem- Cornell Cooperative Extension of Nassau County ble mosses: both Senior CNLP & Certified Arborist are small and

and shrubs, but they are not parasitic or a disease. They are more often than not an innocent bystander, taking advantage of the site conditions that favor its growth that results from a plant’s decline from

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Better Plants, Fresher than Fresh Because We are the Growers. Our Stock is Grown on Location for Many Years Before Reaching Maturity in a Cold Hardy Long Island Climate and Not From Down South. Stock is Not Sitting on Hot Trucks and No Broken Branches from Unloading! Plants Are Grown in a Vibrant, Airy Soil Mix so the Root System has Beautiful, Healthy White Lush Tips Ready to Grow Immediately Into Existing Soil and Not Pack Out in Heavy Red Clay Soil With No Air Movement So Stock Doesn’t Grow

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Bark & Mulch Stabilizer


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The NY LANDSCAPE CONTRACTOR is a monthly trade journal serving the Green Industry in New York, from the Lower Hudson Valley to Montauk, including the Five Boros. Mailed to qualified readers in the Grounds Maintenance Industry .Additional copies circulated at various distribution points throughout Long Island and lower New York state. The publisher will not knowingly accept or publish advertising or editorial copy which, to the best of our knowledge, is fraudulent or misleading in nature. The publisher reserves the right to edit, revise or reject any advertising which is contrary to the interests of this publication. The publisher assumes no financial responsibility for errors in advertising beyond the cost of the space occupied by that error. If at fault, the publisher will reprint that portion of the ad in which the error occurs. The NY LANDSCAPE CONTRACTOR functions only as a newsguide for the professional groundskeeper and assumes no liability for the validity of claims reported in advertising or articles. Articles submitted for publication are intended to enlighten readers. However, the opinions expressed in articles are not necessarily those of this publication, nor will the publisher be held responsible for the content of same. Articles may not be reproduced without the expressed written permission of the authors and publisher.

631-734-7359

Landscape

NEW YORK


CONTRACTOR

Gardening On Top of the World! TORO®GrandStand™

The Sky Is The Limit! Page 3

From the Publisher’s Desk.... Jerry Siani, Editor and Publisher

Many of the articles appearing in our monthly editions are offered by individuals who are recognized for their expertise in the Green Industry. Most operate their own successful green industry firms and can be contacted directly for further information about their articles or their own services.

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[email protected] newyorklandscapecontractor.com

NY LANDSCAPE CONTRACTOR VOLUME 14 • NUMBER 9 SEPTEMBER 2017


The publication you are reviewing is a FREE PUBLICATION which is published once a month and distributed to professionals in the Green Industry. If you would like to receive a subscription, please fill out the information below and mail to: NY LANDSCAPE CONTRACTOR 1100 Skunk Lane • Cutchogue, NY 11935-1523 NAME____________________________ COMPANY________________________ ADDRESS_________________________ CITY/STATE/ZIP + 4________________ YOU MAY USE THIS FORM TO NOTIFY US OF A CHANGE OF ADDRESS. PLEASE INCLUDE YOUR MAILING LABEL SO THAT WE MAY LOCATE YOUR EXISTING RECORD. You may also phone in a request for a subscription or change of address or email to: [email protected] or subscribe online at: www.newyorklandscapecontractor.com It is not necessary to renew yearly unless your address has changed.

NY LANDSCAPE CONTRACTOR is indebted to these individuals for the generosity of their time and efforts in helping to establish this publication as an informative source of timely information. These articles remain the sole possession of the authors and may not be copied or duplicated in any way without the expressed written consent of the author and this publication. Please contact GES PUBLISHING SERVICES, INC. at (631) 734-7359 for further information or to inquire about submission of any suitable article. Articles submitted for publication are intended to keep readers informed. The opinions expressed in articles are not necessarily those of this publication, nor will this publication be held responsible for the content or claims contained within any article. About our writers...

Roger Feit

Creator of Quality Tree Service, and now of Treewise, The Organic Experts, offers insights on how small businessess can become more profitable and easier to operate. A former USA national amateur surfing champion, he has been featured in the NY Times, ABC TV News, Channel 55 and local news & radio programs (631) 324-4239

Richard Heller

is president of Greener By Designs, a multifaceted New York City/Westchster based indoor and outdoor landscape firm, since 1988. He is the landscape columnist for the Pelham Weekly, and has written articles on landscaping applications for “green” (environmentally friendly) buildings for the New York Real Estate Journal, The Cooperator, as well numerous columns for trade magazines. He was a seminar leader at a green building symposium sponsored by the Battery Park City Authority in 2001. He can be reached at 914-637-9870

Paul Sachs

of North Country Organics will be answering reader’s questions on soil and organic matters. Got a question? Write to Paul, c/o NY LANDSCAPE CONTRACTOR, or call him at North Country Organics, (802) 222-4277 email [email protected]

Vinnie Drzewucki


of Cornell Cooperative Extension of Nassau County, is a Senior Certified Nursery and Landscape Professional(CNLP) and ISA Certified Arborist providing educational topics in integrated pest management (IPM) and best management practices in horticulture, urban and community forestry. For questions, diagnostic and soil testing services contact Vinnie at Cornell Cooperative Extension of Nassau County’s Environmental Horticulture Office: 832 Merrick Avenue, East Meadow, NY 11554 Phone: 516-565-5265 ext. 10, email: [email protected] or visit the website at: www.ccenassau.org Jeffrey Scott MBA, author, business coach, hall-of-fame consultant, is the expert in growth and profit maximization in the pool, lawn & landscape industry. He grew his company into a successful $10 million enterprise, and he’s now devoted to helping others achieve profound success. Over 6000 read his monthly newsletter. To sign up go to www. jeffreyscott.biz . He facilitates the Leader’s Edge peer group for landscape business owners; his members achieved a 27% profit increase in their first year. To learn more visit www.GetTheLeadersEdge.com. Persons interested in submitting articles may contact us at

MESA is a unique nitrogen source that combines quick release with slow release in a single particle. It works! And it lasts! MESA provides consistent dark green color without surge growth. So shoot for the greener side of the fence and ask your distributor for fertilizer containing MESA...your customers will thank you for it.

631-734-7359

Publication Closes on the Second Friday of the month preceding month of Publication. Check throughout this issue for next closing date. Publisher assumes no responsibility for the validity of claims reported in articles or advertising.

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newyorklandscapecontractor.com Submit articles and classified ads via email

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Landscape

NEW YORK


TORO®GrandStand™

CONTRACTOR

Gardening On Top of the World!

SALES • SERVICE • TRAILER REPAIRS • TRUCK BODY REPAIRS • WELDING • RAILING • IRON GATES • IRON WORK • INSTALLATION OF ELECTRICAL SYSTEMS • BRAKE CONTROLS • HITCHES

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creating these green islands at the edge of the sky. Elevators and limited access to the roof requires bringing up small loads of soil, appropriately sized rock and plant material without disrupting the lives of the inhabitants of the apartment complex. Roof and structural weight restrictions further complicate the process. Specialized equipment such as cranes is necessary to bring oversized material or objects too big or heavy for elevators to the roof. Load bearing specifications are vital and supplemental irigation is also necessary. One component of rooftop garden installations is the soil. Normal soil can be too heavy in most instances, and

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400 W. OLD COUNTRY ROAD HICKSVILLE, NY (516) 868-1400 Offers valid from August 1, 2017, through October 27, 2017. Get $500 off an XUV825i Utility Vehicle. Get $300 off an XUV590i Utility Vehicle. Offers, prices and savings are in U.S. dollars and available in the U.S. only. Ask your dealer for details. 2Offer valid on purchases made between August 1, 2017, and October 27, 2017. 0% APR for 60 months on all new XUV and RSX vehicles. This offer excludes TX Turf and ProGators. Subject to approved credit on a Revolving Plan account, a service of John Deere Financial, f.s.b. For consumer use only. No down payment required. 0% APR is for 60 months only. Other special rates and terms may be available, including installment financing and financing for commercial use. Available at participating U.S. dealers. Prices and models may vary by dealer. Offers available on new equipment and in the U.S. only. Prices and savings in U.S. dollars. *The engine horsepower and torque information for non-Deere engines are provided by the engine manufacturer to be used for comparison purposes only. Actual operating horsepower and torque will be less. Refer to the engine manufacturer’s website for additional information. Before operating or riding, always refer to the safety and operating information on the vehicle and in the operator’s manual. Actual vehicle top speed may vary based on belt wear, tire selection, vehicle tow weight, fuel condition, terrain and other environmental factors. John Deere, the leaping deer symbol, and green and yellow trade dress are trademarks of Deere & Company. CHI10X130901NYL-4C


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Register Today

Open House Event in Holtsville, NY September 21, 2017 3:30 - 7:00pm

Join us at our Holtsville, NY branch on Thursday, September 21, 2017 for our Open House event. Check out the latest Equipment and Equipment Technology H.O. Penn and SITECH have to offer.


• Machines will be on hand for demonstration. • Parts and Service offerings will be on display. • Join us in the dining tent and have dinner on us. • Prizes will be raffled.

Get in the seat and see for yourself how our latest offerings can help you.

Register online at www.hopenn.com/open-house/ Or call Rebecca at 845-437-4051

Celebrations Learning to celebrate successes with my team has been one of the hardest lessons for me as a business owner. Its partly because I'm “frugal” (some people would say cheap), partly because I'm a hard working/get it done kind of person. Partly because I don't let people close easily, and partly because I have concerns about folks “celebrating” too much. Regardless, celebrating is human nature and a necessary element of team building. If a team never has fun together, they never truly bond. A few years ago we created our company values in an employee meeting. They conveniently make the acronym “FIRST”. Fun, Integrity, Responsibility, Sustainability, and Teamwork. Actually when Richard Heller Greener By Designs we were digging for these values we came up with FIST which is a little scary as an acronym, thank God we found responsibility! We all agreed that as a company we sucked at having fun and this would be the hardest of the values for us to integrate into how we do things. What can I tell you, the company always reflects the leader. At first we had to work at it, we made a commitment to having 3 “fun” events per year. This scared the crap out of me, I was sure that we would deteriorate into a non-productive group of fun lovers, that I would let people too close and never be able to hold them accountable and that someone would drink too much and I'd read about it in the paper, not to mention that I was sure we could not afford it. We tried a number of things, barbecues, bowling, special lunches, but the biggest hit has been the annual fishing trip. It makes sense when you think (continued on Page 24)

www.sevengablespowerequipment.com

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PAGE 13

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SRM - 225

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TRUCK

HEADQUARTERS END OF SUMMER At

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Sayville Ford

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2016 FORD E-350 WORKPORT SRW Originally $37,700 SALE $ PRICE 28,995 Stock#166428


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SOME OF OUR UP FIT BODY COMPANIES WE WORK WITH:

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SERVICE DEPARTMENT HOURS Mon-Fri 7:30AM - 7:00PM Sat 8:00AM - 6:00PM Sun Closed

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LISA X109 BRYAN X136

5686 SUNRISE HIGHWAY, EXIT 50, SAYVILLE, NY

Gardening On Top of the World! that is where Long Island Compost supplues a solution! Long Island Compost, a leading supplier of “Green Roof” soils, was the supplier of the lightweight soil necessary for rooftop garden applications. According to Jim Stephens, LI Compost sales rep, “We formulate our soils with the best components in the industry. Formatted to spec by our professional staff in the Yaphank facility”. The soil utilizes a lightweight, hollow shale (see pictures on right) to reduce weight, yet maintain structure for the plant material. In addition, the soil is OMRI certified. The company can supply to the entire Tri-State re-

The lightweight soil is key to the installation process (right) and is deliverable bagged to ease accessability or bulk where crane operation is available.


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A & A Trucks, Loaders, & Equipment


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We’ve dedicated almost 50 years to offering extensive and unusual collections of • ornamental and fruiting trees  espaliered and dwarf conifers  broadleaf and flowering shrubs  diverse perennial selections  seasonal annuals and tropicals  unique succulents We also have a sensational lineup of planters, garden accessories, outdoor furniture and now vintage look lighting to enhance your garden designs. 691 Deer Park Avenue Dix Hills, New York 11746 Phone: 631-586-6242 Fax: 631-586-6287 [email protected] www.atlanticnurseries.com

We carry a full line of paving and retaining wall products by:

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Quarry Cut Stone Burlington Materials & a large selection of natural stone veneers

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Located at 899 Lincoln Ave on the corner of Lincoln & Church in Bohemia, NY

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Gabrielli Ford Truck Sales 3200 Horseblock Road Medford, NY 631-758-6200

Hassett Ford Lincoln 3530 Sunrise Hwy. Wantagh, NY 516-809-4444

Otis Ford 32 Montauk Hwy. Quogue, NY 631-653-4000

Rye Ford 1151 Post Rd. Rye, NY 914-967-6300

Scarsdale Ford 887 Central Avenue Scarsdale, NY 914-472-9500 x114

Ford Lincoln of Huntington 333 Jericho Tpke. Huntington, NY 631-659-3825

Gabrielli Ford Truck Sales 153-20 South Conduit Ave. Jamaica, NY 718-977-7348

Hempstead Ford Lincoln 301 N. Franklin St. Hempstead, NY 516-483-7200

Riverhead Ford Lincoln 1655 Old Country Rd. Riverhead, NY 631-727-2200

Sayville Ford 5686 Sunrise Hwy Sayville, NY 631-589-4800

Stevens 112 Ford 501 Route 112 Patchogue, NY 631-475-1133


Ford of Smithtown 440 Jericho Tpke St. James, NY 631-265-2340

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Riverhead Ford Commercial We Service What We Sell.....Robert A. Forte 631-727-2200 x244 2016 F650 Reg. Cab, V-10 Gas Power 6 speed auto, 19.5 Steel Wheels (6) GVWR 25,995 lbs, Many More Options! Color: White or Red

SALE PRICE $68,724.00 +tx Rebate

($5,500.00)

Total

$63,224.00 +tx SEE BODY OPTIONS BELOW

CALL FOR COMPLETE QUOTE For further information contact: ROBERT FORTE Commecial Truck Sales Manager

2016 F650 Super Cab, V-10 Gas Power 6 speed auto, 19.5 Steel Wheels (6) GVWR 25,995 lbs, Many More Options! Color: White

SALE PRICE $70,438.00 +tx Rebate

($5,500.00)

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CALL FOR COMPLETE QUOTE

CHOOSE YOUR BODY OPTION!!

Choose either: • 12 foot Landscape Dump Body Electric Hydraulic


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2017 Transits Are Here! SEE OUR TRUCK INVENTORY

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stk # FT15063

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There are two simple concepts that can draw in many more sales, add to your customer loyalty, earn you more money and make doing business infinitely more enjoyable. What do you think they are? Think about this for a few minutes before you continue to read on. The first concept/action is to always start your meetings, letters and conversations with rapport. On a sales call, introduce yourself and establish rapport (closeness or openness). Do this by either complimenting the client or

prospect on something about them, their environment or by just asking friendly questions. The best questions to ask are those around their passions. Look around, what do you see? Golf clubs, artwork, pictures of the family, boats, fishing poles? Whatever it is, ask them questions and then relate to them. Ask questions like, “I see that you play golf, how often do you play?” “Are you any good?” Get them to talk about what they love and you’ll establish rapport. If you

can’t find anything to compliment or to be interested in, you haven’t looked close enough or you’re in the wrong profession. When you do this stuff right (with practice), it becomes very interesting and great fun. I had an estimate in a very exclusive area of Long Island. When I arrived and walked towards the front door, a painter friend of mine who was working at this house called out to me, so I went over to say hi. He asked why I was there and then proceeded to tell me

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all these horror stories about this man I was there to see. He was just as nasty and unlikable as you could be. I was there, so I thought I might as well check this guy Roger Feit out for myself. Treewise... I knocked on The Organic Experts the door and Mr. X opened the door and pointed to the back yard and slammed the door (practically on my face). I met him around back and he immediately went into how bad the last tree service was and how he didn’t trust anyone in the green industry. He wasn’t giving me a chance to establish rapport with him. Off he went on some other tirade when I noticed one lone golf ball in the back area. “You play golf?” I interrupted. He stopped talking and looked at me quite puzzled. “I see a golf ball in the back over there, do you play?” “Yes.” “Are you any good?” “No.” “Do you play often?” “Well I’ll tell you, the reason that I moved here was to be close to the country club.” He continued, “I have a fifteen handicap and I love and hate the game.” We talked for another fifteen minutes about golf and then I told him a little bit about my passion, surfing. Needless to say I got the work, but what’s really interesting is this. Every time after that, when I went to his house, which was at least five times a year, he would meet me with a big smile and a question… “Been anywhere surfing lately?” Now why did he love asking me that? Because he knew when I was done yapping that he would get his chance to talk about golf. Get people to talk about their passions and they will love being with you. In fact as Tony Robbins would put it, they would immediately go into “state” euphoria just seeing your face. This makes my face a catalyst to his joy. I start all of my cover letters with rapport. Any conversation on the phone starts with rapport. People care what you say if they know that you care. Rapport building is an art of showing that you care. The more you do it the more natural it becomes and the more you’ll have fun with it. I love learning about people and what makes them tick. In its purest form, building rapport is a spiritual practice. Serve others, bring them happiness and the skies will open to you and your business… and you’ll become a better person. The second concept/action is to

tell the whole story. Years ago Schlitz said, “You don’t understand, all comBeer was number 17 in sales out of 17 panies do it that way.” The marketing beer companies. They hired a market- people said, “Yes, but you’ll be the first ing firm to help. The marketing people company to tell the story, the whole stoasked questions about how the beer was ry.” They put this in every ad and TV made. The owner said that they started commercial. They went from # 17 to # with spring water put into stainless steel uno in one year. vats, went to the safe to get their fami- When you talk about the work ly recipe, hand stirred it in with wooden you are going to do, go into a lot of depaddles, brewed it for a week and pres- tail, including how efficient, nice and to… beer. The marketing people said hard working your crews are. Tell them that’s great, how wonderful. The1 owner what work they can expect IV_ContractorsAd_01_2017_Layout 2/3/17 11:19 AM wondrous Page 1

and get (of course you better deliver). There is a company that I know that charges 1 to 5 times the norm for their pruning work because of the detail of the work described and telling the whole story. They are not ripping the people off either. The people get 5 times the value because they are getting very finesse, artistic pruning. A normal tree company might write ‘pruning the maple tree behind the house’. The superior company would

write something like this: Prune, balance and gradually lightly thin the maple tree behind the house. Have it the thinnest on the lower areas and gradually make it thicker toward the top. Sculpt the bottom limbs to allow light to the lawn and to allow unobstructed views of the birds and squirrels on these limbs (already discussed with client). Accentuate any strong natural features of the tree’s interior structure. ***Note to crew make sure the client is happy with this (continued on Page 27)

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Celebrations about it, we all love to be outdoors and there's no grass to cut, no tree to trim when your on the water. No one has to drive the truck yada, yada. The first one was an evening trip and the company-against my instincts- bought beer. Well the crew brought more since they were sure we did not bring enough. It was a night trip and actually we all had a great time. I did let my hair down a little, had some heart to hearts, we definitely bonded. Then one of the crew decided they were going to smoke a little something, a direct breach of company policy. However, since they were not being paid for the trip they argued that the policy did not cover it. Not much I could say in that moment. I learned from that event that I had not let anyone “too close” as I fired that individual not long after, in a way that was not directly connected to that incident but still made it clear that this was not how we roll. We altered the policy to reflect that when on a company trip no one was to break the law. Lesson learned. We are going on another company fishing trip this week, its a day trip in the morning to mid afternoon, so no beer which is how I prefer it. We pay for the trip and the food, people go on their own time. Attendance not required. My team looks forward to this trip, they get excited about it, they ask all spring about it in fact, so we know its a winner. We cant measure the value of this experience, its the one time the “office”people and the “field” people are all together having a good time with no pressures or calls from work or home. Its a bridge builder, a time to blow off a little steam, a time where we put the team before the clients, Where we can compete for who catches the most fish in a friendly way, and most important-where we all get to know each other a little better. We stink at sit down dinners, barbecues are a little better, but pretty consistently we do better with active events. I'm happy about this, I cant tell you how many people I know who lost their job having too much fun at their company Christmas party. I have also seen other company parties where the owner deteriorates into an overly relaxed, drunken mess and loses the respect of his team forever after, so be careful how you celebrate! There are some things we just dont need to know about eachother. Definitely celebrate though, and try to make it fit the people on the team. This is basically a trial and error process. We have a fourth of July barbecue which takes the edge off the busy season, a fishing trip in August is a no brainer as we are inevitably a little slower in August, Bowling in the winter is not bad but it needs the right venue. Time your celebrations with the flow of work to make it easier. Experiment, inevitably you will have some mishaps, celebrations that are duds, but you need to go through the bad ones to get to the good ones and the bad ones make the good ones all the better! Company celebrations are a must for team building, especially when you have been working hard. Teams thrive on a little relaxation and fun together. Celebrations can be great memories and they will give your (continued on Page 27)

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approach is to consider your vendor as a business partner. Back in the day, the supplier I was most strategic with was Marty Silver (r.i.p.) the owner of the largest pool supply wholesaler in myGehlarea. I would call him Compact Equipment every spring and he would share with me what was going on across the pool industry, in all the different quality segments, in commercial and residential markets, and with start-ups and the big players. His insight was priceless, and because I treated him as a partner he reciprocated with knowledge, training, great terms, etc. Here are some tips to use when approaching your vendors: • Share with them your growth plans. Get them excited about your future • Present yourself as a leader, because everyone wants to follow a leader • Let them understand how competitive your market is, how thin your net profit margins are • Discuss your annual purchasing needs • Ask your supplier what they can do to help you, don’t just ask for discounts, let them make suggestions to you. Think outside the price box, and look for help with terms, deliveries, referrals, introductions, priority service, new product ideas, and even training your staff! Here are three specific negotiation tips: • Use “we” language, to create a feeling of win-win, so they are more prone to want to help you. • Use engaging body language. Lean in, like you would if you were on a date, or listening to a great storyteller. • Share your concerns, and ask them how they can address them. Your vendor can’t read your mind and doesn’t know what is most important to you.

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Remember George Ross? He sat at the elbow of Donald Trump during The Apprentice (that was my favorite reality show back in the day; now it is Shark Tank.) George wrote two good books on negotiations, and I still

Jeffrey’s Breakthrough Idea: Partner up with vendors who think and act at a higher level, and you will both do better.

remember his biggest tip: Keep asking for concessions, even after you have received concessions, until the other side says, “No more, that is as far as we can go.”

Take Actions: - At a minimum, speak to your suppliers about how the market is performing from their perspective. Learn what they know. - Meet your vendors for lunch, find out which ones think strategically, and discuss your business plans and needs, and ask them how they can help. - Train your staff on negotiations and “advocating for oneself."

His approach may be extreme, but the lesson here is valid: Don’t be afraid to advocate for yourself. For example, when margins are tight on a specific job, and you have already received good vendor pricing, don’t be afraid to ask for additional pricing support. Lastly, find out what your vendors want and need from you. Are they cash strapped and want money upfront? Or are they looking for something else? It is a partnership, so find how you can help them.

Two Keys

QUOTE Just like everyone is in sales; everyone is also in negotiations. (from Page 23)

tree before you leave their property. That said, even if you have told the whole story to your client, they will forget how caring and detailed your crew’s work is unless you tell them the whole story frequently. You don’t have to tell it the same way each time. Have fun with it. Your great-articulated details will separate you from your competitors. You’ll have an almost unfair advantage over them. So, here we are again. What do you think? Does this make sense to you? Do you want to establish better habits that will lead you to greater happiness in all areas of your life and business? All it takes is a little understanding, a commit-

ment to improvement and repetition of right choices… good habits! Think deeply about what you just read. Re-read this a few times and write down ways you can get started. How you do in business has a major effect on how you do in life. Make some changes. Take some baby steps each day. You can live really well… so why the heck not? Roger Feit Treewise…The Organic Experts Tel. 631-324-4239 Fax 631-324-8061 P.O. Box 4174 East Hampton N.Y. 11937 [email protected]

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people something to look forward too. They will work harder knowing that they are appreciated and that you want to spend time together, and a successful event will tear down those make believe barriers between departments. The fishing trip actually came from the crew so ask your team what they want

to do and your more likely to come up with a winner. When you plan your budget make sure to have celebrations in their and figure on $ 50 per person per event on average. That extra $ 150.00 to $ 200.00 a year you spend on these folks will pay off I promise you.

Fall Symposium ~ The Garden is Art ‘A Tribute to Richard Iversen and Paul Fogelberg’

Saturday ~ September 23, 2017 ~ 9:00am to 5:00pm Farmingdale State College ~ Campus Center Ballroom 2350 Broadhollow Road, Farmingdale NY 11735

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“The Designer’s Eye” Lynden B. Miller, Public Garden Designer-her work includes designs for Gardens and Parks in all five boroughs, Long Island & more

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“The New Shade Garden: Creating a Lush Oasis in the Age of Climate Change” Ken Druse, celebrated lecturer, award winning author and photographer Break

2:30pm - 3:00pm 3:00pm - 4:00pm 4:00pm - 5:00pm

Reception honoring recently retired Professors Paul Fogelberg & Dr. Richard Iversen ~ Refreshments will be served Self-guided tours of the Robert F. Ench Teaching Gardens

*Lunch available (not included in admission) à la carte at the Campus Center Market Continuing Education Credit Information for Professionals

This landscape design program offers 4 credit hours (3 HSW & 1 Educational Activity) for NYS Registered Landscape Architects under the subjects of landscape preservation and horticulture by approved NYSED provider Cornell Cooperation Extension Suffolk County. NYSLA are required to sign-in before the start of the first presentation. Sign-in sheets will be removed after the welcome and introductory remarks. Certificate of attendance will be given after the afternoon presentation and the self-guided tour. If sign-in sheet has been removed you will not be given a certificate.

Registration Information

Please register and pay by credit card online at http://www.farmingdale.edu/business/urban-horticulture/ Or fill out form and send check to: FALL SYMPOSIUM ~ THE GARDEN IS ART FARMINGDALE STATE COLLEGE ~ Urban Horticulture & Design Dept 2350 Broadhollow Road, Farmingdale, NY 11735 For more information call: Kevin Kearney 631-420-2075 or Vanda Bordies631-420-2113 Cost*: Pre-registration is $135 per person. After August 15th $150 per person ~ No refunds after August 15th

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PAGE 27

*Includes complimentary tickets to the Symposium. Sponsorship will be acknowledged at Symposium & Farmingdale State College social media websites Farmingdale State College Horticulture Committee Our Mission Statement: “The Farmingdale Horticulture committee’s mission is to promote excellence in the Farmingdale State College Department of Urban Horticulture and Design curriculum, to encourage student career and business development through internships, scholarships, and networking opportunities, to advertise the program and to further the development of the Horticulture Teaching Gardens as the very finest the Northeast.”


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July 21, 2017 CONTACT: Alyson Bruu Director of Marketing Wayside Fence Company 631-968-6828 Bay Shore, NY: Wayside Fence Company, a national fence manufacturer and wholesaler, announced today that it launched a new website; a cornerstone to their overall rebranding. “Not only is the site beautiful, more importantly, it was built as ‘responsive web design’”, said Sal Militello, General Manager of Wayside Fence. “What this means for our web visitors is that regardless of their device, our site will auto-adjust to their screen size. No more pinching fingers and spreading the content so that it’s legible. The site is also filled with hundreds of photos of our work, both standard and custom. We’re all very proud of this website – and we look forward to offering this new expe-

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LEAVES

What’s That Gray-Green Crusty Stuff on My Plants? grow on trees or rocks as well as on the ground. Mosses are made up of slender, green stems with tiny, transparent, green leaves. Lichens, however, come in many forms: paint-like rusts; scalloped, wrinkled sheets; lace-like pads; bushy tufts; unkempt strands of black, red or green "hair"; but they are never made up of stems and leaves. A lichen is a fungus too, but it contains one or more kinds of algae, which makes food (carbohydrates and sugars) through photosynthesis. The body of a lichen is formed by the fungus. It consists of materials similar to those in a mushroom. Inside the lichen is a layer of green or blue-green algae. The algae

make food, both for themselves and for the fungus. The partnership between the algae and fungi in lichens is a classical example of a relationship known as symbiosis, a close and long-term biological, mutually beneficial relationship between two organisms. Lichens Are Everywhere Lichens will grow on anything that sits still long enough, including slow growing plants, tree trunks, branches, limbs, twigs, rocks, fence posts, fallen logs, tombstones, and even the ground, anything that will hold a little moisture. Some have even adapted to growing in

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are found growing trees and shrubs in the landscape, it may be simply a sign that that particular plant is naturally slow growing, such as a Japanese Maple or mature Azaleas, or other older mature plant that no longer is growing at a vigorous rate as it once did.

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Lichen on Dogwood. Photo by V. Drzewucki

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Lichen on Kwanzan Cherry Photo by V. Drzewucki

Do Lichens Harm Trees and Shrubs? Lichens do not harm trees and shrubs and often appear and persist on perfectly healthy trees and shrubs. Although the lichens are attached to the bark or penetrate a short distance into bark, they do not enter the inner bark where food (continued on Page 32)

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What’s That Gray-Green Crusty Stuff on My Plants? is transported, and hence do not rob the tree of nourishment. So, although lichens are often blamed for the decline or death of plants, lichens do not cause disease or trees and shrubs to suffer. Lichen thrives and spreads as a result of increased sunlight on twigs, branches, limbs and trunks due to declining, thinning foliage in plants suffering from environmental stress. This is often due to a root related problem as a result of soil compaction, poor drainage or excessive soil wetness, depleted soil nutrients, poor maintenance practices, pest or disease problems. That’s why it is often found in abundance on plants

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that are struggling and in decline, growing prolifically on a plant that has lots

of dead twigs and branches that produce undersized or off color leaves, a sign that something else more serious is going on. In addition, lichens grow in the winter, after the leaves have fallen from the trees and no longer block light from reaching the lichens. Thus, the leaves and lichens take turns: leaves use sunlight in summer, lichens use it in winter. Lichens Need Water and Minerals Lichens, like other plants, need water and minerals in order to grow. Lichens growing on trees get both water and minerals from the air and rain. When lichen is wet from rain or dew, it grows actively; but when it dries out in summer, it stops growing. However, the lichen does not die but instead lies dormant until the next rain starts it growing again. Can Anything Be Done About Lichens? There is no good reason to apply anything to remove lichen on trees and shrubs since they do no harm. Good plant vigor with proper care practices is the best defense against lichens as heavy infestations are most common on plants in decline and poor health. Follow recommended cultural practices for trees and shrubs like selecting the right plant for the site conditions, using proper planting and establishment methods as well as recommended maintenance practices like proper watering, fertilizing and mulching to encourage dense, leafy growth to shade twigs branches and limbs and suppress lichen development. For established trees and shrubs, if rainfall is lacking and you must use irrigation, minimize it to no more than once every week or two but increase duration, deep infrequent watering is better for trees and shrubs and will inhibit lichen growth. Consider using a 1 to 2 inch layer of an organic mulch like wood chips or bark around trees and shrubs to conserve moisture and reduce the need for irrigation. Minimizing overhead irrigation will help inhibit lichen growth. For removal of lichens growing on structures like fences, rocks, garden benches or walks, avoid using harsh chemicals, commercial products (continued on Page 34)

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EQUIPMENT 9/17 VICON PS-303 Pendulum Spreader PTO driven, Good Condition, 1 owner, Pictures available.Ready to work. Westchester. $1,600.00 (914) 584-2530 7/17 1998 Ingersoll-Rand Forklift 4wd, 42 ft reach, hydraulic leveling, 4 wheel steering, 1,769 hrs, 6,000lb capacity (631)741-4243 9/17 New/Used Snow Pushers loaders (2) New ‘16s, (2) Used 16’s (1) New skid steer pusher 8’ $2,600 - $3,800 OBO [email protected]

8/17 3 New MBW 422H Rammers for sale, $3,199 each. 145lb, Honda GX100 Engine, 55ft/min speed, 18in compact depth (631)242-8140

4/17 2001 International 4700 DT 466, 5 x 2, Air Brakes, 33,000 GVW, ArborTech 14 ‘ Dumping Chip Body with 2500LB Hydraulic Gate & Tunnel Box. 914-241-3849 $25,000.00 50ft Bucket with chip box, 30yrd chip truck with chipper and vermeer stump grinder all for $40.000. 516-381-5416 6/17 002 18’ Red Southwest Heavy Duty Enclosed Trailer. $3,500. 631-942-4677 8/17 New MBW GP2000 Single Direction Vibratory Plate for sale, $2,199. 165lb, Honda GX160 Engine, 120ft/min speed, 12in compaction depth (631)2428140

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4/17 Landscape Construction Estimator, min 2 to 5 years experience. Ability to read & Interpret landscape/architectural/structural plans. Email resume to: [email protected]

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2/17 SALES PROFESSIONAL - great opportunity for part time supplemental or full time sales position with equity potential for right person. Outside sales to Landscape, Golf and Ag concerns, growers Big Long island market with focus on Common sense and natural methods. email: [email protected]

5/17 LANDSCAPE FOREMAN & LABORERS- 3 years + experience. Drive truck/trailer combo and operate Skid Loader. Full time. Paid Holidays .Westbury. (516)338-9095 – [email protected]

4/17 LANDSCAPE DESIGNER/ SALESMAN AVAILABLE to contractors or clients for plans, renderings, perspectives, drafting, details, presentations, sales, consulting. Award-winner, 20+yrs experience, www.GreensceneDesign.com (631) 678 - 7388 4/17 Landscape Laborers, Foremen & Drivers - F/T & P/TGlen Cove, Must have experience & Clean Driver’s License Call (516)759-8667

7/17 Landscaping business for sale. Nassau County. 130 weekly accounts, truck, trailer, equipment. Owner retiring after 35 years. Priced to sell. Serious inquiries only. (516) 661-8405 7/17 Landscape Maintenance company for Sale North Shore Huntington to Kings Park Business offered at 35,000.00 / Best offer Call for details 631- 965- 9507 4/17 Landscape Contracting Co. For Sale 90K Bobcat, Truck and Equipment 2 Trailers Will Separate 35 yrs in business 516-639-1446

9/17 Full service landscape company for sale. Includes snow removal accts for Comml clients. Sales of $850,00 $1.2 million, depending on winter. All truck equip included. Residential/Commercial accts, will not separate. Asking $280,000. Please email: [email protected] 9/17 2 Acres for lease. Islip (Rte 11). Great location - nursery, tree company, masonry, large landscape company. Sub-divisible! For info, email: [email protected]

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PAGE 33

6/17 Landscape Contracting Co. For Sale 90K Bobcat, Truck and Equipment 2 Trailers Will Separate 35 yrs in business 516-639-1446

1/17 Full service landscape business for sale S/S Suffolk. 130+weekly accounts,sprinkler&pesticide accts. Trucks,trailer,equipment. May consider separating. Make an offer! Serious Inquiries! 631-846-1997 or 631-665-2250

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SnowEx® Introduces New V-Maxx™ G2 Hopper Spreaders With Enhanced Controls and Spreading Performance MADISON HEIGHTS, Mich. – Equipped with updated controls and enhanced material spreading features, the new SnowEx® V-Maxx™ G2 hopper spreaders offer greater performance and operating efficiency for contractors and municipalities on large ice control applications. A new dual variable-speed control is more compact than on previous models. This digital, self-diagnosing unit allows independent adjustment of spinner and auger speeds, while convenient buttons offer easy control of the standard vibrator and optional accessories. It includes an auto reverse function to easily clear auger jams. The control only requires a single 4-pin wire to enter the cab, making it less obtrusive and providing more location options when mounting. The V-Maxx G2 lineup includes eight different V-box models, ranging in capacity from 1.5 to 6.0 cubic yards. Designed for use with full-size pickups, flatbed trucks or dump-bed trucks, each spreader has a polyethylene-constructed, multi-angled material hopper that helps provide a continuous flow of material to a heavy-duty auger drive. An attached vibrator shakes the patented inverted “V” baffle to reduce material clumping for continuous material flow, whether spreading salt, sand or both.


For maximum material placement and control, the spinner starts at the desired speed setting on the dial, rather than blasting upon starting up. A wider operating range allows for slower speeds to provide more efficient use of materials, while high

speeds are still available for servicing larger properties. Spread width is infinitely variable up to 40 feet. The V-Maxx G2 is entirely electric powered – with no engines, pulleys, sprockets, belts or chains to maintain – and features an efficient direct-drive auger transmission. Located in an enclosure on the spreader and featuring weather-resistant molded connectors, the FLEET FLEX electrical system provides a consistent electrical platform and complete fleet interchangeability between all V-Maxx G2 spreaders. Optional accessories such as lights, strobes and pre-wet systems easily plug into the control module and are operated with simple on/off buttons on the control. Liquid tank systems for pre-wetting material are available for each model. Other standard features include a top screen, fitted tarp and an auxiliary LED brake light. All SnowEx spreaders include a two-year parts and labor warranty. SnowEx is proud to be a part of Douglas Dynamics, North America’s premier manufacturer and upfitter of commercial vehicle attachments and equipment and home to the most trusted brands in the industry. For more than 65 years, the Company has been innovating products that not only enable people to perform their jobs more efficiently and effectively, but also enable businesses to increase profitability. For more information, visit www.snowexproducts.com.

What’s That Gray-Green Crusty Stuff on My Plants? or bleach which can be harmful to plants and other organisms. Lichens can be effectively removed by power washing and scrubbing. Prevent more lichens from developing on objects by reducing wet conditions and improving air circulation

Sources: Extension, C. C. (n.d.). Lichens. Rerieved August 03, 2017, from http://www. cceoneida.com/home-and-garden/factsheets/ view/84/lichens#.WYOf6YfrsdU Agent, C. G. (2010, January 28). Master Gardener - Lichen may signal more serious problems. Retrieved August 03, 2017, from http:// www.starnewsonline.com/news/20100128/ master-gardener---lichen-may-signal-moreserious-problems Lichens: Meaning, Characteristics and Classfication. (2016, August 24). Retrieved August 03, 2017, from http://www.biologydiscussion.com/notes/lichens/lichens-mean-

ing-characteristics-and-classfication/46549 Scott T. Replied July 22, 2015, 12:32 PM EDT. (n.d.). Eradicating Moss-like Lichen - Ask an Expert. Retrieved August 03, 2017, from https://ask.extension.org/questions/263737

Cornell Cooperative Extension (CCE) of Nassau County offers educational programs and services that enhance the quality of life in our communities. An educational, not-forprofit organization founded in 1914, CCE has served many thousands of Nassau families through programs focused on horticulture, the environment, health, nutrition, consumer skills, parenting and youth development. Environmental Horticulture Office: 832 Merrick Avenue East Meadow, NY 11554 Phone: 516-5655265 www.ccenassau.org Cornell Cooperative Extension in Nassau County provides equal program and employment opportunities.

Gardening On Top of the World! gion and customize the mixes to meet stringent customer standards. They also supply on site deliveries with forklift or crane load-off services. The soil is available in 1 cubic foot bags, 11/2 yard bulk sacks or bulk delivery. LI Compost has been the lead-

ing supplier for Green Roof projects to municipal and residential customers and can be reached at (516) 334-6600. Corporate headquarters: 100 Urban Avenue, Westbury, NY 11590. Thank you to Harder Services, Inc. for the opportunity to photograph some of their projects. They are an ISA-Certified Arborist Utility & Municipal Specialist located at 63 Jerusalem Ave, Hempstead, NY.

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