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Board of
Directors Message from Kenneth J. Clemmer,
Chairman of the Board
Ken Clemmer,
SynaTek HEY, WE NEED
Chairman
YOUR HELP….
Randy Tischer,
Green Velvet Sod Farms “Service to others is the
Secretary
rent you pay for your
Roger Ogalla, room here on Earth."
BTSI
Treasurer
--Muhammad Ali
2 PrimeraTurf
news
The News
Chairman Clemmer
picked a good time to be
away from the business.
He most likely did a
lot more good in New
Orleans than he could
have done in the office
and we commend him
for stepping out of his
comfort zone and giving
his time and labor to the
Member Owned
most needy. PrimeraTurf is a Member
owned cooperative. We are
It is awfully quiet! very aware that our only
Silence before the storm? reason for existence is to
Are we in the eye of will congregate in short message we deliver it improve conditions for the
the hurricane when order in Orlando for the supports our best interest. business of our Members.
everything is eerily still? GIS and try to figure it We need your (the
Are we waiting for the out. And we will tell each The deal between Members) input and
other shoe to drop or other stories about the ChemChina and Koor active participation. This
are we at the start of a way we see the business closed and consequently newsletter, our personal
serious uptick in business going from here, being Makhteshim Agan visits with Members, our
activity? Hard to tell. We very careful that whatever is now a privately web site, our Policy Book
and Members’ Code of
Conduct are all tools
designed to make sure that
PrimeraTurf accurately
RESERVE THE DATES! represents the interests and
views of its membership
The Next PrimeraTurf Membership Meeting community.
Will Be Held February 8, 2011 At The Holiday Inn
Resort – The Castle on International Drive In Orlando
The 2011 Primeraturf Annual Meeting
And Trade Show
Will Be Held July 12-14 At The Embassy Suites –
Brooklyn Center In Minneapolis, MN IT IS STILL A
GOOD TIME TO
BE INDEPENDENT
www.primeraturf.coop
news
The News
owned company PrimeraTurf will the economy is trying Independents and their
with shareholding by hold its traditional to get out of its long Manufacturers. Thanks
ChemChina (60%) and membership meeting the hibernation. go to ITODA for keeping
Koor (40%).Who is next? day before the GIS Trade this important initiative
Show opens and – in Then we will all alive.
Who’s next is also the addition to dealing with be there for the by
question we are asking its internal business – now traditional Think Coming out of
about the succession of will work with Michael Independent networking Orlando, hopefully the
Frans Jager as the leader Marks of Indian River reception of which worst of the winter will
of the pack. The search Consulting Group on PrimeraTurf has been be behind us and we can
is in full swing and – sorting out the challenges a long time promoter. start thinking about
reportedly – there is no and opportunities for the It has become a unique Spring and a whole new
shortage of (qualified) distribution business in meeting and networking campaign.
contenders. the USA at a time that opportunity for
A (Non)Sense Of Union
This article is about unions – it stands now labor laws by means of a Taking advantage
the role of trade unions at 11.9 percent of the deceptively titled 2007 of a labor friendly
in the contemporary workforce in the private legislative initiative that administration, unions
globalized world and sector – unions exert keeps coming back as have also successfully
if you think this topic a disproportionate “Employee Free Choice convinced the National
has no relevance to influence over what is Act (EFCA)”. If put into Mediation Board to
PrimeraTurf and the happening (and not law, EFCA would strip abandon a 75 year old
business we are in: Think happening) in our American workers of their rule that required a “yes”
Twice! economy and we are all right to a private ballot vote from a majority
affected by it. vote, require companies of the workforce in a
In spite of the fact to submit to binding particular business or
that union membership Even with arbitration and increase company in order to
in the private sector has their diminishing penalties for unfair labor unionize. In May of
diminished substantially representation in the practices committed by last year the National
from the 1950s when working populace, unions employers but not by Mediation Board
more than a third of are working hard behind unions. announced new rules
workers belonged to the scenes to change the that would only require
4 PrimeraTurf
COMMENT
A (Non)Sense Of Union
www.primeraturf.coop 5
COMMENT
A (Non)Sense Of Union
in the private sector, is now: States declaring UNIONS IN AMERICA automotive industry -
fighting hard against any bankruptcy as a tool AFTER THE SECOND that probably could have
attempt to restore fiscal to get from under the WORLD WAR been avoided with a more
discipline by bringing the crushing burden of future HAVE FOCUSED forward looking attitude
compensation, pensions entitlements of public ON PRESERVING of the unions involved.
and benefits of public employees and retirees. AND EXPANDING
employees more in line THE RIGHTS AND For the public sector
with the public sector. If you step back and ENTITLEMENTS OF the way out from under
look at the big picture, THEIR CURRENT the burden by bankruptcy
No wonder that there you can clearly see where MEMBERSHIP AT does not exists, at least
suddenly is serious unions have failed to stay THE EXPENSE AND not for now, at the
discussion of what in tune with the modern WITH BLATANT Federal or State level. So,
was unthinkable up to day reality: DISREGARD OF the only way to pay for
THE EMPLOYMENT the sins of the past is to
OPPORTUNITY tax future generations
FOR FUTURE with the cost of excessive
GENERATIONS AND union pandering. That
– IN THE CASE OF is the way Illinois has
TEACHERS’ UNIONS chosen to address its
– AT THE EXPENSE huge budget deficit: it
OF THE QUALITY OF has increased the personal
EDUCATION. income tax rate by 66%
and the corporate income
Time and again, tax rate by 45%. That,
unions have been self by itself, will not come
serving to the point of close to curing all the
bringing corporations - ills of the State. Illinois
and now public sector is facing $77.8 billion
bureaucracies as well - in in underfunded pension
a position of insolvency liabilities. So hold your
without regard for the breath for what’s next.
future employment in But the question is: how
these institutions. In the much longer will the
private sector this self taxpaying public accept
serving and short sighted to pay for union excesses
approach has ended in and public larceny?
numerous bankruptcies -
notably in the airline and The relevancy of all
6 PrimeraTurf
COMMENT
A (Non)Sense Of Union Red Carpet
Treatment
of this to our business is unless we allow the public It will be interesting to
obviously that as citizens sector to use bankruptcy watch how far the unions There is one more thing
and corporate citizens we as a tool to get from will go in favoring the you can count on, besides
all pay a stiff price for the under the crushing status quo and their death and taxes: If you are a
lack of fiscal discipline burden of unfunded and current constituency over PrimeraTurf Supply Partner,
the public sector has unwarranted entitlements the future opportunity for you will get the Red Carpet
exhibited under union in much the same way all, including their future Treatment from every
pressure. We will all pay United Airlines, Delta membership. “Union” is a PrimeraTurf Member. No
a price in much higher Airlines, US Airways, misnomer in this context. fail, no excuse, no
taxes or –worse – in General Motors and There will be more exception. If you call and
a debt crisis that will Chrysler were given discord than union set up an appointment, you
devastate our economy a new lease on life by between the trade unions will be seen, listened to,
and further erode our restructuring their “legacy and the public at large questioned and answered
standing in the world. cost”. before our fiscal house is with attention and respect.
That is –of course – restored to order. It is part of the PrimeraTurf
value system that this policy
is carried out by every
Member, without exception.
When your experience does
The Purpose Of A Purchasing Co-Op not match this expectation,
we urge you to notify the
PrimeraTurf has never constituencies: 1) it’s Our Member Member not living up to
shied away from public Member Companies, Companies are also your expectation in writing
clarity about the purpose, which are Independent Owners of, Shareholders and copy the PrimeraTurf
for which it exists, but T&O Distributors, in the business. Board and Chief Executive
the question keeps and 2) it’s Supply Collectively they own Officer.
coming up and members Partners, which are PrimeraTurf and all its
and supply partners the manufacturers assets (including the
themselves sometimes of the merchandise PrimeraOne® brand) and
lose track of the reason flowing through the each Member Company
why they have chosen co-op. We call these owns one share of stock
to become partners in two constituencies in the company. The PRIMERATURF MEMBERS
growth. A brief refresher “Partners in Growth” Member Companies CREATE VALUE FROM
course appears to be in because growth cannot are being served by all THE GROUND UP!
order. be accomplished by one the advantages that
without the other, at least PrimeraTurf provides
Our purchasing not inside the co-op. them and by the
co-operative serves two Patronage Dividend that
www.primeraturf.coop 7
COMMENT
The Purpose Of A Purchasing Co-Op
they collect at the end of PrimeraTurf finds a way THE PURPOSE OF the way we go about our
each fiscal year. to grow the business for THE CO-OP IS TO business as a purchasing
the Supply Partner. SELECT FROM THE cooperative.
Our Supply Partners AVAILABLE SOURCES
are Stakeholders rather Without the co-op, FOR MERCHANDISE All of this is easier said
than Shareholders, the distributors would THE ONES THAT ARE than done. How do you
but they are equally each make their own BEST POSITIONED make sure you pick the
indispensable to the sourcing decisions and AND INCLINED TO right supply partners and
operation. Supply arrangements, which MAKE THE CO-OP what do you do when
Partners are being would likely mean AND ITS MEMBERS circumstances change and
served by PrimeraTurf that the business in a SUCCESSFUL. you have alienated all the
furthering, promoting particular product gets manufacturers you have
and growing their split up in as many pieces It is our job to evaluate previously spurned?
business with PrimeraTurf as there are potential potential supply sources,
Member Companies. suppliers for it in the pick the ones that we Two great questions
No Supply Partnership USA. want to work with and that deserve thoughtful
survives unless then drive the Members’ attention and an
business their way. unequivocal response.
It is our job to make
PrimeraTurf important Fortunately
to some select suppliers PrimeraTurf did not have
(and not to others). If we to re-invent the wheel
were to do it different we here in order to come up
would have everybody with its solutions. We
who is a supplier involved like to learn from the
in our business and best and there are great
we would be irrelevant purchasing cooperatives
to all of them. This is in almost every sector of
exactly the situation we the business, particularly
are trying to avoid by in distribution. And all
putting a purchasing of them that preceded
co-op in place between us had, by necessity,
the distributors and the addressed these same
manufacturers. If our questions and come up
founding fathers had not with answers that they
preempted us, we could were more than willing to
have picked the tag line E share with us.
PLURIBUS UNUM for
www.primeraturf.coop 8
COMMENT
The Purpose Of A Purchasing Co-Op
PrimeraTurf picks its Distribution never ending, process. that matter most going
Supply Partners using • Management The picks that we make forward and (continue to)
each of the following compatibility between today are certainly meet the five criteria
criteria: the company and the different from the ones spelled out above. To that
co-op we made only a few years end, all of PrimeraTurf ’s
• The position of the ago and they are most Supply Partner
company in the global The weight we attach likely different from the Agreements are either
T&O business to each of these 5 criteria ones we will be making a open ended and
• The capability of the may fluctuate from time few years down the line. renewable from year to
company to be the to time and depending on year or limited to a three
low cost supplier and the circumstances of each PrimeraTurf will walk a year term (which is the
innovate the business individual case, but a very fine line between showing rule for private label
• The long term high score in the last two loyalty to the Supply supply arrangements).
commitment of the criteria is important: it Partners who brought it This way we make sure
company to the T&O takes two to tango! to the dance and the that no legitimate supplier
business in the USA imperative to make sure is ever locked out of our
• The company attitude Supply Partner that it will be lined up business other than for a
towards Independent evaluation is an ongoing, with the Supply Partners limited period of time.
www.primeraturf.coop 9
COMMENT
Speaking From Experience
By Dana Wilson, Business Development Manager
www.primeraturf.coop 10
COMMENT
Speaking From Experience
By Dana Wilson, Business Development Manager
the other new product categories that were to do business with several suppliers. Our
introduced had some success here and there, objective was always to be the ‘one stop
but never really became part of the core shop’ for our customers, but in reality it
business. In my opinion, we introduced the rarely occurred.
products with a big splash, but didn’t do an
adequate job in training and support. Adding strong, profitable products is key to
• Customers welcome the introduction to continued growth and success in our business.
new products, but also have developed At the same time we must evaluate what is
a comfort level and confidence in what already on the shelves for sales activity and
they are currently purchasing. It is the profitability. If a SKU is not meeting our
role of the distributor and its sales team to expectations we need to determine why. It
instill confidence in the customer to the could be the need for a promotional program,
point where he is willing to take the risk need for sales training, or it could just be lack
and make a change. If introducing a new of demand. Once we know why, we need to
product line or category, the customer is put plans in place to improve performance or
probably purchasing from a competitor to get it off the shelves and out of inventory.
that has established a relationship with
that category. Getting them to change is The ultimate goal is to turn inventories,
usually a process that won’t occur overnight. focus our efforts on selling new technology
Customers are normally quite loyal and like and improve sales and margins.
www.primeraturf.coop 11
ADVERTISEMENT
12
COMMENT
Immigrant, Inc.
www.primeraturf.coop 13
COMMENT
Immigrant, Inc.
fiber networks. He believes special optimism and drive from, only that you have scientists and engineers
innovation springs from that I benefited from and a good idea” says Alberto who want to come to this
hard times. “People do not continue to rely on that Sangiovanni-Vincentelli. country and be part of our
more than what they can I want all of you to find. technological advancement”.
dream of. So I dream big.” Immigrants are inherently Arnold Schwarzenegger
dreamers and fighters.” acknowledged this when he Says Czech immigrant
“With less to lose”, he said: “To think that a once and philanthropist Jan
thinks “immigrants are The 2000 Census scrawny boy from Austria Vilcek: “We must help our
bolder players”. “With a found that immigrants, could grow up to become fellow citizens understand
fresh look at the landscape”, while accounting for 12 Governor of California, that that for this great country to
he thinks “they are better at percent of the population, is an immigrant’s dream. It thrive and retain its unique
spying opportunity”. made up nearly half of all is an American dream.” characteristics, it must be
scientists and engineers open to immigrants”.
Deshpande agrees with with doctorate degrees. It With all this evidence of
legendary venture capitalist is a misconception that the blessings immigration The book and the
Michael Moritz, who immigrants by definition bestows both on the message in no way detract
in 2000 wrote: “Force a are poor, unskilled and immigrants and the nation, from the necessity to fend
venture capitalist to choose uneducated. it is really hard to fathom off illegal immigration but
between a well heeled why we don’t do everything it makes a compelling case
Ivy League student and a The other side of this in our power to attract for doing that by greatly
smart and impoverished coin is that the United foreign talent. Even Ben facilitating the opportunity
immigrant, and we’ll pick States have offered Bernanke, Chairman of for legal immigration.
the latter every time.” exceptionally fertile soil for the Fed, acknowledges that Particularly of talent that is
immigrant entrepreneurs to “our immigration laws only scarcely available from
“To immigrate is an ply their trades in. Monte discriminate pretty heavily home-spun sources.
entrepreneurial act” says Ahuja, the Indian founder against highly talented
Edward Roberts, Founder of Transtar Industries says:
of MIT Entrepreneurship “Most immigrants that I
Center. know, they don’t say, “I’m
going to America to find a
And Google Vice job.” It’s bigger than that.
President Omid Kordestani They come here because WE WELCOME YOUR COMMENTS AND
told San Jose State they see this as a land of CONTRIBUTIONS TO OUR NEWSLETTER
University graduates: opportunity, where you can
achieve anything you want”.
“To keep an edge, I
must think and act like “In the U.S. it does
an immigrant. There is a not matter where you’re
www.primeraturf.coop 14
COMMENT
All A-Twitter
By Pat Jones
www.primeraturf.coop 15
COMMENT
All A-Twitter
By Pat Jones
www.primeraturf.coop 16
COMMENT
All A-Twitter
By Pat Jones
Twitter is one more particular feeds that you - John Kaminski them and figure out what
thing that can eat away know are worthwhile. - Turf Diseases you can afford.
at the available time If 10 minutes a day - Local PhDs
in your day. I’ll warn on Twitter gives you - Golf Course Industry I’ll wrap this up by
you now that you can customer information or magazine saying I hope to see all
become addicted to it ideas that convert directly - Golf Course my PrimeraTurf friends
just like any other high- into sales, it may be Management magazine at the GIS in Orlando
tech “gee whiz” thing. worth it. Only you can - Key vendors (XYZ next week. It’ll be a crazy
Yet, like Facebook, you judge the ROI. Chemical, ABC few days for all of us,
can manage it fairly well Mowing, etc.) but feel free to track me
by checking it at least Curious and want to down if you’d like to
weekly, but it’s better give this a shot? Here’s As always, a reminder talk. You can reach me
to give it a few minutes your golf/turf business that no single marketing by e-mail, mobile phone,
a day will keep you starter list for Twitter. tool is enough. A great text, Facebook, Twitter
current. Essentially, it’s Just start an account website without print (@gcimagazine), smoke
another e-mail inbox (pick a “handle” that advertising to drive it will signals, semaphore, flare
to look at, but you’re refers to your business) be unvisited. Spending a gun or Pony Express
mostly scanning quickly and search for/follow: pile to exhibit at a trade courier. Or you can just
for items of interest or show without a specific drop by booth #901 and
sales goal is pointless. say hello. I know that’s a
Not using earned co-op pretty old-school concept,
dollars from a supplier but it still works nicely
is dumb. You MUST too.
have an integrated plan
that ties sales goals to Check out my industry
print advertising, co-op marketing blog: http://
programs, web, face-to- gcimarketing.blogspot.
face, PR and social media com/
like blogging, Twitter and
Facebook. I know that (Pat Jones is publisher and
seems like a daunting editorial director of Golf
task…but it’s not if you Course Industry magazine
invest a little time and and a longtime industry
brainstorming with your consultant. He can be
team to consider all the reached at 440-478-4763
possibilities, prioritize or psjhawk@cox.net.)
www.primeraturf.coop 17
COMMENT
Member Challenge — The New Challenge
Pocono Turf
Supply
AmeriTurf
Outdoors, Inc.
GreenLife
Herod Supply
Seeds
If you had a down year in 2009-2010, you are probably • The first prize is $12,500 in cash
well-positioned to see your company name on a BIG • The second prize is $7,500 in cash
check next year because the Board of Directors is again • The third prize is $5,000 in cash
offering a Member Challenge worth $25,000 in an
effort to boost Member participation in PrimeraTurf The Challenge will be paid out at the Annual Meeting
programs in what they think will be another in July 2011. We will measure Member performance
challenging year in our industry. The Challenge will under this Challenge every month and publish standings
reward those Members that increase – within some on the website and in the Monthly Newsletter.
important parameters – their rebate generation through
PrimeraTurf from FY2009-10 to FY2010-11. January 2011 Standings:
As of the closing of the month of January, the top five
In order to be rewarded under the Challenge, Members contenders in the new Member Challenge are:
must: 1. Outdoors, Inc.
• Have a PrimeraTurf rebate track record of a 2. AmeriTurf
minimum of two years 3. GreenLife Supply
• Generate rebate revenue of at least $50,000 through 4. Pocono Turf
PrimeraTurf in FY 2010-2011 5. Herod Seeds
The measurement to be used for the Challenge is the Keep it up! Remember that you need to generate at least
percentage increase in rebate generation by Member $50,000 in rebate revenue for the 2010-11 fiscal year to
from FY 2009-10 to FY 2010-11. qualify. Last year this parameter cost one Member
second prize.
www.primeraturf.coop 18
COMMENT
Guest Column ... Legislative Season Is Officially Open
more about the network the past two years – with Partnership and unity,
and to begin receiving our your support -- RISE has bolstered by science are
monthly newsletter and been working through the the way forward for our
issue updates. Debug the Myths program industry. During what is
to win hearts and minds mostly the off season, I
Here at RISE we are while also communicating urge you to consider how
seeking opportunities the facts about our you can become engaged
to be a partner with products. We are well with your association,
resources and science prepared and resourced to your customers and your
while legislation is on continue this work and community. Contact your
the drawing board and to engage every member RISE staff for resources
as it moves through in this effort to help us and information at
the political process. In extend our reach into grassroots@pestfacts.org
addition to providing the communities and state or visit www.
facts, our industry must houses. Won’t you become debugthemyths.com for
also win the hearts and a partner as a Debug the consumer-friendly
minds of our neighbors Myths Ambassador in resources about pesticides
Most state’s 2011 and policy makers. To your community? and fertilizer.
legislative sessions are now do that, each of us must
one month old -- and become a partner and Partnership also applies
what a month it has been. a positive voice in the to our inter-industry
Legislative language is debate. We are most activities. While the lawn
dropping all around us often ready and willing product bans enacted in
for pesticide and fertilizer with science, but not as Canada seem like ancient
prohibitions with science often ready and willing to history, they are not and contact i nfo
barely visible. To those of engage in the emotional here in the U.S. this year By Aaron Hobbs, President,
you who are part of our aspects of public policy. we are again seeing product RISE (Responsible Industry for
a Sound Environment)®
RISE industry Grassroots prohibitions advanced that
Network this is hardly We know that an seek to divide our industry.
news. However, to those overwhelming majority
who have not signed of people want the
up to participate in the benefits of pesticides and
Grassroots Network, fertilizers and have a clear “Sometimes it doesn’t matter
there’s no time like the understanding about the that you have a better prod-
present. In fact, before you need for the products. uct, if your competitors have
read any further, contact However, people have a better salesmen”
Ben Cuddy, bcuddy@ lot of questions and that’s –Thomas Jewell
pestfacts.org, to learn where you can help. For
www.primeraturf.coop 19
COMMENT
Water
“No one knows the value of water until the well runs dry” (Benjamin Franklin).
www.primeraturf.coop 20