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From the TurfNet NewsDesk

  • John Reitman
    When it comes to negotiating deals, presidential candidates have nothing on the Syngenta Business Institute. Whether it is striking a deal with vendors on equipment and chemicals, club administrators on next year's budget or a compensation package for a new job, the art of the negotiating process is just one of the many topics covered in the annual Syngenta Business Institute.
      The Syngenta Business Institute is an intensive four-day program designed to grow the professional knowledge of golf course superintendents and assist them with managing their courses. Through a partnership with the Wake Forest University School of Business, the program provides graduate school-level instruction in financial management, human resource management, negotiating, managing across generations and cultural divides, impact hiring and other leadership- and professional-development skills.   The application period for this year's event is open through Aug. 16. This year's SBI is scheduled for Dec. 5-8 at the Graylyn Conference Center at Wake Forest. CLICK HERE for more information or to register.   Programs like SBI are a good fit for today's superintendent who must also possess an array of business-related skills.   "I'm always continuing the education process. I never stop learning," said Paul Latshaw, CGCS at Muirfield Village Golf Club in Dublin, Ohio. "The vast majority of the classes I take are abuot management, because the vast majority of what we do is management."   A total of 25 attendees will be selected for this year's program from a panel of judges. Those chosen to attend in this year's event will be notified in October. Travel, lodging and meals are provided by Syngenta for all superintendent attendees.   "The reason I came is because this deals with things that are outside of our wheelhouse," said Jim Pavonetti, CGCS at Fairview Country Club in Greenwich, Connecticut. "Making greens great is what we do, but managing boards and owners, those are the kinds of things we can improve upon."   One of the sessions Pavonetti found most informative was a session on negotiating, led by Wake Forest's Bill Davis, Ph.D., who told attendees to always have a back up plan when trying to strike a deal. The back-up plan is so important, Davis has a term for it BATNA, or best alternative to a negotiated agreement.   "We're negotiating every day," Pavonetti said, "whether it's buying chemicals or fertilizers, or working with the finance committee over next year's budget, or selling projects to committees."
  • Philadelphia is a golf town. So, when the city was blessed with abnormally warm temperatures in January - on only six days was the daily high below the freezing mark - it was only natural that golfers flocked to the course to sneak in a round, or two or more. 
      Play was up in Pennsylvania (144 percent) and throughout much of the country was up, way up, in January 2016 compared to January 2015. A total of eight states reported triple-digit year-over-year increases in rounds played for the month. Those gains weren't enough to start the year in the black, however, as nearly half the country - 24 states to be exact - reported decreases in rounds played for the month, according to Golf Datatech's National Golf Rounds Played Report that surveyed 2,330 private and daily fee courses nationwide.   While the weather was kind throughout much of the Northeast and Midwest, golfers in other areas were not as fortunate, says Jim Koppenhaver of Pellucid Corp., as losers outgained winners for a 12.6 percent dropoff in rounds played in the first month of the year.   The largest gains for the month predictably were in places that are traditionally have cold winters. Leading the way was Michigan, where play was up by 326 percent. Other states reporting triple-digit gains were Connecticut (up 255 percent); West Virginia (237 percent); New Jersey (133 percent); New York (125 percent); and Delaware, Maryland and Washington, D.C. (up 105 percent).   According to Koppenhaver, golf playable hours, Pellucid's measurement of all daylight hours in which one conceivably could play golf factored against climatic influences such as precipitation, temperature, wind, etc., was down nationally by 6 percent in January.   Among the most significant losses for the month was Florida where play was down in the height of the winter season by 18 percent. Other big losers in January were Nebraska (down 85 percent); North and South Dakota (53 percent); Idaho, Montana and Wyoming (48 percent); Oregon (46 percent); Washington (39 percent), Colorado (32 percent), Kansas (29 percent), Missouri (23 percent), Arkansas (22 percent); Nevada (17 percent); Mississippi (16 percent); South Carolina and Utah (15 percent); Oklahoma (14 percent); and Alabama and Tennessee (10 percent).
  • Nufarm launches Insider Web site
    Nufarm has launched its Nufarm Insider Web site to provide golf course superintendents and others with a host of information to help them in the day-to-day performance of their jobs.   The site includes news, product information, online training tools and other resources.   Among the other resources found on the site include a product guide, expert advice from Nufarm researchers and links to help find Nufarm representatives nationwide.   Jacobsen recognizes dealers at GIS
    Jacobsen recognized its top-performing dealers and salespeople during the recent Golf Industry Show in San Diego.   G.C. Duke Equipment of Burlington, Ontario, was awarded the North American Dealer of the Year award. Based in Burlington, Ontario, G.C. Duke has 65 years of industry experience.   MTE Turf Equipment, with outlets in Rochester and Albany, New York as well as Boston, was named Global Dealer of the Year.   The two top honors are based on a dealer's sales growth, market penetration and market share.    Individual dealer salesperson awards went to Mark Casey of MTE Turf Equipment, Josh Shull of Turfwerks (Minnesota, Iowa, South Dakota, North Dakota, Nebraska, and Missouri), and Manny Cervantes of Kansas Golf & Turf (Kansas).   Malvese Equipment Co. of Long Island, New York was recognized for 90 years as a Jacobsen Dealer. Others recognized for their years of service as Jacobsen dealers were Steven Willand Inc. (30 years), Luber Brothers (20 years), Totem Equipment and Supply,  (15 years) and Burris Equipment Co. (10 years).   Jacobsen also recognized dealers who excelled in Marketing and Customer Care. B. Hayman, Customer Care award, and TSP Turf, Excellence in Marketing award. Asia-Pacific dealers recognized were Shriro Trading Vietnam Co., APAC Dealer of the Year, ADE Turf Equipment, Customer Care award, and Mikuni Shoko Co., APAC Excellence in Marketing award. Asia-Pacific dealer salespeople who won individual awards include Ly Trieu Van of Shriro Trading Vietnam Co., and Masakazu Tamura of Mikuni Corp.   Central Turf & Irrigation opens Alabama outlet
    Central Turf & Irrigation Supply, an Elmsford, New York-based distributor of turf and irrigation equipment, products and supplies, has opened a new store in Opelika, Alabama.   CTIS represents Hunter, Rain Bird and Toro irrigation services, and also carries a wide range of chemical and fertilizer products from suppliers such as BASF, Bayer, Dow AgroSciences, FMC, Holganix, Lebanon Turf, Nufarm and Syngenta.   The company now has 40 retail outlets throughout the United States and Canada.  
  • There was a time in golf's heyday when, once hired, assistants were on a fast track to becoming a superintendent within a year or two, whether they were ready or not. No more.
      Turf school enrollment figures are directly tied to the number of golf courses and available head superintendent jobs, both of which have been in decline during the past decade. At any given time, there are more than 100 help-wanted ads on TurfNet. As it turns out, that the prospect of working as a spray tech or assistant for 10-15 years isn't all that attractive.   "We all deal with it. It doesn't matter how good your club is," said Fred Gehrisch, CGCS at Highlands Falls Country Club in Highlands, North Carolina.    Finding a great assistant doesn't have to be a frustrating experience that makes banging one's head against the wall seem inviting by comparison. Gehrisch, who has been a superintendent for 18 years, says superintendents struggling to find assistants should examine how they recruit potential candidates before blaming the system.   "There are a lot of jobs out there, and that's what I am competing against," Gehrisch said. "A lot of the ads I read all the sound the same. They're cookie-cutter: 'Here is the job, here is the course. Blah, blah, blah, blah, blah.' Hiring an assistant is a sales job in two directions. They have to sell themselves to you, but by God, you better be selling what you have to them. You have to prove that you are just as worthy of their investment in your club. Tell them what you are going to do for them. Tell them that you are going to teach them to be a golf course manager, that you are going to teach them to be a leader. Tell them you are going to take them to trade shows and teach them the business of golf course management. Tell them the club is going to invest in them and their future."   That ad-writing approach worked wonders the last time Gehrisch sought an assistant in June 2015.   His ad, which detailed more about what he was going to do for his assistant than what he expected from a new hire resulted in 20 resumes; some great, some good, some not so good, but 20 nonetheless.     Chris Cowan was just wrapping up his career at North Carolina State University and was fresh off an internship at Pinehurst No. 2 during the concurrent 2014 U.S. Open and U.S. Women's Open when he started looking for a job. A native of the Pittsburgh area, Cowan attended high school in North Carolina after his father took a job at a Charlotte bank. He had designs on getting a job in North Carolina or back in western Pennsylvania when Gehrisch's help-wanted ad caught his eye.   "It was more about things not related to the work itself," Cowan recalled. "It was more big-picture stuff. You could tell from the ad he didn't just want someone to come in a couple of times a week to spray and run a crew.   "It was about providing the building blocks to becoming a superintendent; things that were going to pay off for me in the long run. I knew from that add that this was the place where I could turn myself into something if I paid attention and learned."   Of the 20 resumes Gehrisch received for that vacancy, he interviewed five candidates, and very little time was spent with any of them discussing agronomics and the specifics of the job. It was more about seizing another opportunity to sell the club and learning what makes each candidate tick, with questions about what activities they were involved in during high school and what they like to do in their free time.   "Growing grass is the easiest part of what we do," Gehrisch said. "What I wanted to find out was what kind of person they are and are they going to fit into the culture of the club and our department.    "In a nutshell, I wanted to find someone with character and work ethic. I don't think standard agronomy questions are going to tell you that."
    They have to sell themselves to you, but by God, you better be selling what you have to them. You have to prove that you are just as worthy of their investment in your club."
    Chris Tritabaugh, in his third year as head superintendent at Hazeltine National Golf Club in Chaska, Minnesota, which will host The Ryder Cup Matches later this year. Whether it is at Hazeltine, or in his former position at Northland Country Club in Duluth, he looks for the same traits Gehrisch seeks when hiring an assistant. And he found those traits two years ago in Mike Graves, who was an intern at Hazeltine when Tritabaugh was hired in 2013.
      "I look for someone who can think for themselves and come up with a solution on their own without coming to me with every little change order," Tritabaugh said. "Are they dependable and do they do quality work?   "Those are things where (Graves) excelled. I give him a spray program for the day, and I won't hear from him the rest of the day. We have a new GPS sprayer. He knows that thing inside out, so if an issue comes up, he knows how to handle it. That's an intangible you can't coach in someone. Either you have that ability, or you don't."   Back at Highlands Falls, Cowan had an interview scheduled with a club in Charlotte the day after he interviewed with Gehrisch, and had interviewed by phone with two other superintendents in the Pittsburgh area. He canceled all of them after spending an arduous, four-hour interview at Highlands Falls.   "It was a different atmosphere," Cowan said. "Fred did a great job of selling the course and the opportunities that would be open to me there. I left that interview with the feeling that I wouldn't find anything better, and that this was the best place for me if I wanted to grow in my career."  
  • In an ongoing celebration of beloved golf course companions, Bayer Environmental Science is launching its 2016 Specticle Loyal Companion Photo Contest to honor golf course dogs. 
      Golf course superintendents and assistants are eligible for a chance to win prizes, such as a case of Specticle Total herbicide, Yeti Tundra 160 cooler, Ruffwear dog coat, a spot in a 2017 Bayer ad campaign and a $2,000 contribution to their local chapter.   Superintendents and assistant superintendents can click here to submit photos of their course dog through March 11. A panel of industry leaders will identify the top three submissions for public voting. Public voting will run March 18-April 22. Winners will be notified by April 23.   Superintendents and assistant superintendents can enter by clicking here, completing the entry form and submitting a photograph of themselves, their course dog and golf course, as well as an optional description about the dependability they receive from Specticle.    Click here for more information and official contest rules.
  • Three years ago, the Arizona Republic had a daily circulation of 286,000. According to some published reports, circulation statistics for the Phoenix newspaper plummeted to 164,000 by 2015. Those dramatic losses are a snapshot of an industry struggling to maintain relevance amid shifting demographics and changing consumer behaviors. 
      Sound familiar?   Despite the warning signs that its days were numbered, the newspaper business has been left like a three-wheeled minivan navigating the Indy 500 while digital media whiz by in a blur.   Golf, to a lesser degree, is struggling to remain relevant as certain demographic groups, namely millennials, women, youth and minorities, find other things to do with their time. Unlike newspapers, which are destined for their eventual place in history alongside 8-track tapes and Betamax players, golf can be saved. Or, some of it, at least.   The game's major economic indicators - i.e., number of golfers, course supply and rounds played - have been, with the occasional exception, on a steady decline during the past decade as people find other ways to occupy their leisure time.    Initiatives designed to grow the game by promoting pace of play, offering a clutch of lessons at a discounted rate or bringing the game to urban areas have, by and large, failed on a national scale to move the needle on participation.    To wit, the game lost 900,000 players last year and 1.3 million during the past two years. The number of people in the game (just under 22 million) is the lowest since at least the mid 1980s, and some industry analysts project that number will drop below 20 million for the first time in forever. As a result, a net 993 courses (in 18-hole equivalents) have been shed since 2006, and we're not done.    Numbers like this make finding the bottom of the golf market a challenge, largely because the game was healthier 10 years ago when industry analysts projected that as many as 2,000 courses must be cut from the herd to find equilibrium. A decade ago, there were 4.5 million more golfers than there are now, and 8 million more 15 years ago. If golfers continue to leave the game at this pace, a lot more than 2,000 courses will have to close before anyone can mention the word rebound. Suffice to say, no one knows for sure where the bottom is, or when we will get there.     Newspaper publishers, seemingly at a loss for how to meet the challenges facing their industry, appear convinced a solution somehow still includes printing a physical newspaper. Rather than find a solution that offers customers what they want, the newspaper business is intent on selling what it has, even if no one (or at least fewer and fewer people) wants it. Publishers have responded by gutting newsrooms and compromising the quality of an-already obsolete product. It's a death spiral with no way out.   Golf, in a way, is guilty of the same line of thinking. Too many are convinced the answer to golf's problems include five hours and 18 holes. That might be fine for the private club model, but likely won't fly in the public sector.   Common objections to the game are well documented: it takes too long, the atmosphere is too stuffy, the game is not friendly or inviting to newcomers, it's too expensive, it's too hard. Indeed, a game that suffers from a stereotype of catering to old, white men, is being propped up largely by that demographic.   Given these criticisms, it seems unlikely that the game will self-correct in the face of shifting demographics without offering something new or different, but real change can occur only at the facility level, not in response to an industry initiative.   Courting women, millennials and minorities will mean non-traditional offerings. If someone wants to play three, five or seven holes, devise short loops that allow for that and find a way to charge for it. Golf Boards, one of the new items on display at this year's GIS, and four-passenger golf carts with USB ports - yes, they do exist - might make traditionalists cringe, but can help attract a whole new demographic. Once viewed as a gimmick, footgolf is now helping drive revenue at 450 courses in 48 states and Washington, D.C., according to the American Footgolf League.   Golf has endured for more than 500 years, so the game itself isn't going anywhere anytime soon, but nearly 1,000 courses during the past decade already have gone the way of defunct newspapers like the Rocky Mountain News and the Honolulu Advertiser, with hundreds, if not thousands still to follow. The question isn't if another course will close; the question is who's next?
  • Months of planning and preparation are needed to stage a successful turf education conference. Mother Nature, however, can wipe out those plans in one brief moment.   No one knows that better than the folks behind the New England Regional Turfgrass Foundation Conference and Show, held each year in Providence, Rhode Island.   Last year's show was moved from its traditional March slot to Jan. 25-29 to avoid a conflict with the Golf Industry Show. A blizzard warning issued early that week throughout parts of New England eventually led to cancellation of most of the events associated with the conference, leaving travelers stranded and show-goers hunkered down in Providence hotels with nowhere to go.   This year's show has been moved back to its traditional time slot and is scheduled for Feb. 29-March 3 at the Rhode Island Convention Center in Providence.   A lot of changes, beyond a move back to the traditional late-winter calendar slot, are in store for conference attendees this year.   Among the new offerings on tap are 13 separate two- and four-hour seminars starting at 1p.m. on Feb. 29 and 8 a.m. on March 1.  This is a change from previous years where all seminars were held on Monday.     The seminars on Tuesday will be followed in the afternoon with a session with the USGA with an USGA afternoon session, a sports turf seminar and a new session for equipment managers.    This year's keynote speaker will be John Dennis, a local sports talk radio personality from WEEI-93.7FM.   A full tradeshow with more than 100 exhibiting vendors will run concurrently with the education conference.   Speakers including Bill Kreuser, Ph.D., University of Nebraska; Beth Guertal, Ph.D., Auburn University; Pat Vittum, Ph.D., University of Massachusetts; Doug Karcher, Ph.D., University of Arkansas; Jim Skorulski, Dave Oatis and Adam Moeller of the USGA Green Section; Karl Guillard, Ph.D., University of Connecticut; Paul Carter, CGCS, Bear Trace at Harrison Bay; John Ball, Ph.D., South Dakota State; Herb Stevens, Grassroots Weather; Steve McDonald, Turfgrass Disease Solutions; David Huff, Ph.D., Penn State; Steve Alm, Ph.D., University of Rhode Island; and more.   Those who registered for last year's snow-plagued event will receive a 50 percent credit toward registration for this year's show.   Click here for more information, or to register.
  • Fitbits don't lie.
      This year's Golf Industry Show certainly looked bigger in terms of square footage, and it seemed larger for those tasked with going back and forth throughout the long and slender San Diego Convention Center like a pinball. Undoubtedly there was more than one media type whose fitness tracker was buzzing early in the day as the 10,000-step plateau was reached - and crossed.   But how does the show compare with last year's, or the last time it was in Southern California in 2013? The numbers from San Diego predictably offer a mixed bag of results, some of which offer hope, some of which do not.    A total of 12,600 people attended this year's show, including roughly 6,000 qualified buyers, according to GCSAA. This year's overall attendance was up by 200 and there were 400 more qualified buyers this year than last. That attendance number trails the 2013 San Diego show's 13,192 attendees and 6,018 qualified buyers.   Some of the biggest increases this year come in the form of exhibitors and square footage of rented booth space.   A total of 550 exhibitors rented 250,000 square feet of exhibit space this year. There was actually one more visitor last year (550 this year in San Diego vs. 551 last year in San Antonio), but this year's square footage dwarfs the 182,000 square feet in San Antonio. It also is a lot more than in 2013 when 517 vendors occupied 172,900 square feet.   Rented booth space actually was the largest it has been since 2009 when 665 exhibitors committed to 257,900 square feet in - prepare yourself - New Orleans.   This year's show also came surprisingly close to the 2008 record for rented booth space, when 965 exhibitors showed their wares across 300,900 square feet at the Orange County Convention Center in Orlando.
  • Passion, so the saying goes, trumps pedigree. Matt Gourlay, CGCS, is proof that it's possible to have both.
      Gourlay comes from long line of superintendents, that includes his father David Gourlay Jr., CGCS, and grandfather David Sr. and traces all the way back to . . . Old Tom Morris, whose second wife was a Gourlay and an ancestor of the contemporary Gourlay clan.    But Matt Gourlay, director of golf at Colbert Hills in Manhattan, Kansas, for the past nine years, is more than a legacy superintendent.   "He is so much more mature than other kids when he was growing up," said Gourlay's father, David Jr. "He always wanted to be a superintendent. I remember the first time he drove a Gator by himself; he was still in diapers. He drove it for a half-mile all by himself."   It's not just Gourlay's father who sings his praises. so do Colbert Hills general manager Steve Lambert, the club's members and Kansas State University men's golf coach Grant Robbins, whose team calls the Jeff Brauer-Jim Colbert design home. Their calls were heard on Feb. 11 when Gourlay was named the recipient of the 2015 TurfNet Superintendent of the Year Award, presented by Syngenta.   Colbert Hills member Zac Burton, called Gourlay the lifeblood of the property who rose above a mountain of challenges in 2015. A maintenance budget that hasn't increased since 1999 would, in itself, be a source for concern. Not only has the Colbert Hills maintenance budget not increased in the past 16 years, it actually was cut in 2015 by one-fifth.   "Matt's total maintenance budget was cut by 20 percent at the beginning of this year due to financial stresses on the course as a whole," Burton said. "On top of this budget cut, Manhattan, Kansas has been mired by drought like many other courses across the country. Matt chose to expand native grass areas around our links-style course and eliminate over 400 irrigation heads to reduce water expense. Our water costs were $40,000 under budget, and with more water directed to the most-played areas of the course our conditions have been better than ever. This native grass expansion also reduced mower hours, fuel cost and labor dollars."   In the nine years he has been head superintendent at Colbert Hills, Gourlay has cut water use by 71 million gallons per year to 41 million gallons. At a current billable rate of $3,000 per 1 million gallons, the savings mount.   "He loves making the course the best he can for the buck," Gourlay's father said. "He squeezes more blood from a stone than anyone I know."   Besides his ties to Old Tom Morris, Gourlay has a legacy nearly as impressive as his passion for the job. His father was a superintendent at many courses throughout Canada before transitioning to the role of club manager, and his grandfather, a native of Scotland, was a superintendent for more than 50 years, a founding member of the Canadian Golf Course Superintendents Association and in 1987 was a winner of the GCSAA Col. John Morley Distinguished Service Award.     The 30-year-old Gourlay was chosen from a field of six finalists by a 12-person judging panel from throughout the golf industry. Other finalists were Bob Becker of Scioto Country Club in Columbus, Ohio, Marty Baumann of Anchorage Golf Course in Alaska, Jorge Croda of Southern Oaks Golf Club in Burleson, Texas, Matt Crowther, CGCS at Mink Meadows Golf Club in Vineyard Haven, Massachusetts and John Cunningham, CGCS at Bellerive Country Club in St. Louis.   Criteria on which nominees are judged include: labor management, maximizing budget limitations, educating and advancing the careers of colleagues and assistants, negotiating with government agencies, preparing for tournaments under unusual circumstances, service to golf clientele, upgrading or renovating the course and dealing with extreme or emergency conditions.   Gourlay receives a trip for two on the TurfNet members golf trip in October to Bandon Dunes Golf Resort in Oregon, courtesy of presenting sponsor Syngenta.   Life at Colbert Hills, which gets much of its labor force from K-State students,  means constantly training workers to get the job done today, and preparing them for the next phase of their careers.   Sometimes, that might mean filling the same job three times in a calendar year.   "Could you imagine, training someone how to cut greens, fix ball marks or rake bunkers three times in a year? I don't know if I would have the patience for that," said Gourlay's father, David Jr., general manager at Boca Grove Golf and Tennis Club in Florida. "He never complains. He's always looking for ways to make the golf course better."   Previous winners include: Fred Gehrisch, Highlands Falls Country Club, Highlands, NC (2014); Chad Mark, Kirtland Country Club, Willoughby, OH (2013), Dan Meersman, Philadelphia Cricket Club (2012), Flourtown, PA; Paul Carter, The Bear Trace at Harrison Bay, Harrison, TN (2011); Thomas Bastis, The California Golf Club of San Francisco, South San Francisco, CA (2010); Anthony Williams, Stone Mountain (GA) Golf Club (2009); Sam MacKenzie, Olympia Fields (IL) Country Club (2008); John Zimmers, Oakmont (PA) Country Club (2007); Scott Ramsay, Golf Course at Yale University, New Haven, CT (2006); Mark Burchfield, Victoria Club, Riverside, CA (2005); Stuart Leventhal, Interlachen Country Club, Winter Park, FL (2004); Paul Voykin, Briarwood Country Club, Deerfield, IL (2003); Jeff Burgess, Seven Lakes Golf Course, Windsor, Ontario (2002); Kip Tyler, Salem Country Club, Peabody, MA (2001); Kent McCutcheon, Las Vegas (NV) Paiute Golf Resort (2000).  
  • When negotiating a deal such as pitching members on an overdue restoration, pining for a raise or trying to get the best price from a vendor on an early order program, providing too much information can adversely affect the outcome of the arbitration process.
      "Skilled negotiators use fewer arguments to persuade the other party," said Bill Davis, Ph.D., a professor in the Wake Forest University business school. "The more arguments we make, it just gives the other party more ammunition to say 'no.' "   Instead, Davis, speaking at the Syngenta Business Institute in December said, those looking to strike a deal should identify their most critical points and stick to those.   "What are the most cogent arguments? More importantly, what are the most cogent arguments to my counterpart?" Davis said. "What will persuade them?"   The Syngenta Business Institute is a four-day educational and professional-development program presented by faculty from the Wake Forest School of Business designed to help superintendents expand their knowledge in non-turf curriculum like management, negotiating and accounting principles.   Negotiations take place with one of three goals in mind, says Davis, who also serves as a communications consultant to several corporate entities: to resolve a conflict or disagreement, to exchange or create economic value, making arrangements in the performance of one's job.   Those three factors open the door for several opportunities to negotiate throughout the day. Davis says more than 50 percent of the day includes the potential to negotiate something with someone, so he recommends being prepared to barter at a moment's notice rather than be caught unknowingly in a negotiation.   "You are better off thinking you are negotiating when you are not than not thinking you are negotiating when you are," he said. "If you think you are negotiating, you will prepare for a negotiation. Then if it turns out it's not a negotiating process, fantastic. But if I am not thinking it is a negotiation and the other party thinks it is a negotiation, then I'm sunk, and I've already lost going into the process.   "Be prepared to negotiate. Any time you are in a meeting you are negotiating."   It still doesn't mean that most people are skilled in the practice of negotiating deals. There are several common mistakes people make, Davis says, when striking deals like buying a car or negotiating a salary when seeking a new job.   "People have a tendency to underestimate their own (negotiating) power and give the other side more power than they deserve," Davis said. "If you feel more powerful, you will be more powerful. You will have the belief that you can make something happen."   Davis also says it is important when negotiating deals to include everything on the table in one package rather than to treat them separately.   "Sequential negotiations, or making one argument after the other is about the worst thing you can do," he said. "You can't take something back once it's out there. You cannot put the toothpaste back into the tube."   Every deal also must include a contingency, or a plan if an equitable deal cannot be reached. Davis calls that the "best alternative to a negotiated agreement" or BATNA.   "How do you end your negotiation? Must have a point where you say 'this is as far as I can go.' And if you say that, you'd better mean it," he said.    "If I change my mind, it affects the ability to trust one another.   "What determines my walkaway point? If I have nothing in my back pocket as a backup, I have no walkaway. BATNA determines your walkaway. If I can't get better than my walkaway point, I'm better instituting my BATNA."
  • The PGA Tour will contribute $250,000 over five years to the GCSAA to help implement best management practice models for golf courses, with a focus on localities and states where Tour events are held. The Tour is joining the U.S. Golf Association in an industrywide effort to establish best management practices across the country. 
      "We believe in the good work that golf course superintendents are doing every day to establish quality, healthy playing conditions for all golfers, while protecting our environment," said Tour commissioner Tim Finchem. "Best management practices will help us demonstrate that golf courses can deliver benefits to everyone in a community. This also represents a longstanding commitment to environmental excellence at our own TPC courses."   The goal is to have BMPs in place in all 50 states by 2020, providing resources to help superintendents and promote credibility. Statewide BMP programs already have been established in some form in 11 states: Colorado, Florida, Georgia, Michigan, New Jersey, New York, Oregon, Pennsylvania, Rhode Island, Vermont and Virginia.    "Best management practices are essential to all superintendents to measurably demonstrate that we are doing the utmost in our profession to care for the land while providing the best conditions possible for golfers," said Jeff Plotts, director of golf course operations at TPC Sawgrass. "We want BMPs to be part of the fabric of all TPC Network courses. But, we all need to work together to be qualified experts in our field."   The term BMP was first used in 1977 in response to the Clean Water Act, and it referred then only to soil conservation practices to protect water quality. It since has evolved to where it refers to other practices, such as drought management to pesticide application.    
  • With the announcement of a potential takeover of Syngenta by ChemChina coming just days before this year's Golf Industry Show, it was a foregone conclusion that the news would be a topic of discussion on and off the trade show floor in San Diego.
      TurfNet reported on Feb. 3 that the acquisition, if it indeed transpired at all, would have little noticeable effect for customers on Syngenta's day-to-day business, including supply chain operations.   Syngenta officials reiterated those claims during the show.   Once the deal is completed, which is expected to be by year's end, Syngenta will continue to operate as a business unit under the Syngenta name, with the same personnel, the same headquarters in Switzerland, the same business model and same stable of turf products.   "We are going to continue to innovate," said Stephanie Schwenke, Syngenta's turf market manager. "We now have a focus, and we are going to remain Syngenta."   The acquisition is being driven more by the agriculture market as Syngenta and China's state-owned chemical company, as well as their counterparts around the world, work to help feed a growing global population.   According to the U.S. Census Bureau and the World Population Clock, the world's population is about 7.3 billion. That number is expected to reach 8 billion by 2025, 9.2 billion by 2050 and 11 billion by 2100. An overwhelming percentage of that growth is to occur in developing countries in South America, Africa and Asia.    During that time, says the United Nations, about two dozen countries in Africa will more than double in population, India will overtake China as the world's largest country by population and Nigeria will supplant the United States as the planet's third most populous country.   The challenge for growers and agrochemical companies around the world is less about how to keep cool-season turf alive in summer and more about how to produce enough food to meet that demand.  
  • A good equipment technician can be hard to find; a great one nearly impossible. Those superintendents lucky enough to have one know that an exceptional mechanic is the backbone of any successful golf course maintenance operation. Not much gets accomplished with equipment that does not work properly or reliably, or when parts are strewn about a disorganized shop.
        If your equipment tech is great or even just plain good, nominate him or her for TurfNet's 2016 Technician of the Year Award, presented by The Toro Company. - the original award for golf course equipment managers.   Criteria on which nominees are judged by our panel include: crisis management; effective budgeting; environmental awareness; helping to further and promote the careers of colleagues and employees; interpersonal communications; inventory management and cost control; overall condition and dependability of rolling stock; shop safety; and work ethic.   Here's a tip: Use specific examples when describing what he or she has accomplished - the more we know, the better your tech's chances of getting noticed.   The winner will receive the Golden Wrench Award (a real gold-plated wrench) from TurfNet and a weeklong training session at Toro's Service Training University at the company's headquarters in Bloomington, Minnesota.   CLICK HERE to submit a nomination using our online form. All finalists and the winner will be profiled on TurfNet.   Deadline for nominations is April 15.   Previous winners are (2015) Robert Smith, Merion Golf Club, Ardmore, Pennsylvania; (2014) Lee Medeiros, Timber Creek and Sierra Pines Golf Courses, Roseville, California; (2013) Brian Sjögren, Corral de Tierra Country Club, Corral de Tierra, California; (2012) Kevin Bauer, Prairie Bluff Golf Club, Crest Hill, Illinois; (2011) Jim Kilgallon, The Connecticut Golf Club, Easton, Connecticut; (2010) Herb Berg, Oakmont (Pennsylvania) Country Club; (2009) Doug Johnson, TPC at Las Colinas, Irving, Texas; (2007) Jim Stuart, Stone Mountain (Georgia) Golf Club; (2006) Fred Peck, Fox Hollow and The Homestead, Lakewood, Colorado; (2005) Jesus Olivas, Heritage Highlands at Dove Mountain, Marana, Arizona; (2004) Henry Heinz, Kalamazoo (Michigan) Country Club; (2003) Eric Kulaas, Marriott Vinoy Renaissance Resort, Sarasota, Florida. No award in 2008.  
  • It is never too late to put a good idea into action.
      With more than 50 years of combined experience between them, Paul Roche and Matthew Mikucki have finally struck out on their own, with the launch of their Golf Water LLC irrigation design and consulting firm.    A full-service irrigation consulting firm, Golf Water LLC offers services that include system analysis, master planning, design and specification, pump stations, course GPS mapping, vendor evaluations/recommendations, field staking, final drawings, control system programming and final map creation.   A published author and former greenkeeper, Roche has more than 30 years of experience in the irrigation business. He spent the past eight years with Rain Bird, where he was national specification manager from 2007-2009 and national sales manager for the golf division from 2009 until launching Golf Water. He also has held positions with I&E Supply Co. in Milford, Connecticut, and the S.V. Moffett Co., a Rain Bird distributor in Rochester, New York.    Hanging his own shingle has been a dream for more than 20 years, and it took a family tragedy for him to finally make the leap. Roche said his sister, Liz Teed, served as a motivational force in his life until her untimely death 15 months ago.   "It has been something that I have been thinking about since 1992 when I learned that you could actually make a living designing and consulting on golf course irrigation systems," Roche said. "Things became more of a reality for me when I lost my sister in 2014. Her passing made me think about doing what I really want to be doing every day when I wake up and go to work."   Mikucki has nearly 20 years of experience in all aspects of the irrigation manufacturing business, from service of existing systems to design of new irrigation control systems and central control systems to sales. Like Roche, Mikuckis most recent experience in the industry came in the form of several years with Rain Bird. His career began in technical support, where he worked in the field with superintendents to troubleshoot irrigation systems. He earned bachelors degrees in mechanical engineering and interdisciplinary engineering and management from Clarkson University and an MBA from the University of Arizona.   Roche, who co-authored "Golf Course Irrigation: Environmental Design and Management Practices" (with James Barrett, Brian Vinchesi, Robert Dobson and David Zolodske) is certified by the Irrigation Association as a Golf Course Irrigation Designer, Irrigation Contractor, Golf Irrigation Auditor and Landscape Irrigation Auditor.   Both are experienced irrigation trainers and have provided training at the University of Massachusetts, Rutgers, SUNY Delhi, SUNY Cobleskill, Michigan State and Cornell. 
  • By now, just about everyone in the golf turf business likely has read, or at least heard about the recent $43 billion bid by ChemChina to buy Syngenta. And many likely have one common question: How will things change for the golf business?
      The answer to that question, Syngenta says, is not much if at all.   According to a news release from the Swiss-based agri-chemical giant, the pending transaction is more about growth than change.   "Syngenta will remain globally headquartered in Switzerland and is committed to ensure it will be business as usual for customers, farmers, business partners, employees and the communities it serves in the U.S. and globally," according to the release.   "It will still be business as usual for our employees and customers who will have access to the same high quality portfolio of seeds, traits and crop protection products from Syngenta."   Key facts gleaned from the release include:   > the transaction ensures continued choice for growers at a time when considerable consolidation is taking place in the agricultural industry; > Syngenta will continue to be a strong competitor in the marketplace; > Syngenta management will continue to lead all aspects of the business, including delivering high quality products to American farmers; > this transaction ensures ongoing R&D investment across technology platforms and across crops; > it will still be business as usual for Syngenta employees and customers who will have access to the same high quality portfolio of seeds, traits and crop protection products from Syngenta.   Syngenta management will continue to run the company. After closing, a 10-member board of directors will be chaired by Ren Jianxin, chairman of ChemChina, and will include four of the existing Syngenta board members.   The transaction, Syngenta says, "minimizes operational disruption, is focused on growth globally, specifically in China and other emerging markets, and enables long-term investment in innovation. Syngenta will remain Syngenta and will continue to be headquartered in Switzerland."   Talks of a Syngenta merger have swirled for the past couple of years, with other suitors including Monsanto. However, multiple attempts by St. Louis-based Monsanto were unsuccessful in 2015.   The pending deal with state-owned ChemChina comes on the heels of an agreement in December of a merger between Dow Chemical and DuPont, which was worth $130 billion.
  • Five superintendents who otherwise wouldn't be attending this year's Golf Industry Show will be heading to San Diego thanks to the Bayer Superintendent Grant Program. 
      Through the Bayer Superintendent Grant Program, Bayer Environmental Science, the GCSAA and the Environmental Institute for Golf are sending five golf course superintendents to the 2016 Golf Industry Show in San Diego.   The purpose of the grant is to assist superintendents with their professional development through participation in the annual event.    Winners are: Jonathan Gruber of Hampton Cove Golf Course, Owens Cross Roads, Alabama, John Ekstrom of Indian Boundary Golf Course in Chicago, Daryl Moldenhauer of American Falls Golf Course in American Falls, Idaho, Ethan Shamet of Deer Trace Golf Course in LaCygne, Kansas, and Jerry Webb of Stillwater Oaks in Stillwater, Minnesota.   Winners are chosen through a random drawing. Each receives airfare, hotel accommodations for five nights, conference full-pack registration, two education seminars and $200 spending stipend.

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