As landscapers and greenhouse operators seek innovative ways to reach out to new customers, Penn State Cooperative Extension has established an intensive outreach program to educate and serve the horticultural industry. Over the last 15 years, Penn State has steadily established a network of horticultural extension agents who conduct local and regional workshops and conferences and start research programs to solve problems in the industry. More than 25 agents in the state's 67 counties serve as liaisons between the industry and faculty in horticulture, plant pathology, entomology, forest resources, and turfgrass science.

Glenn Bridenbaugh and his brother, David, operate Bridenbaugh Orchards in Blair County. Their primary crop is apples, but Glenn expanded the business by opening a retail farmer's market in 1992.

Horticultural agents also have established strong individual working relationships with local businesses. Steve Bogash, Blair County extension agent, has worked with several firms to expand their bottom line, whether through marketing or streamlining a production process. Glenn and Gail Bridenbaugh, who, with Glenn's brother David, co-own Bridenbaugh Orchards in southern Blair County, credit Bogash with significantly improving their business. The Bridenbaugh's primary crop is apples. They sell about 65,000 bushels per year to fresh packers. In 1992, Glenn decided to expand the operation by opening a retail farmer's market in nearby Martinsburg as an outlet for their apples and other crops such as cherries, strawberries, and sweet corn. In addition to produce, Gail markets hanging baskets and bedding plants at the store. In 1995, the couple built the first of three greenhouses to grow their own plants.

"My only greenhouse experience had been starting seeds in my sewing room," Gail says. "We started the greenhouse without any clear system for growing. I had to water everything twice a day and it took a lot of time." In 1997, Gail attended a greenhouse workshop where Bogash showed how greenhouse drip irrigation systems could save labor costs and improve quality within a small operation. The Bridenbaughs decided to retrofit their original greenhouse and built two more greenhouses outfitted with drip systems that deliver water and fertilizer in timed dosages. "We were going to find a more efficient way, or I was going to tear the greenhouse down," Glenn laughs. "I've got better things to do than stand around all day with a hose in my hand."

After taking a Penn State Coooperative Extension greenhouse production workshop, Gail Bridenbaugh raises 95 percent of all plants sold at their farmer's market. She grows 1,600 hanging baskets a year in three greenhouses.

The Bridenbaughs now grow 1,600 hanging baskets per year and raise 95 percent of all plants sold at their farmer's market. The irrigation systems have drastically reduced labor, eliminated the need to buy plants from wholesalers, and improved quality. "The idea behind that greenhouse workshop was to make it possible for small producers to raise plants comparable in quality to a large commercial greenhouse," Bogash says. "Gail has been able to do that and really make the greenhouses a profit center."

Horticultural agents know that what's good for Allegheny County is not necessarily good for Bradford County, so each agent constructs programs that fit the area's clientele. Greg Burns, extension director for Elk and Cameron Counties, serves as horticultural agent for six northern-tier counties. One longtime client, West Creek Nursery in St. Marys, is the only landscaping/nursery company in Elk County. The owners, Tom and Donna Grotzinger, have attended many extension seminars over the two decades they have been in business. Their $300,000-per-year operation garners 80 percent of its sales from landscaping, with the remainder coming from a small container nursery retail outlet. "Greg has become most valuable to me as an informational resource," says Tom Grotzinger. "On a typical day we get 60 calls on gardening problems and I usually consult with Greg on at least three or four of them."

Tom and Donna Grotzinger, owners of West Creek Nursery in St. Marys, work closely with Greg Burns, extension director in Elk and Cameron Counties, to solve gardening problems.

"Rural counties may only have one or two horticultural businesses," Burns says. "If I held a workshop on plant disease or greenhouse growing, many of these businesses might not be able to spare a day to attend. Instead, my clients know I will drop everything to go solve a specific problem."

In Allegheny County, where horticultural businesses dot the landscape almost as frequently as fast-food restaurants, extension agent Mike Masiuk focuses his outreach efforts by scheduling workshops and seminars that offer expertise his clients can't get elsewhere.

"Pittsburgh has many organizations offering horticultural classes," Masiuk says. "So we try to give clients and consumers unique learning opportunities. In this area, growers and nurseries have to differentiate themselves from the home improvement centers, and the way to do that is having up-to-date training and knowledgeable employees."

Franklin Nursery owner Pat Greaser says Masiuk was influential in the nursery's decision several years ago to expand into perennial plants. The Greasers have been frequent attendees at Masiuk's yearly plant materials short course. "We are known in our area for stocking unusual plants, but we needed a way to market that," she explains. "At one of Mike's seminars, he recommended nurseries start using computer software packages with lists of available plants, their descriptions, and photographs that can be printed out as signs. We've just purchased a computer with software to create plant signage for our retail nursery, help customers identify plants, and see what they look like in bloom."

In southeastern Pennsylvania, horticultural extension agents covering Berks, Delaware, Montgomery, Lehigh, Northampton, Schuylkill, Chester, Bucks, and Philadelphia Counties collaborate to provide educational services to specialized niches within the green industry. Nancy Bosold, a multicounty turfgrass agent based in Delaware County, provides programs for golf course supervisors and lawn services. Bucks County agent Scott Guiser supervises education for grounds managers. Montgomery County agent David Suchanic handles programs for the commercial nursery industry. Suchanic also started a program servicing a unique niche--the region's interiorscape industry.

"Interior landscaping involves the design, installation, and maintenance of tropical foliage and plants in malls, restaurants, office buildings, and private homes," he explains. "Interiorscape is a growing industry, but most of the companies are small, with 5 to 10 employees. Extension is the only organization offering them specific programming."

Delaware County horticulture agent Rick Johnson provides many programs for arborists. Every year, he holds several tree identification classes, a two-day bidding and estimating class, a pesticide course, and a landscape design class. He also teaches a weeklong tree-climbing school, the only such program in the Northeast. Arborists from Pennsylvania, Virginia, Florida, Ohio, and Massachusetts have learned to climb safely, tie knots correctly, and use proper pruning methods at the school. "Building professionalism in the industry results in consumers getting a better product," Johnson says.