should be set up tor your potential needs (based on 

 historical data) and your unique business cycle: when 

 you plant and when you sell. You need to have enough 

 cash available to meet your off-peak operating 

 expenses, but you don't want to borrow more than you 

 need. With careful planning, a line oi credit is there 

 when you need it - and you'll only need it tor seasonal 

 production. You should plan to pay oft bills before you 

 pay off debt. Most important, segment your credit line 

 year by year: pay off last year's debt with last year'>> 

 crop. Meticulous record-keeping is the only way to 

 track where your borrowed dollars are actually goint^. 

 It can also take discipline to turn on and ott your 

 seasonal expenses. Labor is a prime example. Hon't 

 hire seasonal help too soon. Plan tor o\ertime during 

 your peak seascm, then cut ott extra labor as soon as 

 your season is over. This can be ditticult, but with 

 today's narrow profit margins and high labor costs, it's 

 absolutely essential. 



Kenneth H. Buzzell n « Vice President of Farm Credit of 

 the Connecacut Valley and is the Branch Maruigcr of the 

 St. Johnsbury Office serving Coos and (wtls of Grafton 

 County in New Hampshire and Caledonia and parts of 

 Orange, Essex, arid Washington Counties in Vermont. His 

 address is P.O. Box 126, St. Johnsbury, VermontOSSl^. 

 Phone (802) 748-4006. ^' 



MARKETING TIPS 



Tiivi Sawtelle 



Now's the time to draw up your marketing plan for 

 the season. Marketing is one of the essential tools 

 for success, but one of the easiest to put on the back 

 burner. Therefore, if you have a plan to follow, 

 you'll be better prepared. Plan for: 



Special events 

 Signage (roadside and retail) 

 Display techniques and layout 

 New product lines 

 A speciality you can call vour own 

 Merchandising 

 Customer service techniques 

 (employee preparation and promotional materials) 



Set your marketing goals for 1992 and make a com- 

 mitment to following through with a marketing plan. 





RICHARD C ZOERB 



72 HAWKSTEAD HOLLOW 



NASHUA. NH 03063 



603 886-8665 



75 CHESTNUT HILL, RTE, 190 

 STAFFORD SPRINGS, CT 06076 



W. H. MILIKOWSKI, INC. 



GREENHOUSE SUPPLIES8, EQUIPMENT 



PLANTS BULBS SEEDS 



ALL YOUR GREENHOUSE NEEDS 



-enow WITH U. 



Conn 203-684-5811 

 Out of State 800-243-71 70 



71 Burlington, Street, Woburn, MA 01801 



(617) 933-9815 

 Woburn, MA 



^jjjjj^^ /f-'^'«?^ ■ holidays ■ hanging plant, 

 bedding plants • hardy mums 



BUTLER 



Agncullural Insurance Specialists Since 1967 

 508-366-1512 ^^ uv,ccx»^ F»» 508-898-9230 



^©^■^"ioBVf^tS^ - "RN. - HEALTH ...'^A „. 



Address . 



D Update D Questions 



