The Nature Of Natural: Organics Market Report

When most people think of organic in the context of lawn care fertilizer, however, they think of products which are non-synthetic. And many consumers, right or wrong, assume the “organic” way is always the best way for the lawn and for the environment.

Recent research has suggested that natural organic products may provide several benefits to the soil and turf vs. synthetic fertilizers, but most of the research falls short of providing consistent environmental advantages. In addition, few professional contractors have been able to sell clients on a natural organic fertilizer, with the problems mostly attributed to higher costs and differences in activity compared to today’s synthetic options.

POTENTIAL BENEFITS. One of the primary benefits many natural organic fertilizer manufacturers have pointed to for using their products has been their product’s ability to increase beneficial microbial populations. This feature is said to result in reduced thatch buildup, reduced compaction, reduced nitrate and pesticide movement and disease suppression that occurs as a result of applying the product on turf. Eric Nelson, associate professor in the department of plant pathology at Cornell University, Ithaca, N.Y., has been leading research into these claims.

The most significant of these claims is disease suppression, and Nel-son’s studies of dollar spot incidence in creeping bentgrass revealed that microbial activity acted against the disease and reduced disease incidence.

However, Nelson also noted that the results have been inconsistent across his own studies and those conducted at other universities. One such study, conducted by Pete Landschoot at The Penn State University, State College, Pa., compared the dollar spot suppression resulting from applications of both natural and synthetic fertilizers. He found that some synthetic fertilizers were equal to and, in some cases, better at creating a disease suppressing effect than natural fertilizers. He also found that some natural fertilizers are significantly more beneficial than others.

Landschoot theorized that the benefit to the turfgrass might be more related to the nitrogen source than the added beneficial microbial activity, because dark green color seemed to be associated with disease resistance in his study. But, he said, more research needs to be conducted to determine whether it’s the nitrogen or the microbes that help keep disease in check. Or, maybe more likely, a combination of both factors.

TODAY’S REALITY. Companies with established traditional lawn care programs have made attempts to introduce organic oriented programs, but report little success.

Tim Sellew, vice president of Earthgro, a compost, mulch and natural organic fertilizer manufacturer based in Glastonbury, Conn., said the natural organic fertilizer business is the only product segment that is lagging for his company. He said there are several reasons why professionals haven’t latched on to the natural organic concept.

“First, the synthetic slow-release products available today are very sophisticated,” said Sellew. “When a professional buys the product, he or she can be confident of when the release of nitrogen will occur. Natural organic fertilizers provide slow release activity, but it isn’t nearly as predictable.

“Second, the cost of synthetic NPK is simply less than the cost of, for example, a 16-0-0 feather meal,” he continued. “Third, there are a number of branded synthetic products on the market which are recognized and respected, while there are only a few branded natural organic products that are branded and marketed well to the professional user.”

Terry Ward, marketing manager with Milorganite, Milwaukee, Wis., isn’t surprised that lawn care companies have a hard time selling a natural organic program.

“Consumers want to be earth-conscious, but they also want to see results of fertilizer applications quickly,” said Ward. “Synthetic fertilizers allow professionals to better meet the visual needs of consumers.”

Ward said it isn’t impossible to get consumers to look at a natural organic program, but it takes a different approach. “If you offer a turnkey maintenance program, and tell the consumer that you can provide service through the entire season, do the right things for the landscape, and that it will not happen quickly but they will have a lawn with a color they can be proud of, then it can be sold.”

But, Ward concluded, he doubts that professional lawn care using natural organic products will be a growing niche.

These and other issues were brought up by lawn maintenance contractors who have had little success with a natural organic fertilizer program option.

“We have very little call for organic lawn care,” said Bob Ottley, president of One Step Lawn Care, North Chili, N.Y. “Even the fertilizer that is formulated using half natural organic and half synthetic organic sources is not in demand. And there’s virtually no demand for 100 percent organic fertilizer.

“Usually,” he continued, “people who request an organic program don’t really understand how fertilizers work, and that there isn’t a difference between organic and inorganic fertilizers in terms of how they work — they are essentially the same, when it comes right down to it. That is, except in response — with organics, the response is delayed, so users may not see benefits for a longer period of time. And it’s more difficult to predict when the organic product will take effect.”

Phil Fogarty, president of Crowley Lawn Service, Cleveland, Ohio, said the cost is also prohibitive for an organic program for most customers. “We offer it — we’ve built it into our menu of services,” said Fogarty. “But it accounts for less than 1 percent of all the business we do. The main reason is that the price is higher – just for the fertilzer alone, it is 25 percent more expensive. The pesticide treatments would be ordered a la carte at an extra expense.”

Cost tends to be one of the most important factors in why pro-fessional demand for natural organic fertilizers is flat, and Nick Chris-tians, weed specialist with Iowa State University, Ames, said location drives cost. “Most of the organic products on the market are gener-ated as a result of a manufacturing by-product, such as blood and leather meal. Therefore, you get into significant shipping costs when products are moved to regions where the raw materials are not available.

“I don’t anticipate any price changes in the immediate future,” Christians continued, “so these specialty fertilizer products will have to be aimed at a group of customers that will tolerate a higher price for services.”

SUCCESS STORIES. Despite the difficulties, there are some companies that are serving customers using natural organic products. The difference between these and traditional lawn care companies is that they use exclusively natural organic products.

One organization, the New England Ecological Landscape Association, claims to have more than 150 members across the country, according to Executive Director Andrea Knolls. The group has published a book of guidelines for natural organic lawn care.

Steven Zien, president of Living Resources, Citrus Heights, Calif., has been providing professional landscape services which are committed to natural organic products for more than 10 years.

Zien’s service starts with a soil analysis, which is more extensive than a typical NPK analysis. “Most soil test results come on a one page analysis, but our report ranges from four to eight pages and includes a full analysis of 13 to 15 trace minerals, cationic exchange capacity and organic matter,” noted Zien. The fertilizer is a custom blend that is designed to improve the various soil deficiencies.

The key components of the treatment program are regular foliar feedings of turf and use of a natural organic, slow-release fertilizer. Aeration is also an important part of the organic program, he said. Core aerating before applying product increases the speed of the product’s effectiveness and gets the products into the root zone.

The final piece of the puzzle is inspecting the grounds regularly for pest and disease problems. “I look for a balance,” Zien explained. “Are there beneficials that will keep the pests in check? It’s more of a long-term, big picture approach.”

On the downside, one of the truly difficult aspects of maintaining this sort of program is creating the fertilizer combinations. “It’s a lot of work, and it’s not inexpensive,” he admitted.

He said that the primary fertilizing in the spring and fall are significantly more expensive than a traditional program, but the monthly visits and foliar feedings are competitive with traditional lawn care companies.