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lot of expensive equipment. It comes from knowing how to use the right tool for the job. So what is the right tool for the job? The simple answer is "follow the protocol." A protocol is a detailed plan that includes identification of the problem, treatment procedure, and an expec- tation of the results you will get. You will not necessarily be judged on how well the application performed, but how closely it aligns with the expectation you set with the client. Making a partnership with a tree health expert can be a great way to start learning the protocols. These can be independent organizations such as universities, extension agencies, and arboretums or com- mercial arborists in your area. Certain distributors of tree health care products may also be valuable resources for you. Let's say you live in the half of the country affected by emerald ash borer (EAB). Chances are you and your customers are already aware the issue exists, as it has been widely covered in the media. How can you begin offering ash protection as a service? The protocol for EAB reveals multiple application methods and chem- istries that have been shown in research trials to protect ash trees. There are treatments applied to the soil around the tree, others sprayed on the bark, and others injected using pressurized devices. Some the chemistries are Restricted Use and would require a special applicators license; others have pounds-per-acre restrictions that may limit how many trees you could treat at a given site. Turning the protocol into a useful guide is the art of tree health. In this case, it says EAB is best treated preventively, which you can use to your favor. If you live in an area where EAB has been identified, and you see an ash tree, it is a candidate for protection. You don't need to learn how to recognize minute symptoms and signs of the problem; you just need to learn to identify an ash tree. From there, you can talk with the client about the benefits and costs of protecting the tree versus removing the tree before or after it becomes infested. Often, showing tree owners the cost of protection over a decade compared to the out-of-pocket costs and losses of benefits from that tree over the same time help them conclude the tree is worth saving. A soil- applied treatment can be administered in less than 10 minutes, will protect the tree for a year, and be a valuable service for your client. Tree health care is often a repeat-business service, getting you back on the property the following year, which continues to grow your relationship and trust with the tree's owner. Every market in the country will have a tree and a problem that you can turn into an opportunity to grow your business and your relationships. Adding tree health care solutions may be a natural extension of your business. If your clients are happy with your current lineup, they may be delighted to see even more services on the next proposal. Tree health care services offer great potential to add to both your top and bottom line. When trust, knowledge and expertise are in place, efficiency and profitability soon follow. Tree health is a great way to turn green into, well, green. Brandon Gallagher Watson is an ISA Certified Arborist and the cre- ative director of Rainbow Tree Company. Rainbow consists of a full service tree care company; a lawn care and pest control division; and Rainbow Treecare Scientific Advancements, a research & development branch dedi- cated to developing tools and protocols for science-based tree care. Learn more at www.treecarescience.com Tree Care 28 Landscape and Irrigation August 2014 www.landscapeirrigation.com LI Many tree health products are applied at the base of the tree. All photos provided by Rainbow Treecare Scientific Advancements.