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Irrigation

Follow these tips to generate new sales.

Lindsey Getz | March 21, 2013

As the young owner of two New Hampshire-based companies, North Point Holdings and Blue Eagle Irrigation Co., David Fairburn’s focus has been on building business by generating new sales and clientele. Fairburn shares the key ways he’s been able to do that.

Building relationships with vendors. “Give our young age and lack of history, we made a significant effort for an open and honest approach with vendors. We only made promises when we knew we could keep them and did our best to never go back on our word. We kept all channels of communication open and never hid from troubles but rather approached them head on.”

Developing an online presence. “The online presence is a very time consuming and costly part of our marketing. It’s important to note that it takes a lot of time and effort to provide constant updates to our websites [of which the company has four] and social media accounts. Our residential account manager handles these updates in house often times based on feedback he is hearing from the wants and needs of our clients. We found more success in mainstream social marketing and its branding than we have with print ads.

Truck lettering. “We keep our truck lettering very simple. Big bold letters with a lot of contrast works. Keeping the logo simple and readable seemed to make it easy for people to recognize. When people started commenting that they felt we had twice as many trucks as we really did, we realized we were doing something right with the lettering and branding of our vehicles.”

Moving our physical location. “We moved our physical location to a major area nursery and that has provided very worthwhile. It has made it easy to quickly provide our customers with high-quality landscape products. We know our level of customer service is a direct result of a great vendor working relationship with our nursery vendor.”

Expanding our services. “We are adding organic-based mosquito and tick control to our irrigation division this season. We tested these products on a select base of customers last season with incredible results. We are also looking to expand our landscape lighting services into the commercial market.”
 

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