Anyone can stand in their front yard and move a sprinkler around, right?
So why would someone need to pay a few thousand dollars for a professionally installed irrigation system that still applies the same water as that sprinkler?
That’s the challenge facing irrigation contractors - convince customers that just because professional systems apply the same water doesn’t mean they don’t do a better job. In fact, it’s the process of applying the water that separates the professional systems from those sprinklers on the end of the hose.
GO ALL THE WAY. For many contractors, getting a foot in the door with potential cus-tomers isn’t the biggest challenge. Convincing customers to spend the necessary money and have the system designed properly for their property is where the challenge lies.
| Why Me?
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| Irrigation contractors are often hard to tell apart for homeowners and commercial clients. Some manufacturers offer literature which contractors can use with potential clients to help them in the selection process and include questions such as these:
- Q. What type of product will be used and why?
- A. The contractor should tell you what type of controller, valves and rotors or sprayheads are best for your landscape.
- Q. Is after-sale service provided?
- A. A professional contractor should be willing and able to provide after-sales service.
- Q. Is there a warranty on the system?
- A. The contractor’s work should be guaranteed; a one-year warranty is typical. Ask for names and phone numbers of recent satisfied customers you can call and check with.
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“Most customers initially contact us, and that means they’ve already realized there is a need for a professional system,” noted Bob Dobson, owner, Middletown Sprinkler Co., Port Monmouth, N.J. “Money becomes an issue when it comes time to design a quality system to do the job correctly.”
“The hardest selling point is always trying to convince customers that they get what they pay for,” agreed Bryce Kinney, irrigation supervisor, H&R Lawn and Landscape, Stillwell, Kans. “People who are really concerned about the appearance of their property are generally more receptive when we start talking about price, but it’s still important to make sure they understand the value they are purchasing in terms of water savings.”
MAKE THEM SEE. A common tact for contractors to show a system’s value to hesitant customers is to do a rough system design or actually put out the flags for head placement.
“Putting out the flags lets me point out how impossible it is for someone to manually water each of those locations for 30 minutes,” Kinney noted.
Designing the system as part of the sales process helps Ed Carpenter, owner, Carpenter’s Lawn Sprinklers, Cleveland, Ohio, educate customers. “I talk to them about things like head-to-head coverage and the importance of quality materials like piping,” he said. “They have to realize that if they are too interested in saving money that they won’t know there’s a problem with the system until it’s too late. And if all a customer wants to talk about is saving money, then I’ll usually walk away from the job.”
| That's A Good Question
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| These questions and answers represent a healthy exploratory dialogue for a potential customer and an irrigation contractor:
- Q. Will an automatic sprinkler system use more water than I’m currently using?
- A. No. In fact, it will conserve water. You’ll never have to worry about runoff from overwatering or wasting water when you forget to turn off the hose.
- Q. Does having a sprinkler system really save time?
- A. Yes. You won’t have to spend another minute of your time watering the lawn. The system does all of the watering for you - it even turns itself on and off when you’re away from home.
- Q. Will an automatic sprinkler system water as well as I can water by hand?
- A. It will do a much better job because a professionally designed system will deliver exactly the right amount of water to specific areas.
- Q. We generally get 40 or more inches of rainfall a year. Do we really need a sprinkler system?
- A. If it rained at your house every three days - the same exact amount each time - you probably wouldn’t need a sprinkler system. But nature doesn’t work that way, and the only way to ensure healthy, lush growth is to make certain your lawn and plants receive a regularly timed, evenly measured amount of water.
- Q. Are there different systems from which to choose?
- A. A typical system will be comprised of a controller (the brains of the system), valves (which open and close to control the flow of water) and sprinklers (which distribute the water). It’s best if all components of a system are manufactured by the same company in order to ensure they are designed to work well together.
- Q. Can I save money by installing my own system?
- A. No. In fact, it could cost more money in the long run. A professional irrigation contractor will design and install the most cost-effective and energy-efficient system possible. The contractor will pay special attention to important factors such as sprinkler patterns. And because your contractor is familiar with local plumbing and electrical codes, you won’t have to worry about costly mistakes in wiring or pipe installation.
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The author is Associate Editor of Lawn & Landscape magazine.