There’s a big difference when it comes to buying products to sustain a golf course versus buying products to sustain a portfolio of lawns.
In golf, superintendents know how much acreage they need to care for. The only reason that might fluctuate is if some areas of the course are redesigned or used for other functions. They have a historical perspective on the weather in their exact location. And in most cases, they also have a shop to store supplies.
Meanwhile, the lawn care operators of the world are constantly dealing with a fluctuation of customers — some cancel their services while others add them. Their service area may travel far and wide, meaning different weather conditions. And storage can be an issue.
“We don’t get quite the participation for lawn care owners as we do in other industries, like golf and sports turf,” says Beth Berry, vice president of sales at Advanced Turf Solutions. “(Lawn care companies) want discounts, they want terms, but they also need storage, and not everyone has storage.”
Berry and her colleagues at Advanced Turf Solutions are working to get the word out more with lawn care companies because they feel these businesses are missing out on discounts that could help them be successful. Berry recently hosted a webinar on this topic with Golfdom’s sister publication, Landscape Management.
Superintendents knowing the exact amount of turf they need to maintain every year gives them an advantage in mastering their EOP purchase. (Photo: Firestone CC)
Jamie Heydinger, lawn care segment lead, Nufarm, agrees that historically, golf course superintendents are more comfortable with the concept of EOPs than their counterparts in lawn care.
“Some of the pushback I’ve had (from lawn care companies) in the past is, ‘I don’t know what I’m going to need.’ I would challenge them that they probably know at least 80 percent of what they used the prior year. If they don’t know if they’re going to get back 80 percent of their business, they have bigger problems (than EOP),” Heydinger says. “At Nufarm, we try to make it easy, so we have a low minimum entry point. Based on feedback from partners, we created a volume bonus on key herbicides that are used in the lawn care industry.”
Heydinger says he wants more companies to take advantage of EOPs because they’re a win-win for the customer and the manufacturer.
“One of the things that is helpful, from a manufacturing perspective, (EOPs) helps us forecast what we need to manufacture,” he says. “We’re willing to pay a fee for that, which is the reward for Early Order Programs.”
Danny Fielder
“It’s funny, for a long time, I didn’t even want to participate when I was with a big management company … I didn’t like having the inventory in the shop. Back in the day they would store it for you, and I didn’t have much space. But then I realized it’s a no-brainer to lock in what you need. We’re all good enough planners, it’s not a big deal.”
Matt Borowiec
Deerwood GC, North Tonawanda, N.Y.
“I like it because I can have all my products ordered before the season starts. The obvious reasons to participate are the discounts and rebates. I really enjoy Quali-Pro’s EOP; they have a nice rebate, and I have faith in their products. I have 27 holes and 40 acres of fairway, so I rely on this program.”
Chris Navin
The Club at P.B. Dye, Ijamsville, Md.
“I think the big thing is it gives us as superintendents a chance to see so many solutions to what we see in a growing season … weevil control, wetting agents, pond solutions … it’s all in one binder. We can see everything we need. The manufacturers do a fantastic job of giving us rebates and discounts in various packages. We know we’re going to get a discount for our ownership or our membership.”
Cody Sander
Drumm Farm GC, Independence, Mo.
“I think Early Order Programs benefit the golf course both financially and agronomically. I’m getting what I need, and if I need a product, I don’t have to worry about wondering if I’m going to get it in time. I already have it there on the shelf.”
Bobby Snyder
Pinecrest CC, Longview, Texas
“I like EOPs because I can lock in last year’s prices. Anytime I can save the club some money, that’s a win.”
<p>The post Compared to the challenges in the lawn care industry, golf maintenance is ideal for EOP purchasing first appeared on Golfdom.</p>
