The Big 30

 

This week begins my 30th year in sales! It is amazing how many great mentors I was lucky enough to have worked under and with. The one that has to top the list is Scott Keener. Scott was known as my Father at Philadelphia Turf. Scott had taken me under his wing from the start and was my sounding board on how to handle every situation. The countless hours of reviewing how I handled a sales call and what would have been the best way to do it. I am incredibly thankful that Scott was there to help me through those early years, and even as my career went on, as a great friend!

It is amazing to think that back in February of 1992, Tom Drayer, Sales Manager at Philadelphia Turf, didn't hang up on me when he offered me the job. I said that I would like to think about it and call him tomorrow because I had read somewhere in one of the books on how to interview, I had been reading, not to accept the job right away. Thank God Tom overlooked me being young and dumb! At this time in the early '90s, the job market was not great. I had been looking for a sales job for months, which makes my response even more head-scratching looking back on it.

During my early years, at Philadelphia Turf, working with so many great people, that had so many years of experience, that were willing to share their knowledge, helped to mold me into the salesman I am. Tom Drayer, Barney McFadden, Bob Stokes, Frank I Shuman, and Frank T Shuman. Frank T. Shuman has become the biggest mentor to me, in the latter part of my career.

I have had the opportunity to visit some incredible places and meet some special people throughout my career so far. Bob Stokes was a legend in the Philadelphia market and was known as Mother Stokes. He always took such great care of his customers. Bob told me that the reason he loved sales so much was that every day you go to work is never the same and he felt that that was the best part! I have come to learn he was right.

I have been incredibly lucky to have so many people that had an impact on me and taught me so much. The start of Steve Keating's implementation of the Toro Selling System program with the Toro Commercial sales group coincided with my start of sales, the timing could not have been any better. The chance to learn from Steve about the sales process and understanding that process was the foundation for my career.

One of the things that truly is amazing, as I look back on the last 29 years, is the changing availability of information and communication. When I started, my older brothers both of whom are in sales, steered me to the Franklin Maps store in King of Prussia to buy my road atlas. Each night, before you hit the road, you would need to plan the trip. This is just slightly different from today where I plug an address in my phone, and I am directed there, even taking into account the traffic on the way. Even funnier is the progression of communication since the early '90s! From stopping throughout the day to call the office from a payphone to check messages, then on to a pager, then the early versions of cell phones, to my favorite, my Blackberry, where I could first send emails, to today's smartphones. It is truly an amazing transition!

Not sure if I have another 30 years in me, but I hope I have the opportunity to keep doing it for many more years to come!

WJC

Ramblin' Man

"Lord, I was born a ramblin' man
Tryin' to make a livin' and doin' the best I can
And when it's time for leavin'
I hope you'll understand
That I was born a ramblin' man"
The Allman Brothers

On Monday, August 20th, I will start in my new position, as a Territory Sales Manager, for Ventrac by Venture Products. My territory will be Eastern PA, Delaware, New Jersey, Long Island and New York City.
My, just under 4 years at Lawn & Golf , was a great experience. There were some real highlights, from meeting Arnold Palmer, just before he passed, and everything that was involved in the Latrobe CC trips, visiting Sage Valley CC, and being a part of growing L&G, into one of the largest Ventrac Dealers in the USA.
One of the other things that I am really proud of, was our work supporting the First Tee of Greater Philadelphia. Through the work of many people at L&G, we were able to help with the improvement of the facility at Walnut Lane GC. I also really enjoyed the partnership we had started with the Lehigh Valley Iron Pigs. Ryan Hills, Director of Grounds and Kurt Landes, GM, were a true pleasure to work with!

One of the things you could not put a dollar value on, was the chance to learn how a dealer, with multiple lines of equipment manufacturers, balances all the them to keep everyone happy.
From a Marketing Award from Jacobsen, to the Diamond Dealer for Ventrac, it was a rewarding experience. I enjoyed the chance to work with the Territory Managers, to try and grow the business.   I also enjoyed the work involved in getting the partnership with Thomas L Dunlap going and the opportunity to work with our Marketing Director, to increase the online presence of L&G.
So why leave? There are a bunch of variables anytime you make a career change, but for me, the chance to join a great company, that is seeing incredible growth, is exciting, and in the end, I am best on the road. My position, of Sales Manager at Lawn & Golf,  had become more of an inside position, mostly out of necessity, with some retirements and responsibility changes.
I appreciate all the help I have received from all the Manufacturers Representatives that Lawn & Golf was partnered with, the staff at Lawn & Golf and to the President of Lawn and Golf, Ken Jeinnings!

I am excited to move into my new role and  I cannot wait to get out in the field and work with the Ventrac Dealers!





WJC

Cleveland Rocks!

This past week, I had the chance to attend the Snow & Ice Management Association Symposium, in Cleveland, Ohio. The SIMA Show is what the GIS is to the Golf industry. If a product has anything to do with large volume snow removal, the SIMA Show is where to go. We are not talking about a small landscape company that puts a plow on his pickup, in the off-season. These are companies that track everything they do through phone apps and see things in the most simple equation of Time=Money. The hall was filled with all sorts of snow moving equipment, from large snow plows, to the use of autonomous GPS guided snow removal products. It is really incredible how many products are out there.

On a side note, the town of Cleveland was nothing like I expected. It is one of the nicest towns I have been to for business (except for the infestation of May Flies, which is a Lake Erie thing), as well as  the locals were exceptionally nice. Definitely not what I had expected. 

The SIMA Symposium Sponsors

The Ventrac SSV with the Broom, Brine Kit and Salt Spreader

The SSV with the new Snow Thrower

WJC

KAFMO 2018 Summer Field Day at Valentine East

On Tuesday, June 19th, The Keystone Athletic Field Managers Organization hosted their Summer Field, at the Valentine East Research Facility, at Penn State Berks Campus. While attendance at these type events are more unpredictable than the weather, this field day was one of the better I have attended in years, with about 120 total attendees! Dr. Mike Fidanza's facility is a perfect location. It is easy to get to, has plenty of space and a large pavilion area for seating. Then, add in in the Wegman's mobile truck, with tons of good food, and of course, I cannot forget the host, Dr. Mike Fidanza!
The variables that make events like this a success are always hard to quantify, but for us, it was a great day. Thanks to the KAFMO Board and Dr. Mike for all their efforts!

Darren Powers, from Redexim, doing a demonstration of the Redexim Bullet

Sumner Cross, of Lawn & Golf Supply Company, showing the Aera-Vator on the Ventrac

Jeremy Weand , of Lawn & Golf, showing the Turfco TurnAer XT8 stand on aerator

The Lawn & Golf booth

WJC

 

LINKS AS LABS

This past week, Dan Meersman and Robb Moulds , of The Philadelphia Cricket Club, hosted a "First Green" Event , at the Militia Hill Course, on the PCC property.

As the First Green website states:

• First Green is an innovative environmental education outreach program using golf courses as environmental learning labs – the only program of its kind in the world. First Green has extensive resources for golf course superintendents, including online lesson plans, as well as facilitating the connections between golf courses and local schools and science/horticulture teachers.
• Golf superintendents, course staff and/or local industry representatives (such as regional associations and members) host students on field trips where they test water quality, collect soil samples, identify plants, preserve wildlife habitats, assist in stream-bed restoration and learn about the ecology, conservation and environmental aspects of golf courses. The kids also visit the practice green or hit balls at the driving range, giving them their first taste of playing golf.
• First Green has been providing STEM learning labs since 1997.

You had about seventy 3rd grade students, broken into six groups, for 20 minute stations, for different types of golf education. While I am pretty sure the Philadelphia section of the PGA wins just for having a blowup dinosaur, I will say most of the kids really enjoyed the soils station and what happens when clay and water meet! Luckily, we had some help from Chase Rogan and Ralph Dain from the GCSAA and Nick Dunlap from the USGA at our station to present.

The support from the Philadelphia Golf family and attendance of some national organizations represented, was impressive to see. In attendance was the Golf Association of Philadelphia (GAP), Philadelphia Section of the PGA, The First Tee of Greater Philadelphia (TFTGP), Golf Course Superintendents Association of America (GCSAA), United States Golf Association (USGA) and the Philadelphia Association of Golf Course Superintendents (PAGCS). Also, there were students from Temple talking about Environmental Hydrology (or here in Philadelphia Wudder), representatives from the Wissahickon Valley Watershed Association and Morris Arboretum. Also, in attendance, was Dr. Doug Linde, of Delaware Valley University's Turf Program and a large group from Ewing-Rain Bird Irrigation, including Brad Helcoski and Tim Riismdel. 

Too busy seems to be the mantra of our world today, but the efforts to grow the game, by planting the seeds with young students, is truly imperative, for the future of the golf industry. 

Congratulations to Dan, Robb and the staff, at Philadelphia Cricket Club, for their efforts to put together such a great program for the kids!

  

Dan Meersman addresses the students and the volunteers at the end of the program



The Philadelphia Section of the PGA station

Nick Dunlap, of the USGA, explains how drainage works

Derrick Wozniak, President of the PAGCS & Superintendent at Radley Run CC, showing the students how a soil probe works


Chase Rogan, of the GCSAA, explaining the different types of soils


Temple Hydrology students & the Wissahickon Valley Watershed station

The GAP station
 
One of the kids favorite, the topdressing station

WJC

Logistics

This week ,was the part of equipment sales, that I really enjoy. The opportunity to get a new product out, in front of as many customers as possible, always presents a challenge. Getting all the logistics of the plan to come together and not get thrown off track by bad weather is always tough. This past week, we had a little bit of everything. We had a customer event, at the Glen Mills Schools, where we worked with the students. It was a definitely something where you walk away feeling positive. The students were very engaged and asking great questions. Then we rolled into Allentown, to host our 

annual field  day event, at the Lehigh Valley Iron Pigs. It was another great day! We had 9 manufacturer's representatives travel in to support the day and our largest number of customers ever attend. Lawn & Golf is very lucky to have such great partners like Ryan Hills & Kurt Landis of the Lehigh Valley Iron Pigs!

On Thursday, we had an early morning start with a "Sidewalk Demo", on the Mark the Shark Morning Show on WSQV. We have been working with WSQV, since we joined with Thomas L Dunlap in Jersey Shore, PA to cover the area better selling Ventrac Tractors. It is always fun to join them on the air to talk about what we are doing with Ventrac.

Finally, we got the chance to get the new Ventrac Boom Mower attachment out into the field. We had the opportunity to mow at a location that was made for it. And as expected, the customers were impressed and plan to add it to their equipment fleet.

Friday, was the final stop of the tour. We hosted an Open House/Demo Day at Thomas L Dunlap.

With another good day of weather, great food, and our friends from WSQV, doing a remote radio show, it was an excellent day.

To put these many events together all in one week takes a ton of support from our inside staff! Lawn & Golf's Service Manager, Craig Hatt, and his team were able to get all the equipment ready and still keep up with setups and repairs. Our Warehouse/Shipping Manager, Mike Matta, was able to get massive amounts of equipment out to the Iron Pigs. We greatly appreciate all their help!

A big THANK YOU to everyone involved in making this week a success:

Bill & Paul at the Glen Mills Schools

Ryan & Kurt at the LV Iron Pigs

Darren Powers from Redexim

Steve Johnson from Smithco

Scott Kinkead & Brian Godwin from Turfco

Andrew Sickenberger from Jacobsen

Tylor Coquillard & Pat Dowling from ABI Attachments

Steve Cahaley from CADCO/Ferris

Lisa Hartley & Bill Clark from Univest

Joyce & Tom at Thomas L Dunlap

The Sales Team at Lawn & Golf

and especially, Andy Barone, from Ventrac, for all his time and effort this week!

Andy Barone from Ventrac showing one of the Students at the Glen Mills Schools how the Aera-Vator works.

Talking to the Students at Glen Mills Schools about the Boom Mower.

Lawn & Golf Field Day at the Lehigh Valley Iron Pigs.

Setting up for the "Sidewalk Demo" at WSQV Radio in Lock Haven.

The Ventrac Boom Mower in action!

Customers checking out the Boom Mower at the Open House/Demo Day at Thomas L Dunlap.

Vince Anastasi from Lawn & Golf talking about the flip up deck on the Ventrac.

WJC

Here comes the BOOM!

This coming week, we will finally have a chance to see the newest attachment from Ventrac in the field. The Boom Mower was unveiled at a sales meeting, last year, with the plan of production this spring and is just about to be available, for purchase. Andy Barone, our manufacturers representative, has gotten his Boom Mower demo and will be working with Lawn & Golf this week.

On Tuesday, we are doing a Demo Day at Glen Mills Schools, with the Boom Mower, the SSV and the 3400 unit setup for snow removal. On Wednesday, we have a full house for our annual Lawn & Golf Field Day, at the Lehigh Valley Iron Pigs Stadium! This also includes our factory representatives from Jacobsen, Turfco, Smithco, Redexim, ABI & CADCO. 

Then on Thursday morning, we have a demo scheduled for a live broadcast, on the morning show, on WSQV 92.1 in Lock Haven!  To finish out the week, we have a Demo Day-Open House at Thomas L Dunlap's in Jersey Shore, PA. This will include a live radio road show with WSQV and some great local food!

The chance to get new products out for the first time is a fun part of the business. When a manufacturer truly hears the end users requests to help them with their challenges, it is excellent. 

Looking forward to a busy week and always appreciate the support we receive from our manufacturer's Representatives!

WJC