This Is The End!

       Earlier this month, I attended what was somewhere north of my 25th Eastern Pennsylvania Turf Conference. I have watched the show change, over the years, from a time when of all the equipment suppliers had large booths, with almost a full compliment of their products down to this past table top trade show. While the explanation of why some trade shows seem to be thriving (NJ Turf Grass Conference in Atlantic City), to the stories of other shows that are struggling to survive, is a mystery question of life. The Easter Pa Show still has strong attendance and a growing Sports Turf Managers section, but we have seemingly hit a wall on the trade show part of the program. Year after year, the vendors have talked amongst each other that this was not working. While no one wants to do anything that would effect the support of the work of the Pennsylvania Turf Grass Council, the reality of today's business climate of tighter margins and importance of spending your dollars wisely have finally won out. Many factors play into the mood of vendors, like trade show times, during classes, to being in the lower level of the facility, all play into the reality that it is time for a change. In the end, vendors want to have customers and prospects stop by their booth, hopefully to uncover some new opportunities. The thought of having multiple salesmen stand around talking to each other, for hours on end, is not something that works for anyone.
      While preliminary talks have begun to change the format of the trade show and possibly to eliminate it completely, in the end, I know that next year will be different. There is energy, on the vendor side, to grow the dollars being brought in from new avenues to support the PTC. That is why this is a great business to work in. While we compete against each other for business, all the vendors I have spoken to all say the same thing " I am in, just let me know what you need me to do!"

WJC



 

Just The Facts

       Recently, I had a meeting with a Superintendent, who was looking for some insights on how to approach his ownership, with a long term equipment replacement plan. During our discussion, I brought up a quote from Sabrina Bladon, that I heard her give in a speech, a few years ago, that I think is incredibly pertinent to this type of process. The line was, "You talk agronomics & they talk economics." When in discussion with your ownership or management, it is hard not to speak passionately about your frustration with old equipment. The thought of downtime, turf damage and even listening to your operators complain, it all feeds into talking about it emotionally. Sadly, the reality is those factors might as well be spoken in another language. Going back to Sabrina's excellent observation, you need to talk about bottom dollar impact.
       Jason Haines (@Pendersuper), Superintendent at Pender Harbour GC, this past week, had just the type of information regarding how to sell to your club on new equipment posted on Twitter. He had great insight on how to put together a plan and justify the need for new equipment. It is a thread worth reading.
        The final suggestion I would make is to use your salesman as a resource. He should be able to help you formulate your position from a factual angle.

WJC