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
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