Suppliers can be crucial for irrigation and landscape professionals to grow their business.
"Business is moving at such a fast pace these days, so having a trusted relationship with your supplier that can keep your job running on time is imperative," says Jesse Bezdek, senior director of sales for Heritage Landscape Supply Group. "The better suppliers provide knowledge to the pros so that they can confidently build their business, and those efforts are rewarded by more opportunities. All boats rise when the supplier/pro relationship is strong."
Bezdek and Don Davis, irrigation training manager for SiteOne Landscape Supply discuss how irrigation and landscape pros can maintain their relationships with suppliers.
Benefits of suppliers
When it comes to looking at what a supplier can offer an irrigation professional, it comes down to what a big box store can’t offer, Davis says.
“The contractor needs more than just a source of product—they’re looking for a partner that can have some kind of value to help them succeed,” Davis says. “How many times over the years do contractors wake up scared wondering, are my guys going to show up? Is my equipment going to make it through the day? Will the materials show up on time? A contractor every single day faces challenges from labor shortages, equipment and material concerns and economic uncertainty."
Therefore, the benefits of teaming up with a supplier, according to Davis, can include:
- A supplier has the ability to help you build your business.
- A supplier may offer design services and material estimate services.
- A supplier may have multiple locations to facilitate your needs.
- A supplier can have technical experts on staff who can assist landscape pros when they've got a challenge in the field.
- A supplier can help landscape pros build their team and improve operations.
Bezdek agrees that suppliers’ value comes from more than just the product they sell.
"What makes a good supplier great is the ability to have what the contractor needs in the right place and at the right time," Bezdek says. "Using a supplier’s credit line is also a huge benefit. Landscape projects are generally the last piece of the project, so being able to stretch a dollar to get the project finished is super helpful to the contractor. Suppliers have an important place in the process and should be looked at as a business partner. It is our job to know where the market is heading and what new products might help out the contractors. Helping a contractor who wears many hats in a day to run their business is what drives a long-term partnership."
Bezdek adds that suppliers can also help landscape and irrigation pros with long-term strategic planning.
"Great suppliers have extensive purchasing reports and if they are used right, they can help a contractor understand where the holes are in their business from a profitability standpoint," Bezdek says.
Finding a supplier
To help decide on which supplier is best for them, contractors should ask the following questions:
- Can the supplier help you build the business?
- Do they offer marketing solutions?
- Do they offer website design and maintenance support?
- Do they offer customer communications platforms that will help you grow the business?
- Can they help manage the inner workings of the business, so landscape pros are working on their business a little more versus in the business?
- What tools and solutions can a supplier provide?
- Can the supplier offer access to HR, payroll or tax solutions?
- Can that supplier provide inventory management solutions that keep your team on the jobsite instead of your crews going back and forth to the location?
- Can that supplier offer prescheduled delivery?
- Do they offer training or education?
- Do they provide business classes, technical classes or even licensing classes to keep everyone in compliance?
Communication is key
In an ever-changing world of technology, there are a multitude of ways contractors can communicate with their supplier.
"Any type of communication is important," Bezdek says. "Use every resource you have at your fingertips; however, I always state that direct communication is way better than indirect. Nobody has time these days for passive indirect information."
No matter what type of communication the contractor prefers, Davis notes that regular communication is key.
“The more I know about you and your business as a supplier, the better I can be in partnering with you,” Davis says. “If I know your habits, your needs, your patterns, I can help you stay ahead of scheduling. If I know your history and your work status, I can notify you ahead of time."
Over the years, Bezdek says technology will continue to play a role as integration remains on everyone's radar and consolidation within the industry becomes more prevalent.
"It is more important than ever to run lean and smart. Technology-based around training should always be on the top of everyone’s list," Bezdek says. "We all are asked to do more with less, so the supplier that can embrace this initiative while partnering with each of their clients will win in the end."
