Total Landscape Care Digital Magazine
Issue link: http://read.dmtmag.com/i/96863
cover story Why add irrigation? Customer demand is a common reason for adding irrigation services. "Clients were asking us for it," says Josh Metsker, co-owner of Nixa Lawn Service in Springfield, Missouri. "Most customers assume you can do it all anyhow, and they don't want to write one more check to another contractor." After referring out irrigation jobs for several years, Metsker decided it didn't make sense to keep sending business away to other companies, who weren't sending back referrals in return. Adding irrigation services becomes a necessity for some companies. "We were installing landscapes but finding it difficult to warranty plants because irrigation systems weren't working properly or efficiently. We were replacing a lot of plants," says Maria Bargellini, president of Dallas Curb Appeal in Dallas, Texas. "We quickly figured out that if we were already on site, we could make money again by doing repairs on systems." In addition, irrigation can provide a steady stream of built-in residual fees. "For every installation, we include an annual maintenance contract that requires spring startup and winterization blow outs to keep the warranty valid," says Jim Lewis, president of Lewis Landscape Services in Portland, Oregon. "With spring startups, we look for potential issues, such as a shrub grown over a head, which feeds our repair business." Getting started Like most work requiring technical expertise, training is key. "Make a real investment in educating yourself," says John Eggleston, general manager of Service First Irrigation in Lansing, Michigan and chair of the irrigation and water management specialty group at PLANET. "Don't underestimate the complexity of irrigation. There's more to it than installing a few lines. You're dealing with a lot of variables from plant water needs to slope and site planning." Educational opportunities include online classes, trade show seminars, and distributor workshops [on page 14]. Most major players in the irrigation product industry, such as Rain Bird and Ewing, regularly offer classes in various locations across the country. PHOTO COURTESY OF RAINBIRD Taking time to educate clients is often what seals the deal. 12 TOTAL LANDSCAPE CARE / December 2012