Landscape and Irrigation is read by decision makers throughout the landscape and irrigation markets — including contractors, landscape architects, professional grounds managers, and irrigation and water mgmt companies and reaches the entire spetrum.
Issue link: https://read.dmtmag.com/i/182361
Special Feature By Jessica Chase Expand Your profits by upselling Hardscape projects W 1. Patterns Simple patterns such as stack bond and running bond can be very cost-effective because they require that all paving units be the same size. However, more complex patterns — including varying the size of the pavers — can be more visually appealing and might better suit the surrounding environment and residential architecture. Many manufacturers now package pavers arranged with various sized pavers, which decreases labor and scrap materials. A key upselling opportunity is to note that testing has shown patterns with discontinuous, shorter bond lines — such as herringbone patterns — distribute loads more effectively and perform better. 2. Colors Most manufacturers or distributors give out free paver samples. When meeting with any prospective client, always have samples of colors, styles, and pictures of specific patterns. Be prepared and 12 Landscape and Irrigation October 2013 present your ideas and materials in a professional manner. A key selling feature is that pavers with light colors tend to absorb less heat, and make walking on them cooler. These pavers are manufactured with white Portland cement, which is more costly than the traditional grey Portland cement. White cement also makes color more intense. This makes these light pavers more costly, ultimately increasing the cost of a project. The client may see the value in this additional cost and may choose this option — but only if the option is presented to them. 3. Finishes Just like patterns, numerous finishes provide a range of visual opportunities to complement the site and home. Finishes include face mix, special aggregates, tumbled, shot blasted, hammered, or polished. Multiple finishes in a project can be used to accent borders or areas. Review the options available, and measure the client's interest in each. 4. Multiple levels Including multiple levels in a raised patio design is a simple way to add more interest and life to a design. This type of upsell requires minimal additional work, but the inclusion of multiple levels may be what sets one proposal apart from the others, and is ultimately selected for installation. Creating multiple levels gives more depth to a project, and allows for the creation of different areas with well defined purposes (such as a hot tub area, a sitting area or a kitchen area). Consideration should be given to the effect of smoke from fireplaces or grills when designing a multi-level patio with a sitting area. www.landscapeirrigation.com All photos provided by the Interlocking Concrete Pavement Institute hy is it that whenever you buy a burger, the salesperson always asks you to "go large" or "do you want fries with that?" Why does every grocery store have racks in the checkout jammed with things that you would never have purchased, but, as you wait in line, you suddenly realize you can't live without? It's called upselling. Upselling can be a very lucrative business when you offer larger, more expensive, or more comprehensive products or services. In the hardscape industry, these come in the form of enhancements and accessories. Eight upselling opportunities for interlocking concrete pavement projects are as follows: