Marketing to Landscape Contractors

Connecting to & Promoting the Water Garden Industry

Presented by:

Kip NorthrupPresident

kip@pondbuilder.com

PondBuilder Manufacturing Inc.

Understanding Your CustomerToday’s Landscape Contractors

The Personality of Contractors:

•Always on-the-go mindset•Multi-tasking jobs•Prefer Hands-on approach•Limited Time Schedule

The more you learn about existing customers the more you will understand why they may or may not buy.

Becoming the ExpertBuilding a Knowledge Based Sales Approach

Knowledge builds creditability:

•Attend \ Host training events•Inquire about product feedback•Conduct product comparisons•On-the-job training

The Contractor support system beings with a knowledgeable supplier.

Establishing RelationshipsReaching out to Landscape Contractors

Gaining Trust 1st Then Sales:

• 1-on-1 Time• Offering Project Reviews• Make Notes on Favorite Products / Personal Activities & Interest

What makes you memorable?

Will you go the extra mile?

Extending a HandMaking Yourself Available to Landscape Contractors

Personalizing your services:

•Share success stories•Invite Mnfrg. Reps to speak at events•Schedule annual sales meetings for review•Offer “Same Day” Quotes

The more value the Landscape Contractor sees the more likely they are to refer your services and products.

Sharing IdeasBuilding Displays & Training Seminars

Seeing is Believing:

• Create a Display with the helpof your staff & Landscape Contractorcustomers

• Provide equipment & suppliesfor Landscape ContractorHome show events

Stocking the Right ProductsMaximize profits with proper products

Seasonal Products vs. Core Products:

• Stock core items•Pumps•Water Treatments•Plumbing•Filtration

•Seasonal products•Water Treatments•Nets \ Heaters•Aeration

Providing Technical SupportA Landscape Contractor’s safety net

Capitalizing on Expert Status:

•Share proper installation techniques•Provide Calculations & Specs•Recommend options & alternatives•Become the Manufacturer’s Liaison

If homeowners refer to Landscape Contractors for good advice, then are you prepared to offer great advice to landscape contractors?

Promote the IndustryRaising awareness of water gardening

Taking it to the Streets:

• Write Articles or Submit Projects• Offer to Speak at Industry Trade Shows & Events• Become involved in Water Garden Societies & Koi Clubs

Becoming Social TodayUsing Social Media to promote your services

Marketing for the future:

•PAST- print ads, yellow pages, tv, radio•TODAY- website, facebook, twitter, linkedIN, etc.

•FUTURE- combining a strong marketing plan means using all forms of media to market your business cohesively.

Social Media allows you the platform to begin target marketing specific to the type of customer and their interest.

Engaging Customer for LifeCommunication drives sales

Open Lines of Communication:

• Write weekly, monthly newsletters (e-Blasts)• Share tips and New product info• Remain in touch with existing customers• Create a Pond Blog

If the average pond owner enhances orUpgrades their feature 3 times, will yourcustomer be thinkingof you the next time?

Your success comeswith their success!

PondBuilder BlogHelping Homeowners, Landscape Contractors and PBO’s

What’s the Word?:

• Weekly or Monthly• Current & Relevant• Informative• Fun

Blogs are great for keeping an audience engaged and interested in the industry. Promoting, educating and sharing all drive additional sales for you & your customer!

ALL NEW WEBSITE! www.pondbuilder.com

Thank You!Kip Northrup- kip@pondbuilder.com