Service Contracts Can Get Your Business Through the Seasonal Slump
“If not for maintenance, I wouldn’t be in business today.”
That’s how one irrigation contractor recently described the value of maintenance services for his business. At this time of year in particular, maintenance can be the key to survival in the landscape irrigation industry.
Beyond Winterization
No doubt you are already offering winterization and spring start-up services to your new and existing customers. But an irrigation service contract would go beyond that.
With a service contract, customers pay you a monthly fee to perform general maintenance on a regular basis. By offering your clients an annual service contract, you can augment your month-to-month income by maintaining irrigation systems year-round.
It’s a great way to provide your business with a stable, reliable income while also keeping your customers’ irrigation systems in tip-top shape. And a service contract can save a customer large sums of money in repairs. So it’s a win-win for both you and your clients.
Service Contract Do’s and Don’ts
Do: Try selling service contracts on every install.
Do: Make it easy for customers to see the cost of adding a service contract.
Do: Explain the value of a service contract to customers who need help.
Do: Stay in touch with customers who don’t yet have service agreements.
Do: Explain the bottom-line costs with and without a service contract.
Don’t: Hesitate to offer a service contract to existing customers.
Don’t: Assume some customers aren’t candidates for service contracts.
In addition to winterization and spring start-up, maintenance services offered in your contract should include programming controllers to prevent over-watering in November and under-watering in July. Most clients would not make this adjustment on their own, but it can save a significant amount of water – reducing their water bill and helping the environment.
You’ll also want to include the following services:
Inspecting the controller and ensuring it’s plugged in and functioning.
Updating the time and date.
Checking the connection on all of the wires and ensuring that rain, wind or soil-moisture sensors are connected.
Replacing the back-up battery.
During times of drought, changing the watering schedule to reflect the allowed watering days and times.
Adjusting the Seasonal Adjust or Water Budget on the controller. (This can save up to 60% of the water used over the “set and forget” schedule.)
Turning on each zone and checking for system damage such as:
Leaking valves or pipes
Broken or missing heads
Clogged nozzles
Seal leaks
Sunken heads
Tilted heads.
The Bottom Line
So while winterization and spring start-up are both important, think of them as components in a full array of services which you can provide to your customers through an irrigation service contract. Armed with education and training, year-round irrigation system maintenance can be a natural add-on service opportunity, resulting in happy clients and a more lucrative bottom line.
Need Help?
Do you need help drafting a service contract for your landscape irrigation business? There’s plenty of help online. Check out the following links:
Team management will be the theme of this year’s Ohio Nursery and Landscape Association (ONLA) Member Summit.
The 2019 ONLA summit is a two-day, intensive program for business owners and key decision makers.
This two-day retreat is specifically designed for owners and key decision makers who want to take their management skills to the next level and develop a productive, efficient workplace.
When:
December 11-12, 2019
Where:
Nationwide Hotel & Conference Center
100 Green Meadows Drive South
Lewis Center, OH 43035
Cost:
$399 per person, includes all meals and education sessions.
Registration: Advance registration is required!
Hotel Reservations:
Discounted rates start at $139.00. Reservations can be madeHERE or by calling Nationwide Hotel at 614.880.4300 and mentioning Ohio Nursery and Landscape Association.
What You Can Expect
At the 2019 ONLA Member Summit you can expect to:
Hone your leadership skills.
Learn best practices for cultivating high-performance teams.
Network with like-minded professionals and sponsors.
Get energized and motivated to create lasting, positive changes in your career and business.
Keynote Speakers
Jim Paluch, President, JP Horizons, Inc.
For the past 30 years, Jim has motivated thousands of individuals and organizations across North America to strive toward excellence. He has written hundreds of articles and been published as an industry expert dozens of times.
Jim has a remarkable ability to help audiences address obstacles and discover opportunities that lie between their current state and their future desired state. His talent in facilitating a group, and creating a collaborative effort where ideas and solutions can emerge, always produces inspiring results for everyone involved.
Jon Petz, CSP
Whether he’s focusing on performance mindset, deeper client and team engagement, customer surprise and delight, or growth at all organizational levels, Jon Petz offers much more than “just” a keynote!
A former sales and marketing executive, Jon led his teams to break-away performances withing various industries and environments. Jon is an engagement and performance expert, who has delivered motivational keynote programs for world leading brands, industry and association conventions, and organizations of all sizes.
Jon has authored three books, two of which, Boring Meetings Suck and Significance in Simple Moments, hit the business best-sellers list. His work has been featured by the Wall Street Journal, CNBC, ABC News, Success Magazine, and The Globe & Mail, among others.
John Kennedy, Owner, John Kennedy Consulting
For nearly two decades, John Kennedy has inspired well over 250,000 audience members throughout North America, Europe, Australia and the Caribbean with his world-class training programs.
John’s success was galvanized in the hospitality and tourism industry, as a restaurant and hotel executive with a strong sense of teamwork, sales and leadership. John’s client list includes: American Bus Association, The Baltimore Ravens, Marriott Hotels, Orvis, U.S. Air Force, Bermuda Gas, Elizabeth Arden, Taco Bell, Canada Bread, as well as more than one hundred local, state and federal government agencies and associations.
Did you know that the Irrigation Association’s annual Irrigation Show is the world’s biggest trade show dedicated to irrigation professionals?
It’s where the irrigation industry comes together to network, learn and promote irrigation.
Register by Nov. 1 to save on education classes, full registration and exhibits. Discount housing is also open, and attendees can book their hotel online.
To download the Irrigation Association’s 31-page Registration Brochure, click here.
Collaborative Effort
This year’s Irrigation Show is being co-located with the National Ground Water Association and American Rainwater Catchment Systems Association.
The collaboration hopes to provide an action-packed week focused on the one resource we all strive to manage responsibly — water.
The show floor will give you a firsthand look at all of the latest products, services and technologies in landscape irrigation to help you expand your business, satisfy customers and grow your bottom line.
With two days to explore the exhibits, you can:
Inspect the latest technologies at the new product contest and watch the judging
Find solutions to ancillary landscape markets such as ponds, waterscapes and outdoor lighting.
Check out new and innovative products, and services.
Explore new suppliers.
Learn about the latest business trends and irrigation best practices.
For exhibitor information, including booth space fees, assignment, and a 2019 floor plan, click here.
Educational Opportunities
One of the top reasons for attending the Irrigation Show and Education Week is the comprehensive educational offerings.
Education Week offers five days of seminars, technical programs and education classes conducted by some of the industry’s leading experts and researchers. You can discover the latest cutting-edge research, technologies, techniques and best practices in landscape irrigation, while earning valuable CEUs.
This year’s “Industry Insights” promise to take the educational sessions to a whole new level. Here’s a taste of the new and different topics being offered during Industry Insights:
The Irrigation Consumer Bill of Rights
Mobile apps for water conservation in turfgrass
The H-2A & H-2B guest worker program
Severe weather and ways to protect your crew and clients
Social media and how to use it in your business
Rainwater collection Wi-Fi technology and how to incorporate it in your business
Research updates and reports from around the country
These sessions vary from 30- to 90-minute formats and include everything from single presentations to panel discussions.
Certification Exams
Exams for the following certification programs will also be available at this year’s Irrigation Show:
Those are just two of the many reasons that regular maintenance is needed to keep your sprinkler system running efficiently year after year. Here’s another: Damage from lawn equipment or improper winterization can result in costly leaks and other serious problems.
An Ounce of Prevention
Here are a few simple checks to perform on a monthly, annual or periodic basis to ensure your sprinkler system is operation at an optimal level:
Every Month During Growing Season…
Inspect the controller and make sure it’s plugged in and functioning.
Check the connection on all of the wires and sensors.
Adjust sprinkler head positions and spray patterns to avoid watering sidewalks or structures and to provide necessary clearance over growing plants.
Remove obstructions that prevent sprinklers from distributing water evenly.
Check the pressure. Pressure can change over time and negatively affect your system’s efficiency. If the pressure is too high, it’ll result in significant runoff.
Inspect your system for leaks — a huge water waster. This step requires the help of your irrigation contractor. He’ll not only check for leaks and broken or clogged spray heads; he can also advise you about common problems to watch for between visits.
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Once a Year…
Winterize, winterize, winterize! This routine maintenance procedure is critical. Overlook it, and you can expect costly damage to your system. But this is something best left to the professionals. Your irrigation contractor has specialized equipment to flush out the water that could otherwise freeze, resulting in cracked pipes, valves and other parts. (See related article, “How to Winterize Your Landscape Irrigation System.”)
Get your back flow checked. Federal and state laws require that your backflow connection be tested annually by a state-certified tester. (This is typically part of the winterization process.)
Once in a While or As Needed…
Now and then, it’s a good idea to have your system audited. Hire a Certified Irrigation Auditor to conduct an audit and uniformity test. If your system is watering unevenly or improperly, he can make the necessary adjustments.
Replace your controller’s back-up battery whenever you replace your smoke alarm batteries.
Adjust the watering schedule to reflect the current season and irrigation needs of your landscape.
With the proper routine maintenance, your irrigation system will serve you well for seasons to come!
Becoming a certified WaterSense professional demonstrates to your customers that you have the knowledge and experience to help them save both water and money.
And certification entitles you to exclusive EPA benefits. Such as:
Work opportunities for new home projects, federal facilities, and LEED® projects.
Use of the WaterSense promotional label on business cards and marketing items.
Increased exposure to customers through national recognition from EPA as an environmental steward.
Access to helpful tools and materials created by EPA.
Certification Programs
WaterSense offers the following certification programs for landscape irrigation professionals:
Irrigation System Design Program
The design program teaches you how to tailor irrigation systems to match the surrounding landscape and local climate conditions. This course is offered by the national Irrigation Association.
To become a Certified Irrigation Designer (CID), you must:
Register for the exam. Recommended: three years of irrigation-related experience or education in an irrigation-related field.
Pass the general landscape/turf exam. The four-hour general landscape/turf exam includes 150 equally weighted, multiple-choice questions on irrigation equipment, hydraulics, system components, scheduling, precipitation and application rates, spacing, soil-water-plant relationships, efficiency/uniformity, economics and pumps.
Pass a landscape/turf specialty irrigation exam. Candidates have four hours to complete a specialty exam in commercial, golf course or residential landscape irrigation. See the Certification Candidate Handbook for details on specialty exam content. Candidates may not take both the general landscape/turf exam and one of the landscape/turf specialty exams on the same day.
Irrigation System Installation and Maintenance Program
The installation and maintenance program teaches you how to select the appropriate equipment, lay out the site, and ensure proper scheduling for optimal irrigation system performance.
To become a Certified Irrigation Contractor (CIC), you must:
Register for the exam. Recommended: three years of irrigation-related field experience.
Pass the irrigation contractor exam. The 3½-hour exam includes 150 equally weighted, multiple-choice questions on irrigation design, irrigation installation, irrigation scheduling, water management and conservation, maintenance and repair, federal laws and codes, and general business management. Candidates have 3½ hours to complete the exam.
The irrigation auditingprogram teaches you how to identify systems that are distributing water unequally or inefficiently and determine how to improve performance.
Are You Already Certified by the IA?
If you already have an Irrigation Association certification, and wish to become WaterSense certified, you’re in luck!
All you have to do is apply for the WaterSense certification and agree to uphold the terms of the WaterSense Partnership Agreement. No fees are required to become a WaterSense certified partner if you already hold an Irrigation Association certification.
To become a Certified Landscape Irrigation Auditor (CLIA), you must:
Pass the irrigation auditor exam. The three-hour exam includes 125 equally weighted, multiple-choice questions on irrigation audit procedures, soil-plant relationships, irrigation scheduling and equipment/technology.
Submit a landscape irrigation audit. Audits must be completed independently and verified by an IA-certified professional in good standing within one year of acceptance into the certification program. (See audit guidelines and worksheets.)
The WWLP training presents a holistic watershed approach to outdoor water use efficiency, emphasizing plant, soil, water relationships, and rainwater as a resource. Certified professionals assess the proper functioning of irrigation systems, perform irrigation water audits, recommend watering schedules, and conduct whole-site evaluations. This certification also requires a solid understanding of the principles of watershed management in the landscape. The program is available throughout the United States.
To receive this certification, you must:
Complete the two-day (16 hour) WWLP coursework offered in your area by a G3 Qualified WWLP Trainer.
All exam fees for programs offered by the national Irrigation Association are $250 for national IA members and $495 for non-members. If you’re not currently an IA member, you can save money by joining now. Here’s how:
Because the Ohio IA is an affiliate member of the national association, all Ohio IA contractors are eligible for a $100 discount off of the $520 regular IA membership rate.
The IA membership year is Jan. 1-Dec. 31. If you join midyear, you must remit full-year dues ($420) with your IA membership application; however, your dues will be prorated in the second year of membership.
Results Are in for Two-Year
Water Efficiency Study
Outdoor water efficiency programs work.
That’s the conclusion reached by the Alliance for Water Efficiency (AWE) following its two-year Landscape Transformation study. The AWE researched 14 different community-driven programs from across the country. In the final analysis, the AWE determined that these programs reduced outdoor water usage by 7 to 39 percent for program participants.
The water efficiency programs studied included incentives for efficient irrigation technologies, free distribution of mulch, turf removal and water-wise re-landscaping, and customer site audits. Water savings were achieved in every community, regardless of the climate, program type or incentives for participation. (To download the Landscape Transformation Executive Summary, click here.)
According to the EPA, nearly nine billion gallons of water are used each day outdoors, mainly for landscape irrigation. In addition, as much as 50 percent of water used outdoors is wasted due to evaporation, inefficient or broken equipment, and overwatering.
AWE President and CEO Mary Ann Dickinson sees this as an opportunity:
“There are still significant water savings to be found by changing the way we look at our lawns. As communities consider their long-term supply options, they should look at landscape transformation programs to help their water utility avoid more costly infrastructure-based solutions.”
Survey Says…
In addition to the impact analysis of water utility programs, the AWE’s study also surveyed 3,000 North American homeowners to determine their interest in landscape transformation.
They found that homeowners typically misjudge the amount of water they use outdoors. More than half of those surveyed believe they use 10 to 30 percent of their overall water outdoors. But most homeowners in fact use 30 to 60 percent of their water outdoors, depending on the region and climate. (According to the EPA’s WaterSense program, the average American household uses more than 300 gallons of water per day.)
The AWE’s survey also revealed that most homeowners believe they are already efficient users of outdoor water. For instance, 41 percent stated that they already owned water-efficient sprinklers. However, industry manufacturers report that less than 20 percent of sprinkler head sales are for efficient models.
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Seeking Sustainability
Survey respondents also indicated a growing interest in sustainable landscapes. Low water use was one of the top three selected landscape attributes (42 percent). Most homeowners surveyed are looking for a variety of landscaping features, preferring more trees, shrubs, flowers and entertaining space than lawn.
Almost 80 percent of respondents were dissatisfied or only somewhat satisfied with their current landscaping, and half believed their lawns are unhealthy or only partially healthy. But 85 percent believe they would need assistance with a landscape makeover; they’re looking to landscapers and irrigation professionals to help them change their landscapes.
The good news is: Survey respondents who had participated in an alternative landscaping program, were overwhelmingly (91 percent) satisfied with their new landscape. So homeowners want to use more sustainable landscaping, but they need help. That’s where irrigation professionals come in.
Advice from WaterSense
When consulting with homeowners about reducing their outdoor water waste, offer the following suggestions from WaterSense:
Use regionally appropriate, drought-tolerant, or native plants that thrive in your climate.
Add mulch to plant beds.
Check sprinkler heads for breaks or leaks and make sure water is going where it’s needed.
Test your irrigation system to ensure the zones are programmed correctly.
Check your irrigation system to look for water efficiency improvements.
Create an irrigation schedule that makes seasonal adjustments easy.
Retrofit your irrigation system with new, water-efficient technologies, such as a WaterSense labeled controller, rainfall sensor, or high-efficiency sprinkler nozzles.
Beautiful and Smart
Clearly, homeowners are beginning to realize that they don’t have to sacrifice a beautiful landscape in order to become more sustainable.
AWE’s Dickinson summed it up nicely:
“Beautiful landscapes are a source of pride for homeowners, but [they] also want to be smart water users. Whether it’s installing a more efficient irrigation system, opting for drought-tolerant turf, or re-landscaping with climate-appropriate plants, we need to communicate that a sustainable landscape can be beautiful and water-conscious.”
No doubt you are already offering winterization and spring start-up services to your new and existing customers. But an irrigation service contract would go beyond that.
You’ll also want to include the following services:
Do you need help drafting a service contract for your landscape irrigation business? There’s plenty of help online. Check out the following links:
When:
For the past 30 years, Jim has motivated thousands of individuals and organizations across North America to strive toward excellence. He has written hundreds of articles and been published as an industry expert dozens of times.
Whether he’s focusing on performance mindset, deeper client and team engagement, customer surprise and delight, or growth at all organizational levels, Jon Petz offers much more than “just” a keynote!
For nearly two decades, John Kennedy has inspired well over 250,000 audience members throughout North America, Europe, Australia and the Caribbean with his world-class training programs.
The collaboration hopes to provide an action-packed week focused on the one resource we all strive to manage responsibly — water.
Find solutions to ancillary landscape markets such as ponds, waterscapes and outdoor lighting.
Inclusion in the WaterSense online 
The water efficiency programs studied included incentives for efficient irrigation technologies, free distribution of mulch, turf removal and water-wise re-landscaping, and customer site audits. Water savings were achieved in every community, regardless of the climate, program type or incentives for participation. (To download the Landscape Transformation Executive Summary, 
Almost 80 percent of respondents were dissatisfied or only somewhat satisfied with their current landscaping, and half believed their lawns are unhealthy or only partially healthy. But 85 percent believe they would need assistance with a landscape makeover; they’re looking to landscapers and irrigation professionals to help them change their landscapes.
Check sprinkler heads for breaks or leaks and make sure water is going where it’s needed.
