[starflower]

Does anyone have any suggestions about some winter marketing and specifically for selling to new construction? I'm the new kid in the company and I wanna show them I can draw the business they need but I'm having trouble coming up with a solid idea of how to approach subdivision developers. any help anyone can give me will be greatly appreciated.

thanks
Kelly

[Bill Schwab]

Before you venture into that area, check the numbers to make sure you can support the work for a month or two, or get a revolving line of credit. Builders like you to be their bank. Flyuers and personal visits work well for them BTW.

[Pelican]

Around here the contractors seem to take the lowest bid, they're only interested in the bottom line. these guys also have a habit of taking forever to pay their bills, if they do at all. Tread very carefully.

[starflower]

To clarify my question, I work for an already established garden center with landscaping services. The owner has already had builder work, so I'm sure he knows about them being slow payers. I'm just looking for some ideas for when I walk in (or call?) to talk to them how I should approach the whole thing. This is what he wants us to focus on to keep us busy during the winter, so I wanna try and hit the ground running.

[Bill Schwab]

Now the plot thickens starflower.

We always found walking in off the street, litterally cold calling to make appointments and dropping off a nice brochure worked the best. And then there is the other way...The country club buddies, the golf tournaments, all the bling that seals deals before they go out to bids.

[Rob Shauger]

What type of budget are you working with to schmooze these guys?

The cold call thing will work. How about taking the crew over some lunch one day. Pick up a bunch of warm chile on a cold winter day or one of those box o joes from dunkin doughnuts. Get everyone talking about you and your company.

How about providing dicount coupons for the builder to use for himself as well as handouts to his employees. This gives him a break and makes him look good to his employees for getting them a deal from one of his suppliers.

[marcus]

Can some tell me how they feel about magnets signs on the trucks. I'm trying to market my self in the landscaping field and I want to know if this is a good thing or bad thing. Can you also tell me how to get customes besides the word of mouth.

[Bill Schwab]

For the price vinal custom made signs cost, and the ability to remove them with a heat gun, I don't know why anyone would do a magnetic sign. I'm not a fan of vinal, even though our trucks are vinal, the days of a real sign artist are gone by the wayside. The vinal stick ons compared to custom lettered with sign paint looks cheesy and cheap, but, I have to work with what is available, and the ability to remove them when you trade the truck is better.

I have seen magnetic signs in white color, no lettering, stuck over lettering in subdivisions where the HOA yuppies won't allow lettered trucks to park in your driveway, even though you own the driveway. In those cases, the white sign is pasted over the letters on a white vehicle and it keeps that vehuicle in compliance with the HOA. You gotta love those holyier than thou God forbid anyone who is in the service business home owners who make these stupid rules but they are what they are...

[kjlhailey]

Originally posted by Rob Shauger
What type of budget are you working with to schmooze these guys?

The cold call thing will work. How about taking the crew over some lunch one day. Pick up a bunch of warm chile on a cold winter day or one of those box o joes from dunkin doughnuts. Get everyone talking about you and your company.

How about providing dicount coupons for the builder to use for himself as well as handouts to his employees. This gives him a break and makes him look good to his employees for getting them a deal from one of his suppliers.

[kjlhailey]

Originally posted by marcus
Can some tell me how they feel about magnets signs on the trucks. I'm trying to market my self in the landscaping field and I want to know if this is a good thing or bad thing. Can you also tell me how to get customes besides the word of mouth.

[kjlhailey]

I feel magnet signs are good but they are not going to bring all the customers if any at all please do not think this will bring it all in. I would say looking around town checking out buildings or good sites handing out flyers if this is allowed in your city/town. I am not an expert otherwise i would not be in the marketing catagory. Wish you luck hope i helped a little

[Rick Carver]

Starflower

For years I worked for the biggest national home builders. If I can help you with anything just give me a holler,,,,, but reread what Bill S. and others have to say regarding builders payment.
You need to get ready to not only do good work fast, but learn how to work the ADMIN side of getting paid.

Get your foot in the door?
(A) Pull up with a pallet or two of sod or some nice plants and ask if you can freshen up the model home? If they like your work then tell them all you want is to have an opportunity to bid on there next work,,,,
(B) Pull up and ask for an appointment with the super. Ask him if you can drop him off your guarantee and warranty program for your work,,,,, MAKE SURE YOU EXPLAIN THAT ALL YOUR INSTALLATION WORK IS GUARANTEED FOR AS LONG AS THEY WANT AS LONG AS YOU MAINTAIN IT. Also tell them that all the builders you work for get a 3 zone 10 head (whatever) irrigation system for cost for all the model homes and summer colors planted at XXX% off your regular price's. As long as you have all the plant packs and rake/seed straw and tack and/or sod contracts.
(C) Tell them along with your great price's they will have a 24hr emergency number to call if there is any storm wash outs or inspector issues. Also, with your soil stabilization price you guarantee to make all C.O's and inspections etc etc.

FYI,,,,,, super's normally do look at the bottom price, but I have found that if I were able to take some headach burden from them, like dealing with the inspectors, and guarantee service etc they would be more likely to listen closer and gave us an opportunity.
Once you are in you have to do the shmoozeing then,,,, but the way to do it is by always comming up with ways to make the super's job easier and making him look good to his boss. Always use higher grade grass seed and more to the sqft then what is called for,,,,extra fert,,,,, things like that.

When you start working for a home builder YOU MUST GET BUSY AND FIND OUT WHAT THERE ADMIN POLICY IS AS FAR AS WHEN THEY PAY, WHEN THERE CUT OFF DATES ARE, WHAT WILL RED FLAG ANY INVOICE ETC ETC!
Ask the admin or super for a monthly email detailing the projected lots going to close,,,,, The big builders have mandatory monthly sub meetings where all Q&A can be taken care of.
If you are still finding it hard to get in the door,,,, ride through the site,,,, take note who the HVAC,,, carpenters,plumber contractors are. Ask around to folks you know, if anyone knows the owners of those subcontractors,,,,, get an intro from a sub even if it will cost something, have them go to bat for ya.

There are many more ways and lots of things to watch for.

You can make tons of money if you are not just another landscaper to the super! So don't be!

HTH
Rick