When choosing who to buy from during early order season, remember just three things to make sound decisions that provide the most value to your budget..
#1 You have all the power.
You are the customer and knowledge is power and time is on your side. If you have kept good records from the current year or years and have done a little homework on the agronomic programs you intend to execute in the upcoming year then you control the EOP process. You can easily project the products and programs that fit your operation. Now you have to find the best deal for your situation. Every seasoned superintendent knows that nearly every vendor has some sort of EOP and that cool graphics, field studies and personalized order forms aside they still have to earn your business. Some companies have EOP expos and multiple day events to really keep you focused on the spend and/or savings. While others send the usual sales representative perhaps accompanied by a more senior representative by to see you on a budget-minded more old school visit. It doesn’t matter, EOP is a great way to save money and get the products you need just make sure you know going into EOP exactly what products you need and the current pricing/programs associated with them. I also feel sad to remind you that you should verify any purchasing history provided by a second or third party but the buyer must beware, so beware.
#2 Negotiate,
See who really wants your business and confirm they can deliver promises made. You know your total spend and it has leverage after all sales is always a negotiation so if you need warehousing or special delivery dates ask for it. If you see a potential bundling of products ask for a deal. If something really was a dud last year and is packaged with a hero product make sure you are not losing in the long run. Loyalty levels, gift cards promotional rebates are all viable and contribute to the total value of your EOP program. Of course, setting terms for payment so that you move heavy expenses from Winter low revenue periods into Summer high-revenue periods started the whole EOP process, just be sure you communicate to property financial management the proposed schedule of payment.
#3 Use the wildcard.
I spent many years in GCSAA chapter service/leadership and the wildcard factor I used in every purchase decision was to evaluate the vendors track record to sponsor and give back to the industry and the golf course superintendent profession. It is important to know who covers the costs for sponsorships for education, outings, research and growing the game. Ask the vendor, ask the GCSAA or look at the sponsor list at the next outing you attend knowing that it will not be the biggest factor in making your purchase decision put it does matter and you do notice.
Anthony Williams, CGCS, is the director of golf course maintenance and landscaping at the Four Seasons Resort Club Dallas at Las Colinas in Irving, Texas. He’s a frequent GCI contributor.
