Marketing to Landscape Contractors


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PondBuilder put together a few slides sharing ways their Distributors of pond supplies can connect to their ideal customers, Landscape Contractors.
Key Strategies revolve around Marketing, Sales, and Adding Value to the Business Relationship.

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Marketing to Landscape Contractors

  1. 1. Marketing to Landscape Contractors Connecting to & Promoting the Water Garden Industry Presented by: Kip Northrup President [email_address] PondBuilder Manufacturing Inc.
  2. 2. Understanding Your Customer Today’s Landscape Contractors <ul><li>The Personality of Contractors : </li></ul><ul><li>Always on-the-go mindset </li></ul><ul><li>Multi-tasking jobs </li></ul><ul><li>Prefer Hands-on approach </li></ul><ul><li>Limited Time Schedule </li></ul><ul><li>The more you learn about existing customers the more you will understand why they may or may not buy. </li></ul>
  3. 3. Becoming the Expert Building a Knowledge Based Sales Approach <ul><li>Knowledge builds creditability : </li></ul><ul><li>Attend Host training events </li></ul><ul><li>Inquire about product feedback </li></ul><ul><li>Conduct product comparisons </li></ul><ul><li>On-the-job training </li></ul><ul><li>The Contractor support system beings with a knowledgeable supplier. </li></ul>
  4. 4. Establishing Relationships Reaching out to Landscape Contractors <ul><li>Gaining Trust 1 st Then Sales : </li></ul><ul><li>1-on-1 Time </li></ul><ul><li>Offering Project Reviews </li></ul><ul><li>Make Notes on Favorite Products / Personal Activities & Interest </li></ul>What makes you memorable? Will you go the extra mile?
  5. 5. Extending a Hand Making Yourself Available to Landscape Contractors <ul><li>Personalizing your services : </li></ul><ul><li>Share success stories </li></ul><ul><li>Invite Mnfrg. Reps to speak at events </li></ul><ul><li>Schedule annual sales meetings for review </li></ul><ul><li>Offer “Same Day” Quotes </li></ul><ul><li>The more value the Landscape Contractor sees the more likely they are to refer your services and products. </li></ul>
  6. 6. Sharing Ideas Building Displays & Training Seminars <ul><li>Seeing is Believing : </li></ul><ul><li>Create a Display with the help of your staff & Landscape Contractor customers </li></ul><ul><li>Provide equipment & supplies for Landscape Contractor Home show events </li></ul>
  7. 7. Stocking the Right Products Maximize profits with proper products <ul><li>Seasonal Products vs. Core Products : </li></ul><ul><li>Stock core items </li></ul><ul><ul><li>Pumps </li></ul></ul><ul><ul><li>Water Treatments </li></ul></ul><ul><ul><li>Plumbing </li></ul></ul><ul><ul><li>Filtration </li></ul></ul><ul><li>Seasonal products </li></ul><ul><ul><li>Water Treatments </li></ul></ul><ul><ul><li>Nets Heaters </li></ul></ul><ul><ul><li>Aeration </li></ul></ul>
  8. 8. Providing Technical Support A Landscape Contractor’s safety net <ul><li>Capitalizing on Expert Status : </li></ul><ul><li>Share proper installation techniques </li></ul><ul><li>Provide Calculations & Specs </li></ul><ul><li>Recommend options & alternatives </li></ul><ul><li>Become the Manufacturer’s Liaison </li></ul><ul><li>If homeowners refer to Landscape Contractors for good advice, then are you prepared to offer great advice to landscape contractors? </li></ul>
  9. 9. Promote the Industry Raising awareness of water gardening <ul><li>Taking it to the Streets : </li></ul><ul><li>Write Articles or Submit Projects </li></ul><ul><li>Offer to Speak at Industry Trade Shows & Events </li></ul><ul><li>Become involved in Water Garden Societies & Koi Clubs </li></ul>
  10. 10. Becoming Social Today Using Social Media to promote your services <ul><li>Marketing for the future : </li></ul><ul><li>PAST - print ads, yellow pages, tv, radio </li></ul><ul><li>TODAY - website, facebook, twitter, linkedIN, etc. </li></ul><ul><li>FUTURE - combining a strong marketing plan means using all forms of media to market your business cohesively. </li></ul><ul><li>Social Media allows you the platform to begin target marketing specific to the type of customer and their interest. </li></ul>
  11. 11. Engaging Customer for Life Communication drives sales <ul><li>Open Lines of Communication : </li></ul><ul><li>Write weekly, monthly newsletters (e-Blasts) </li></ul><ul><li>Share tips and New product info </li></ul><ul><li>Remain in touch with existing customers </li></ul><ul><li>Create a Pond Blog </li></ul><ul><li>If the average pond owner enhances or </li></ul><ul><li>Upgrades their feature 3 times, will your customer be thinking of you the next time? Your success comes with their success! </li></ul>
  12. 12. PondBuilder Blog Helping Homeowners, Landscape Contractors and PBO’s <ul><li>What’s the Word? : </li></ul><ul><li>Weekly or Monthly </li></ul><ul><li>Current & Relevant </li></ul><ul><li>Informative </li></ul><ul><li>Fun </li></ul><ul><li>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! </li></ul>
  13. 13. ALL NEW WEBSITE!
  14. 14. Thank You! <ul><li>Kip Northrup- [email_address] </li></ul>