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Professional Contractors Update
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September 2019
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No matter how good you are, eventually you'll face an upset or difficult customer. Here are some tips for solving their problem like a hero.
 Always: Listen carefully to what the customer says. Apologize without trying to identify who is "at fault".
Avoid: Arguing with someone who has a complaint and is angry. Even if that customer is wrong, don't attempt to prove it.
Always: Show sympathy for the problem. Say things like, "I understand this is not what you expected," or "I don't blame you; I would feel the same way."
Avoid: Getting angry. Use courtesy and tact to diffuse the situation. Maintain your composure and speak with a calm tone.
When you successfully handle upset customers, you'll be rewarded with their loyalty - and their referrals to their friends and neighbors. Being a hero is great for your bottom line.
The Team at Normac
P.S. There's plenty of work out there. Consumer spending remains high. Be sure you're capturing your share of a booming market.
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California to Require Pressure-Regulating Spray Bodies
 On August 14th, the Sacramento Bee reported that new regulations will go into effect in October 2020 that will directly impact all California irrigation contractors.
According to the new state law, spray sprinklers will be required to be sold with a component that restricts the water flow to as close as possible to 30 pounds per square inch (PSI), the manufacturer-recommended level.
"California's standard requires new spray sprinkler bodies to come with built-in pressure regulation, so that the water pressure reaching the sprinkler nozzle is always close to the manufacturer's recommended operating pressure," according to the Natural Resources Defense Council.
Read more here: https://www.sacbee.com/news/politics-government/capitol-alert/article234008177.html#storylink=cpy
Read more here: https://www.sacbee.com/news/politics-government/capitol-alert/article234008177.html#storylink=cpy
Contractors should plan ahead for system retrofits. Just changing one sprinkler in a zone to pressure-regulating will not offer balanced output and water savings. Instead, when one sprinkler is upgraded, customers will wan them all upgraded.
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 With the MJ100B, you and your customers can be proactive against leaks, broken sprinklers and more by offering continuous flow monitoring and protection.
Designed for residential and light commercial use, the MJ-Series 1" flow sensor is the ideal option for customers who have WiFi controllers, as the sensor can send alerts directly to your phone or the customers.
Works with the ESP-ME3 controller.
- Flo-Watch constantly monitors for low flow and excess flow conditions caused by broken lines or heads, automatically quarantines and shuts down the problem area, and continues to irrigate non-affected areas. Saves water, saves plant material, and enables irrigation programs to continue and complete.
- Learned Flow: The controller automatically learns station flow rates resulting in more accurate flow rates. The automatic collection prevents you from having to manually enter data from drawings, or physically visiting each valve to collect flow data and manually enter the information into the Rain Bird mobile app.
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Solving Electrical Problems with an Irrigation Valve
How can you tell if a
valve solenoid is defective? How can you be certain that the
valve is the cause of a zone that won't activate?
Regency Wire answers these questions and more in their NEW
free training video for irrigation professionals. Check it out and be sure to share it with your team! There's even
a version in Spanish.
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 For over 40 years, professional contractors have relied on
Christy's Red Hot Blue Glue to make strong, permanent joints for PVC pressure and drain lines.
We are proud to offer this industry-leading product to our customers.
Wet or dry, rain or shine, no other PVC solvent cement works as well across all weather conditions. Plus it works fast to allow you to quickly pressurize and test new installations and repairs.
Learn how to use Red Hot Blue Glue to "bond for life" in this informative
video.
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This innovative app introduces practical calculators, unprecedented in the industry, which allow users to estimate solvent cement set / cure times, as well as the amount of cement and primer needed for plastic piping system installation projects.
As part of the development process, Weld-On technical engineers simulated a multitude of real job site parameters (e.g. temperature, pipe size and pressure) to ensure the accuracy of calculated results. The Weld-On Toolbox also offers a collection of useful resources such as a product catalog, solvent welding guides and videos in English and Spanish, safety data sheets and more - all free, available on-the-go and optimized for viewing on smartphones.
"The Weld-On Toolbox is another example of our innovative drive to meet our customer needs," said Janet Reilly, President of Weld-On. "No matter where you use this app, you will always find time-saving and money-saving tools, as well as useful information about Weld-On products," added Reilly.
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Close the Deal Now: Get Landscape Lighting Customers Past Their Final Concerns
Tips from Kichler Lighting.
When you're on the verge of closing the sale but the customer is hesitating, most often the issue is cost.
Here are some of the most common approaches used by successful contractors who know how to get the customer to sign on the dotted line.
Nine lights not ten
For cost-conscious customers, an initial proposal that consists of nine lights at an installed cost of about $300 each - and a total cost that is just under $3,000 - stands the best chance of winning an immediate signature. Come back later with a second proposal. Secure the initial project and then add later.
Win the right comparison - not the wrong one
You can't beat the price of low-quality brands, so don't let cost rule your conversation. Listen to your customer's cost concerns but make the case for the total value of your services as a reputable contractor. Your customer is not just buying a product. They are buying the confidence and peace of mind that will come with your professional design and execution, plus the quality of Kichler Lighting's products and their industry-leading warranty. Your company and Kichler Lighting are entities that will stand behind the customer.
Be open and honest - and quiet
Ask the customer, "How far off are we on price?" Give the customer time and silence to respond. (Count silently to 10 if you have to.) By providing a number, the customer comes closer to a deal with you. Having a definite number helps you brainstorm ways to close the gap.
Segment the project
If the difference is big, offer to break the project into segments - you're happy to handle the front of the house this year and the backyard later. Make the case that it is better to install a limited number of high-quality products than a larger number of low-quality products that will not last as long. Because you trust your product and service, you can be confident the customer will want to follow through on the whole project eventually.
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