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CONNECTICUT IRRIGATION CONTRACTORS ASSOCIATION APRIL 2018

Promoting Excellence in Landscape Irrigation

Installation

SUPPLIER & SERVICE MEMBERS!

ATLANTIC IRRIGATION SPECIALTIES, INC.

CONNECTICUT WINPUMP CO.

CENTRAL TURF AND IRRIGATION SUPPLY

HUNTER INDUSTRIES

NORTHERN DESIGNS, LLC

SITEONE LANDSCAPE SUPPLY

President’s Message

I am writing this message on April 2nd. We just finished a nice Easter weekend with decent weather and today we got snow. I am sure no one needed a recap. So we didn’t get an early start in March and it looks like a late start for April. Hope you put in the time this winter to be ready for this spring.

The CICA has been working hard all winter. Thanks to everyone for participating in our events and the legislative agenda items.

CICA University – Held at Foxwoods Resort and Casino on March 15th and 16th. We had some great classes that were well attended. Make sure you join us next year too.

Trade Show - We held the Trade show immediately after the CICA U classes on March 15th. The Trade Show was held at the High Rollers Bowling Alley and Bar and was followed by dinner, bowling and games. The Trade Show included booths from our sponsors, drink tickets and a cash bar with cheese table. There were some great interactions between our members and the sponsors.

CICA Sponsors – Thanks to the commitment from our sponsors and work of our sponsorship committee, we are looking forward to another great year. Our sponsors assist the CICA in all our events, including our activities and educational offerings. We thank you for your support.

Water Plan – Our Water Plan Committee regularly attends state Water Plan meetings so that we have knowledge and input in the discussions and decisions. As an organization we stay informed and transfer this knowledge to our members.

Aquarion Water Restrictions – We have a committee that works with Aquarion and the affected towns to discuss the water restrictions that will continue into 2018. We have been instrumental the variance application details. Variances are now available for (1) New Construction (2) Large Site over two acres and (3) High Efficiency/Smart Controller systems.

New Board Members - We had some Board changes and additions this year. Mike Fournier stepped down from the Executive Committee as our Treasurer (Thanks for your time and help Mike!) and Ed Firgeleski, Jr. agreed to fill his spot. Joe Ettorre agreed to move onto the Executive Committee as the Secretary and took over the Education Committee. Mike Fournier agreed to continue to provide advice as a Board Member. We recently added Chris Graef of Wetlawn, Inc. and Jack Barry of Water Wizards Irrigation LLC as Board members.

Summer Planning – We have dates set for the Family Outing at Lake Compounce and our Golf Outing at Lyman Orchards. Check out the dates in this issue and make sure you attend.

New Membership – Based on our new membership level and some new members, we have been growing. Make sure you read our membership report.

Thank you to our Executive Director, Erica Fearn, for keeping us on track as an organization and a board. We have accomplished so much this year and have plans for so much more in the future.

Sincerely,

Stephen Geckeler

CICA SUMMER DEMO DAY

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Thursday, July 19, 20184:30 PM – 8:30 PM

Lockwood Farm, Connecticut Agricultural Experiment Station

890 Evergreen Avenue, Hamden, CT 06518

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2 CICA APRIL 2018

ClassA John Dellafiora Pacific Lawn Sprinklers IncClassA Kyle McNerney Smart Water ManagementClassF Ryan Damilowski Shannon Irrigation & Landscape Lighting, LLCClassF James Buchanan Lucky Lawn Irrigation, LLCClassF James Deming Anderson Turf Irrigation, IncClassF James Gorton CLT Smart Water ManagementClassF Jason Beebe Anderson Turf Irrigation, IncClassF John J. Holleran Frank’s Inground SprinklersClassF Jose Igartua, Eastern Land Management CID, CIC, CGIA & CLIAClassF Joseph Ciarlo BrightView Landscape ServicesClassF Kevin Spatkowski ClassF Timothy Camarota Aqua - Lawn, IncClassF Tim Remington BrightView Landscape ServicesClassF Greg Sweeney Aqua - Lawn, IncClassF Mathew Ettorre JDA Lawn SprinklersClassF Matthew DuBoys American Irrigation SystemsClassF Jonathan Greenbaum ClassF Darrick Terrillion Y ARDAPES, INCClassF Jonathan Martinez-Fiqueroa BrightView Landscape ServicesClassF Eric Scussel Mashantucket Public WorksClassF Dan Buchanan Lucky Lawn Irrigation, LLCClassF STEVEN COOK Anderson Turf Irrigation, IncClassF John Burke ClassF Rita Leon Pelaez Dobson Turf, Inc

2017-2018 CICA BOARD OF DIRECTORS

PRESIDENT Stephen Geckeler Aqua-Lawn, Inc. Phone: 203-367-7444 Member Type: MA sgeckeler@aqualawn.com

VICE PRESIDENT Chris Hyson Fournier Irrigation South, LLC Phone: 860-454-5176 Member Type: MA cjhyson@yahoo.com

SECRETARY Joe Ettorre JDA Lawn Sprinklers Phone: 860-747-0455 Member Type: MA

TREASURER Edward Firgeleski, Jr. Green-Lawn Irrigation Phone: 203-371-9988 Member Type: MA efirgeleski@optonline.net

PAST PRESIDENT Dave Pijnenburg Greenacres Company Phone: 203-748-0558 Member Type: MA dave@greenacrescompany.com

Michael Fournier Fournier Irrigation Phone: 860-528-9397 Member Type: MA mike@fournierirrigation.com

Chris Graef Wetlawn Inc. Phone: 914-921-0200 Member Type: MA chris@wetlawnirrigation.com

Jack Barry Water Wizzards Irrigation LLC Phone: 860-871-1614 Member Type: MA jackbarry@waterwizardsllc.com

Mark Centola SiteOne Phone: 203-453-8945 Member Type: MB mcentola@siteone.com

EXECUTIVE DIRECTOR Erica Fearn, CAE Phone: 860-586-7563 efearn@cicaweb.org

IN THE NEWS

NEWSLETTER ADVERTISING & ARTICLE DEADLINESSeptember 15 December 15 March 15 June 15

CICA MEMBERSHIP BY THE NUMBERS: 2017-2018 Membership: Goal 100,

Current 105, Non renewed 4, New 24

Facebook LinkedIn

www.facebook.com/CtIrrigationContractors

Facebook LinkedIn

CT Irrigation Contractors Association, Inc.

SOCIAL MEDIA

Stork ReportCongratulations to Chris and Caitlin Hyson on the birth of their son Rowyn Makles Hyson born March 27 at 12:34pm. 7 lbs 8 oz 20 inches. Chris is the owner of Fournier Irrigation South and CICA’s Vice President.

Welcome New Members

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CT Irrigation Contractors Association, Inc.

Adjusting Your Pricing Strategy in a Booming MarketWhether your company is facing increased material costs, increased wage growth pressures or a flood of new demand, now is the time to get more strategic about pricing. Changing prices is something business owners are incredibly reluctant to do. But in terms of your marketing strategy, price has the biggest impact to the bottom line.

Recently, in working with a sales team at a large contractor, I observed a series of repetitive mistakes in presenting pricing to existing clients. A lack of training and a loss of confidence in selling skills had led to margins that were too low. In addition, the sales team framed every buyer as a “price shopper” and solved every objection with offers of lower prices.

We began a process of training to change how they talked about price with clients. We discussed:

Just say it. Words like “suggested”, “list”, “best” and “asking” before the word “price” often send the wrong signal. They signal that the price quoted is the starting point for further negotiation. It is better to present your price as a simple matter-of-fact: “The price is $2,000” or “Those are $47.00 each”. You don’t add descriptive terms when you give someone your phone number (your “suggested” phone number?!). Don’t add them when you give a price.

Avoid setting up objections and counter-offers. Skip wind-up statements like” “I know you’ve been our customer for many years…” “I want to earn your business on this project.” “Maybe we can work something out…” It may seem like you’re trying to acknowledge the customer’s importance, but these cushioning statements just give an easy opening to ask for a discount.

Never, ever, ever say. “Am I in the ballpark?” “What price do I need to be at?” “Would you be willing…” Groveling statements like this are the verbal equivalent of a kick-me sign.

Stop treating everyone like a price buyer. In the typical market, 30% of the buyers have price at the top of their mind. The other 70% are significantly more interested in features, timing, convenience, stability, etc. Price shoppers are the minority, not the majority. Note: many value buyers will say they buy on price just to see if you’ll flinch and offer a discount.

Price by itself seldom gets customers to switch. Most changes in habits come from contractor service failures. Lack of reliability or quality in service delivery is the most frequent driver of changes. Service failures are powerful because they can have wide-reaching inconvenience for the customer. Another group of customers switch because they feel disrespected, neglected or unappreciated. If you want to win accounts, credibly present the value you can provide. That’s what buyers want – and it’s what keeps them coming back.

Jeff Carowitz is a respected advisor to leading landscape industry firms. Connect with him on LinkedIn or email Jeff@StrategicForceMarketing.com

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IA hosts legislative fly-in & urges congressional action on farm bill & WaterSenseOn March 7, representatives from 11 Irrigation Association member companies traveled to Washington, D.C., to promote the importance of efficient irrigation in both the agriculture and landscape sectors. These meetings occurred as part of a two-day Water Resources Congressional Summit hosted by the IA in partnership with the National Ground Water Association and the Water Quality Association.

IA members attending the event began the two-day summit by meeting with Speaker Paul Ryan’s senior advisor on natural resource issues. After a productive meeting, the IA joined participants from the NGWA and WQA for presentations on water resource issues and the federal budgetary climate. On the second day, the group headed to Capitol Hill to educate congressional offices about current legislative opportunities for the irrigation industry.

“This IA fly-in could not have come at a better time,” said IA Government and Public Affairs Director John Farner. “Issues directly affecting our industry are front and center this legislative year. IA members had the unique opportunity to ensure Congress heard directly from the irrigation industry as policy decisions are made.”

By the end of the event, attendees had met with staff at more than 30 congressional offices. During these productive meetings, IA members shared the association’s farm bill priorities, advocated for the authorization of the Environmental Protection Agency’s WaterSense program and highlighted the importance of including water infrastructure in any comprehensive infrastructure package. By sharing their expertise, IA members hope to foster the adoption of efficient irrigation technologies and establish the IA as a relied-upon source of information during the production of policies affecting our water resources.

For more information or to learn about how to participate in future fly-in events, please contact IA Senior Policy and Advocacy Manager Elizabeth McCartney (703.536.7080).

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Central’s Pump Hotline Pump Questions Got You Stumped? Introducing the New Pump Answer Line from CentralWHAT? Central now offers a professional pump answer line dedicated to assisting customers with pump selection, application set-up, and troubleshooting needs.

WHO? Central’s Pump Hotline is available to all Central customers.

WHEN? Central’s Pump Hotline and email address are accessible during regular business hours.

Ask your local representative how to connect to this exclusive resource.

1-844-PUMP-101

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Greenwich, Darien, Stamford, New Canaan, Westport and Newtown have outdoor watering restrictions for overhead watering using Aquarion water resources for 2018. The CICA, the Towns and Aquarion have worked together on possible variances for these water restrictions. Currently, Aquarion will be offering Variances for three categories: (1) New Planting, (2) Large Property Irrigation and (3) High-Efficiency Irrigation. The New Planting Variance provides a 5-week exemption to the restrictions for new landscaping with watering allowed before 10am and after 6pm on any day and must be requested through the website by the homeowner/builder. The process for both the Aquarion Large Property Irrigation and High-Efficiency Irrigation Variance is:1. Customer applies fwhese variances from the

Aquarion website and receives a confirmation email, which will contain a clickable link to the Irrigation Evaluation Checklist, which will also be attached.

2. Customer gives Irrigation Evaluation Checklist to their Irrigation Contractor (or, the contractor may have a copy of the form already).

3. Irrigation Contractor fills out the Checklist, repairs any system problems, and signs the Checklist in good faith. (Important Note: An Irrigation Evaluation Checklist must be filled out, system issues fixed, and the Checklist signed by the contractor in good faith before an Aquarion Assessment site visit. )

4. Aquarion Assessors works with property’s Irrigation Contractor for the on-site visit to assess irrigation system.

5. If Aquarion Assessor approves irrigation system, Aquarion will be contacted and a variance permit emailed to the customer.

6. If Aquarion Assessor rejects the irrigation system, Aquarion will note reasons for rejection to the customer and contractor. No conditional variance will be given.

Please be aware that both the Large Property Irrigation Variance and the High-Efficiency Irrigation Variance require an overall water savings goal that must be achieved to receive a new variance in subsequent years. Make sure you read the details of each Variance and discuss with your customer. It is suggested that you develop and coordinate a water savings plan with your customer that will provide the agreed upon decrease in water usage

SOUTHWEST REGION WATER RESTRICTIONS

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6 CICA APRIL 2018

Current Drought Status – Drought is NOT affecting the population of

Connecticut according to the US Drought Monitor on March 27, 2018.

IA’S MECHAM HONORED WITH ASIC AWARDThe Irrigation Association’s industry development director, Brent Mecham, CID, CLWM, CIC, CLIA, CAIS, has been selected as recipient of the American Society of Irrigation Consultant’s Roy Williams Memorial Award. The award is given annually to a person or organization who has shown outstanding achievement or made significant contributions to the irrigation industry. Mecham will be presented the award on March 6 during the ASIC National Conference in Quebec City, Quebec, Canada.

Mecham has left an indelible imprint on the irrigation industry in numerous ways, especially through his work on the front lines in the development of standards and codes that affect irrigation products and practices. In the announcement of the award, the ASIC captured what makes him valuable in this role, “An affable person by nature, Brent enjoys interacting with others and has become the respected face and voice at the negotiation table, adeptly representing the irrigation industry interests.”

Mecham has been a regular presenter at ASIC National Conferences, sharing information with irrigation design professionals from across the country about upcoming industry codes and standards and future trends. He also serves as a perennial presenter and IA class instructor and helped author many of the IA’s study guides and other educational materials, including the authoritative Irrigation, Sixth Edition. Mecham was also the backbone of the writing team that produced the widely respected IA/ASIC Landscape Irrigation Best Management Practices.

According to incoming ASIC Vice President and Awards Chair Stacy Gardner, “The Awards Committee overwhelmingly supported Brent’s nomination for the Roy Williams Award in recognition of his years of dedicated service to the irrigation industry. Brent has worked tirelessly for the last decade and longer to protect the interests of irrigation contractors, consultants, distributors and manufacturers. His work on standards and codes has resulted in a balanced approach to outdoor water use and potential restrictions.”

The Irrigation Association congratulates Brent Mecham on this award recognizing his great work and contributions to the irrigation industry.

Current Drought Status Drought is not affecting the population of

Connecticut according to the US Drought

Monitor on March 27, 2018.

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THANK YOU TO OUR PLATINUM SPONSORS:

THANK YOU TO OUR GOLD SPONSORS:

THANK YOU TO OUR SILVER SPONSORS:

NetafimRainBird

Stateline Irrigation SupplyHydro-Rain

CT WinpumpDura

THANK YOU TO OUR PLATINUM SPONSORS:

THANK YOU TO OUR GOLD SPONSORS:

THANK YOU TO OUR SILVER SPONSORS:

NetafimRainBird

Stateline Irrigation SupplyHydro-Rain

CT WinpumpDura

THANK YOU TO OUR PLATINUM SPONSORS:

THANK YOU TO OUR GOLD SPONSORS:

THANK YOU TO OUR SILVER SPONSORS:

NetafimRainBird

Stateline Irrigation SupplyHydro-Rain

CT WinpumpDura

March was a great month and we need to give a major shout out to the CICA sponsors! Each year the sponsor companies come through for CICA and are key to us being able to

provide great programs and staff.

8 CICA APRIL 2018

CONNECTICUT IRRIGATION CONTRACTORS ASSOCIATION59 Rainbow Road East Granby, CT 06026. 860-586-7563 www.CICAweb.org

MAY 4 Deadline for scholarship application

JULY 12 Board of Directors Meeting, Wallingford

JULY 19 Vermeer Demo Days, Lockwood Farm, Hamden

JULY 29 Family Day at Lake Compounce, Bristol

SEPT 20 Memorial Golf Tournament, Lyman’s Orchard

SEPT 29 J3 & J4 Class, Eli’s on Whitney, Hamden

NOV 7 Annual Meeting

DEC 14 Make up class J3 & J4 Class, Eli’s on Whitney, Hamden

DEC 14 December 14 – Board of Directors Meeting, Eli’s on Whitney, Hamden

2018 CALENDAR

First & Last Name:

E-Mail: Phone:

Number age 4 and above: @ $44.00: = $

Number age 3 and under: FREE

Complete and mail to 59 Rainbow Road, East Granby, CT 06026 by July 20.

Registration must be received by Friday, July 20.

Sunday, July 29, 2018 11:00 a.m. - 10:00 p.m.

Lake Compounce and CICA welcome you to bring your

family, employees and business associates for a great day of fun

and time together.

We must have above information in order to get parking and admission passes to you on time. Please register as early as possible.Reservations after 7/20 by ticket availability, $5 per ticket handling fee will be added to ticket orders after 7/18.