September 2019

  
We're headed into the best part of the year!     
 
There's plenty of work out there, and more to come as we get ready for the snowbirds to make their return. 
 
Be sure you're doing some marketing to stay in front of customers at this busy time of year.

We're stocked and ready to help with your irrigation, drainage, landscape lighting and other projects.

September is the traditional beginning of increased landscape lighting sales. Consumers really get interested in lighting as they get back outside in the cooler weather.   Their interest accelerates once daylight savings time takes effect. Start marketing lighting today to capture additional business.  
 
Ask us for ideas on how to prosper in the weeks ahead.  
  

The Team at North South Supply

 
Show the results of your best work with photos.  Great photography of your projects helps clients understand what you do.  Having your own photos (instead of those from manufacturers) differentiates your company as a leader.
 
Irrigation photo tips 
  • Shoot early in the day with the camera pointed toward the sun so the water spray is backlit.
  • Hold the camera very steady to avoid blurry water drops.  Consider a tripod.
  • Shoot projects when the grass has healed  (not right after installation).  Mow the lawn and clear stray leaves to make your shots look perfect.
Lighting photo tips 
  • Shoot at dusk before it gets completely dark. Photographers call this the "golden hour". 
  • Activate the HDR setting to maximize the available light.
  • Use a tripod. This is critical at dusk. Without one, your photos may come out blurry. 
 
Take Advantage of Our Money-Saving Offers
 
Learn how to save $$ on your upcoming projects with our special offers.   Click here for details
 
 
  
 
 
Gluing in Wet Conditions?  Get Christy's!  
Stay productive even in lousy weather!

Installing and repairing can't always wait for a perfect day.   Often you're working with wet pipes, fittings and muddy conditions.   Choose a solvent cement that's specifically formulated for wet conditions, like Christy's Red Hot Blue Glue or Christy's Wet or Dry.

Both of these products are formulated to work across a wide range of weather and site conditions.  They set and cure extremely fast, helping you maximize your productivity.

Keep your crews productive.   Learn more about solvent cementing in wet
conditions in this video:     
            
 
 
More Tariff-Based Price Increases - View Our List
 
After years of price stability, manufacturers have been raising prices aggressively in the last 3 months.  These changes are impacting nearly every category of landscape and irrigation supplies.   
 
 
Recent additions include:
  • LASCO fittings- 5% Schedule 40 & 7% DWV
  • Spears Manufacturing Ball Valves
  • Galvanized fittings and nipples due to tariffs
Collaborate with your North South representative to obtain updated quotes prior to bid. Include material cost increase clauses in your bid documents.
 
While material cost increases may seem to be bad, discover how they can help you.   They are an opportunity for you to raise your pricing to achieve a higher profit level. We hope you take advantage of this opportunity!
   
Close the Deal Now:  How to 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.
 
 

 
In this helpful technical article from LASCO Fittings, discover the forces that cause failure in threaded pipe connections and how to take steps to control them in your installations.

Click here to download the full article PDF 
 
 
 
 
Imagine knowing there is an issue in a system you installed before the homeowner knows. We're talking about a new generation of Smart Variable Frequency Drives (VFDs) that are rapidly increasing the service level contractors can offer to end-consumers.
 
If you're not a regular VFD installer, you may not be aware how quickly this technology has evolved. Traditionally, the VFD's primary selling feature has been constant pressure. Without a VFD, a pump operates ON at full blast or completely OFF, and nowhere in between. A VFD allows the pump to start with a low rush amperage and slowly ease into its cycle, extending the life of the pump.
 
Recent advances have added smart technology to VFDs. This typically takes the form of an add-on device that links to your VFD via Wi-Fi or Ethernet cable. System professionals can gain access to various features of the installed VFD. At the most basic level, the system will send alarms via email or text message when the drive is in a fault condition. On more advanced devices, you can remotely access the VFD with an app to monitor or even change settings - from anywhere in the world, in real-time.
 
Interested in learning more? Visit   www.GetCommanderPro.com 
 
   
 

North South Supply, Inc.
7 Stores to Serve You  www.NorthSouth.net