Golfdom, October 2012

Our previous units were 8 years old and it was getting to the point where it was almost impossible to achieve a good quality cut Chojnacky says We were expending more effort maintaining the older fairway units than it was worth to continue using them The board wants to see numbers and research In my case I did a cost benefit analysis and was able to show the ratio of repairs compared to the cost of new equipment The second most important consideration to research is dealer support Often the value of a new equipment purchase is proven in the relationship with the dealer and the before during and after sale support that should be provided During the research phase partnering with the dealer to schedule equipment overviews and demos as well as negotiating purchase options can give you a perspective on the best choice for your needs Our dealer Reynolds Farm Equipment was pretty involved in the process as far as showing me the actual equipment and providing demo units for us to try out to see how they performed on the golf course Weitz says It also left the equipment for an extended time so my crew and mechanics could get a better feel for it PHASE 2 MAKE THE ASK THE RIGHT WAY Once youve analyzed all considerations and worked with your dealer to test equipment you should be prepared to build your case and present it to your management team That means showing management youve done your homework putting yourself in managements shoes selling the technology By discussing the budget numbers and the reasons new equipment is needed youre able to show the management team youve taken a thoughtful approach to developing your recommendation Remember the management team is considering how your recommendation will affect the whole facility not just the golf course Thinking from this wider perspective will help to define additional reasons why the equipment purchase is necessary Touting new technologys benefits is another effective way to strengthen your case for new equipment Often new and improved equipment provides increased efficiency and productivity from your crew which will speak volumes to the management team Chojnacky worked with his local dealer to develop a package plan for the purchase of the 7500 E Cut fairway mowers and presented it to his management team with a simple but strong argument If the fairways are cut properly they will be healthier and the aftercut appearance will be cleaner The available technology has changed a lot during the past few years so for us the big advantage was the electric reels because we were able to almost eliminate hydraulic leaks which is a huge priority 2012 Herb Graffis Businessperson of the Year Paul Chojnacky emphasized new technology to the management team at Pasatiempo PHASE 3 CLOSE THE DEAL The research and purchase process can be long six months or more but its imperative to take as much time as needed to address the many factors that go into such an important decision Start early in your research Although the budget is often a prime factor when it comes to making the final purchase decision the most important thing you can do is communicate the value of dealer support and service as an almost equally important factor Weitz talks about the equipment purchase process he executed in 2009 I worked all of the top industry brands against each other aggressively and wound up doing an entire lease package he says The second the deal was done the dealers disappeared My team can deliver great results with almost any piece of equipment but what it comes down to is the service support Another factor that can strongly influence the final decision is forecasting a long term calendar for your ongoing equipment purchasing priorities and needs Keeping these essential factors in mind and having an open dialogue with your management team will help you reach the best conclusion When it comes to asking to purchase new equipment map these three phases and youll find youve developed a complete story that demonstrates your courses need Most importantly youll demonstrate to the management team you understand the magnitude of budget decisions Steve Vincent is the national sales manager for John Deere Golf w w w g o l f d o m c o m Golfdom 31 PHOTO LEFT BY SETH JONES PHOTO COURTESY JOHN DEERE