FAMILY DAY AT MB2 RACEWAY

The Channel Islands
The Monthly Magazine of the
CLCA–Channel Islands Chapter
August 2013
Vol. 6 No. 8
Now available online at
www.eldoradocommunicationspublications.info
The Next Event
FAMILY DAY AT
MB2 RACEWAY
STATE CONVENTION
• Thursday, August 15 in Newbury Park
• See page 5 for details
ANGELES NATIONAL Golf Club in Sunland,
the site of the Sept. 26 SFV Golf Tourney
in which Channel Islands Chapter will be
participating, offers some spectacular
views along with great golf.
NOVEMBER 13–16
Tentative Schedule on Page 6
Register today at
www.winwithclca.org/convention/
GOLF ENTHUSIASTS at last year’s CI Tourney – Gene Cajrborreau,
Jim Osweiler, Foster Cornelius and Steve Cornelius – are shown in
front of the John Deere Skiploader Hole-In-One prize from Coastline
Equipment. Coastline’s Hole-In-One prize this year is a John Deere
Compact Excavator.
RETURN SERVICE REQUESTED
California Landscape
Contractors Association
Channel Islands Chapter
c/o El Dorado Communications, Inc.
19055 Abdera Street
Rowland Heights, CA 91748
President’s Message
Can’t Miss Events Ahead; Join Our Board!
T
he Chapter may have had a break in
activities in July to allow for some
family fun time, but your Board has been
working straight through to make sure CI
has a full plate of worthwhile activities
for the rest of the year.
Our first big event is the CI Family Go
Cart Race Night this Thursday, August
15. Bring yourself and your big kids to
MB2 Raceway in Newbury Park for a
night of laughs and challenges. If you have never taken the indoor
go cart experience before, you are in for an E-ticket ride of major
proportions. If you have, then you know there is a night of good,
clean and zany family FUN awaiting you. Please join us. Don’t
miss out. (See details on page 5.)
BRANDON BOGEAUS
Channel Islands President
American Nurseries
Another big event is the Golf Tournament with the San Fernando
Valley Chapter on September 26. We have put together some
small golf tournaments on our own in the past, but this time we
thought it a good idea to join in with SFV in their larger tournament, to give our Associate Members and Sponsors the opportunity
to “mingle” with a larger crowd. Also, that western BBQ hosted by
Valley Crest Tree Company across the street from Angeles Crest
Golf Club is a food-filled and raffle-prize-filled bonanza. (See
details on page 5 and the Registration Form insert.)
Before I go any further, I would like to congratulate our fine
Legislation Team on the great job they are doing keeping us
It’s All
About YoU
24 hours a day, 365 days a year
FIND US: www.ewing1.com/california
TALK TO US: 800.343.9464
abreast of the latest ways Sacramento is trying to shaft us, and what
we can do about it. Our Chapter Vice President of Legislation,
Pete Dufau, is also Director of Legislation at the State Level and
sits on the CLCA State Board. A Past State President, we are
indeed blessed to have our “inside man” advising us on State activities, and working in Sacramento on our Chapter’s behalf. Now we
have two Chapter members covering our legislative backs, as our
Chapter Secretary, Atty. Michael Martin, has been named State
Legislation Committee Chair. Congratulations Mike!
Our legislation duo recently discussed the need to support the
CLCA PAC (political action committee) in its efforts to champion
our causes with State and Federal representatives. The CI Board
voted to donate $500 to a fund that is earmarked for the PAC’s
support. Other chapters are being asked to do the same.
Finally, if you are interested in taking part in the leadership of
the Channel Islands Chapter, the CI Election of Officers and
Directors for the 2014 CLCA year will take place at the September
12 Board Meeting at Cisco’s Mexican Restaurant, 925 So.
Westlake Blvd., Westlake Village, CA 91361; (805) 778-1191.
We could sure use your ideas and your energy. Contact me (818)
222-0440, or President Elect Sarah Corbin (805) 498-9495 and
let us know that you are interested in running for and joining
the CI Chapter Board. You’ll be working with a great bunch of
dedicated and bright people who truly care about what goes on in
our industry and in our communities. – Brandon 
FREE Family-Friendly
Regional CLCA ‘Day at the
Beach’ Set for Saturday,
October 12 at Doheny
State Beach in Dana Point
•Chapter Event is Sponsored by the
LA/SGV and O.C. Chapters
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2 August 2013 The Channel Islands Clipper
Netafim.CLCA_BusCardAd_9-13.indd 1
7/18/13 9:48 AM
E
veryone’s invited to attend a family-friendly “Day
at the Beach” on Saturday, October 12 at Doheny
State Beach in Dana Point from 11 a.m. to 7 p.m. The
LA/SGV Chapter and Orange County Chapter are
sponsoring this fun event, which is open to all CLCA
members and their families, at Picnic Area “B.” It’s FREE
to attend; just pay $15 to park.
Food, non-alcoholic beverages and games will be
supplied. All you need to supply is an RSVP by October
8! For questions or to RSVP, contact Barbara Alvarez at
[email protected] or (626) 917-1614. 
Coming Events, Contact Numbers & More
Channel Islands Chapter
2013 Board of Directors
STATE AND LOCAL EVENTS
SUBJECT TO CHANGE – CHECK WITH A BOARD MEMBER FIRST
Aug. PRESIDENT
Brandon Bogeaus
American Nurseries
(818) 222-0440
[email protected]
VICE PRESIDENT EDUCATION
Shari Collins
Gardens 4 the Soul
(805) 517-1971
[email protected]
TREASURER/PRESIDENT ELECT
Sarah Corbin
Grounds Maintenance Services
(805) 498-9495 x 303
[email protected]
CHAIRMAN OF THE BOARD/
EVENTS
Julio Gomez
Coastline Equipment
(805) 485-2106
[email protected]
VICE PRESIDENT LEGISLATION
Pete Dufau
Dufau Landscaping
(805) 642-1239
[email protected]
EVENTS COMMITTEE MEMBER
Claudio Sandoval
Claudio’s Landscape Innovations
(805) 483-1070
(805) 732-5156 cell
[email protected]
15 Family Day at MB2 Raceway in Newbury Park
Sept. 26Golf Tourney w/San Fernando Chapter
at Angeles National Golf Club, Sunland
Oct.
10Santa Barbara Stone & Masonry event
Tour and dinner 4:30 p.m.
Nov. 13-16 State Convention, Quail Lodge, Carmel
December 6Holiday Party at The Tower Club in Oxnard
(Lunch Time party), noon to 2 p.m.
Board Meetings are held the 2nd Thursday of each month at
noon unless otherwise noted. Locations vary.
SECRETARY
Atty. Michael S. Martin
Myers, Widders, Gibson
& Jones, LLP
(805) 644-7188
[email protected]
ASSOCIATE MEMBER REP.
Matthew Romsa
Bamboo Pipeline
(805) 764-2600
(805) 914-7785 cell
[email protected]
VICE PRESIDENT MEMBERSHIP
Dan Dvorak
Landscape Contractors
Insurance Services
(877) 527-5247
[email protected]
CHAPTER AMBASSADOR/
LIFE MEMBER
Tom Lucas
Performance Nursery
(310) 925-8075
[email protected]
www.clcachannelislands.com
2013 CLCA State Board of Directors
PRESIDENT – Frank Niccoli
cwm
(650) 592-9440
The Village Gardener, Inc., [email protected]
PRESIDNT-ELECT – Chuck Carr (805) 732-3705
ValleyCrest Companies, [email protected]
IMMEDIATE PAST PRESIDENT – Eric Watanabe (818) 993-0200
Signature Pools and Landscape, [email protected]
SECRETARY-TREASURER – Ted Sandrowski (530) 345-6101
Sandrowski Landscaping, Inc., [email protected]
DIR. OF CHAPTER SERVICES – Richard Sheffield (661) 245-1147
Antioch Nursery Landscape & Tree Service, [email protected]
DIRECTOR OF COMMUNICATIONS – Jessica Centeno (310) 768-4089
Centeno’s Landscaping Co., Inc., [email protected]
CHANNEL ISLANDS CLIPPER
EDITOR
John Hernandez (626) 965-5015
19055 Abdera St.
Rowland Heights, CA 91748
[email protected]
FAX (866) 591-5093
ASSOCIATE EDITOR/
ART DIRECTOR
Jerry Robin (626) 794-2674
[email protected]
DIRECTOR OF EDUCATION – Steve Jacobs
clt, cwm, clp
(760) 945-4321
Nature Designs Landscaping, [email protected]
DIRECTOR OF EVENTS – Eric Briner (559) 453-2539
Briner & Son Landscape Management, [email protected]
DIRECTOR OF LEGISLATION – Pete Dufau
clt
(805) 642-1239
Dufau Landscape, Inc., [email protected]
DIRECTOR OF MEMBERSHIP – Javier Lesaca (661) 836-0229
Lesaca Landscape Co., [email protected]
DIR. OF RESOURCE MGMT. – Tom Noonan,
cid, clia
(916) 812-5034
Ewing Irrigation Products, [email protected]
ASSOCIATE MEMBER DIR. – Rick Zinn (925) 864-1088
SANTA BARBARA STONE & MASONRY, INC.
Jim Osweiler
Horizon, [email protected]
CHAPTER PRESIDENTS COUNCIL (North)
Aaron Huxley (805) 235-9503
Hunter Industries/FX Luminaire, [email protected]
CHAPTER PRESIDENTS COUNCIL (South)
Steve Beckstrom clt (714) 379-1140
27 North Nopal St., P.O. Box 4809, Santa Barbara, CA 93140-4809
Phone (805) 963-5891 FAX (805) 962-7993
Email [email protected]
Tierra Verde Landscape, Inc., [email protected]
EXECUTIVE DIRECTOR – Sharon McGuire (916) 830-2780
[email protected]
The Channel Islands Clipper August 2013 3
Water Management
Four Signs You Are Overwatering Your Plants
By Richard Restuccia, Director for Water Management Solutions at ValleyCrest
G
iving plants too much water is one of the
as well as new leaves are falling at the same accelerated rate you are
biggest issues I see in landscapes today.
providing too much water.
The mistake of overwatering plants is not
Check your soil regularly. Don’t be afraid to push your finger
easy to diagnose. In many instances too much
into the soil and see how moist it is an inch or two down. If the
water mimics the
soil is moist and you have some of the
RICHARD
signs of too little
conditions above it’s an excellent sign to
RESTUCCIA
water. Below are
reduce your water. Also, many stores sell
Overwatering,
in
simple
ValleyCrest
four signs you can
inexpensive but accurate moisture meters.
easily recognize to determine if you are
terms, drowns your plant.
You simply insert them in the root ball
giving your landscape too much water.
they will tell you how much water is
Check your soil regularly… and
1. Y
our plant is wilting, but it looks
in the soil. This is a simple and inexpenlike it has plenty of water. Roots
Don’t be afraid to push your sive tool that will take much of the guess
are critical to plant life. They are the
work out of watering a landscape.
primary source for water, food and
finger into the soil and see Richard Restuccia is a water management evanthe intake of oxygen. The roots of the
gelist. He believes passionately in water efficiency
plant take up water but they also need how moist it is an inch or
and sees the financial and social benefits far too
air to breathe. Overwatering, in simple
often to keep a secret. 
two
down.
terms, drowns your plant. Oxygen fills
the space between the particles of soil.
Soil that is constantly wet won’t have enough air pockets and
plants will not be able to breathe by taking up oxygen with their
roots.
2. L
eaves turn brown and wilt. Leaves turn brown and wilt when
plants have too little and too much water. The biggest difference
is too little water will result in the leaves feeling crispy when you
hold them in your hand. Too much water and the leaves will feel
soft and limp in your hand.
3. E
dema. When roots of plants absorb more water than they can
use, water pressure begins to build in the cells of the leaves. The
cells will eventually burst, killing them and forming blisters and
these areas will look like lesions. Once the blisters erupt, tan,
brown or white warty growths begin to form where the blisters
originally were. Plus you will see indentations forming directly
above the growths on the top sides of the leaves.
4. Y
ellow leaves. Stunted slow growth with yellowing leaves is a
symptom of overwatering. The other sign to observe during this
condition is leaf fall. If you have yellowing leaves and old leaves
4 August 2013 The Channel Islands Clipper
Water Education Foundation
Launches Aquapedia
T
he Water Education Foundation has recently launched
Aquapedia (www.aquapedia.com), an interactive, FREE online
water encyclopedia that provides easy-to-understand factual information on topical water issues. This is a great resource for students,
educators, water resources professionals and anyone with an interest
in the subject.
The resource articles are vetted by the Water Education
Foundation and supplemented with photos, graphics, videos,
maps and other online tools. There is also a water terms glossary,
timelines of California water use and how water issues have evolved,
a directory of federal and state water agencies and water organizations, and background and context on breaking news found on
www.Aquafornia.com and much more. Once you take a look at the
site, visit the Contact Us page and let us know what you think! 
The Next Event
CI Chapter Joins in SFV Memorial
Golf Tourney September 26
Go Cart Fun Ahead at MB2 in
Newbury Park
•1
5th Annual Classic Set for Angeles National in
Sunland
• CI Family Race Night Thursday August 15
T
he Channel Islands Chapter will join its neighbors in San
Fernando Valley in their 15th Annual SFV Chapter Memorial
Golf Tournament on Thursday, September 26 at Angeles National
Golf Club, 9401 Foothill Blvd. in Sunland. Past CI Chapter Golf
Tournaments have drawn participants from Ventura, Santa Barbara
and Los Angeles counties, so the Chapter is encouraging all its
golfer members and friends to join them in this very special event
in San Fernando Valley.
This yearly Tourney at Angeles National has always been well
organized, features booths and information tables at various holes,
and has several longest drive and closest-to-the- pin type challenges throughout the course. Special thanks go out to Coastline
Equipment for sponsoring the hole-in-one special hole with the
prize of a FREE John Deere Compact Excavator. It could be
your lucky day.
A Tournament
Registration Form
is included in
this issue of the
Channel Islands
Clipper.
egistration begins at 9 a.m., with
R
shotgun start at 11 a.m. (Modified
Scramble). Following the golf day,
Valley Crest Tree Company will be
hosting a delicious Southwest BBQ
Dinner at their Specimen Nursery
located directly across the street
from the golf course. Tournament
cost is $135 per person and includes
green fee, cart, lunch, range balls,
and dinner.
Consider getting some great visibility for your company,
while supporting the Channel Islands Chapter by becoming a
Tournament Sponsor. Sponsorship opportunities include Corporate
Sponsor ($1,000), and Tee Sponsor ($125). There will also be On
Course Sponsorships ($250 per location), where a vendor can have a table and
representatives presenting the company’s products or services. Sign up for a
foursome, a sponsorship…or whatever…but we need you there!
A Tournament Registration Form is included in this issue of
the Channel Islands Clipper. For more information, please call Julio
Gomez at (805) 485-2106, or [email protected]. 
Otto & Sons
NurSery
Landscaping Materials from 1-gal to 24”
Roses (hundreds of varieties)
Ornamentals • Shade Trees • Citrus
I
t’s just days away, and you don’t want to miss it. Your big kids
won’t want to miss it either! We’re talking about a fabulous
evening of fun and indoor go cart racing, at MB2 in Newbury
Park. If you are someone who has never floored it around an MB2
indoor go cart track before…then you are really in for a special
treat. CI Chapter’s Family Race Night will be held Thursday,
August 15 at MB2 Raceway,1475 Lawrence Drive, Newbury Park
(Thousand Oaks), CA 91320; (805) 214-9999. Just so there is
no confusion, the community of Newbury Park is located in the
western portion of the city of Thousand Oaks…so don’t get lost!
Things will get started at 6:15 p.m. For only $23 per person,
attendees will race against their fellow CI members, friends and
family. Our Chapter will have the entire place to ourselves until
8:30 p.m. Junior racers must be between 48” and 57” tall and
able to reach the gas and brake pedals and drive safely. Juniors and
adults do not race together. All guests must wear closed-toe shoes
on the day of the event… MB2’s only dress-code requirement.
MB2’s snack bar will be open that night for those who get the
munchies or want to buy a soda pop or other refreshment. Bring
your big kids and their friends to this, our major FUN EVENT of
the summer. You’ll be glad you did.
For more info and to RSVP, please call or email CI Events Chair
Julio Gomez at (805) 485-2106; [email protected]. 
vistapro.com
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The Channel Islands Clipper August 2013 5
Convention Schedule
State Convention Schedule Has Plenty to Offer
• Set for November 13-16 at Quail Lodge in Carmel
J
oin friends and colleagues in the beautiful Carmel Valley, inland
about 12 miles from Carmel-by-the-Sea. Connect, grow, learn,
celebrate, exchange, blossom, play golf…and in all other ways
simply have a great time at CLCA’s State Convention November
13-16 at Quail Lodge and Golf Club.
SCHEDULE AT A GLANCE
Wednesday, November 13,
2013
9 a.m. – 3 p.m. CLCA Board
Meeting
3 p.m. – 5 p.m. LEAF
Meeting
5 p.m. – 6 p.m. Wine & Jazz
Welcome Reception, with
music performed by talented
members of the Central Coast
Chapter
Thursday, November 14, 2013
7:30 a.m. – noon
Operations Tour
A behind-the-scenes look at the
Green Building and gardens at the Hilton Bialek Habitat.
12:30 p.m. – 2 p.m. Recognition Luncheon
2:30 p.m. – 5:30 p.m. General Membership Meeting
NOTICE! CI BOARD ELECTIONS
Thursday, September 12, Noon
Cisco’s Mexican Restaurant
925 S. Westlake Blvd., Westlake Village
All CI Members invited…especially potential candidates!
Call Brandon Bogeaus (818) 222-0440
or Sarah Corbin (805) 498-9495 if you plan to attend.
WOW!
Our Complete
Plant Database
is Now Online!
Search for plants by common or botanical names,
get all the info you need, and save your selections.
Great for designs, bids and helpful for your clients.
www.PerformanceNursery.com
800-525-5446
6 August 2013 The Channel Islands Clipper
Friday, November 15, 2013
7:30 a.m. – 8:45 a.m. Associate Members Meeting
9 a.m. – 12 noon Education Headliner Vicki Suiter, National
Speaker: Learn how to make a consistent profit in your business
3 p.m. Auxiliary Meeting
6 p.m. – 10 p.m. A Taste of California: Trophy Awards Dinner
and Ceremony
Saturday, November 16, 2013
9 a.m. – 10:20 a.m. Education
Seminar with Beth Ziesenis will
take the mystery out of online
tools and smart searching to
increase productivity and make
working with others easier.
10:30 a.m. – 11:30 a.m.
Education Seminar: Water
Update
12 Noon AMO/LEAF Golf
Tournament
Evening TBA A dinner honoring
former Executive Director
Sharon McGuire
Schedule is subject to change. To register visit www.clca.org. 
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CLCA Channel Islands Chapter
In Conjunction with the San Fernando Valley Chapter, invites you to
CLCA – SFV 15th ANNUAL
Memorial Golf Tournament
Angeles National Golf Club
9401 Foothill Boulevard • Sunland, CA
Thursday, September 26, 2013
Registration Begins at 9:00 a.m.
Shotgun start at 11:00 a.m. sharp • Modified Scramble
Southwest BBQ Dinner sponsored by
At their Specimen Nursery located directly across the street from the golf course.
There will be many door prizes and a raffle.
TOURNAMENT COST: $135
TEE SPONSORS: $125
Includes green fee, cart, lunch,
Sign with your name or company name
range balls, and dinner
on tee box
MULLIGAN PACKAGE: $25
Includes 2 Mulligans, 1 raffle ticket,
1 putting contest, 2 closest to pin, and 1 longest drive
CORPORATE SPONSORS: $1,000
Includes golf for 4, Mulligan packages for 4, banner placement
at registration and dinner, newsletter recognition, 2 tee sponsors
REGISTRATION IS LIMITED – PLEASE REPLY BY SEPTEMBER 20, 2013
Total Tournament Packages ____________ @ $135 per golfer
Contact Information & Phone #:
Total Mulligan Packages
____________ @ $25 per package
__________________________________
Tee Sponsors:
____________ @ $125 per tee sponsor
__________________________________
Name of Tee Sponsor
_______________________________
Golfer’s Name
Corporate Sponsor:
____________ @ $1,000 per sponsor
1 __________________________________
Name of Corporation
_______________________________
2 __________________________________
Email
3 __________________________________
4 __________________________________
Total Due: $______________________
Mail registration & check to CLCA-Channel Islands Chapter, c/o Sarah Corbin, Treasurer
Grounds Maintenance Services, P.O. Box 879, Newbury Park, CA 91320
Call Julio Gomez at (805) 485-2106 or [email protected] for more information.
All are welcome: CLCA members and non-members.
Resource Guide
John Roche
[email protected]
4684 Runway Street
Simi Valley, CA 93063
(805) 306-1730
Fax (805) 306-1731
www.rainmakers-inc.com
JOHN R. HERNANDEZ
Publisher / CEO
19055 Abdera Street / Rowland Heights, CA 91748
tel 626.965.5015 / cell 626.715.1757 / fax 866.591.5093
[email protected]
[email protected]
twitter.com/GreenThumbGG
www.gtgrowinggrounds.com
The Channel Islands Clipper August 2013 7
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8 August 2013 The Channel Islands Clipper
Workplace Safety
Is Your Company in Danger of Having an Accident?
By Ed Laflamme & Bill Arman, The Harvest Group
O
SHA could come and visit your job site at any time, and that’s
a good thing, as long as you’re prepared. Here are 6 tips to
create a safety culture and prepare your business for an OSHA visit.
1. Conduct an internal OSHA audit at least once a year.
2. Schedule weekly 5-10 minute safety tailgate talks, and
document them. Have people sign that they attended. Do your
documentation in both English and Spanish.
3. Ensure your personal protective equipment
(PPE) is properly used. OSHA will look for
your PPE. This includes ear protection, eye
protection, gloves, cones, ladder protection,
helmets, and any other equipment required to
keep your employees safe. Be sure you have
them and employees know how and when to
use them.
4. Create a safety culture within your organization. This must come from the top down. The
company leadership must pave the way and
must live these values and lead by example.
use the checklist to confirm
the yard is in order. Finally,
conduct an audit of your
accounts at least quarterly.
This involves checking the
customers’ property, in person,
using a checklist.
[Personal protective
equipment] includes
ear protection,
eye protection,
gloves, cones,
ladder protection,
helmets…to keep
your employees safe.
5. Conduct smaller audits too. Audit your vehicle at least once
a week, or more if required by your local ordinances. Conduct
a yard audit at least once a month; use a formal checklist and
designate who is responsible for this task. That person should
BILL HARMAN (L)
and ED LAFLAMME
The Harvest Group
6. Ensure the
OSHA 300 report is completed and displayed
on time. If you have more than 10 employees,
you must complete the OSHA 300 report by
February 1st of each year (covering the prior
year). It must stay available until the end of
April. If OSHA comes in and this report is not
displayed during that time, there will be a fine
assessed.
By following these tips, you will be prepared when
OSHA shows up.
Ed Laflamme & Bill Arman are harvesters at The Harvest
Group (www.harvestlandscapeconsulting.com/). This article is an excerpt from
their video outlining five quick tips to prepare for an OSHA visit, available at:
http://harvestlandscapeconsulting.com/2013/07/get-this-ohsa-toolkit-soyoure-prepared/ 
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Quinn Company
801 Del Norte Blvd.
Oxnard, CA 93030
www.quinncompany.com
Rene Monsivais
(805) 432-9356
The Channel Islands Clipper August 2013 9
Business 101
If You Don’t Have a Systematic Sales Program, You Don’t
Have an Effective Sales Program By Jonathan Goldhill, The Goldhill Group
A
re you getting the most out of your sales
efforts? Many small businesses aren’t.
Stop wasting time and losing business opportunities when you could be doing so much
more with just a little more effort!
By organizing your sales activities into a
systematic program, you greatly enhance your
sales results and improve other aspects of your
company’s performance. Believe me, this is
something I spend a lot of time with my clients addressing and it
works!
JONATHAN
GOLDHILL
CEO
The Goldhill Group
A sales system takes into account all of the elements and events
integral to and related to the sales process with the goal of maximizing performance, efficiencies and customer satisfaction
I recommend you consider these components of a systematic sales
organization and watch how you can profit from them:
Does your discount fertilizer run
out of gas before it’s supposed to?
Leads Management. Evaluating your leads can help you understand
how to organize your sales efforts. For example, a sudden surge in
leads may indicate that you might consider increasing your sales
staff to capitalize on the opportunity. Assigning leads to specific
sales reps helps to avoid duplication efforts and increases accountability. More than one salesperson calling on the same prospect
or working the same geography is a waste of time and may irritate
customers.
Track Conversion Rates. Why do some leads become customers
and others do not? Perhaps your lead qualification process requires
some fine-tuning to increase conversion rates and ensure that sales
calls become more efficient. We recommend and teach a structured sales process that practically guarantees increases in your lead
conversion rates.
Track Individual Sales Performance. By tracking performance,
you know who to reward and who might need some additional
training or motivation. You can begin by identifying characteristics
of top performers, adding those traits to sales job benchmarks, and
looking for similar qualities in employees to support your efforts to
develop a high-performing sales team. Working with a sales coach
on this can take the burden off of management and insure it gets
done and done right.
Evaluate Marketing. Correlate sales to specific marketing
campaigns to assess how sales relate to a given promotional
campaign within a given time frame. By doing so, you can more
accurately assess the effectiveness of your marketing programs. For
example, analyzing a campaign pilot effort may lead to a decision
to discontinue (and save money) or expand (and make money) the
effort.
Track Sales by Geography. Some areas may be more productive
than others. Some may not be productive at all. Tracking sales by
geography allows you to allocate your resources more productively.
For long lasting performance use
Turf Gold or Super Turf from...
by Simplot
... the One that works!
Contribute to Sales Forecasting. Are you on target or do you need
to increase your sales efforts? Don’t wait until it is too late to make
necessary adjustments to your sales strategy.
Help with Inventory Management and Order Management.
There is nothing worse than closing a deal only to find that you
can’t deliver on it. I have a client that sells outdoor furniture who is
disappointed when he loses sales because he doesn’t have inventory
in stock. Tracking your sales will help you project inventory and
resource ordering needs so that you can fulfill customer expectations.
Take the guesswork out of the sales process. Understand your
sales efforts and objectively adjust sales strategies as well as other
operations with a systematic program. What systems do you have
in place to improve the sales process?
Jonathan Goldhill is a business coach, business owner, strategic sales and marketing
specialist. Want one-on-one help growing your business? Request a FREE
Profit Strategy Session with the Goldhill Group and spend 60 minutes focused
on overcoming your top business challenges today. He can be reached at (818)
716-8826. 
10 August 2013 The Channel Islands Clipper
Advertising Index
Call Our Advertisers First!
Best/Simplot.............................................................................10
Birch Equipment Finance...................................................... 111
Coastline Equipment.............................................. 7, Back Cover
Cragoe Pest Services................................................................... 8
El Dorado Communications, Inc............................................... 7
Ewing......................................................................................... 2
Green Thumb Super Garden Centers........................................ 7
Gro-Power................................................................................. 7
Kangen Water®......................................................................... 8
Kellogg Garden Products............................................................ 4
Landscape Contractors Insurance Services.................................. 8
Landscape Expo (Long Beach)................................................... 8
Myers, Widders, Gibson, Jones & Feingold, LLP..................... 6
Netafim....................................................................................... 2
Olson Irrigation Systems............................................................ 5
Otto & Sons Nursery................................................................ 5
Pacific Sod.................................................................................. 6
Performance Nursery................................................................. 6
Quinn Company........................................................................ 9
Rainmakers Irrigation Supply.................................................... 7
Santa Barbara Stone & Masonry, Inc...................................... 3
Smith Pipe & Supply...............................................................11
Southland Sod...........................................................................11
Village Nurseries........................................................................ 8
Vista Landscape Lighting............................................................ 5
Yosef Amzalag Supply..........................................................Insert
The Channel Islands Clipper August 2013 11
SAVE THE DATE!
The Channel Islands Clipper August 2013 12