{"id":13437,"date":"2021-05-25T11:11:29","date_gmt":"2021-05-25T15:11:29","guid":{"rendered":"https:\/\/aquatrolscompany.com\/moving-seamlessly-into-sales\/"},"modified":"2021-05-25T11:11:29","modified_gmt":"2021-05-25T15:11:29","slug":"moving-seamlessly-into-sales","status":"publish","type":"post","link":"https:\/\/aquatrolscompany.com\/en-ca\/moving-seamlessly-into-sales\/","title":{"rendered":"Moving Seamlessly Into Sales"},"content":{"rendered":"\n

By Pat Jones | Five years ago Oregonian Jeff Stephenson took his agronomic knowledge \u2013 and love of golf \u2013 to Palm Springs. How did he make a speedy transition into a new role in a new place?<\/em><\/p>\n\n\n\n

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Jeff Stephenson was the quintessential golf nerd. The Oregon native grew up caddying, played for his high school team, and worked at a club \u201cbasically for free golf.\u201d Yet it wasn\u2019t until he went to Oregon State University and got a student job on the college course that turf became a thing. He adored it and quickly switched majors.   <\/p>\n<\/div><\/div>\n\n\n\n

He was lucky \u2013 he was among\nthe last students taught by legendary OSU turf doc Tom Cook. \u201cI hear his voice\nin my head all the time,\u201d Stephenson says. Graduating in 2009, he headed east\nto Connecticut and New Jersey as an AIT for Pete Rappoccio at Silver Spring CC\nand then as an assistant to Greg Vadala at Montclair GC. \u201cIt was amazing and,\nlooking back it\u2019s kind of a blur because we just worked nonstop,\u201d he recalls.\n\u201cI went about three years with no time off but I wouldn\u2019t trade it for anything.\u201d<\/p>\n\n\n\n

He moved back to Oregon to be assistant superintendent at Tokatee GC but a year or so later got a call from a buddy that changed his direction: would he be interested in a turf sales position with Nutrien in Palm Desert, California?<\/p>\n\n\n\n

\u201cI decided right then that\nI\u2019d plowed enough snow for one lifetime and said heck yes,\u201d he laughs. \u201cBut\nseriously I felt like it was a great fit for me. I love the agronomy side and I\nlove golf too so much I just had to stay around it. This was an ideal way to do\nall of that.\u201d
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He packed up a U-Haul and\nheaded south. Five years later and newly married, he has established himself in\nthe area and has been successful in helping Nutrien grow their business with\ndesert superintendents. Aquatrols and Redox have been a part of that story too:\n\u201cThey are such important tools for healthy turf and a lot of my customers rely\non them,\u201d says Stephenson. We caught up with him to learn about making the\ntransition from turf to sales and what\u2019s working agronomically in one of\nAmerica\u2019s golf meccas.<\/p>\n\n\n\n

How did you go about establishing yourself in a new job and a new place?\u00a0<\/strong><\/em><\/p>\n\n\n\n

I went to my bread and butter. I reached out and networked and started with my first love \u2013 playing golf. I got to know a lot of guys on the course but I also jumped into the Hi-Lo Desert GCSA as an affiliate member with both feet. He\u2019s now the affiliate rep on the chapter\u2019s board.<\/p>\n\n\n\n

My go-to getting to know\npeople was not agronomy. It’s my passion for golf, sports, and fun of all\nkinds. I try to relate to them on a personal level. I try to find common\nground.<\/p>\n\n\n\n

So, I got my feet underneath\nme by fast-forwarding the relationship-building process. I got involved in the\nchapter immediately and really made a point to meet everyone in person within\nmy first few months. I was also lucky that I had a fellow OSU grad who helped\nme out and welcomed me. Also, I was single and had time to do all this stuff.\nSometimes availability is your best ability.<\/p>\n\n\n\n

What\u2019s your advice to other young turfheads who move into sales?<\/strong><\/em><\/p>\n\n\n\n

You have to start fresh. You\nhave to let go of your preconceptions and, most importantly, check your ego at\nthe door. My job is to listen and analyze and put myself in their shoes and\nmake honest recommendations. But you also have to step back a little because \u2013\nat the end of the day \u2013 you aren\u2019t in their shoes. The bottom line is to be\nauthentic about your advice. I still recommend products we don\u2019t sell (laughs)\nbut don\u2019t tell my boss that! It\u2019s not about selling everything, it\u2019s about\nselling yourself as a trusted advisor and, hopefully, friend. I think when you\ndo that the business will come.<\/p>\n\n\n\n

What else has helped you succeed in building your knowledge of turf management in this very different climate?<\/strong><\/p>\n\n\n\n

Honestly, Aquatrols has been\na huge help. Those portfolios \u2013 both Aquatrols and Redox \u2013 have been the\nbuilding blocks of so many successful programs for me. And they have science to\nback up what they say and give me great support. Ken Mauser (Western Territory\nManager) and I ham-and-egg it really well. I try to keep my recommendations\nsimple and those programs make that easier. Also, I\u2019m blessed in a weird way.\nWorking for Nutrien, we have the buying power of one of the world\u2019s largest ag\ncompanies, which helps a lot with our pricing.<\/p>\n\n\n\n

Which products have the most appeal to your customers?<\/strong><\/em><\/p>\n\n\n\n

Zipline is becoming a staple\nhere. The number of customers on a monthly Zipline program is growing because\nit\u2019s very reliable and lasts so long. I have other supers who use it for\nspecific issues and that also gives them access to a premium product they\notherwise couldn\u2019t afford. A lot of supers here use it as part of a monthly maintenance\nprogram. It dramatically reduces hand-watering and provides better consistency.<\/p>\n\n\n\n

Why do they like Zipline so much?<\/strong><\/em><\/p>\n\n\n\n

It\u2019s the versatility of it. I\nknow you hear this a lot but it really does combine the best of both worlds. So\nmany products are positioned for one specific need or another. This combines\nthat with a formulation that works. It\u2019s like throwing the kitchen sink at \u2018em.\nAquatrols had already built the best wetting agent ever \u2013 Revolution \u2013 and to\nhave another product come that meets that high standard but offers flexibility\nis a winner here in the desert.<\/p>\n\n\n\n

What\u2019s your other must-have recommendation?<\/strong><\/em><\/p>\n\n\n\n

Aqueduct Flex! The smartest thing you can do is have a bag of Flex in the Cushman and you can spot treat on the fly as you see problem areas arise.<\/p>\n\n\n\n

How do you put a recommendation in front of a customer?<\/strong><\/em><\/p>\n\n\n\n

I like to lay out all the\noptions for them and break out the cost per acre, which is an important factor\nfor many. That is particularly important with a product like Zipline so they\nunderstand where it fits in their budget, and a lot of them find a way to make\nit fit.  <\/p>\n\n\n\n

How was the first full season in pandemic southern California?<\/strong><\/em><\/p>\n\n\n\n

Crazy like everyplace else.\nClubs sold memberships like hotcakes and courses were packed from sun-up to\nsun-down. Supers got some well-deserved recognition too. It was awesome to see\npeople appreciate what our guys do.<\/p>\n\n\n\n

We\u2019re already seeing more investment\nin courses this year. Between new memberships and general economic growth in\nthe desert, there\u2019s a lot of construction going on. Golf is jumping here so\nclubs are reinvesting.<\/p>\n\n\n\n

Did courses have traffic issues in your area?<\/strong><\/em><\/p>\n\n\n\n

That was one of the few\ndownsides. The biggest issue this winter was people trying to keep up with wear\nand tear from traffic. We found ways Redox could help, particularly around\ngreens where you need quality products. It\u2019s fun learning more about those\nproducts all the time.<\/p>\n\n\n\n

One program I recommended a\nlot this winter was OxyCal at 3 lbs\/acre per month to help photosynthetic\nefficiency, Loveland\u2019s Ironman 12-0-0 at 1-2 gallons\/acre per month for color,\nand good old Zipline per month for water management. That\u2019s a great combination.<\/p>\n\n\n\n

What\u2019s your message to customers reading this?<\/strong><\/em><\/p>\n\n\n\n

My message to customers is I\nappreciate them more than they\u2019ll ever know. I was given a gift with this job.\nI feel very fortunate. I get to blend all my passions into one. I truly like\nhelping people and I hate saying no when someone asks me for something! It\u2019s in\nmy DNA to want to help. And I love playing golf, so that’s a plus.<\/p>\n\n\n\n

And what\u2019s your take on how Aquatrols has been part of your success story?<\/strong><\/em><\/p>\n\n\n\n

I marvel at their history but\nI\u2019m also so impressed with the technologies they have today. They\u2019ve\nstrengthened their approach over the past few years. Their reps are great. Ken\nMauser is an endless source of scientific knowledge about the products and\nabout soils. It\u2019s been a tremendous experience working with him. <\/p>\n\n\n\n

Final thoughts?<\/strong><\/em><\/em><\/strong><\/p>\n\n\n\n

Maybe it\u2019s all the sunshine\nand vitamin D and an occasional In-N-Out burger but I hope I never have to\nupdate my resume again. I\u2019m really blessed. I\u2019m able to do what I love and\nenjoy my life here in the desert. And I just married my best friend. It\u2019s all\ngood!<\/p>\n\n\n\n

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By Pat Jones | Five years ago Oregonian Jeff Stephenson took his agronomic knowledge \u2013 and love of golf \u2013 to Palm Springs. How did he make a speedy transition into a new role in a new place? Jeff Stephenson was the quintessential golf nerd. The Oregon native grew up caddying, played for his high […]<\/p>\n

Read More… from Moving Seamlessly Into Sales<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":13439,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[289],"tags":[],"class_list":["post-13437","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-success-stories"],"acf":[],"yoast_head":"\nMoving Seamlessly Into Sales<\/title>\n<meta name=\"description\" content=\"Five years ago Oregonian, Jeff Stephenson, took his agronomic knowledge \u2013 and love of golf \u2013 to Palm Springs. 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