Brent Mecham has worked in both the “green” and “blue” industries, experience he believes will benefit him greatly as the Irrigation Association’s new industry development director. “I have an understanding of many of the issues and challenges from the perspective of landscape professionals and the water utilities,” he says.
A Colorado State University graduate with a degree in landscape horticulture, Mecham worked for a few small landscape firms in Utah and Colorado before opening up his own contracting company. He did some small projects for the Northern Colorado Water Conservancy District which led to offer to serve as a landscape water management and conservation specialist for the district.
Mecham’s association with the IA began as a voluntary instructor and over the years he participated on various committees including the one that assembled the Turf & Landscape BMP’s and practice guidelines.
Mecham taps into his knowledge and experience from both the “green” and “blue” industries in discussing some of the issues confronting the industry today.
Q: Describe the state of the irrigation industry?
A: The irrigation industry is strong and continues to grow especially in the turf and landscape segment. There are many new innovations coming forward that greatly assist in improving irrigation efficiency. It is an interesting industry where all of the key components of an irrigation system including product, design, installation, maintenance and management are so interdependent that if any one area is weak, it affects the whole system.
Q: Most irrigation contractors enter the industry fairly educated, so why is it important for them to continue educating themselves?
A: A companion to education is certification. To me being certified is a confirmation of your professionalism that can be marketed to your potential customers as well as your current clientele. Keeping your certification active includes a commitment to attaining CEU’s or continuing education units. This means making time and looking for classes and seminars that will help keep you sharp. I have found that even though I think I knew the information, I often will learn new aspects or I will get a new idea or insight that helps me. We should take the time to learn.
Q: How can irrigation contractors better educate their employees on the latest technology, trends and regulations that are currently affecting the industry?
A: I have always said you can pay for education or pay for a lack of education. You can pay to be trained and become more professional or you can pay by having to re-do things, make inconvenient service calls and by having dissatisfied customers. I believe education is a way to build loyalty from your employees. Investing is usually a gamble, but if you don’t invest, it is guaranteed you won’t be rewarded. I think employees will be more satisfied on the job if they understand better why we do things in a certain way.
Q: How can irrigation contractors better educate their customers on the systems they are putting in?
A: Again it takes time. Sometimes we underestimate how complicated a quality irrigation system is and we have a customer that usually has very little knowledge about horticulture and all the things that have to be done to properly maintain a landscape including the sprinkler system. We sell them “convenience” but in order for them to get the most out of their investment it takes some coaching. I will admit that many customers want an explanation similar to what you get when you buy a toaster, “Plug it in, put your bread in the openings, push the button down and in a few minutes you have toast.” I would recommend being as prepared as a good teacher with some hands-on training included.
Q: The number of contractors who have seen new water restrictions implemented in their areas has increased this year. How will this affect their business practices?
A: Frequently restrictions come as a reaction to a water crisis. That can be a drought or problems that a water utility may have with their infrastructure. A water crisis can raise awareness of the green industry, which includes irrigation of the landscapes. Smart contractors will see that these obstacles to “business as normal” can actually be catalysts to doing business in a different way and offering their customers more options. Those who can see a bigger picture will actually become better at meeting needs for improved irrigation efficiency and probably changes to the landscape.
Q: How can irrigation contractors become more water conscious?
A: If we think of water as “liquid gold” we will probably treat this precious resource in a better way. The whole green industry must be more water conscious for the long-term health of our industry. Becoming aware of what is going on in other parts of the country and learning how it was dealt with can save you a lot of problems locally. Being more pro-active by offering solutions early on will help tremendously in mitigating severe measures later on.
Q: What can contractors do to attract and retain quality employees?
A: This is a tough challenge and even though we compete with one another locally, the biggest competition is with other industries who struggle just as we do for qualified people. I highly recommend taking classes and seminars from the experts on how to retain quality people. Many people get into this business because they like being outside and enjoy working with nature. Appropriate pay is only a part of the equation. Recognize people for doing a great job. Make the work environment a place they look forward to coming to.
Q: How important is it for irrigation contractors to participate in industry events such as the International Irrigation Show? Why?
A: I love big events because you can see the newest products and meet others from around the country and the event is much more relaxed. If you come with an open mind to learn and ask questions you should be able to get ideas and information that would make the opportunity a great investment and not just an expense. I personally have made a large number of industry friends who I look forward to seeing annually. Getting involved in the organization by participating in committees and groups and being willing to do something small will allow you to personally grow and other people will like to meet you as well.
Q: Contractors who enter the industry are staying in business longer. What do you believe is contributing to their longevity?
A: Maybe they have learned how to take care of their back when they were young. The industry is changing and improving so rapidly that it keeps a person’s interest and enthusiasm at a high level. When you are having fun, even on the bad days, it keeps you coming back. There are so many facets such as the science, the creativity, the art, the business, the human element and working in nature. It doesn’t really get much better than that.
