6 types of water features seminar

Design, Selection & Construction of

the 6 Types of Water Features

Presented by: Aaron Scarlata- BSLA Business Development

GLTE 2013 January 9th @ 3pm Session

Design Consultations

• Could you be making a better first impression?

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Things to do Before any Consultations

The world is Online

•Clients will “Google” you before contacting the company

•Have you ever googled your own company?

Website up to date?

• 10 minute review once a month

• Keep information current

• New photos or videos

• We can help!

Update Facebook

• If you don’t have a company page, get one!

• Keep fans updated with current posts

• Custom cover picture

• Albums of finished work and progress of current jobs

Facebook Interaction

• Ask fans/clients for input

• Have them post something about their project and a photo of

the finished product

• See something on a Manufacturer’s page repost it for your

followers

• Website & Facebook Ready?

Before the Consultation

• Is your vehicle clean?

Before: Checklist Items

• Clean pants & company shirt?

• Keep an extra clean shirt in your vehicle.

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• Prepared with pad of paper & pen?

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• Tape measure?

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• Camera to photograph site?

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• Portfolio with ideas and past projects?

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• How about past job photos & videos on iPad?

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• Contract: just in case the job can be quoted on-site & closed!

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Now you are Ready

• So you’ve prepared your website.• Facebook is up to date.• You and your vehicle are clean.

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Now you are Ready

• You have all the tools you’ll need on the consultation.• The phone rings and Ms. Johnson wants you to do

some work for her.• To charge or not to charge?

Mail Ahead?

Consider mailing the Inspirations Folder

ahead of time so the customer can

review the options and watch the DVD.

During the Consultation

• 1st: Ask to see the space

• 2nd: Sit down to show ideas

• They might know exactly what they want or they could be

looking for your professional advice

Use Inspirations Folder

• Use these to educate the customer

• “Why” Flyer

• “FAQ” Flyer

• Inspirations Booklet

• Inspirations DVD

• FREE to you!

Why Water Features?

Water Attracts

• Water attracts your senses.

• When you have family & friends over, guess where they’re

inevitably going to gravitate and congregate?

• Moving water is mesmerizing and peaceful to look at.

• Feels good, doesn’t it?

Cocooning

• Why not bring “Up-North” to your backyard?

• Some of our favorite memories are of sitting around outside near

the water.

• I can hear the cascading waterfall already!

Tranquility & Peace

• Put down the cell phone, walk away from the television, and

immerse yourself into the wonderful world of water features.

• Grab your favorite drink and retire to the patio and soak in the

peacefulness of your water feature.

• It’s the Zen thing to do!

Good Investment• Every new water feature hobbyist tells us that the money they

invested into their water feature was the best money they ever

spent.

• What is peace of mind worth to you?

• You’ll be happy to know that an investment in your landscape is

the best and most cost effective way to increase the value of

your home.

• I like the sound of that!

Review the FAQs

• Review the Frequently Asked Questions flyer

• What type of water feature is best?

• What size is best?

• Will it take long to maintain?

• What is the cost?

• How long does it take to install?

• Can I have fish and plants?

• Do I need to winterize my water feature?

• What is the next step?

Inspirations Booklet

Which Water Feature is right for you?

Ceramic Vase FountainsWho should choose a

Ceramic Vase Fountain?

Homeowners, Renters, you name it

because Ceramic Fountains are portable,

easy to install and deliver a soothing

sound of water.

Space

The small size of a Ceramic Vase

Fountain means you can build and enjoy

a beautiful fountain anywhere in your

yard- front or back! You can create one

in as little space as 16” x 16”. These are

great on patios and decks too!

Cost

The typical Ceramic Vase Fountain will

range from $1000 to $2000 depending

on the type and size of the ceramic vase.

Operating costs are also less with this

style of water feature because the

pumps are often smaller using less

electricity and can be set to a timer and

only operate it when you are home.

Wholesale Cost: $500-$1000

Maintenance

Taking care of your Ceramic Vase

Fountain is easy. Filling the reservoir

every few weeks to compensate for

evaporated water is all that’s required.

Or you can install an automatic fill valve

and eliminate virtually all maintenance!

Rock Column Fountains

Who should choose a

Rock Column Fountain?

Anyone seeking a larger bubbling rock

system that will offer more sound than a

single element.

Space

The Rock Column Fountain systems will

require about a

10’ x 10’ area. A smaller area

can be accommodated but more

splashing may occur.

Cost

The typical Rock Column Fountain

system will range from $3000 to $5000

depending on the column sizes chosen.


style of water feature because you can

set the pump to a timer and only

operate it when you are home.


Maintenance

Taking care of your Rock Column

Fountain system is easy. Filling the

reservoir every few weeks to

compensate for evaporated water is all

that’s required. Or you can install an

automatic fill valve and eliminate

virtually all maintenance!

Bubbling Rock Fountains

Who should choose a

Bubbling Rock Fountain?

If space is lacking in your yard

and you simply want the sound

of moving water then a Bubbling Rock

Fountain is a great naturalistic choice.

Space

The small size of a Bubbling Rock

Fountain means you can build and enjoy

a beautiful fountain anywhere in your

yard- front or back! You can create one

in as little space as 36” x 36”.

These are great on patios and decks too!

Cost

The typical Bubbling Rock Fountain will

range from $1000 to $2000 depending

on the type and size of the rock.


style of water feature because the

pumps are often smaller using less

electricity and can be set to a timer and

only operate it when you are home.


Maintenance

Taking care of your Bubbling Rock

Fountain is easy. Filling the reservoir

every few weeks to compensate for

evaporated water is all that’s required.

Or you can install an automatic fill valve

and eliminate virtually all maintenance!

Cascading FallsWho should choose a

Cascading Waterfall?

If space is lacking in your yard or you

have safety concerns with a pond then a

Cascading Waterfall is your best choice.

It’s a waterfall and stream, without the

pond. But remember, you will be limited

on aquatic plant choices and you cannot

have fish with a Cascading Waterfall.

Space

The small size of a Cascading Waterfall

means you can build

and enjoy a beautiful waterfall anywhere

in your yard- front

or back!

Cost

Cost can be a big factor when

considering the type of water feature

you want to build. On average, a

Cascading Falls will range from $1500 to

$5000+ depending on size and type of

rockwork involved. Operating costs are

also less. Because you’re not dealing

with an established ecosystem, it’s not

necessary to run the pump 24/7. You

can set the pump on a timer to operate

only when you are home.

Wholesale Cost: $1000+

Safety

Because there is no pool of water, a

Cascading Waterfall is a great option if

you are concerned about safety issues

associated with a traditional pond.

Maintenance

Taking care of your Cascading Waterfall

is easy. Filling the reservoir every few

weeks to compensate for evaporated

water is all that’s required. Or you can

install an automatic fill valve and

eliminate virtually all maintenance!

Water Garden & PondsWho should choose a Water

Garden or Pond?

If you have ample space in your yard and

want koi, goldfish and aquatic plants

then a Water Garden (Pond) is for you.

Add a long streambed to enhance the

look too!

Space

The average water garden is about 11

feet wide x 16 feet long or about 2000

gallons. Keep in mind that you will want

2 to 3 feet of landscape bed area around

the pond for plants and flowers.

Tip: grab your garden hose and use it to

layout the size and shape you’d like your

pond to be. Also try viewing the size

from indoors and out to obtain a true

viewing perspective.

Cost

In most cases, a water garden will be the

most costly water feature option. On

average, a water garden will range from

$2500 to $7500+ depending on size and

type of rockwork involved. When you

factor in the additional benefits and

enjoyment of fish and aquatic plants a

water garden is well worth the

investment!

Wholesale Cost: $1000+

Safety

We recommend that most water

gardens be a minimum of 24” deep but a

depth of 30” is even better since it will

provide more area for the fish to

winterize in the pond and provide a

deeper area for the fish to retreat to in

the event a predatory bird comes to your

pond. The first ledge of the pond,

however, is typically only 8 to 12” in

depth therefore providing a shallow area

around the ponds.

Maintenance

Maintaining a water garden is simple and

will take only 15 minutes a week. The

net & mat located inside the skimmer

will need to be cleaned about once every

10 to 14 days. This should only take 5

minutes to complete. Besides regular

skimmer maintenance, beneficial

bacteria will be added to the pond

weekly.

Fish

Adding Koi & Goldfish create color and

interest to the water garden. Koi &

Goldfish are interactive and friendly,

especially at feeding time. Fish are also

attractive, interesting, and even

personable. Their color will enhance the

visual impact of your pond.

Aquatic Plants

One of the best things about a water garden is the

variety of aquatic plants you can grow. Water Lilies

are the most sought after aquatic plant. Their ability

to spread across the ponds surface and flower

throughout the season make them a wonderful

choice. Lily pads shade the pond water from the heat

of the summer sun, allowing fish to retreat

underneath the shelter

of their leaves.

Formal FallsWho should choose a

Formal Falls Waterfall?

Anyone installing a paver patio with a

wall element should consider a Formal

Falls. Or anyone looking to add a formal

sheer waterfall to their landscape,

fountain or swimming pool.

Space

The compact size of a Formal Falls means

you can build and enjoy a beautiful

waterfall anywhere in your yard. Four

different standard waterfall widths are

available or a custom unit can be created

for your specific project.

Cost

The installation cost of a Formal Falls is

varied and depends on the type of wall

material being used as well as the width

of the falls you wish to create. Please

consult your Authorized PondBuilder

Installer for information. Pump operating

costs are less with a Formal Falls because

it’s not necessary to run the pump 24/7.

You can set the pump on a timer to

operate only when you are home.

Maintenance

Taking care of your Formal Falls is easy.

Filling the reservoir every few weeks to

compensate for evaporated water is all

that’s required. Or you can install an

automatic fill valve and eliminate

virtually all maintenance!

Which Water Feature is right for you?

• Never assume the customer only wants 1 water feature.

• Something small like a fountain or bubbling rock in the front and a

larger pond or pondless feature in the back yard.

• Why not two?

Never Assume

Your Company Information

• Show them what you have to offer

• Photos of projects

• Brochures

• Tri-Folds

• Flyers

• Business Card Slot

• Customers like to see work you’ve done and it may help them

with ideas for their own project.

The Space

• Now that you’ve reviewed the different options, its time to take

the customer back outside to review the space.

• Discuss size & additional details.

• SELL your vision!

• Recommend add-ons: Lights? Filter Pads?

Make an Appointment

• Set a date to deliver & review the estimate

• Stick to the date!

• Schedule it about one week out

Return the Quote

• Return it in person

• When returning the quote remember to be as clean and

prepared as the consultation

• Review the space again

• Discuss the project and what will be performed

Return the Quote

• If the project matches the vision, set an installation date

• Be specific on the product and services being quoted

• This is where recommending a product that is MAP supported is

beneficial.

• Discuss why you chose these materials and what the customer

can expect. MAPPRICING

Be Confident in Your Price

• When communicating the price to the customer

• Don’t stutter

• Don’t say “I know this might seem a bit high”

• If the price is more than they intended, discuss options for

reducing cost

• Don’t create the impression that the price is higher than the

value they are receiving

• Remember, you’ve already reviewed the Inspirations Booklet

with them so they know the rough price.

Too Afraid of the Price to Verbalize it?

• Think about that for a second…

• Do you get to the bottom of the quote and stop?

• Communicate the price with confidence.

• Then pause, and if there is no response, move on.

Premium Prices

• People and Businesses that are willing to pay premium prices

aren’t stupid.

• Anyone paying a premium price almost assuredly knows they’re

paying a premium price.

• These people have a different set of expectations because of

that, and you must not frustrate those expectations.

Premium Prices

• If you want to sell at a premium price, you cannot have a

delivery problem relative to your product & service.

• Customers don’t want to hear excuses.

• They are looking for “You need it when? No problem!”

VS.

Selling

• Selling is about getting people to buy things they might not

otherwise buy because they lack the knowledge or information.

• It’s your job to provide that knowledge & information.

Test Raising Prices

• Try raising the price on the next bid

• For example, Starting at $3500 raise it to $3800

• See what happens

• Worst case scenario, they say no

• Never know if your price is could be higher until you test it.

It’s in the Bag!

• You’ve won the bid and the deal is signed

• Set a start date and stick to it

• Inform customer of expected delays and discuss

• Don’t blow your credibility!

• You are dead meat hanging in the wind the rest of your life with

that customer if you do.

Summary

• We’ve covered elements of the design process.• We’ve reviewed the 6 types of water features.• We’ve addressed construction criteria.• We’ve discussed estimating and pricing.• Now let’s close with something to ponder.

Two Thoughts

• If price were the only reason anyone bought anything, only one

source would sell all of that product.

• If price were the only reason anyone bought anything, we

wouldn’t need salespeople.

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6 types of water features seminar

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