During my days as a course superintendent, November was always a time of readjustment for me. It marked the end of the growing season and the start of winter projects on the golf course such as drainage installations, bunker re shaping, or new tee box construction/levelling. I had mixed feelings with the onset of November. I never looked forward to the dark winter days but, at the same time, I was glad that the hectic, long pressurised working days of summer were over. One of the things I did look forward to though was the release by the various machinery manufacturers of their new models of mowers, tractors and utility vehicles for the following season. If I was fortunate enough to get the go ahead from my employer to buy some equipment I had a variety of machines to choose from.

Many of the new models would usually be introduced ahead of the major exhibitions such as the SALTEX and BTME shows, organised by the Institute of Groundsmanship (IOG) and the British and International Golf Greenkeepers Association (BIGGA) respectively. SALTEX was traditionally held at Windsor racecourse, but in 2015 it moved to the NEC in Birmingham.

This year was no exception to new models and there were many exciting machines on display at this year’s SALTEX show, which took place recently. Any course manager or head groundsman that got the green light from their club or owner to purchase new machinery had a feast of equipment to choose from. Negotiating and bargaining on price was the order of the day as each company competed with giving their best offers, and all under one roof. Salesmen were sweating long and hard trying to win that deal.

Just like the mechanic, the role of the salesperson is very important in the organisational structure of a company. They are the people who determine the profitability of the business. They are under a lot of pressure, especially in the economic climate we are in at the moment. The salesperson not only needs to be good at figures and bargaining but they also need to be good at dealing with people. They say that when you meet someone for the first time, first impressions last and it is that first meeting with a potential customer that is very important.

I had many salespersons visit me at work over the years, some good and some not so good. What irritated me most was the sales rep who would arrive unannounced. They would often call at a time that was most inconvenient and they would expect your full attention. On the other hand I had some who would call, but only after making arrangements by phone several days earlier. I always appreciated those people as I could see them at a time that suited me. Many of these became good friends and colleagues and I would often seek their counsel on matters relating to equipment that would not be functioning properly.

A successful salesperson must, foremost, be a good people person, as well as having the ability to convince the customer that the product they are selling is the best the market has to offer, followed by good after sales service.

I will finish with a story of a sales rep who called to me one time. It was just before Christmas and was one of those reps who always arrived unexpectedly. On this occasion the person was delivering the company’s annual Christmas gifts as a ‘Thank You’ for my business with them throughout the year, usually a bottle of something nice for the Christmas dinner. I was offered a bottle of wine and was deliberately brought to the sales van to receive it. I noticed that, inside the van, there were some hampers laden with nice Christmas treats. Not saying anything, I was offered the bottle of wine with the words “had you bought more products from us you would have received one of those hampers”.

The following year I bought less from them.