As irrigation and landscape professionals, you know the benefits of using smart water products - reduction in water usage, healthier soil, lower water bills.

But often the hardest part is talking to your clients about why this makes sense for them. While phrases like “distribution uniformity” and “precipitation rates” are common to us, it can be difficult to translate to a homeowner.

Here are some 6 suggestions for talking “smart” to your clients.

Use Visuals They Can Understand

Changing out 10 sprays to PRS heads can save up to 30,000 gallons of water a year. Sounds like a lot. Or is it? That number is pretty intangible.

So use it in a context your client will understand. Instead, try “that’s like filling up your pool twice a year!” That’s something they can relate to.

Show the Savings

Don’t just talk about the savings, show them. There are a number of smart water calculators available from manufacturers and distributors that allow you to enter real-world data like cost of water per gallon, number of heads, etc. The tools are easy to use and can be entered and calculated in about 2 minutes.

Know the Water District Rebates Available in Your Area

Many city and county water districts offer water-saving rebate programs for EPA Watersense labeled products as well as water conservation services. But sometimes these programs can be a little confusing and even intimidating. By becoming familiar with the programs in your area you just increased your value to your client and helped differentiate yourself from your competitors.

A reference for local rebates in 10 states is available at: http://www.horizononline.com/resources-and-training/water-rebates

It’s Not All About Money

Fortunately for most of us, water is still inexpensive. So a typical urban home won’t see the financial impact like a community association or office campus.

But all of us know that many states are facing drought issues and that we all have to do our part to conserve. And most homeowners don’t realize how much of their water is being used outside of the house. Use the graphics provided by organizations like WaterSense to show that up to HALF of their water usage is outside.

Lawns Are Not Evil

Many areas facing drought are going to the extreme of pulling up turf and replacing with hardscaping or artificial turf. And while these are both valid options, temperatures around grassy areas are about 25 degrees cooler than around dead grass or concrete, while removing CO2, dust, and other contaminants from the atmosphere.

It’s important to remind clients of the benefit of healthy landscapes around their house while assuring them that with Smart Water products you can maintain that beauty with less water.

Find the Tools You Need on HorizonOnline.com

Horizon has compiled the industry’s best contractor-to-homeowner selling tools to help you have the Smart Water conversation with your clients. These tools talk everything from smart products to efficient irrigation to help the homeowner understand the benefits and importance of using more innovative products in their irrigation system. Whether left on the door or in a formal sales presentation, these tools will help you be professional and prepared.

Download the files for free at http://www.horizononline.com/resources-training/drought-solutions

Current Drought Conditions in California

Many parts of California experienced the driest year in recorded state history in 2013. And current conditions in 2014 don't look much better. 

Just last week, Governor Edmund G. Brown Jr. declared a State of Emergency and directed state officials to take all necessary actions to prepare for drought conditions.

“We can’t make it rain, but we can be much better prepared for the terrible consequences that California’s drought now threatens, including dramatically less water for our farms and communities and increased fires in both urban and rural areas,” said Governor Brown. “I’ve declared this emergency and I’m calling all Californians to conserve water in every way possible.”

To help green industry professionals in California prepare for the shift in business that accompanies drought conditions and the inevitable water restrictions that follow, Jenny Barnett, Horizon's Bay Area Regional Manager, asked local industry expert Peter Estournes to identify key water management practices that will become more and more essential in the coming years. Here is his response:

10 Water Conservation Tips for Landscape Professionals

1. Check for Leaks and Repair - Leaks can occur for many reasons and in many parts of watering systems. Review sites weekly for "weeping"  valves, sprinklers, hose bibs, etc..

2. Incorporate New Technology - There are many types of smart water products that significantly decrease the amount of water used without sacrificing plant health. Weather based controllers that apply water according to weather conditions, soil type, sprinkler type, exposure and other variables. Rain shut off devices which interrupt irrigation cycles during rain events. Drip irrigation and sub-surface irrigation that get the right amount of water directly to the root system.

3. Learn to Read Water Meters - This might be the most important tool in your arsenal.  A water meter can tell you if there is a leak somewhere and is an invaluable tool for using a water budget for the site. Regularly reading a water meter can point to anomalies in water use that can then be traced and repaired if needed

4. Program Irrigation Controller Efficiently and Run Multiple Cycles - Also called cycle and soak. This allows for infiltration into the ground and percolation through the soil. Base your programming on a water budget that is site specific.

5. Hydrozoning - Grouping plants with similar watering needs together. This is a requirement of the California Model Water Efficient Landscape Ordinance which went into effect in 2010.

6. Minimize Evaporation - Mulch! Mulch! Mulch! Minimizing evaporation through the proper use of mulch greatly reduces water lost to the air.

7. Check Soil Moisture Before Irrigating - If the soil is moist to 4"  below the surface, hold off watering. A 6" long screw driver or soil probe are good tools for this.  

8. Avoid Runoff - To gauge the time to run off, turn on a sprinkler zone and track the time until water runoff begins. That is the amount of run time that should be entered into the controller followed by at least 30 minutes before the next cycle.

9. Utilize Water Budgeting - A plan for using a defined amount of water over a certain length of time that is based upon weather pattern (Evapotranspiration), type of plants and size of the area irrigated. Water use is tracked by a water meter then compared to the budget and adjusted accordingly to meet the budget.

10. Learn Soil/Plant Relationships - Landscape plantings need healthy soil to grow and thrive. The more healthy a plant is, the more stress it can tolerate. Knowing soil type will help with irrigation scheduling. Being able to identify plants will indicate how to best care for the landscape as a whole. In times of drought, reducing fertilizing and pruning can help plants survive with a reduced amount of water

Recommended Resources

1. QWEL - Recently recognized as a WaterSense labeled certification program, Qualified Water Efficient Landscaper training is an affordable, proactive, and local approach to reducing landscape water demand. QWEL provides graduates with knowledge in water efficient and sustainable landscape practices including water management and preservation of other valuable resources. Graduates are eligible to become a WaterSense Irrigation Partner.

2. BizPro Training Videos - A series of training videos produced by Horizon that show how to grow your business through niche opportunities. Current videos focusing on water conservation include: Growing Your Business Through Water Conservation, Smart Water Controllers 101, Smart Water Sprays & Nozzles, and Rain Bird Drip Irrigation Conversion.

About the Author

Peter Estournes, vice president of Gardenworks Inc., has been involved in the landscape industry since he was a young boy working for his father’s landscape company.

Peter graduated with a degree in Ornamental Horticulture from Cal Poly Pomona and has worked as a nurseryman, grower, consultant, and contractor. He is licensed by the state of California as a Landscape Contractor (C-27) and Qualified Pesticide Applicator. He is also a Certified Landscape Professional and Certified Landscape Irrigation Auditor.

Millions of irrigation systems in use across the county are designed to keep turf and plants green and healthy, but aren’t designed to conserve water.

Smart water nozzles work to conserve water by managing flow through irrigation systems and applying water more efficiently than traditional nozzles. Replacing old nozzles with smart water nozzles is an excellent, environmentally responsible upgrade to any irrigation system.

“Smart water controllers are great; they monitor elements like rain, wind and temperature but they can’t make up for uneven water distribution,” said Dan Puthuff, construction channel manager, Horizon Distributors. “Smart water nozzles take water conservation to the next level by ensuring that water is applied evenly and uniformly across a landscaped area.”

Horizon Distributors offers a full selection of smart water nozzles including:

• Toro® Precision™ Series Spray Nozzles

Precision Series Spray Nozzles deliver water at a precipitation rate of one inch per hour, ensuring that water is applied more slowly and evenly without sacrificing landscape health. Precision Series Spray Nozzles are available in a wide selection of arcs and radii, as well as male and female threads, making them ideal for large-scale installations and retrofits.

• Toro® Precision™ Series Rotating Nozzles

Powered by a proven planetary gear drive, Toro Precision Series Rotating Nozzles deliver wind-resistant, multi-stream, multi-trajectory patterns. Available in full-circle and adjustable-arc models, Precision Series Rotating Nozzles deliver a radius of 14 feet to 26 feet with unmatched uniformity and outstanding close-in watering, preventing the need to extend irrigation cycles to compensate for brown spots. The consistent precipitation rate of 0.55 inches per hour helps meet the needs of tight water windows.

• Rain Bird® Rotary Nozzles

Rain Bird Rotary Nozzles deliver 0.60 inches per hour across a range of pressures, patterns and spacings. With approximately 60% less flow than conventional spray nozzles, Rotary Nozzles allow more heads per zone, reducing overall system complexity and cost. In addition, the precipitation rate matches the Rain Bird 5000/5000 Plus MPR Rotor nozzles allowing MPR irrigation designs from 13’ to 35’. Ideal for slopes and hillsides, the highly efficient water delivery of Rotary Nozzles reduces soil erosion and runoff.

• Hunter® MP Rotator® Nozzles

Featuring a unique, multi-trajectory rotating stream delivery system, Hunter MP Rotator Nozzles fits any conventional spray head body or shrub adaptor and transforms it into a high uniformity, water-conserving sprinkler. With ultimate flexibility and low installation costs, the MP Rotator is available in six models and is ideal for new systems and retrofits. It’s also perfect for slopes and tight soils.

“Smart water nozzles offer substantial water savings and they are an important part of a complete smart water system,” added Puthuff. “They have an immediate impact on customers’ water bills. In fact, in many cases they will often pay for themselves in less than a year.”

To learn more, please visit your local Horizon store today.