The checkered flag will soon be raised as we head into the final lap of the year. The hot summer months will fade into golden leaves and, for some more than others, freezing cold temperatures.
But as businesses start slowing, early order programs (EOPs) are speeding around the corner, meaning many lawn care operators (LCOs) and manufacturers are already planning ahead to the next season.
With springtime being such a busy start to the landscaping season, EOPs allow LCOs to get a head start with the products they’ll need to start strong and stress-free, often with heavy discounts. But don’t let the big numbers and sometimes overwhelming opportunities of these programs spin you out of control, as the modern EOP is designed for all LCOs to take advantage of.
Steer into the Savings
There are many benefits to EOPs, but arguably the biggest draw is the massive amount of savings they can offer for landscaping companies.
Mike McCarron, owner of Image Works Landscaping in Fairfax Station, Va., says he initially got into EOPs as a way to recover from market issues around 2010-2012.
“Going into the 2013 season, we were just looking for ways to financially retool what we were doing,” he says. “That’s when I think a lot of the suppliers really started pushing the EOP program because they were trying to get out of a bad two years.”
And it worked, as EOPs are now a staple for this time of year with LCOs like McCarron seeing more financial incentives. He said his initial savings were large enough to keep him invested in EOPs, and since then, Image Works has expanded its purchases from just mowing and maintenance products to snow, ice and large equipment.
“It was more than enough percentage points to raise an eyebrow for us, so that’s what kind of started it,” McCarron says. “If you have a moderate purchase level, and you’re enough days out, the discounts are substantial.”
Substantial might be an understatement for some, as heavy spending and good deals can result in more than 20 percent savings on certain products. As Carson Cashwell, lawn market manager for Syngenta, explains, some programs allow the savings you find during EOP season to follow you into the next year.
“(With Syngenta), you buy between Oct. 1 and Dec. 10, and depending on how much you buy, you’re going to lock in a rebate level not only on those purchases, but that rebate level goes for the entire year,” Cashwell says. “If you hit a certain rebate level during EOP and then decided you wanted to purchase something the following April, you receive that same rebate percentage earned during EOP.”
Ready, set, go!
As you’ve probably heard hundreds of times before, money isn’t everything. And while the discounts are certainly a big draw for landscape professionals, that motto also rings true about EOPs.
Aaron Johnsen, co-CEO of bioLawn, a Minneapolis-based company, says getting products early before the spring season starts is a game changer.
“The spring is kind of always a rat race, and so from that end, it’s really nice to know that everything we’re going to need for the first few months of the year is ordered, most likely at that point sitting in our shop or with a scheduled delivery date,” Johnsen says. “We know we’re going to have the product to do the job.”
With springtime weather’s unpredictability, it’s nice to know that, through EOPs, LCOs can quickly turn the engine on once the season starts again.
“If the weather does break early, you already have your product, you already have your product at a good price, it’s already in your shop ready to go and you can launch super quick in the spring,” McCarron says.
Both McCarron and Johnsen agree the peace of mind that comes from ordering, receiving and paying early is an extremely undervalued aspect of EOPs that helps them run their businesses smoothly.
“When you have a job tomorrow, and all of a sudden you realize at 2 o’clock you don’t have the product to do that job, you now just ruined your afternoon and generated a lot of costs,” Johnsen says. “I think one great thing about this industry is everybody’s always trying to take care of the customer, probably to a fault, and it ends up being extra cost if you didn’t have that (product) already sitting there.”
Size doesn’t matter
Nick Janovich, director of agronomic products for Heritage Landscape Supply Group headquartered in Mckinney, Texas, says one common fear from LCOs is that they can’t spend enough money to qualify for EOPs.
However, Janovich says that any company can take advantage of EOPs, as many programs can start at as little as a few thousand dollars. Heritage’s programs, for example, start at just $2,500.
“There’s no LCO too small for an EOP. Let our team help you,” Janovich says. “I will have someone at your door within a few days if you would like to sit down and talk about EOPs.”
Johnsen says he had good experiences with EOPs back when bioLawn was just beginning, as the benefits for smaller companies can go beyond saving money. He says when bioLawn was first starting out with almost no people or equipment, getting a cash flow started in the spring before the EOP bill came was extremely beneficial.
“The idea of not having to pay for those purchases in March and April and getting the terms until late May or June for us was advantageous because we could start billing some clients and getting some money coming in before we ultimately had to pay for that product. And those terms were better than if we just bought it in the spring,” Johnsen says. “As a small company early on, it was more about getting that capital and not having to pay for the product, at least as of yet.”
But for the big dogs out there looking to find the biggest deals, EOPs are still equipped to help. Janovich says that with Heritage and other programs that stretch into six figures, manufacturers and suppliers are more than ready to offer even bigger discounts for those with the highest purchasing power.
Don’t crash and burn
Besides a minimum buy-in, another common issue with EOPs is that they can be a little overwhelming or confusing. With so many options and directions to take your savings, it’s difficult to determine how to maximize the benefits and assess what products need purchasing for the next season.
Thankfully, manufacturers and suppliers want LCOs to take advantage of their programs, so simplifying the process and helping along each step of the way is a massive goal. Jay Young, turf and ornamental portfolio leader for Corteva Agriscience in Indianapolis, Ind., says Corteva strives to make their program as digestible as possible.
“LCOs are bombarded with several different programs with various levels of complexity. Each year, we evaluate our program and make changes as needed to make it as end-user friendly as possible,” Young says. “Our program is designed to reward the end-users who purchase multiple Corteva products. It gives them the freedom to build their own bundle, or package, of products to meet their specific agronomic needs for the season while increasing their rebate potential.”
Many companies also try to simplify the process with online calculators designed to give a rough estimate of a customer’s rebate with ways to optimize their savings. Brett Rieck, sales manager for PBI-Gordon, headquartered in Shawnee, Kan., says LCOs just need to plug in the products they expect to buy to see the best ways they can save.
“It does all the work for you,” Rieck says. “Almost everyone tells us it’s the simplest program.”
Syngenta also has easy-to-use online calculators, and Cashwell recommends just spending time playing around with them to find the discounts and products that work best.
“With our calculators, the customer is in control. Experiment with different product combinations, quantities, and see the impact on your rebates and savings. It’s a powerful tool for maximizing your investment,” he says.
For those who want help with a bit more of a personal connection, LCOs can turn to distributors and expert sources for assistance in personalizing their purchases. Janovich says that with a bit of planning for next year and predicting what products are needed, LCOs can meet with an advisor who will walk them through all the options that fit their purchasing power, comfort level and discount needs.
Your very own pit crew
As EOPs expand and offer more products and deals, the ability to stay within one trusted company’s network becomes easier, and the deals can become more significant. Cashwell says that joining a particular company’s ‘family’ can simplify the EOP process and make getting help with your specific needs far easier.
“With our yearlong rebates, agronomic programs and 30-plus territory managers and technical man agers, our early order program is more than just a transaction; it’s a yearlong partnership,” Cashwell says. “With rebates that grow as you explore our extensive portfolio, a team of experts at your side, and summer pay flexibility, we’re committed to our customer’s long-term success.”
For a company like Heritage, Janovich says the family aspect is important because the full line of products across multiple markets helps it act as a “one-stop shop” for customers. With Heritage’s family of companies at more than 220 locations across the country, Janovich says almost everybody can go to their local branch and get help with EOPs.
“I would advise (LCOs) to reach out to the local Heritage family company in their area,” Janovich says. “We have agronomic experts in all areas of the company, and those agronomic experts are happy to sit down with them, look at their past purchases and help them save money on their 2025 purchases.”
Janovich says that with a little bit of effort from the LCO in planning what they expect to use in the 2025 season and looking at their recent purchasing history, Heritage can help just about anyone anywhere personalize the optimal EOP plan thanks to its massive outreach.
When to order
So when can you take advantage of these programs? Well, that can change depending on your geographic location and preferred manufacturer.
Many EOPs last from early October into December, with even earlier openings and deals becoming more common. Rieck says that for certain southern markets like Texas and Florida, getting a head start now can be crucial as they prepare for what he calls the “second spring.”
“We have a term around here — second spring — because in October, (LCOs) got to get ready for people migrating south for winter,” Rieck says. “They’re getting their properties ready, so it’s ‘go time’ Oct. 1. It’s chaos.”
Check with specific companies to see when you can get involved with various EOPs, and as Rieck says, remember to sign up!
Tips and Tricks for EOPs
