PrimeraTurf

Just returned from the PrimeraTurf annual meeting in Cincinnati the past three days. The event was well-attended and, as always, the best "hallway conversation" meeting in the industry.

The actual meeting was notable for several things. First, the "speed dating" format used to manage meetings between suppliers and distributors. Manufacturers set up shop in hotel suites and distributors went door to door to meet for a 30-minute block of time. Then, it was on to the next one. So, every half an hour, the hotel resembled a high school hallway with everyone emerging from one classroom and meandering about and chatting with others until the bell rang for the next class. Funny, but highly efficient and a great value compared to flying around the country to meet individually.

Also notable was the discussion about Canadian "cosmetic use" pesticide bans. This nasty little trend has been going on for more than a decade north of the border and, the consensus is, will continue to pop up in the U.S. more frequently in future. The most notable lesson of the Canadian experience in attempting to fight these bans was that science and fact were weak ammunition against fear and emotion. "It doesn't matter how many big fat studies you have showing your product's safety when the opposition trots out one leukemia-riddled child in a wheelchair who they say might have gotten cancer because of pesticides," said the leader of the Canadian equivalent of RISE.

The final and most notable thing at PrimeraTurf was the vuvuzela-like buzz around the hallways about a very, very large fertilizer company's not-so-quiet efforts to either acquire or hire distribution. In short, the company is moving toward owning its own supply chain rather than working through regional and local guys. Obviously, PrimeraTurf members and others are concerned about new competition and what will happen to existing agreements to distribute the company's products to golf courses, LCOs and others. While most distributors reported a great start to the year, concerns about this development and ongoing frustration with the number of new players selling post-patent products and deflating market values had quite a few folks I talked with scratching their heads and wondering about the future.

The only thing I know is the future always has room for good service, good support and good relationships with customers. Those that stick with that, innovate and continue to be passionate about the market will survive and thrive.

As usual, I took my camera along, so look for another series of videos about the PrimeraTurf meeting featuring all sorts of people from T&O sales and manufacturing on the GCI and L&L websites in a few weeks.