Look for the trendsetters

Industry maturation brings new approaches to technology, labor and water management.

Every year at this time, many organizations release their reports on industry trends and the outlook for the coming year. I have had several discussions lately about how there are rarely many surprises. To a degree, there’s a fair amount of predictability. It is safe to assume that technology is having an impact on many businesses in a bunch of different ways. Odds are good that the availability of labor is a major issue for contractors in many areas. And it probably isn’t surprising that external regulations impacting landscape water use are continuing to be a larger concern.

It is easy to see where technology is impacting our industry, especially after spending a little time at our major industry trade shows this fall. The number of software solutions that are customized for our industry that help contractors manage their business operations is staggering. Battery-powered tools small and large are becoming commonplace on our worksites. Options for irrigation control and management are mind-boggling compared to what was readily available a decade ago.

We are more regularly seeing discussions and sessions at shows that dive into how to use machine learning in our day-to-day worlds. The most requested topics for training irrigation technicians will usually include two-wire/decoder or Wi-Fi/communication technologies that are part of more technicians’ daily responsibilities.


It is easy to see where technology is impacting our industry, especially after spending a little time at our major industry trade shows this fall.


Labor availability is a concern for many businesses and more specifically, qualified and motivated labor. One thing that I find interesting is that not all companies are having this problem. It seems that in many markets, there always seems to be one or some companies that will inevitably be doing well with staffing. The assumption is usually that the company is paying more than everyone else or has something else going on. What I usually see is that the companies that have less problems with their staffing do (and must) pay competitively, but they also are very worker-focused with a clear mission and values that create an environment of growth for their staff.

Regulations affecting water can be scary for our industry. Our reality is that these regulations will continue to get more common and have more impact. We understand that if supplies of potable water become limited, we must use it for drinking to sustain ourselves. However, most times, there can be a balance with improvements in our irrigation practices and using alternative water sources so both human and plant needs can be addressed. Judging by the number of companies that find a way to thrive in areas with heavy regulation, it is obvious that they are finding a way.

So, where is the common thread here that is most notable? Our industry is maturing, or growing up. The typically thriving irrigation contractor doesn’t look like their thriving counterpart from a couple decades ago. Successful companies are embracing the technology that we have available in daily practices to improve the products and services we deliver, as well as making the operations much more efficient and profitable.

These companies tend to treat human resources as a core function from recruitment, to hiring, to onboarding and staff development and retention, which is a key part of their growth, profitability and worker satisfaction. They embrace industry best practices to be more proactive in how they manage landscape water use to make sure they have seats at the table when water regulations are being considered.

These companies are willing to change direction and adjust quickly, which is critical with any successful organization today. We’re seeing a steady increase in the amount of succession. Companies are merging into larger organizations, more venture capital is coming into the industry and we’re seeing more well-funded, younger buyers without any industry experience searching for cash-positive, relatively turnkey businesses. They are all bringing their business knowledge, experiences and best practices from other industries into the mix.

The general trends we see among irrigation contracting businesses are consistent and common for many industries. Peeling back the layers and taking a closer look at the companies that are most successful and setting trends is starting to paint a better picture of how our industry might look in the years ahead.

Christopher Pine, CLWM, CID, CIC, CLIA, CIT, MCLP, is a principal of IrriTech Training and the president of BluGreen Solutions in Pocasset, Massachusetts. He can be reached via email.

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