BUSINESS with . The people making the decisions — whether it ’ s budget or purchase decisions — might be a buildings and grounds director who is more focused on the inside of the building than the outside . They don ’ t understand what it takes to manage or maintain a safe , high-performing playing surface . But I think most good administrators understand that growing grass on a ballfield is much more complicated and technical than just jumping on a mower , and painting lines before the next game . I think we ’ re shifting toward a better understanding between the sports field manager and administration .
SFM : What trends or shifts in the market are you seeing based on how sports field managers are approaching their equipment and supplies needs ? Churchill : Most of that would be on the environmental side . There are a lot of control products out now that have low application rates . There ’ s a tremendous amount of effort and research being placed on water usage — and inputs in general , whether it ’ s water , chemicals or whatever is needed to maintain the playing surface with less impact on Mother Earth . That is a big trend and it ’ s not going to go away .
Minnesota was one of the first states to ban phosphorus use on all non-golf turf , and now there are many states that are that way . Some states have banned the use of all pesticides . I think that type of legislation is going to continue to grow . We ’ re going to see more restrictions placed on nitrogen use . With equipment , carbon-based fuels are becoming more of an issue , and that ’ s driving the electric and battery-powered side of the equipment business . Field painting robots and autonomous mowers are now on the market . All of these things are playing a part in changing the landscape , if you will , of how we grow grass .
SFM : What is the typical approach for sports field managers when it comes to their equipment fleets and those purchasing decisions ? Churchill : A lot of times those purchase decisions aren ’ t necessarily based on the product features , parts , how it punches holes or how it sprays ; a lot of times it ’ s about financing . Who has the best lease package ? There are equipment distributors out there who aren ’ t really selling equipment , they ’ re selling money . They know that the superintendent or sports field manager often gets passed over when conversations are taking place about financing or leasing or what the package might be — especially when those conversations are had with the city council or school board . That ’ s unfortunate , because big-ticket purchases are being treated as transactional and we forget about how one product might differ from the other . Maybe they ’ re both equally high quality , but one fits the application or the need better than the other . A lot of times those things get overlooked . That can be a point of frustration for the sports field manager because they get cut out of the conversation if it ’ s about money and not about finding the right piece of equipment for the job .
SFM : When you ’ re dealing with your clients , how much information do you need about their fields and their management practices ? Churchill : I think it ’ s very much dependent upon the client . Most customers are a quick read . You know what level they are at ; and , even without expounding on the conversation , you can figure out what is important to them , what kind of buying power they have , whether they are a decision maker or just gathering information . But you can tell if a sports field manager is truly interested in the profession and it ’ s not just a job to them by the questions they ask and how they engage . That ’ s the kind of customer who I best connect with . I don ’ t care if they have a $ 3,000 budget or a $ 300,000 budget . Either way , I get just as much joy out of those conversations and building the relationship . Most of us are in this business because we love it . We share a passion . There ’ s a kindred spirit between us . I see it in private conversations , during local or regional events and , of course , the SFMA Conference every January . We ’ re all human . We ’ re all social animals . And at some level we all need each other . That ’ s why I do what I do . SFM sportsfieldmanagementonline . com January 2025 | SportsField Management
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