CONTESTSPRIZES

& MORE!PAGE 7-8

LEADERSHIP AWARDS

WINNERS

PAGE 4

No Boundaries,opportunities

are everywherePAGE 2

BRANCH HIGHLIGHT

MEET YOUR TEAM ATPALM DESERT

PAGE 6

PLUS MUCH MORE!

QUARTERLY - APRIL 2019

EDITORIALS & CONTRIBUTIONSDarlene Hunn, Mike Perilman, Jeff Deming, Melisa Peralez, Daniel Mercado, Michelle Bermudez, Giselle Moriel, Mandy Page, Robert Ancheta

As the first quarter of 2019 comes to an end,

I’m sure we’re all going to be glad to see the rain leave. For our business, we need the rain, but not all at once. For our Leadership / Sales Conference, February was an exciting month. I love this event. It’s a wonderful time for managers and sales staff to work together, build strong working relationships, and really learn from each other. It was exciting to see this year’s attendance of new managers and sales personnel.

I brought back the speaker from last year, Nathan Jamail, who received rave reviews. He has 3 best-selling books and his latest book, Serve Up, Coach Down, has just been finished. Please contact your manager if anyone wants to get a copy, and they will secure a copy for you. I’m excited to see team members with our company stepping up and growing.

In every area of our company, there are opportunities if someone really wants an opportunity. Work hard and let your manager know you’re going to want more. Serve other people around you; team members, customers and salespeople. You’ll end up shining and growing with the company by putting others first. You can be the next counter person, customer service rep, supervisor, manager or sales person, don’t underestimate yourself. Growth has no boundaries.

Darlene HunnExecutive Vice PresidentImperial Sprinkler Supply

No Boundries

With a fast and wet start, the second quarter of 2019 is approaching us, and it kind of sounds like a horse race. With the well needed rain behind us we can start doing what needs to be done and ship some material! The good news is we have some real growth opportunities ahead of us, we have two new branches coming on line and the competition is heating up!

BREAKING NEWS!!!! Imperial has added three new sales people in the Los Angeles territories. We anticipate greatness from these new prospectors. They are going for the gold!!!!! They all come with an in-depth product knowledge and great customer service backgrounds. Let’s give them all the support they need to help make them successful. Congratulations and welcome to the ISS family!

Nick Braud - Simi ValleyArmando Sanchez - Santa ClaritaBrandon Chandler - Santa Clarita

TEAMWORK Imperial’s strength in the market today and has always been that we are Organized * Efficient* A Well-oiled Machine, Which Means Service That Can Be Counted On!!

Each and every team member here at Imperial makes that statement true every day. Let’s tear up the second quarter !!!!!!!!!

Mike PerilmanVice President Sales, So-CalImperial Sprinkler Supply

A Well-oiled Machine

Are You “Nuts”?On a recent Southwest flight to Southern California, I had forgotten to bring something to read, so I reached into the seat pocket in front of me, which sometimes can be pretty scary. I did it anyway and pulled out the monthly SWA magazine. Normally, there are some good articles to read, plus I get caught up on good places to visit and eat across the country. On the front cover was a picture of Herb Kelleher, the founder of SWA, who passed away in late 2018. Herb who wrote his first marketing plan on a cocktail napkin to start the airlines in 1971, spent years with larger and more dominant airlines trying to prevent them from flying and doing business, successfully went into air servicing the Texas Triangle, Dallas, San Antonio, and Houston. The rest is history and with some great stories behind it. Today, Southwest flies all over the country and has recently added Hawaii to their destinations.

Reading the short article about Herb and SWA got me thinking about the similarities with us at Imperial and how we do business, but mostly, how our company cultures align. When I got back to the office, I immediately dug out the book Nuts, published in 1996 about SWA to browse through it. If you haven’t read it, I challenge you to read or reread it, besides being

a great story, it is an excellent business/customer service book. I guarantee that you will see the parallels of SWA and ISS within its pages.

Can you say that some of these core values of the SWA culture aren’t similar to ISS?

• Herb loved to serve others first… (Sound like someone?)• Let employees be themselves. Your people come first and if you treat them right, they will treat customers right. Employees are #1.• Create a family spirit.• Think small, act small and we will get bigger. Think big, act big, we’ll get smaller.• Hire great attitudes. We can teach functional needs.• I forgive personal weaknesses, except egomania and pretension.• Herb wanted creative risk-takers, not automatons.• Empower your employees, knowing their boss has their back; Employees will, in turn, treat customers well. Those satisfied customers would, in turn, become repeat customers.• Do whatever it takes.• Manage in the good times for the bad times • Take the competition seriously, but not yourself.

These are just a few primary attitudes that Herb and SWA believed in and acted upon daily to make SWA what it is today. They have made a profit every year and have been highly rated in customer satisfaction since they started flying.

All or most have flown SWA and raced to get one of those 60 “A” boarding passes allowing you first access, hoping for that aisle or window seat. There aren’t a lot of frills on SWA, they give you a bag of peanuts (recently switching to pretzels to accommodate the nut sensitive) and a beverage, that’s it. Hopefully, most of your SWA flights have been on time and maybe a little fun. I have heard some great jokes, singing, rapping, etc., from the flight attendants, who are hired to have fun and give their customers that fun experience too, proving you don’t need a lot of extra “Frills” to be successful and treat customers right.

Dana Moore of Palm Desert branch showing great spirit!

Lastly, SWA still infuses with its employees today…To live and work by the “Golden Rule”, Treat others as you’d want them to treat you!You might think I am Nuts after reading this but I see some of the same beliefs and values here at Imperial Sprinkler Supply today and in the future to come. No matter what you think about SWA, I don’t think it is a bad company to be compared with. They are still flying and have been very successful at it for almost 50 years. I don’t see that changing anytime soon, as I see the same at Imperial. Let’s keep doing what we are doing, have some fun while giving that same experience to our customers!! Go Nuts…. Love our customers.

Jeff DemingVice President Sales and Operations, Nor-CalImperial Sprinkler Supply

Page 3

Why is Marketing Important to ISS?In marketing our job continues to be building out solid programs and figuring out ways to drive leads and subsequently, sales.

Credibility, Credibility, CredibilityWell done, appropriate content marketing allows us to be the answer to our customers, showing them once again that we have the goods. This builds trust and allows them to recognize us as the irrigation and landscape experts! When trust is strong, we can more effectively influence customers on their purchasing decisions. ISS shines in this arena, leveraging the customer/sales rep relationship to build and maintain customer loyalty.

Solve The ProblemOur customers have a problem or more specifically, problems...they are increasingly self-directed in their research and purchasing decisions, taking their questions on how to properly install synthetic turf or the best controller for arid climate to Google to find answers. That’s why it’s no surprise that many searches start with questions like how, what, where, when, and why. So, when our content delivers exactly what they are looking for and where they’re looking for it, we gain customer traffic, foster engagement, and ultimately increase interaction and sales.

Find Our AudienceTo be successful we need to be able to deliver the right message to the right person at the right time and on the right platform. Coordinating branch-level contact marketing, brand and sales development, social media and online campaigns, will allow us to target specific customers and reach our ideal audience. Personalized content that addresses our customers’ common questions, can capture more qualified leads for our exceptional sales team and increase the value of our marketing efforts.

2019 brings a new customer-centric ISS website and new coordinated marketing efforts in the branches, the sales department and corporate to increase our customer base, offer targeted solutions and continue to build upon the relationships we are so famous for fostering.

Mandy PageMarketing DirectorImperial Sprinkler Supply

Helpful Selling Tips from IST: Q: Does rain hurt the synthetic turf business? (Understandably this is a question we get asked often after we have lots of rain.)A: Rain does not affect or suppress synthetic turf sales.How come: Synthetic turf is no longer a drought alternative. It is now a life style choice; people choose synthetic turf because:

And perhaps the most important factor: It remains the greenest system on earth.Green Factor: When rain water falls from the sky, our synthetic turf systems returns that rain water back to the aquafers as clean as it fell from the sky. Now let’s look at rain water that falls on a regular lawn, what all does it take with it to the aquafers: herbicides, pesticides, fertilizers, and don’t forget about the carbon footprint it leaves behind while being maintained.

Fun Fact: Two states that use the second and third most synthetic turf in the United States, Florida and Texas which receive two inches of rain every afternoon.

Henry Van AntwerpGeneral ManagerImperial Synthetic Turf

it’ssafe

it’s very easy tomaintain

it keepsclean

year round it staysbeautiful

Anthem Employee Assistance Program (EAP) provides solutions to help you balance work and life through confidential and easily accessible

services. Anthem EAP services include the following, you can see more details posted at your branch’s HR board.

Face-to-Face Counseling, you and your household members are eligible for up to 6 visits for each personal situation, as needed.

Legal Assistance, you can receive a free 30-minute consultation in person or over the phone at a time that is convenient for you.

Financial Assistance, Anthem’s financial professionals provide free telephonic consultation on the financial topics that are important to you. ID Recovery, specialists are available 24/7 to assess your risk level and then identify steps to resolve potential identity theft.

MyStrength, This online and mobile “health club for your mind” gives you information based on the latest research to help you and your household members handle stress and other issues.

Dependent Care and Daily Living Resources, You and your household members can get information on child care, adoption, summer camps, college placement relocation, plus resources on elder care issues and assisted living.

Other Web Resources, Full library of health and emotional well-being articles, monthly webinars, self-assessment tools. Crisis Consultation, if you have an emergency, simply call the Anthem toll-free number.

Consultants are available 24/7/365 to help or just listen, depending on your needs.

To contact Anthem EAP, please call toll-free at 1-800-999-7222 you can also visit the website at www.anthemeap.com, to log in enter company code: Imperial Sprinkler Supply

Imperial Sprinkler Supply will be holding a charity gift drive throughout the month of April. Your donations will help work to end street-level homelessness in a city or region through the coordination of community effort and activities. Help us support the people in need by donating gifts at your Imperial Sprinkler Supply branch. All donations will go directly to City Net, with ISS matching the total estimated value donated! For more ways to help visit http://citynet.org

• $5-10 gift cards to food establishments• $25 gas gift card• $5 value 1-day bus passes• $20-$100 gift cards to Walmart, Target• Breakfast packs lunch packs• New twin and queen size sheet sets

• New comforters, blankets, pillows• New bath & kitchen towels• New dinner plate sets & cups• Toilet paper, paper towels• Laundry baskets• New toothbrushes & toothpaste

Charity Drive starts April 1st – 30th

Share a helping hand

HELP THOSE IN NEEDDONATE TODAY

C H A R I T Y

A P R I L 2 0 1 9

1-30 D O N A T EAT ALL ISS BRANCHES

NEEDED ITEMS(New Unused)• New twin,queen size sheet sets• New comforters, blankets, pillows• New bath & kitchen towels

• New dinner plate sets & cups• Toilet paper, paper towels• Laundry baskets• New toothbrushes & toothpaste

Enter to WIN $100*FOR DONATING TO THIS CAUSE*ONE WINNER PER BRANCH, $100 STORE CREDIT

B E N E F I T I N G

The branch that collects most, will

win free lunch!

John Thomason Branch Manager Escondido “Sky diving and dirt bikes are my thing! I love the adrenaline rush!”

Karla MorlacchiCredit Director Escondido “I definitely work out because it releases all the stress I have. My goal is not to get skinny but to get stronger. My coach has taught me how to push myself and stay focused.”

Mario Estrada Customer Service Mission Viejo“My lifestyle is very simple. I go to the gym 5 days a week. I am also involved in a baseball league in Santa Ana and we play every Sunday.”

Christian Barboza Branch Manager Livermore “My wife & I go to the gym on a daily basis. We are there between 60-75 minutes using the elliptical, treadmill, weights, and using the TRX.”

Sofio AlvaradoCustomer Service Escondido The way I stay fit is by eating at least 3-4 meals a day. I workout in the gym at least 3-5 days, and do cardio 2-3 a week. I drink plenty of water and healthy foods.

Whether you are into sports or fitness you might be surprised by what your fellow coworkers do in their spare time. Here are how some ISS Employees keep fit!

Steven Martinez, Customer Service Escondido “Hiking, bike rides, or flips at the beach! I do it all! Staying healthy is an important virtue I hold close! When it’s all said and done, your well-being and personal health is all you’ve got! So I never say “NO” to an adventure! Staying active can keep you feeling good and be an incredibly fun way to make great memories with friends or on your own to remember for the rest of your life!”

Sports& Fitness

List of Needs

Page 5

Palm Desert Branch Do you know that Palm Desert is the smallest branch Imperial Sprinkler Supply has? With only four people throughout their team, they work hard to ensure that both customers and employees are happy. Opened in September of 2010, Palm Desert is the only branch to be a will-call only. Branch Manager Dana Moore is Imperial’s first female branch manager and has described her eight years with the company as amazing. Dana describes her team as: well organized, conscientious and with excellent customer service skills. Due to the number of employees, Palm Desert sure feels like a family!

MEET THE PALM DESERT TEAM (FROM LEFT TO RIGHT)

Robert Reyes: “I love spending time with my friends and family!”

Ron Bailey:“In my spare time I enjoy spending time with my family and two

grand-daughters. I enjoy watching my Dodgers during the baseball season &

my Rams in football season”

Dana Moore: “I love to spend time with my grandchildren! Whether it’s

baking with them or solving a puzzle. I also love volunteering for my two

oldest son’s choir, band, and theater, and my oldest son’s football team.”

Jose Luis Munoz: “I love to spend time with my wife, three girls and now

our new blessing is our baby boy. Fishing, camping, and baseball is our life.

GO DODGERS!”

Ever wonder what ITS technicians do? Here’s a quick overview! By Robert Ancheta

After clocking in for work I normally greet my coworkers then head straight over to my work station. Each of the assembly technicians has their own assembly workstation. Workstations are equipped with a full set of tools which we are responsible for, we are also responsible to keep our workstation clean and organized.

I spend the majority of the day putting together ITS controller assemblies based on the orders received from the customer. Some days that might be a Rain Bird top opening controller assembly with radio communication, other days it might be a solar assembly for Cal Trans. When I’m not building assemblies I also help out in other areas such as: delivering assemblies to customers, washing the vans, and supporting the outside technicians when they need back-up. I have the opportunity to work in many varied projects such as local amusement parks, cemeteries, HOA’s, large museums and City parks. It’s always different and each day is an adventure!

109

“The part I most enjoy is that ISS allows me to run this branch as if it were my own business. ISS has given me plenty of opportunities to develop my leadership skills and product knowledge. Thanks to the support that Kyle Miller, Scott Powell and the entire corporate department have given me. I am blessed to be part of the ISS family!”-Dana Moore, Palm Desert Branch Manager

These winners are IMPERIAL!Every quarter the Imperial Awards are awarded to team members that represent an exceedingly positive attitude, a team-centric spirit, and a reliable service oriented mindset that goes beyond expectations to accomplish goals. These individuals are nominated by their peers, branch manager and area manager.

2019 QUARTER TWO IMPERIAL AWARD WINNERS:

Juan de los Santos ANAHEIM

Santiago Mendivil ANAHEIM

Juan Cuellar ITS

Jaime Garcia COACHELLA

German Serrano CONCORD

Leadership Conference

tuesday, February 19th & Wednesday, February 20th

Yo

u’r

e In

vit

ed

Doubletree by hilton - anaheim

Nathan Jamail

2019

100 The City Drive, Orange, California, 92868

Leadership Conference

tuesday, February 19th & Wednesday, February 20th

Yo

u’r

e In

vit

ed

Doubletree by hilton - anaheim

Nathan Jamail

2019

100 The City Drive, Orange, California, 92868

AWARD RECIPIENTS

STAR TURF Highest IST Sales

MOUNTAIN CLIMBERHighest Growth in Sales

LEADERSHIP AWARD

MILLION DOLLAR CLUB Over One Million Dollars In Sales

Jose Banuelos SALES

Cedric Plummer SALES

Wally Goan SALES

Harry Funk SALES

Mike Roberts SALES

Joe Rosas SALES

Colin Farrelly SALES

Steve Blanchard SALES

IMPACT Making an Impact

Kent Garner SALES

Henry Van AntwerpIST SALES

PROSPECTOR Highest Number Of New Customers

Paul Wong SALES

Ernesto Silva SALES

MONEY MAKER Highest Growth Percentage

Paul Wong SALES

Joe Rosas SALES

WARRIOR Over all Warrior of Imperial

Ulises LopezANAHEIM

Stacey Nguyen ANAHEIM CORP.

Dave McKenzie SANTA CLARA

Greg Worthey MENIFEE

Jeronimo Flores ITS ANAHEIM

Karla MorlacchiESCONDIDO

2019 L e a d e r s h i pC o n f e r e n c e

BILL PAYNE VICE PRESIDENT

OPERATIONS

JEFF DEMING VICE PRESIDENT SALES

& OPERATIONS -NORCAL

MIKE PERILMAN VICE PRESIDENTSALES -SO CAL

Page 7

Employee Name New PositionAngelene Hayes It Technical Support Specialist

Carmen M Gutierrez Receptionist

Cynthia Arevalo Human Resources Specialist

Jesus Camacho Perez AP Clerk

Omar Neto Customer Service Representative Supervisor

Jorge Luna Technical Service Representative Supervisor

Rondale Marcellus Terry Drivers Class A

Tristan Garcia Technical Services Outside Technician

Mike Perilman Vice President Sales

Jeff Deming Vice President Sales And Operations Nor Cal

Jose Garcia Customer Service Representative

Karla Morlacchi Credit Director

Maria Zuniga-Lopez Senior Manager, Billing & Credit

Employee Name Branch Gender Date of BirthStacey Nguyen ANAHIEM CORP. GIRL 1/22/2019

Alma Romero ESCONDIDO GIRL 2/27/2019

Roque Campos ANAHEIM BOY 2/22/2019

Welcome to these new ISS family additions!

Congratulations on their new roles!

20+

YEAR

S OF

SER

VICE

!

Our values and principles are Excellence in Service, Through Innovation, By People Who Care. This service award symbolizes the time an employee has given to help ISS pursue our values and principles. It is also a token of appreciation for the part played in making Imperial Sprinkler Supply what it is today. We thank you for all your contributions and loyalty, as it is valued and appreciated. We look forward to many more years to come.

We Would Love To Hear From You!Do you have any comments or ideas you would like to share with us? We’d love to hear from you! We’re always looking for great new content to add to the next issue of the newsletter. Would you like to contribute? Have interesting topics you’d like to share? Please send ideas to: marketing@imperialsprinkler.com

QUARTERLY - APRIL 2019

Employee Name BRANCH YEARSAmador Cazarez Anaheim 20Julio Delgadillo Anaheim 20Jose Garcia Escondido 23Humberto Gonzaga Escondido 21Margarito Guzman Escondido 21Jose Jimenez Mission Viejo 21Jesus Lopez Santa Ana 22Karla Morlacchi Escondido 22Santiago Mendivil Anaheim 20Luis Moriel ITS 23Miguel Osuna Escondido 21Javier Perez Anaheim 21Manuel Perez Corporate 26Juan Rodriguez San Diego 21

+ YEARS OF SERVICE!CONGRATULATIONS TO THESE 2019 RECIPIENTS FOR THEIR HARD WORK AND DEDICATION!20

In The

Employees from different branches of Imperial, supported Alliance in the installation of outdoor lighting for Jacob’s House, a charity house in Temecula. This event not only allowed Alliance to demonstrate installation but also added the benefit of helping a worthy cause. Thank you to all those who participated at this event!

In memory of Juan Escobar Solis from the Santa Clarita Branch employee since 2018.