Member Spotlight

Member Spotlight on Cal Hill – Area Sales Manager for Winfield United

How many years have you been in this position?

22 years this month. I started in November 1999 with ProSource One covering North Mississippi, West Tennessee and portions of Arkansas selling in the Golf, LCO, Sports Turf markets. ProSource One was partially owned by Land O’Lakes at that time. In 2009 Winfield Solutions (also a Land O’Lakes company) purchased the remaining portion of ProSource One. Today we are Winfield United. It is hard for me to believe it’s been that long. Time really does fly by when you’re having fun.

How did you decide to pursue a career in turfgrass management?

In 1988 Old Waverly Golf Club was being built in my hometown of West Point, Mississippi. I had a few high school friends that were working there and seemed to really enjoy it. I graduated and needed a summer job before starting college. My good friend and current superintendent at Old Waverly, Brad Suggs, talked me into applying. That summer job led to majoring in Turfgrass Management at Mississippi State.

What path led you to your current position?

I spent a couple summers interning for Jim Harris at Chickasaw Country Club in Memphis. Growing bentgrass in the South… I mowed greens in the morning then repaired irrigation leaks and syringed greens the remainder of the day. Basically, working from 6 am to 6 pm all summer. Needless to say, I looked forward to school starting back in the fall. I did manage to eat a lot of good BBQ in Memphis at great places like the Cozy Corner and the Rendezvous.

After graduating in May 1994, I moved to Gulf Shores, Alabama working for Jerry Pate Golf Designs as an assistant in the construction and grow in of Kiva Dunes Golf Club. With building a golf course on straight sand we didn’t have many rain days. We had the course completed by late October however the owner did not want to open until Spring.

I decided then to look for other opportunities and accepted an assistant position at Southern Trace Country Club in Shreveport, Louisiana working for Rick Maier. Back to growing bentgrass in the south. Rick is a very intelligent, laid-back guy. I learned so much working with him as he involved me in all decisions involving the golf course from chemicals, fertilizer, equipment purchases, to managing the crew, budgeting and capital improvements. We had a great team. It was a great experience and I enjoyed working three summers at Southern Trace.

An opportunity to move back closer to home and build another golf course brought me back to Mississippi. I accepted the superintendent position at The Refuge Golf Course in Flowood, Mississippi. Maxwell Golf Group was managing the construction and grow in of the course with a management contract in place when the course construction was complete. Working with Max Maxwell offered many challenges, but it was another great learning opportunity. The staff at Maxwell Golf Group was small so I was involved with so much of the planning of The Refuge. We had so many rain days I was able to work with Nathan Crace and Max on other projects they were involved in, which offered so many more opportunities from course design, course management and reconstruction projects on courses throughout the South.

Cal, Kelley and Sara attending Chattanooga Red Wolves Soccer Match

While growing in The Refuge I really enjoyed visiting with and talking to the sales guys that were calling on me. One of the reps told me about an opportunity in the Memphis area with a new company, ProSource One. I was interested and after a few interviews I was offered a position covering North Mississippi and the Memphis area.

I started in November 1999. I had the keys to a company truck, a territory, and a price list. I didn’t know where to start. One of the first calls I made was to Joe Hill who was the ProSource One rep in East Tennessee. He had been selling for a number of years and was always available to talk and give guidance.

In 2011 my family and I decided to move to Chattanooga. I was traveling to East Tennessee often to run, hike and camp. We loved the area and thought it was a great place to raise our daughter, Sara. The management team at Winfield approved and we relocated

What is the best part of your job?

Winfield gives me a lot freedom to manage the territory, which is great. I set my schedule and just get it done. I always feel so lucky to have the opportunity to travel around Tennessee and Mississippi visiting with golf course superintendents, lawn care companies, athletic field managers, and municipalities. I’ve met superintendents and talked turf in their office, on the course and even on a trail run around the property. Every day offers something different.

Cal and Sara fishing in Boynton Beach, Florida

What are some unique challenges of your job?

With a large territory the biggest challenge is just getting around and seeing people. Covid created so many new challenges. 2020 involved a lot of sales calls over the phone, emails and more Zoom meetings than I ever thought possible. Most companies were not allowing reps to travel. This was a challenge as I love to be out seeing customers and have a hard time sitting in an office for long periods. I like to be outdoors and on the go. You have to be able to adapt and make changes.

What do you feel is the biggest challenge facing the turfgrass industry right now?

I feel that the labor shortage is the biggest issue in the turfgrass industry today. To get qualified people on board and working takes so much effort for superintendents and LCOs. It is difficult to compete with the big companies willing to pay $15–20 per hour. On the chemical side, getting product is getting more and more difficult. There have been times when we had product but did not have the containers. Other times we had product and containers but were waiting on caps for the jugs. Freight issues have slowed the process of getting product to our warehouse as well as getting it to the end users. Everything just seems to take a little longer these days.

Cal on Torreys Peak in Colorado

Do you have a mentor in the industry?

I don’t have one person that I would call my mentor. I do have several great friends and customers that I have worked with for the last 22 years. That’s what makes this job so much fun. We get to visit often to talk business then catch up on everything else that’s going on in our lives.

Tell us about your family and what do you do in your free time?

My wife and I just celebrated our 16th anniversary. We have one daughter who is a freshman in high school.

I typically spend a lot of time at the soccer field or traveling to soccer tournaments. My daughter plays high school soccer as well as travel soccer for the Chattanooga Red Wolves Academy. In the spring we add lacrosse to the mix. I try very hard not to miss any games. We also try to catch as many professional Chattanooga Red Wolves soccer matches as possible.

I spend a lot of time outdoors while hunting, fishing, trail running, and cycling. I travel out west as often as possible to hike and cycle. Much of that is in Colorado as I love climbing the 14’ers (the peaks above 14,000 feet in elevation). I have climbed 25 of Colorado’s 58 peaks above 14,000 feet.

As a family of three it’s easy to do last minute trips. We travel every opportunity that we can. If there is a Dave Matthews Band show close, there is a good chance you will find us there.

What would your advice be for people entering the turfgrass industry now?

My advice is to be patient, learn to listen, and ask a lot of questions. There are so many people in this industry that are willing to share their experiences. Everyone has something to teach.