Power Equipment Trade Feb 2018

PET_cover.indd 10

1/31/18 2:25 PM

PETfeb18pgs_SS.indd 2

1/30/18 9:34 AM

PETfeb18pgs_SS.indd 3

1/30/18 9:34 AM

Volume 67

n

Number 1

n

FEBRUARY 2018

Our 724th Consecutive Issue

n

Founded in 1952

Renew or subscribe on the web: www.poweret.com

FEATUREstories

10 14 18 20

QUALITY POWER

Two-Location Powerhouse

WINTER PRODUCTS Selling Snow Solutions

FIVE MINUTES WITH

10

Jeff Dewosky, Husqvarna

DEALER SPOTLIGHT From Carts To Handhelds

VALUEadded Power Suppliers ______________________________ 6 Industry Voices ______________________________24 Showroom __________________________________26 Distributor Library ____________________________30 PowerWorks ________________________________29 Petcetera/Ad Index___________________________ 37 Dealer To Dealer _____________________________38

14

COVERphoto

20

Quality Power uses a customer-first attitude to drive sales in sunny southern Florida, beginning on Page 10. (Cover design

by Shelley Smith; photo by Jenna Rimensnyder; inset photo by Dan Shell)

Member Verified Audit Circulation Power Equipment Trade (ISSN 1063-0414) is published 6 times annually (February, April, June, August, October and December) by Hatton-Brown Publishers, Inc., 225 Hanrick St., Montgomery, AL 36104. Subscription Information—PET is sent free to qualifying industry professionals in the U.S. All non-qualified U.S. subscriptions are $55 annually; $65 in Canada; $95 (Airmail) in all other countries (U.S. funds). Single copies, $5 each; special issues, $20 (U.S. funds).

Subscription Inquiries—TOLL-FREE 800-669-5613; Fax 888-611-4525. Go to www.poweret.com and click on the subscribe button to subscribe/renew via the web. All advertisements for Power Equipment Trade magazine are accepted and published by Hatton-Brown Publishers, Inc. with the understanding that the advertiser and/or advertising agency are authorized to publish the entire contents and subject matter thereof. The advertiser and/or advertising agency will defend, indemnify and hold Hatton-Brown Publishers, Inc. harmless from and against any loss, expenses, or other liability resulting from any claims or lawsuits for libel violations or right of privacy or publicity, plagiarism, copyright or trademark infringement and any other claims or lawsuits that may arise out of publication of such advertisement.

Hatton-Brown Publishers, Inc. neither endorses nor makes any representation or guarantee as to the quality of goods and services advertised in Power Equipment Trade. Hatton-Brown Publishers, Inc. reserves the right to reject any advertisement which it deems inappropriate. Copyright ® 2018. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Periodicals postage paid at Montgomery, Ala. and additional mailing offices.

Printed in USA. Postmaster: Please send address changes to Power Equipment Trade, P.O. Box 2419, Montgomery, Alabama 36102-2419.

Other Hatton-Brown Publications: Timber Harvesting n Southern Loggin’ Times n Timber Processing n Panel World n Wood Bioenergy

PETfeb18pgs_SS.indd 4

1/30/18 11:13 AM

POWERlines

A Hatton-Brown Publication www.poweret.com

DAN SHELL

Falling Through, Finding Success

S

ometimes the best-laid plans fall apart—yet still turn out pretty well. Such is the case with this month’s Dealer Spotlight feature on Southern Cart Services in LaGrange, Ga. Turns out, the visit to SCS was a lucky coincidence. Here’s why: Thanks to PET’s sister publications in the forest products industry, we have editors traveling and making feature story visits, doing photo shoots, press events and other activities usually at least two weeks a month all year long all around the country. Going into this issue, we had planned to visit a dealer in the Carolinas where one of our editors was travelling in mid January doing logging and sawmill visits.

Yet between Winter Storm Inga and the snowy “bomb cyclone” that hit the Atlantic Coast in January, appointments had to be reshuffled, and the dealer visit just wasn’t going to happen.

Once we got word to cancel plans to run the Carolina dealer visit, we had barely a week to find another feature story. When something like this happens, the PET team springs into action: Any editors on the road are asked to see if they can find a good dealership to call on—though calling a business owner, going through the PET proposition and scheduling a visit within 24-48 hours can be a tough sell sometimes.

Meanwhile, editors at PET HQ in Montgomery, Ala. are going over any leads we have, consulting the all-knowing Google-web-tube-net for interesting dealerships we could visit on short notice, even calling some suppliers for a submitted piece as the magazine production edges ever closer.

The standard search is “(Town Name) Lawnmowers” and depending on how big the city is, you might get three or four or 20 dealers. In this case, searching LaGrange yielded several businesses, one of which was SCS. A visit to SCS’ web site (and an overhead look on Google Maps) gave us enough to go on to make the call.

Special thanks goes to owner Jeremy Boone, who agreed to meet with PET on short notice: I called on a Tuesday, visited on a Thursday, and Boone had an article in hand to approve by EOD Friday. By Monday the issue was largely done, and it was uploaded to the printer on Tuesday.

Though he started in the general golf and then golf cart market, Boone’s business is the kind of dealership we always look for: Doing something different, finding a niche and managing proactively toward the future.

Beginning on page 20, read about Boone and his business, his move toward lawn and garden 10 years ago and his plans for expansion and growth. A great location, super-neat PET building facilities and a large lot have the business in a solid position for the future.

PET 2018 DEALER SURVEY COMING SOON! Look for an email from PET and a link to the 2018 Dealer Survey

Stand Up and Be Counted!

Let Your Voice Be Heard!

Contact Dan Shell, ph: 334-834-1170; fax 334-834-4525; e-mail: dan@hattonbrown.com

PETfeb18pgs_SS.indd 5

Co-Publisher/Adv. Sales Manager David H. Ramsey Co-Publisher/Executive Editor David (DK) Knight Chief Operating Officer Dianne C. Sullivan Publishing Office Street Address: 225 Hanrick Street Montgomery, AL 36104-3317 Mailing Address P.O. Box 2268 Montgomery, AL 36102-2268 Tel: (334) 834-1170 Fax: (334) 834-4525 Editor-in-Chief n Rich Donnell Managing Editor n Jessica Johnson Editorial Adviser n Dan Shell Senior Assoc. Editor n David Abbott Associate Editor n Jay Donnell Contributing Writers Greg German, Sam Stearns, Dale Stotts Art Director n Cindy Segrest Ad Prod. Coordinator n Patti Campbell Circulation Director n Rhonda Thomas Marketing/Media n Jordan Anderson Advertising Sales Southern U.S. Randy Reagor Tel: (904) 393-7968 Fax: (334) 834-4525 E-mail: randy@hattonbrown.com Midwest U.S., Eastern Canada John Simmons Tel: (905) 666-0258 Fax: (905) 666-0778 E-mail: jsimmons@idirect.com Western U.S. & Canada Susan Windham Tel: (334) 834-1170 Fax: (334) 834-4525 Email: windham.susan4@gmail.com Europe & Scandinavia Murray Brett Tel: +34 96 640 4165 +34 96 640 4331 Email: murray.brett@abasol.net Distributor Library Kathy Sternenberg Tel: (251) 928-4962 ksternenberg@bellsouth.net Classified Advertising Bridget DeVane Tel: (334) 699-7837 (800) 669-5613 bdevane7@hotmail.com Reprint Sales Patti Campbell Tel: (800) 669-5613 patti@hattonbrown.com

1/30/18 3:00 PM

POWERsuppliers Menominee Expansion Boosts Growth

Just three years ago Menominee Industrial Supply (MIS) completed construction of a new 31,000 sq. ft. facility in Menominee, Mich. that more than doubled the size of its old location. And since then, the company has more than doubled its space again with a 14,000 sq. ft. addition completed in early 2017—and the recent acquisition of an adjacent property that added another 20,000 sq. ft. of space.

Founded in 1980 as an industrial supply warehouse, MIS has expanded into a multi-state distributor in the outdoor power equipment industry. “Faced with significant double digit growth each of the last three years, our only option was to add on to our new facility,” says President Mike Dubey.

The company distributes the full line of Oregon products, including cordless, log splitter and harvester products. Additionally, MIS handles Efco power equipment, Powerhouse generators, EHP/AYP parts, Champion, NGK, Gates hoses, fittings and belts, Peerless industrial products and multiple allied lines. MIS’ primary territory covers Michigan, Wisconsin, northern Illinois, northern Indiana, Minnesota, South Dakota and North Dakota.

Total employee count was 30 in 2014 and now exceeds 60. “Sales growth, employee growth and facility growth

have been norm for the past three years, which is both exciting and challenging,” says Sales Manager Ron Pilsner. “When I came to MIS in June 2014 we had six sales people, and today we have 13.”

According to Pilsner, one thing that attracted him to MIS was its business diversification in serving three different industries: lawn and garden power equipment, industrial hoses and fittings, and the logging and timber harvesting industry.

According to Dubey, MIS is in constant pursuit of additional product lines that fit the company’s diverse customer base.

Stihl Celebrates Apprentice Graduates

Graduates of Stihl’s Apprenticeship Program are employees with tenure between four to 12 years at Stihl, who complete programs through immense dedication while maintaining their daily responsibilities at the company. Established in 1984, and modeled after successful European programs as a way to address the skills gap and ensure a skilled workforce is available to fill upcoming open positions, Stihl’s Apprenticeship Program is available to other local companies in need of developing their skilled workforce as well.

More than 300 people are evaluated each year for the four or five available program slots; the apprentices receive

EETC Now Offers Benches For dealers needing to update or expand their service departments, the Equipment & Engine Training Council (EETC) is now offering high quality workbenches and accessories through its online store at eetc.org. Built by Greenlee, the benches are made in the U.S. and feature 16 ga. steel plate and 1¾ in. butcher block wood surfaces. Benches are available in 36x48 in. and 36x60 in. work space sizes and feature cabinets and storage space underneath. Lockable doors with recessed lock protection and non-removable hinge pins help guard against theft. Accessories such as tabletop vises, stools and caster sets are also available. Visit eetc.org and buy from EETC to support small engine technician professionalism.

6

n

FEBRUARY 2018

PETfeb18pgs_cs.indd 6

n

training in a variety of skilled work such as tool & die manufacturing, CNC machinists, mechatronics and polymer molding. The four-year program provides hands on practical skills, associates or bachelor’s degrees for many of the apprentices, as well as a journeyman’s certificate.

The 2017 graduates include Rosanne Oluwabusola graduated the CNC machinist apprenticeship and is a 10-year employee who worked in assembly prior to completing the program; Daniel Swartzel completed the tool and die apprenticeship after joining Stihl in 2013.

Eduardo Alves graduated the mechatronics technician apprenticeship following a 12-year role in sub-assembly and guide bar production; Nick Tuttobene also finished the mechatronics technician apprenticeship following 10 years in plastics.

Toro Provides Video Tips

Toro released a number of step-bystep videos to help homeowners properly store their snow blowers at the end of the winter season. The videos, and supporting articles, cover a variety of topics, including fuel treatment options, changing the oil and proper inspection of rotor blades.

The videos also mention a number of other simple maintenance practices that homeowners can do to maximize the life of their snow blowers, including adding fuel stabilizer to keep gasoline fresh using oil specifically engineered for outdoor equipment by incorporating higher anti-wear additives to ensure the engine starts when required; and making sure all connection points are clean, dry and tight to maintain the overall integrity of the machine.

According to Toro, these end-of-season tips are meant to educate homeowners on best practices and ultimately keep more money in their pockets. The videos can be viewed on Toro’s YouTube page.

Ethanol Producers Survive, Want More

Little more than a decade after the Energy Independence and Security Act (EISA) of 2007 was signed into law establishing the first enewable Fuel Standard (RFS) and mandate to blend ethanol into transportation fuel, and one year after the Trump administration as-

POWER EQUIPMENT TRADE

1/30/18 9:56 AM

POWERsuppliers sumed power, ethanol industry leaders are happy to see the RFS survived Trump’s anti-regulatory zeal.

And of course when EPA released its final FS ethanol blending targets for 2018 in mid- ecember, ethanol industry officials wanted more.

When Trump assumed office in early 2017 as a major oil, gas and coal supporter, some thought the RFS itself was in danger, and the petroleum industry since day one has sought to minimize, if not outright repeal, the RFS mandate.

Trump at times seemed to support the petroleum position, but like every other politician in or near the Midwest, he fully supported ethanol when campaigning in corn-belt states.

Then there was a plan floated early in the Trump administration to remove the burden of ethanol blending and renewable fuel credits from refiners and instead place it on the distribution and retail sectors. Such a move would have definitely slowed the spread of E15 and higher blends in the marketplace but then it turned out the plan, pushed by a Trump economic adviser who owned a controlling interest in a refinery, would

just happen to personally benefit the adviser to the tune of $100 million or more, so it was scrapped.

These actions are just the latest in a decade that began with good intentions as EISA sought to develop alternative, renewable fuel sources under claims of energy independence, yet ran into problems as the economic downturn and long-term trend toward less gasoline usage combined to make E SA blending targets mathematically impossible.

The nature of long-term R&D in a competitive energy environment has also delayed EISA implementation, as development of non-corn ethanol sources and advanced cellulosic biofuel technologies has been slow.

Meanwhile, ethanol producers have sought to maximize the blending level and move as much ethanol into the transportation fuel market as possible.

Going into this year, total renewable fuel volume target is 1 .2 billion gallons, 15 billion of which is the conventional biofuel most likely to make it into auto and small engine fuel tanks. While this was a small increase, ethanol producers want more.

And the quickest way to do it is to increase the ethanol blend in standard transportation fuel. Several groups have already begun pressing the EPA to begin studying other blends such as E20, E25 and E30. ook for more efforts to add ethanol to the fuel supply as the year passes…

Kawasaki Names Canadian Distributor Officials with the Engines iv. of Kawasaki Motors Corp., .S.A. recently assigned Canadian distribution responsibilities to Turf Care Products Canada, which is based in Ontario. According to a Kawasaki statement, the arrangement follows the review of longterm company needs and enhances service support for the growing base of Kawasaki dealers in Canada.

Karen Howard, Kawasaki’s director, national dealer sales channel, marketing and order services, said that Turf Care Canada is “well-suited to providing all of the key components we seek in our ongoing efforts to elevate the level of

POWER EQUIPMENT TRADE

PETfeb18pgs_cs.indd 7

n

FEBRUARY 2018

n

7

1/30/18 9:56 AM

POWERsuppliers service that our dealers receive.”

Howard pointed specifically to Turf Care Canada’s capabilities with sameday shipments, field and office technical support, around-the-clock online dealer ordering, and a French-speaking bilingual staff so important to a large area of the country. Turf Care also maintains eight warehouses to service companies.

“Overall, we expect Turf Care Canada’s internal systems to complement Kawasaki’s ongoing commitment to dealer network service as we continue to broaden our product line,” she said.

Turf Care Canada, in business more than 40 years, is the largest Canadian distributor of turf equipment, irrigation systems, golf cars, accessories, and low voltage lighting products. The company has more than 120 employees and is one of the largest FedEx customers in Eastern Canada. A member of Canada’s Partners in Protection Program, Turf Care Canada’s inbound shipments are allowed to use “fast” lanes and often clear customs following receipt at their warehouse, rather than having to hold product at the border until clearance is provided.

8

n

FEBRUARY 2018

PETfeb18pgs_cs.indd 8

n

Husqvarna Expands In Arkansas

Husqvarna Group held a groundbreaking ceremony November 8 in Nashville, Ark., marking the beginning of a new 350,300 sq. ft. distribution center and materials warehouse facility.

The new facility is projected to be fully operational by the end of 2018.

Serving primarily as warehouse, staging, and storage, the new facility is located adjacent the current manufactur-

ing facilities in Nashville where chain saws, trimmers, blowers, pole saws, and hedge trimmers are made for the Husqvarna, Poulan Pro, Jonsered, McCulloch and Weed Eater brands.

The new distribution center will significantly impact operational efficiencies by localizing distribution operations and automating the transfer of finished product from the assembly line to the warehouse. The investment includes an adjacent four-acre site to be used as a trailer court. Once the new facility is operational, the company’s manufacturing, warehousing and distribution footprint in Nashville will exceed 874,000 sq. ft.

The groundbreaking event coincided with a “flipthe-switch” event for the company’s new solar power generating facility at its injection molding plant nearby.

POWER EQUIPMENT TRADE

1/30/18 9:56 AM

PETfeb18pgs_SS.indd 9

1/30/18 9:35 AM

Quality Power Is Tampa’s One Stop Florida dealer promises quality products and service.

BY JENNA RIMENSNYDER

W

ith a sign framed by palm trees, Quality P ower Tampa perfectly fits the mold of a Floridian dealer. W ith two locations in neighboring cities, Clearwater and Tampa, owner K eith Rucker hasn’t lost sight of the importance of customer satisfaction. Both Quality store locations specialize in sales, service and parts for small engines and power equipment.

10

n

FEBRUARY 2018

PET_feb18_bkj.indd 10

n

W hen the Florida summers are in full swing, so are uality ower s certified and factory-trained service technicians.

To guarantee swift labor, if either of the two locations become overwhelmed with repairs, Rucker transports the equipment to the other location, free of charge. G estures such as this are the embodiment of Rucker’s “customers first attitude.

Over the years, Rucker has seen an evolution in the Quality P ower customer base, transitioning from strictly commercial businesses and cutters to the addition of government municipality contracts. “W hen the economy got tough, ( the government) cut back on primarily handling everything in-house, to putting

contracts out to independent contractors to take care of the mowing and the maintenance, ucker says, adding that many government-owned businesses are still doing that today.

As the seasons are beginning to change, Quality Power’s showroom is transitioning as well. The 5,000 sq. ft. floor space is filled to the brim. ight now we’re jam packed with zero-turns because our spring orders are in, ucker says with a laugh.

Background Rucker made a career for himself in the auto and truck industry prior to purchasing Quality Mowers ( the Clear-

POWER EQUIPMENT TRADE

1/30/18 10:02 AM

Dealer Keith Rucker believes his showroom and brands hold true to the company name: Quality Power.

water location) in 2001—which had been in business since 194 8. The second location, Quality P ower Tampa, launched in 2011, spanning 10,000 sq. ft. in a business park right off H illsborough Road, right off I-75 . K eeping a tight-knit, family-owned and operating team of 16 full-time employees, Rucker prides himself on the company’s culture. The biggest challenge for his organi ation has been finding the right fits for his service crew. We invest a lot of time and money into our team, not only for our success, but for their own. We want people who are looking for a home, not just another job,” Rucker explains. unning nearly five technicians at each location, labor rates vary depending on the competency of the individual technician. H ourly and commission-based employees are on the payroll, and 90% of them are on an incentive plan. Each and every member is invaluable during summer, uality ower s peak season. When asked how Quality P ower has been able to remain small, while selling big and committing to uick repairs, ucker replies, years of experience and problem solving. If you take care of your employees and customers, your business will prosper.”

To offset the potential 30-day turnaround on repairs in the summertime, ucker utili es onda s service mailers in the winter months to encourage cus-

Labor rates vary depending on the technician.

tomers to get their mowers serviced sooner rather than later. In addition to mailers, other promotions for the company include marketing through their website, Facebook page and taglines on television to target specific groups on various mediums.

Specific marketing campaigns for commercial cutters consist of open houses and special events. In the past, Quality P ower has sponsored Stihl’s offshore race team in learwater, giving

100 of their customers the opportunity to meet a full fledged race team, from driver to throttle man. hese uni ue experiences reinforce customer loyalty as well as lasting relationships between brands and manufacturers.

As owner, Rucker places a lot of importance on trade association involvement, claiming such groups give dealers an opportunity to gain a better understanding of the manufacturer’s thought process for future plans, and trajectory

POWER EQUIPMENT TRADE

PET_feb18_bkj.indd 11

n

FEBRUARY 2018

n

11

1/30/18 3:09 PM

of the brand itself. Rucker is currently serving on the Honda dealer council, and has served on the councils of Toro and Ariens in the past, giving him the advantage of additional insight as the market shifts.

Product During the past seven years, Quality showrooms’ product lines have retained a consistent core, including Ariens, Toro, Honda, Gravely, Stihl and Dixie Chopper. When asked about his reasoning for such brand loyalty, Rucker explains that the showrooms hold true to the company name, quality.

Although Rucker is selective as far as which brands are sold by his businesses, he is actively looking for other lines to complement the roster they currently exhibit. “We’ve just added Honda Marine, which includes high power, jet drive, mid-range and portable motors.

We are constantly searching for other avenues to becoming a one stop shop.”

V enturing into climbing gear and trailer parts has taken the Quality stores one step closer to Rucker’s dream of fully catering to the ever-growing arena of customer needs.

While the showroom floor is currently being flooded with spring arrivals, the walls of the 5,000 sq. ft. gallery are still lined with fall products. The top sellers of the autumn months, Billy Goat brand vacuums and blowers, are still in high demand due to recent cold fronts that have leaves littering lawns a little more than the seasonal standard.

The layout is a revolving door of the latest products, depending on the model mix and seasonality, which means those vacuums and blowers will be moved as summer approaches, as to not lose valuable wall space for trimmers. Aside from the vast selection of mowers, there is a Yeti display in the front of the showroom, offering coolers, drinkware and other accessories known for providing relief for customers who work in the unforgiving Florida heat. Quality Power Tampa prides itself on meeting the needs of commercial businesses and homeowners year round. Financing options, sales and special rebate offers can be negotiated in-store or found on their website under Factory Promotions.

When it comes to service, the business offers everything from repairs on outdoor lawn equipment and parts to disposal and pickup/delivery services.

The running list of services, selection of parts and new equipment announce12

n

FEBRUARY 2018

PET_feb18_bkj.indd 12

n

Honda co-op service mailers help encourage customers to take advantage of off-season specials.

Showroom provides 5,000 sq. ft. of space.

ments can also be found on their regularly updated website. Customers are encouraged to call or stop in with any questions they may have, before ordering online or buying in-store. Regular customers are greeted by their first name and taken care of as if it were their first visit.

For Rucker, quality isn’t just the

name of the business, it’s the team’s lifestyle. Both locations are open six days a week, ready and willing to assist customers in any way necessary to get the job done in any season. From product lines to customer service, each decision made by his team reflects the uality store brand philosophy: “Customers PET always come first.

POWER EQUIPMENT TRADE

1/30/18 3:09 PM

PETfeb18pgs_SS.indd 13

1/30/18 9:35 AM

WINTERproducts Husqvarna ST 131 Snow Blower H usqvarna’s 100 series of snow blowers is perfect for landscapers who want a reliable, efficient machine that’s easy to transport and maneuver, and clears walkways and narrow paths that larger e uipment would struggle with. The 100 series is lightweight and compact, while the rubber auger is gentle on all types of hard surfaces and allows you to clear snow from delicate surfaces such as paved areas and wooden terraces without worrying about causing damage or scratches.

You can adjust the handle bar to three different heights, making handling more comfortable and storage uick and easy. The ST 13 1 snow blower has a 21-in. working width and can remove up to in. of snow. he remote chute rotator provides a more simplified and convenient way to control snow distribution.

The electric starter allows you to start the start the engine when connected to a power outlet by pressing a button. This ensures that you’ll never have to worry about a dead battery.

Designed with convenient features, powerful engines and intuitive controls, the 100 series snow blowers are backed by an industry-leading warranty, including the Husqvarn 5&5 exclusive guarantee that covers five years of limited engine and guarantee to start warranty.

For more information, visit husqvarna.com/us/products/ snow-blowers.

Ariens Pro 21 Snow Thrower Designed for heavy-duty work, the Ariens P rofessional 21 is built to be durable, reliable, performance driven and maintenance friendly.

It features a spring-loaded scraper bar that self-adjusts to follow the contours of the ground, a thick paddle that cleans to the surface and optimal handlebar positions for system performance and user comfort.

The open design of the P rofessional 21 allows easy access to the carburetor, recoil and spark plug for maintenance. eeping ease of use in mind, the machine also features a start sequence on the engine and on/off switch instead of a key to guarantee that the machine starts in any weather con14

n

FEBRUARY 2018

PET_feb18_bkj.indd 14

n

ditions. einforced housing sides, high impact wheels and reinforced rod beneath housing guarantee extra durability, even in tough conditions. or the snow removal professional, the rofessional also includes an hour meter to help keep maintenance schedules on track. W hen the work is done, the easy load handlebar system helps guide the machine up onto the back of a truck without struggle. he rofessional is available in two models, the rofessional SS and rofessional SS with remote chute rotation. These units are backed by a three-year residential warranty or a one year commercial warranty.

F or more information, visit ariens.com

SaltDogg Pro Series Spreaders

Buyers P roducts’ new SaltDog P ro Series electric spreaders are designed with the serious commercial and municipal user in mind. his new line is engineered to reliably and accurately spread bulk salt or a salt sand mix. he ro Series comes with either a full length auger or in. pintle chain. A high flow chute and a in. spinner give the spreaders the velocity to maintain consistent coverage at high speeds. The chute is designed to swing away for bulk unloading. he SaltDogg O cu. yd. model can fit in a full size pickup truck, whereas SaltDogg P RO25 00 ( 2.5 cu. yd.) model is designed for use with a flatbed, dump truck or large pickup truck with dual rear wheels. oth models feature Buyers’ patented double-wall poly hopper. E ach includes a top screen, stainless steel inverted s and a fitted tarp for material protection.

F or more information, visit buyersproducts. com .

SnowEx V-Maxx G2 Spreader

POWER EQUIPMENT TRADE

1/30/18 12:57 PM

WINTERproducts Equipped with updated controls and enhanced material spreading features, the new SnowE x V -Maxx G 2 hopper spreaders offer greater performance and operating efficiency on large ice control applications.

A new dual variable-speed control is more compact than on previous models. It includes an auto reverse function to easily clear auger jams. he control only re uires a single 4-pin wire to enter the cab, making it less obtrusive and providing more location options when mounting. he axx lineup includes eight different box models, ranging in capacity from . to . cu. yd. Designed for use with full si e pickups, flatbed trucks or dump bed trucks, each spreader has a polyethylene constructed, multi-angled material hopper that helps provide a continuous flow of material to a heavy duty auger drive. An attached vibrator shakes the patented inverted baffle to reduce material clumping for continuous material flow, whether spreading salt, sand or both. Spread width is infinitely variable up to ft. he axx is entirely electric powered and features an efficient direct drive auger transmission. ocated in an enclosure on the spreader and featuring weather-resistant molded connectors, the fleet flex electrical system provides a consistent electrical platform and complete fleet interchangeability between all V-Maxx G2 spreaders.

All SnowEx spreaders include a two year parts and labor warranty.

F or more information, visit snowexproducts.com .

Toro Power Max Snow Blower he new ower ax O E ( 37797) features upgraded deep lug tires that are in. wide. hese new squared-off tires with aggressive tread ensure the unit can power through deep snow without spinning. he O E also utilizes hardened gearbox gears to ensure high performance and less wear over time. Automatic steering and headlights come standard on this unit. sing the power max anti clogging system A S optimi es productivity by handling more snow in less time. he A S system regulates snow intake to eliminate clogging and maximi e impeller speed. he new model also features a durable, one-piece steel frame, ensuring it can perform in the toughest conditions. he ower ax O E is an upgrade from model , and is backed by a lifetime sub ero material guarantee, which includes the chute, deflector and anti clogging system. he machine comes with a three year limited warranty covering defects in materials and workmanship.

For more information, visit toro.com/en/homeowner/ snow-blowers.

Rotary Snow Blower Parts

Scraper bars, paddles, shave plates, skids, runners, fasteners and belts are among more than popular snow blower parts and accessories in otary s new catalog. Other items include bearings, shafts, drive discs, auger and axle bushings, air vanes and ignition sets, plus SnoStik for removing slush and snow from the discharge chute.

Replacement parts are featured for most brands including AY , olens, ilson, onda, us varna, acobsen, D, urray, oma, Snapper and oro. otary also offers over different ax rac tire chains and erra rip traction belts in a variety of si es to fit most tires. elts include an innovative traction aid that helps prevent steel from touching the driving surface. ulti ply rubber slats surrounding the tire tread provide a secure fit for improved traction. hey are easily installed with no tools re uired.

Over , different power e uipment parts, including new items, are listed in otary s master catalog. It includes over , pages complete with photos, descriptions and cross referencing numbers for most all brands along with many hard to find and discontinued parts. he entire catalog may be downloaded in a D format from the company s user friendly website.

F or more information, visit rotarycorp.com .

Loftness Snow Blowers

he oftness line of snow blowers accommodates many makes and models of skid steers and tractors—built with heavy duty construction for maximum reliability and high performance, with adjustable skid shoes, reinforced body braces POWER EQUIPMENT TRADE

PET_feb18_bkj.indd 15

n

FEBRUARY 2018

n

15

1/30/18 12:54 PM

WINTERproducts and shear bolt protection standard.

Offered in a wide variety of flow rates, starting as low as , the seven oftness skid steer snow blower models are available in to in. widths. Additionally, they come with a universal coupler, a single motor design and an electric spout rotator.

A total of rear mount, O driven tractor models are also offered with one , two or three auger configurations.

Available in to in. widths, they accommodate tractors with or , O drives and to O . he units feature two stage designs for highly efficient operation.

F or more information, visit loftness.com .

Simplicity Dual-Stage Snow Blower hree new medium duty dual stage snow blowers join the Simplicity line up, models E, E and E. he three new Simplicity units are loaded with features aimed to help make clearing snow on a cold winter s morning more enjoyable with features like heated handgrips. A dual trigger steering system helps make tight turns at the end of a driveway easy a simple pull of a trigger releases the left or right wheel for an effortless turn. onsumers have their choice of either a riggs Stratton Snow Series or rofessional Series engine that was specifically designed to offer optimum power in cold conditions.

Each engine starts effortlessly with the push of a button down to and oversi ed engine controls provide mitten-friendly operation.

With a in. clearing wide, the E has a riggs Stratton Snow Series cc engine with . ft. lbs. gross tor ue. he E offers a clearing width of in. and a riggs Stratton Snow Series cc engine with . ft. lbs. gross tor ue. he biggest of the three, the E, has a in. clearing width powered by a riggs Stratton rofessional Series cc engine, offering . ft. lbs. gross tor ue.

All three models are backed by a three year limited product warranty.

For more information, visit simplicitymfg.com.

16

n

FEBRUARY 2018

PET_feb18_bkj.indd 16

n

POWER EQUIPMENT TRADE

1/30/18 12:54 PM

PETfeb18pgs_SS.indd 17

1/30/18 9:35 AM

Five Minutes With...

Husqvarna’s Jeff Dewosky Jeff Dewosky gives PET a look at the meaning behind some of Husqvarna’s marketing strategies and what he sees for the future.

J

eff Dewosky has worked with lawn and garden power equipment since 2002—when he led sales of Husqvarna products (then a division of Electrolux) to Sears. In 2006, when Husqvarna split from Electrolux and became its own company Dewosky stayed on, eventually leading the dealer sales Jeff Dewosky team. The Pittsburg native and his team tripled sales within the dealer network for Husqvarna. Now, when not cheering for the Steelers, he serves as Vice President and General Manager of Husqvarna North America responsible for the dealer, distributor and rental business for the U.S., Mexico and Canada. For over 22 years, the father of three has worked with the Husqvarna brand.

Power Equipment Trade: One thing that really caught our eye at Louisville was the landscaper trailer. From the top of the tree to the blade of grass—and everything in between— Husqvarna can provide solutions for landscapers. Was there a strategy behind that?

Jeff Dewosky: There was absolutely a strategy behind that. Husqvarna has three major target groups and we try to ensure we communicate and tell our story accordingly—commercial lawn and garden, tree care professionals and pro grade experts, our consumer focus. With our new stand-on and 21-in. commercial mowers, we are now the only manufacturer that can offer the full fleet to the professional 18

n

FEBRUARY 2018

PETfeb18pgs_SS.indd 18

n

user, ranging from handheld to wheeled and accessories. We are very much focused on professional users, and our vision extends beyond the year 2020 to ensure we are always providing new and innovative solutions to this very important target group for our company.

PET: What do you see as the most effective way for dealers to market themselves as the total solution for landscapers?

JD: The best way for dealers to market themselves to landscapers is to position themselves as business partners that are focused on helping landscapers to be more profitable, more effective and make their job easier for them. Dealers should be solutions oriented and anticipate the needs of the professional user in order to provide the right solutions before the request even comes up. A solutions-oriented dealer will present you options that you haven’t even thought of yet.

PET: What kind of impact can dealers expect from the new 350,300 sq. ft. facility in Nashville, Ark.?

JD: Better turnaround of products will be a major benefit of this new facility in Arkansas. Our strategy with this new plant is to ensure our dealers receive world-class products and support. The new facility will serve as a distribution center to existing manufacturing operations in the area and will significantly impact operational efficiencies by localizing distribution operations and automating the transfer of finished product from the assembly line to the warehouse.

PET: Husqvarna does a lot of product testing and pilot programs that seemingly eliminate dealers and/ or service. Any words of encourage-

ment for those that are feeling like their business is going stale?

JD: We certainly don’t see it that way, and our pilots don’t have that intention.

Our main goal is to build and nurture our dealer base and they’re an integral part of our strategy for years to come.

We are excited about the future and about innovations that will come to redefine our industry. But dealers are part of that future and we believe that, as long as they embrace innovative products and services and provide strong knowledge and support, their customers will continue to value the dealer relationship. Products have always evolved, and we think it is a tremendous opportunity to be part of this process and want our dealers to be as well.

PET: That said, in your opinion how important is the dealer going to be as cities are moving to mixed use communities and high rises?

JD: At Husqvarna, we believe that public parks and landscapes will become a more integral part of our daily lives as the new urbanism trend, especially with mixed use communities, continues to take hold across the U.S. These spaces all require landscape maintenance. While we will see a lot of public volunteer maintenance as it is already in place in many cities, professional maintenance will also play a major role. Our products are used either way and products always need service, so dealers should understand the importance of urban areas. We see those areas as a huge opportunity for dealer expansions as the entire point of the new urbanism development is to shop, work and play close to home. We conducted a green spaces survey in 2016 that showed that 56% of consumers visit a park once a week or more and that 75% of consumers spend three or more hours per week outdoors. More importantly, 78% of consumers thought that public parks should use eco-friendly outdoor power equipPET ment for maintenance.

POWER EQUIPMENT TRADE

1/30/18 9:57 AM

PETfeb18pgs_SS.indd 19

1/30/18 9:35 AM

Cart Specialist Diversifies Into Power Equipment

Southern Cart Service growing through lawn and garden diversification, facility expansion.

BY DAN SHELL 20

n

FEBRUARY 2018

PETfeb18pgs_SS.indd 20

n

LA GRANGE, Ga. aking a look around the showroom here at Southern Cart Services, it’s quickly apparent that today’s golf cart market sure ain’t your daddy’s golf cart market, and while they’re still around, the days of those white top, boring beige vinyl bench seat

T

golf carts ruling the roost are long gone.

During the past 20 years, the golf cart market has moved closer to the side-byside and UV market, as customers like what benefits traditional battery-powered carts in side-by-side and UV-type designs can provide, while others want carts that can handle some of the tough-

POWER EQUIPMENT TRADE

1/30/18 9:51 AM

opportunities and asked Boone to manest off-road conditions that farmers, 2008 when it took on Cub Cadet. age the cart dealership for a few years, hunters and others can find.

Diversifying product offerings made and as the owner’s interests diverged Since most golf courses deal directly a big difference in how the business sureven more, he sold it to Boone in 2004. with manufacturers, only about 5% of vived the economic downturn, Boone the carts that Southern Cart Services He operated a year at another location, says. Offering lawn and garden equip(SCS) sells have a golf course as their then moved SCS into its current locament and accessories “brings an entirely primary destination, says owner Jeremy tion in 2005. different group of customers into our Boone, who has operated the business “We were doing a lot of fabrication store,” Boone says. “Everyone has a almost 15 years. and custom work back then,” Boone lawnmower or trimmer, or someone doInstead, roughly half the carts SCS says, noting that at the time there ing the mowing for them.” sells go to individuals with rural properweren’t near as many accessories supMost of the company’s growth since ties, everything from retiree farms to pliers. “There’s been a lot of growth the downturn has come through the working farms, hunters, recreationists and change in the market,” he says. lawn and garden segment, Boone says. and others. A third or so of SCS cart SCS added Yamaha carts soon after “Without the lawn and garden equipsales go to the industrial-light manufacmoving to its current location, and made ment we’d still be here, but we wouldn’t turing and warehouse market—growing the big jump into lawn and garden in be as healthy,” he believes. in SCS’ area since it’s less than 10 The dealership diversified furmiles from the sprawling Kia auto ther in 2014 when it took on the manufacturing plant in West Point, RedMax and Jonsered lines and Ga. and its network of suppliers moved into the handheld busialong nearby I-85 and major state ness. Boone says he’s been excithighways. Residential markets ed about the response to RedMax, such as gated communities, resorts which perhaps didn’t have the and large apartment complexes— brand awareness of some lines the dealership is little more than an among customers, but all have hour from metro Atlanta—make been impressed with the line’s up the balance of cart sales. quality and performance, he adds.

But while “carts” is part of the Meanwhile, Smith is continucompany name, a move to diversiing to fully implement an Ideal fy into lawn and garden 10 years business management system ago has proven to be a good one, purchased a couple years ago to Boone says. He recently brought in better integrate service, ordering Charles Smith, who used to operate and inventory functions. a dealership in the area, to help In addition, the cart side of the manage the power equipment side business continues to grow and of the business. evolve, the venerable E-Z-Go Owner Jeremy Boone diversified into mowers 10 years ago.

The dealership sits on a nice six brand now part of the Textron acre lot that slopes front to back, Off-Road business unit that inand the building is a two-story facludes the Arctic Cat line and cility with 18,000 sq. ft. under roof other products. Cub Cadet is also that formerly housed an indoor gun into the high-end UV market as and archery shooting range. Indeed, well, Boone adds. the location and size of the SCS Among new cart sales, roughbuilding and lot—and the 2016 ly 75% are gas-powered, Boone purchase of an adjacent building says, and about seven of every that shares the parking lot—lend 10 golf cart sales include some themselves to a vibrant vision of a type of custom add-on such as future state-of the-art SCS dealerlights, windshields or sound ship featuring separate sales-showpackages. room and parts-service facilities.

Operations

Background Of course, that vibrant vision was unimagined years ago, when Boone got into the cart business: While in college in the early 2000s, he worked with a local business that did most anything golf-related, including club repair and custom fitting, plus club building. Part of the business included an E-Z-Go golf cart sales and service dealership.

The owner found other business

Dealership employs five technicians to handle service work.

The dealership has a strong regional reputation for cart service that dates back to the 1990s before Boone acquired it. In addition to Boone and Smith and a front-office clerical worker, the dealership has a cart-UV technician, a lead power equipment technician who handles the larger mowers, and another technician who does most of the 2-stroke work and fills in where needed. A local vo-tech student

POWER EQUIPMENT TRADE

PETfeb18pgs_SS.indd 21

n

FEBRUARY 2018

n

21

1/30/18 9:51 AM

Charles Smith helps manage the lawn and garden segment.

helps out in the shop doing battery work, blade sharpening and other jobs, and another member of the support staff does mostly equipment setup and pickup and delivery.

“Our guys have to be very versatile because we do such a wide variety of things,” Boone says, noting that in addition to the standard engines and systems work, the shop also

does some custom painting, plus stereo, light and windshield installations and more.

Labor rate for all service work (cart, wheeled and 2-stroke) is $75/hr. Boone says he’s looking into developing a tiered service rate depending on equipment type, and he’d like to begin developing a flat-rate program as well.

As far as marketing and promotions go, SCS works closely with Cub Cadet’s co-op program, and has been doing more radio advertising the past few years.

“We’ve gotten good response from radio, and done better with radio and the newspaper than TV,” Boone says.

He adds that he’d like to do more open house-appreciation day type events, and he’s also interested in having SCS host a Cub Cadet test-drive event.

And like many dealers, Boone says he’d like to do more to expand his internet presence, make the SCS web site more interactive and user friendly.

Future Yet boosting the SCS web footprint is just one of the many ideas Boone and Smith have to expand and grow the business. Right now, Smith is moving the parts counter into a corner of the current showroom in an effort to streamline customer interaction.

Long term, Boone would like to move the showroom into the adjacent building (partially leased right now) that’s beautifully set up to create a high-ceiling showroom with lots of windows and natural light, plenty of space for sales offices just off the sales floor— and even room for an accessories installation shop that would allow for separation of the cleaner stereo, lights and other accessories installation work from the traditional “dirty” mower, handheld and engine service and maintenance work.

This would turn the existing showroom-service building into a larger parts and service facility Boone has brought in Bob Clements to help give him ideas, and says Smith has a great lawn and garden background that will lend itself to continuing growth on the lawn and garden side.

“There’s a long list of things we want to do, and we’re always making incremental changes,” Boone says, noting that he’s also looking to add additional personnel to help implement the growth plans while also taking care of current business. It’s a fine balancing act, and with so many positives in place, it’s a good bet SCS can build PET a bigger and brighter future.

22

n

FEBRUARY 2018

PETfeb18pgs_SS.indd 22

n

POWER EQUIPMENT TRADE

1/30/18 9:51 AM

POWER EQUIPMENT TRADE

PETfeb18pgs_SS.indd 23

n

FEBRUARY 2018

n

23

1/30/18 9:35 AM

INDUSTRYvoices

Getting Real With Robison Retail guru Jennifer Robison shares how small steps can mean big results for dealers.

EDITOR’S NOTE: Jennifer Robison will contribute frequently to Power Equipment Trade’s printed magazine and to a still-in-development on-line project. A retail veteran of 30 years, 26 in powersports, Robison has traveled the U.S. working alongside dealers providing showroom assistance and business coaching. Two of her presentations from GIE+EXPO 2017 are archived on poweret.com.

Power Equipment Trade: When you enter a showroom, what do you notice first as a consultant?

Jennifer Robison: Several things I see and feel. At first I take in all of it from the light levels—is it too dark of a space or is the store very bright or is it balanced? I notice people in the store, customers and employees and how are they behaving—are customers shopping, speaking with staff, engaging with products or waiting to be assisted? I will notice the merchandising and showroom feel. Does the store present well; is it cared for; are the products stocked up and are the displays set as intended?

Does the store carry what I would expect them to for products?

Your customers judge your store and evaluate it constantly. If you knew what they were thinking you could work to make any needed adjustments. Consider

handing out surveys asking questions about the store and giving an incentive for the information, like a $10 coupon off a service. Customer information is very useful to making smart changes.

PET: You often talk about how dealers should treat their showrooms with care—the area should clean and looking its best at all times. If you could identify five key things dealers and/or managers need to be doing to their showroom each day, what would they be and why?

JR: A store has to cater to guests.

Guests become customers when they purchase, but prior to purchase they are still a guest in the meantime. If you were having a gathering at your home most of us would make great effort to clean the home and make it ready for guest, stock the bathroom, dust it and

O

ften, how the showroom looks is the last thing a dealer thinks about. It’s an absentminded extension of the business that becomes a collect all for wholegoods and accessories. Jennifer Robison believes that the showroom of a dealership should be thought of like a house on the day of a party.

It should be decorated; it should be cleaned, and it should not be a catch-all. “I know everyone lives at their dealership, but the showroom is not the place to be eating your breakfast,” she says.

For Robison, moving past excuses means results. She sat down with PET to give dealers a glimpse at what little changes you might not think about can mean a big difference to a customer.

24

n

FEBRUARY 2018

PET_feb18_bkj.indd 24

n

POWER EQUIPMENT TRADE

1/30/18 9:52 AM

run the vacuum, clean and put away clutter. Your store is no different. It requires daily, weekly and monthly care.

Here’s a sample five action plan, with a mixture of immediate/ daily action items as well as long range items: 1. Housekeeping: l Daily-run vacuum l Wipe down surfaces l Empty garbage l Service bathrooms and beverage/waiting areas l Inspect the parking lot and entrance, clean and prep for customers l Restock products (every morning before customers arrive) l Repair-broken elements (furnishings, counters, fixtures, machines, technology devices) 2. Replace: l Aged flooring l Old furnishings l Fixtures and displays l Dated technology (TVs and video players) l Light bulbs, convert to LED lights to boost your light levels and drop your operating costs!

Twice a year: l Deep clean, hire carpet or tile cleaning service l Wash all the windows in and out (best to hire professional monthly) l Clean out counters and desks from personal clutter, old catalogs and other unusable clutter l Remove any elements that are old items that have no sales value and take up space Update: l Paint (every 5-10 years) l Update branded displays l Landscape make sure it looks well-kept and fresh l Condition of parking lot, lighting outdoors, weeds, junk/clutter l Pressure wash walkways annually By taking steps to keep the store looking attractive and inviting you help people feel like shopping with you is worthy of their time and money.

Customers have so many options for them to fill their buying needs, but many still prefer dealing with people.

Offering great service and having a nice store that is easy to shop is a worthy investment of time to care for these physical details.

PET Jennifer Robison is the President of Robison Retail Results, Inc., a consulting company working with in store coaching, strategy review, visual merchandising best practices, space planning and sales training. Contact Robison Retail, (206) 5955715; e-mail jen@robisonretail.com.

POWER EQUIPMENT TRADE

PET_feb18_bkj.indd 25

n

FEBRUARY 2018

n

25

1/30/18 9:52 AM

SHOWroom FEATUREproduct

Stihl iMow Robotic mowers make mowing easier and provide a virtually maintenance-free alternative to traditional fuel-powered mowers. The Stihl iMow, available in two models, the RMI 422 P and the RMI 632 P, comes standard with an integrated battery and outdoor docking station. Additional features of iMow include quiet operation — allowing for flexibility of early morning and nighttime use, ideal for noise-sensitive areas; as well as automatic charging.

With mulching mower functionality, which generates significantly less dust than a traditional mower, iMow returns nutrients and moisture back to the soil for a healthier lawn, and is beneficial for air quality and those with allergies. An edge mowing option allows users to get a clean cut along the edges of the mowing area. A built-in rain sensor will delay mowing when raining, forcing iMow to return to the outdoor docking station until the sensor is dry and able to automatically resume mowing plan.

If someone attempts to lift or tip the iMow, the mowing blade is designed to stop and only resume mowing when manually instructed by a user. The anti-theft system is supported by a user chosen security PIN and prevents a change in settings. Only a Stihl dealer or distributor can reset the PIN. The Stihl iMow RMI 422 P is a solution for small to medium suburban lawn with a compact and highly maneuverable 7.8in. cutting width designed for yards up to ¼ acre in about 17 hours per week.

The Stihl iMow RMI 632 P is designed for larger suburban yards of up to one acre, using an 11-in. cutting width to efficiently mow in about 40 hours per week.

Visit stihlusa.com.

MOWERS

RedMax CZT Series Mowers RedMax, a global power equipment brand of Husqvarna, is introducing new solutions for commercial lawn and tree care professionals for 2018. With the CZT series, RedMax is introducing a brand-new zero-turn

mower line for lawn care professionals.

The rugged commercial construction features a welded steel tube frame, heavy duty casters, flat-free tires and a sturdy deck lift system. The modular design of the chassis provides convenient access to all regular service parts as well as major components.

The CZT is available as 52- or 61-in. models, includes ROPS and a four-year warranty. For the bigger jobs, the CZTx comes with cutting deck widths of 48-, 54- or 60-in., a 16-cc pump and motor, ROPS and a five-year warranty.

Visit redmax.com.

26

n

FEBRUARY 2018

PET_0218_ASM.indd 26

n

ACCESSORIES

VP Racing Motorsportsman

VP Racing Fuels has launched its new 3 gal. Motorsportsman container, a handy sized container excellent for storage and transport of water, automotive fluids, agricultural products, rock salt, as well as petroleum absorbents. In addition, this size is great for mixing animal attractants as well as herbicides and insecticides.

VP’s 3 gal. Motorsportsman containers are made with only the highest quality virgin high-density polyethylene, including 30% more material than standard containers to withstand the roughest treatment. The containers are subjected to a 15-point quality test and carry a three-year limited warranty against cracks, leaks or splitting. Hose not included.

The 3 gal. Motorsportsman container is not a portable fuel container as described by ASTM, EPA, ARB or other state or federal agencies. As such, it is intended not to be used for street legal fuels.

Visit VPRacingFuels.com.

POWER EQUIPMENT TRADE

1/30/18 2:04 PM

SHOWroom

INDUSTRIAL

Billy Goat DL3700V Debris Loader

Kubota KX033-4 Excavator

Maximize leaf loading, debris reduction and fuel efficiency with Billy Goat’s new truck loader, the first 37 gross HP EFI powered debris loader on the market. The DL3700V is driven by a Vanguard by Briggs & Stratton closed-loop EFI Big Block engine, offering no choke, automotive-style starting, reduced emissions and improved cold weather starting. The unit features Billy Goat’s exclusive dual shredding system with Piranha blade and 5,050 CFM of suction power for the ultimate in productivity.

A 20-in. impeller with 18 cutting points provides debris reduction up to 12:1. A large 14-in.x10-ft. clear poly helical hose is ideal for taking huge bites out of any debris pile and the exhaust features a no tool, no thread 360° rotational exhaust that is hand adjustable. The built-in rake holder secures the extra clean-up tools needed on the job.

Among optional features includes a flexible metallic hose kit to extend forward discharge by 10 feet.

Visit billygoat.com.

The new KX033-4 is part of Kubota’s popular KX series of excavators and sits in the three-ton class yet boasts the lifting capacity of a larger machine. Ideal for those hard to reach areas, the KX033-4’s optional extendable dipper arm can be quickly and easily extended up to 31-in., boosting productivity as well as efficiency.

Other capabilities include a digging depth of 12-ft. 2-in. and a digging reach of 18-ft. 3-in. The KX033-4 is powered by Kubota’s direct injection diesel engine with auto shift and idle features.

Visit KubotaUSA.com.

POWER EQUIPMENT TRADE

PET_0218_ASM.indd 27

n

FEBRUARY 2018

n

27

1/30/18 2:04 PM

DEALERvoices

Manufacturers, Dealers Commit To Provide Service Information The AEM joins EDA in response to ‘Right to Repair’ legislation

Fleet management information On-Board diagnostics via diagnostics port or wireless interface Electronic field diagnostic service tools, and training on how to use them Other publications with information he Association of E quipment on service, parts, operation, and safety Manufacturers ( AE M) joined the In conjunction with the Statement of E quipment Dealers Association P rinciples, AE M and E DA also launched ( E DA) on February 1 in making a joint a new web site—www.r2rsolutions. industry commitment to provide comorg—to provide additional resources to prehensive service information tools to learn about the commitment. The web end users of farm equipment for tractors site features a short video that visually and combines in model year 2021. explains the Statement of P rinciples in E DA and AE M’s Ag Sector Board greater detail. These tools will be used in debuted a Statement of P rinciples that communications activities with state lawaffirms the industry s joint commitment makers in the coming months.

“E quipment manufacturers are proud to act Manufacturers and dealers support decisively to provide our customers with comend-users’ ability to perform service and monsense solutions they repair on their machinery to minimize have asked for to easily make simple repairs to downtime and maximize productivity. their tractors or combines, or assess when to to providing the tools farmers and involve a dealer,” says AE M P resident ranchers need to minimize downtime Dennis Slater. “This strikes the right baland maximize productivity of farm ance in the way ‘ Right to Repair’ legislaequipment. tion would not.”

The Statement of P rinciples makes “Manufacturers and dealers invest so-called “Right to Repair” legislation considerable resources in making sure sought by special interest groups untheir customers have what they need to necessary. be successful,” says E DA P resident K im Rominger. “This commitment by our industry is a market solution to a Principles market need. Dealers and manufacturManufacturers will make available ers will ensure that end users have the through authorized dealers the followtools they need to perform mainteing diagnostic and repair information nance and basic repairs on their equipbeginning with tractors and combines ment and to allow them to quickly put into service on or after Jan. 1, 2021: identify more serious issues, which reManuals ( Operator, P arts, Service) quire the assistance of a dealer. Simply P roduct guides put, our industry commitment is to enP roduct service demonstrations, sure that folks have the ‘ right to repair’ training, seminars, or clinics while continuing to work against at-

T

28

n

FEBRUARY 2018

PET_feb18_bkj.indd 28

n

tempts to improperly modify equipment so as to compromise safety and emissions features.”

Manufacturers and dealers have opposed “Right to Repair” proposals in various state legislatures because of concerns that the broad terms of those proposals would risk machinery’s compliance with safety and environmental regulations, and undercut the investments manufacturers make in developing onboard software. AE M and E DA will continue to oppose overly-broad legislation that would grant access to source code onboard farm equipment.

Many manufacturers are already making service information available to customers, or will do so soon. The Statement of P rinciples is intended to go above and beyond to provide a baseline industry commitment of service inPET formation for customers.

“Right to Repair” laws as written carry several risks: Safety: Allowing access to source code would risk allowing a user to override safety features required as part of modern farm equipment Sustainability: Farm equipment must comply with environmental and emissions standards, which could be jeopardized by granting access to source code Innovation: Manufacturers and dealers invest considerable resources in developing cutting-edge technology; granting access to source code would jeopardize manufacturers intellectual property and stifle innovation Manufacturers and dealers support the right to repair equipment—but not the right to modify.

POWER EQUIPMENT TRADE

1/30/18 2:32 PM

Shelby County Implement • Shelbina, MO 63468 Ph: 573-588-4731 • 573-588-2020 Email: sci63468@hotmail.com M/C, Visa and Discover Accepted 3524

WISCONSIN ENGINE PARTS NEW–OBSOLETE • BUY–SELL HARD TO FIND PARTS CLOSEOUT PRICES

H&M Industrial Supply (800) 346-4331 2236

PETfeb18pgs_DL_SS.indd 29

Obsolete McCulloch & Obsolete Green Machine Bob’s Lawnmower Service 7632 State Hwy. 7 Maryland, NY 12116-3201

607-638-9297 phone or fax

HOMELITE PARTS BUY & SELL NEW, USED & OBSOLETE

8100

Stihl * Homelite * Lawnboy * Briggs & Stratton New * Obsolete * Used Parts THOUSANDS OF PARTS!

9009

POWERworks Ask For Ray 502-228-1462 • Fax: 502-228-7737

POULAN WEED EATER PARTS

YOU COULD BE READING YOUR AD HERE!!

Contact Bridget DeVane 800-669-5613 for more information

1/30/18 9:35 AM

4331

Southeastern U.S.

For more information about placing your ad in PET’s Distributor Library Section

Call Kathy Sternenberg 251-928-4962

TX, OK, AR, LA, NM, CO, MS

PETfeb18pgs_DL_SS.indd 30

1/30/18 9:35 AM

Nationwide

MN, ND, SD, IA, TX, WI

DE,MD,NJ,NY,PA,VA,W.VA,NH,VT,CT,RI,ME

Do you offer products in the power equipment industry?

Advertise your company to PET’s 16,000* subscribers nationwide in our Distributor Library section.

Call Kathy Sternenberg 251-928-4962

* Verified Audit Circulation statement

For more information about placing your ad in PET’s Distributor Library Section

Call Kathy Sternenberg • 251-928-4962

PETfeb18pgs_DL_SS.indd 31

1/30/18 9:35 AM

OR, WA, ID, MT, NV, CA, AZ, AK, HI

ND, SD, MN, WI, MI, IL

PETfeb18pgs_DL_SS.indd 32

1/30/18 9:35 AM

AR, LA, MS, NM, OK, TX

PETfeb18pgs_DL_SS.indd 33

1/30/18 9:35 AM

OH, MI, IN, KY, TN, SC, NC, VA, W. VA, PA, NY, VT, NH, ME, MA, RI, CT, NJ, DE, MD, FL, GA, LA, MS, AL, AR, OK, TX, AK, WA, OR, ID, MT, ND, SD, MN, WI

PETfeb18pgs_DL_SS.indd 34

1/30/18 9:35 AM

4408

AR, LA, MS, OK, TX

MD, DE, WV, VA, NC, SC, KY, DC, AL, GA, FL, TN

PETfeb18pgs_DL_SS.indd 35

1/30/18 9:35 AM

Western U.S.

Do you offer products in the power equipment industry?

Advertise your company to PET’s 16,000* subscribers nationwide in our Distributor Library section.

Call Kathy Sternenberg 251-928-4962

* Verified Audit Circulation statement

PETfeb18pgs_DL_SS.indd 36

1/30/18 9:35 AM

PETcetera Shaking Off The Winter Blues The temperatures are dropping and we’re all feeling a chill to our bone as we head to work in the mornings. The workweek is feeling dull and let’s face it; everyone is a little grumpy and lazy. Some call this sluggish feeling the “winter blues,” and it commonly hits around this time of year, making everyone feel weary and tired.

But it doesn’t have to be this way. Try these six tactics to work through and beat the winter blues: 1. Look ahead at the next month’s worth of work.

Sometimes looking ahead can put things into perspective and light a fire under you. This is especially helpful if you’ve been working for the weekend and haven’t taken into account things coming down the pipe.

2. Prioritize your work.

We all know there’s nothing less motivating than a huge pile of tasks and projects when you’re already feeling less than enthusiastic. So try prioritizing your to-do’s to feel more productive during your day. Set small goals for your week to finish tasks on time. Looking ahead will help you figure out what needs to be prioritized.

3. Take advantage of your upcoming weekend.

If you’re feeling fatigued from the cold or general lack of sunlight, use your weekend to catch up on sleep, get your schedule back on track and eat well. Coming back to work as refreshed as possible will help you feel like yourself again.

4. Sneak in some office exercise.

Nothing works better to get you refocused than some healthy exercise. Take a walk outside or up and down the stairs during a break at work. While it might not sound appealing, you’ll feel better for it afterward.

5. Allow yourself to indulge in your winter blues haze.

But don’t do this for long! Sometimes it takes a little indulgence to shake off the winter blues. Try going out to eat with a friend for lunch or leaving early one day.

6. If you can, turn off your cell phone and close any other distractions online.

It’s time to close up shop and focus. Whatever distractions you find yourself accustomed to at work, be more proactive about shutting them off.

Avoiding the winter blues is easy if you come to work prepared to shake it off fast!

Source: Business Insider, 6 Ways To Shake Off The Winter Blues At Work, Sudy Bharadwaj, businessinsider.com/6-ways-toshake-off-the-winter-blues-at-work-2014-7.

PETevents FEBRUARY 25-28—Outdoor Power Equip. & Engine Service Assn. annual meeting, Westin Mission Hills, Rancho Mirage, Calif. Call 860-767-1770; visit opeesa.com.

MAY 8-10—National Hardware Trade Show, Las Vegas Convention Center, Las Vegas, Nev. Call 203-840-5622; visit nationalhardwareshow.com.

JUNE 18-20—Outdoor Power Equip. Institute annual meeting, Hyatt Regency Coconut Point, Bonita Springs, Fla. Call 703-549-7600; visit opei.org.

JULY 15-17—Iowa Nebraska Equipment Dealers Assn. annual conference, Bridges Bay Resort, Arnolds Park, Iowa. Call 515-223-5119; visit ineda.com.

OCTOBER 17-19—GIE+EXPO, Kentucky Exposition Center, Louisville, Ky. Call 812-949-9200; visit gie-expo.com.

Listings are submitted months in advance. Always verify dates and locations with contacts prior to making plans to attend.

ADlink This issue of Power Equipment Trade is brought to you in part by the following companies, which will gladly supply additional information about their products.

ADVERTISER

B3C Fuel Solutions Bush Hog Cannon Bar Works Heftee Industries Husqvarna Forest & Garden MacKissic Masport Prufrex Innovative Power Products Rapco Industries Rotary Seat Warehouse Sprayers-Plus Stihl Sunbelt Outdoor Products TD Retail Card Services Trilink Saw Chain

PG NO.

16 17 25 8 13 22 23 7 25 8,16,40 25 9 2-3 39 19 23

PHONE NUMBER

834.347.0482 800.363.6096 888.604.9990 800.755.7540 800.487.5951 800.348.1117 +64 9 571 5888 +49 9103 7953 0 800.959.6130 800.841.3989 855.700.7328 425.951.9462 757.486.9100 800.438.0660 800.538.3638 877.492.9829

ADLINK is a free service for advertisers and readers. The publisher assumes no liability for errors or omissions.

POWER EQUIPMENT TRADE

PET_0218_ASM.indd 37

n

FEBRUARY 2018

n

37

1/30/18 2:19 PM

DEALERtodealer

DALE STOTTS

Time To Wake Up And Smell The Coffee

For some dealers, columnist Dale Stotts contends, things never change—despite the desperate need.

T

tion which does not pertain to the subject at hand is not conducive to the education you are seeking.”

Technicians attend these meetings for one major reason: To learn about new improvements in product and problems that may arise and need service information on how to repair in a timely manner.

From the 1960s to present day, this industry has gone through several changes.

Numerous manufacturers are gone from

ime to wake up and smell the coffee is an old line we’ve all heard and frankly, it is a very appropriate line to describe conditions in the lawn, garden and power equipment industry. Okay, so now you Dealers need to start working togethare thinking: “Old Dale is on his old soapbox again.” In er. At the same time, manufacturers part, you are correct. But need to offer more open dialog so all since I’ve not seen, nor have my fellow older dealers seen, parties can create a better future for mass improvements maybe it all associated with this industry. is time to verbalize a few of these concerns again. A number of my fellow dealers and I are getting tired of the same old rhetoric the field. Some of the changes have been being spoken by many. not only needed, but were welcomed.

Considering it is time for the yearly Yet on the flip side of the coin, severmandated update service seminars to al of today’s manufacturers continue to start I’ll discuss a few dealer observahold on to the ways of the past. For intions. One of my biggest frustrations is stance, only allowing dealerships to having time being taken/wasted by unhave a dealer agreement between the necessary chitchat. Last year at more dealer and the manufacturer, which curthan one of these, over an hour plus of rently is not a binding agreement. These the technician’s time was given to disagreements are really only beneficial to cussing about manufacturer’s employees. the manufacturer and quite frankly not Quite frankly, technicians could care less worth the paper it is written on. that Employee A first worked for an auto It gives the manufacturer certain legal manufacturer; or that Sales Rep B once rights and protections against a dealer, had his own business that he had to but no protection or legal rights for a close; or that Service Tech C had several dealership. Nothing in any of the agreeother employers before conducting this ments I’ve seen ever protects a dealer update seminar. Several years ago I had from a manufacturer changing the rules. an instructor who said, “Useless informaMany might want to argue this with me,

38

n

FEBRUARY 2018

PET_feb18_bkj.indd 38

n

but contrary to those who disagree: The dealer agreement is nothing like a franchise and does not come with any franchise protections; unlike the agreement between a manufacturer and distributor.

Just look at the growing amount of manufacturers who now sell their products via the Box Stores. In the past, some of these folks were servicing dealer only. This was a practice in the 1960s through the late-’70s to early-’80s. At that time the rules changed for an increase in sales, shifting away from the servicing dealer, which helped make the manufacturer a consumer recognized name. Now before I get slammed—yes, there are a few who stay loyal to their dealer network but they are a minority.

Dealers like myself keep hearing the need to grow the industry to entice young people to become service technicians.

Sadly, there needs to be several mindset changes first. What do you think? Are changes forth coming or is status quo still going to be acceptable? I would like to think change is on the horizon. Or is this just Old Dale on his soapbox?

Dealers need to start working together. At the same time, manufacturers need to offer more open dialog so all parties can create a better future for all associated with this industry. Only time will tell if 2018 will be the start of changes. You know where I stand. Now PET where do you stand?

Dale Stotts owns and operates Stotts Engine Service, Monett, MO 65708; fax: 417/235-1156; e-mail: djstotts@sbcglobal. net. The views of Dale Stotts do not necessarily reflect those of Hatton-Brown Publishers, Inc.

POWER EQUIPMENT TRADE

1/30/18 2:31 PM

PETfeb18pgs_SS.indd 39

1/30/18 9:35 AM

PETfeb18pgs_SS.indd 40

1/30/18 9:35 AM