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Volume 70
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FEBRUARY 2021
Our 742nd Consecutive Issue
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Founded in 1952
Renew or subscribe on the web: www.poweret.com
FEATUREstories
10 3B OUTDOOR 14 PARTS & ACCESSORIES 20 DEALER SPOTLIGHT Young Gun Branches Out
Support Products You Need
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Greenville Equipment Center
VALUEadded Power Suppliers __________________________ 6 Dealer Voices____________________________ 18 Showroom ______________________________ 22 PowerWorks ____________________________ 25 Distributor Library ________________________ 26 PETcetera/Ad Index ______________________ 30 Dealer To Dealer _________________________ 31
COVERphoto Revenue streams can come from a variety of options, including parts and service support products. In Monroe, La., 3B Outdoor is seeing a lot of success with rental equipment. Story begins on Page 10. (Photo by Jessica Johnson; cover design by Shelley Smith)
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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 ® 2021 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
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News Notes: 2021 Strategies, Issues DAN SHELL
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h, the turning of the calendar—a new year. While the world at large is probably pretty dang happy to see 2020 fall by the wayside, that isn’t exactly the case for power equipment dealers is it? 2020 was a blockbuster, record-smashing year in many ways, and who knows what 2021 will have in store. Cover dealer Matt Bridges says he has heard from dealer friends that 2021 will be just as good as 2020. Only time will truly tell. In the meantime, here’s what’s been going on around the country that has our collective ears perked up around the PET office. ● The two dealers highlighted in this issue, Greenville Equipment Center (GEC) in Greenville, Ala., and 3B Outdoor in Monroe, La., emphasize doing what works for your market. GEC is the longest continuously operated small engine sales and service business in the county, and a destination for many needing service in addition to top notch premium power equipment and power sports products. Interestingly, both dealerships have experience with rental operations, though with different results. In Alabama, GEC pursued a rental program for years, then decided to drop it in 2010 to concentrate on three primary product lines and its service department. Too many headaches, said co-founder Ricky Whiddon. Meanwhile, 3B Outdoor is a dealership run in a much larger market that has pursued its rental program with good success. Its rental program offers traditional homeowner type products but also has a wide variety of industrial equipment from ditching machines to aerial lifts and everything in between. Again, it’s what works for you and your dealership in your market. By ending its rental program, GEC has been able to stay focused and not over-extend its small dealership resources, while 3B is looking to grow rentals, yet both dealerships are pursuing solid strategies that fit their market and business resources. ● The Equipment Dealers Assn. recently sent a letter to new U.S. President Joe Biden that noted several areas of concern for dealers and the industry as well as general business owners. The letter touched on several specific and also general areas that EDA would like to see the new administration address. Concerns included the need to rebuild infrastructure in rural America, not just in larger towns and cities; regulatory reform on clean water issues, business relations and to balance climate change initiatives with economic impact. The letter also asks for tax reform concerning estate taxes, capital gains taxes and accounting practices. It also asks Biden to re-think the executive order cancelling the Keystone pipeline that would create thousands of construction jobs. The EDA’s letter, signed by President and CEO Kim Rominger, asks, “We hope you will provide leadership to ensure that rural America’s needs are addressed. We stand ready to work with you and your administration to begin this important undertaking.” ● Look for news in the future following up on the December PET article covering Massachusetts’ new “Right to Repair” law. According to several news reports, right to repair issues are set to gain more notice this year as the movement gains traction. News articles show at least 14 states can expect to see right to repair legislation introduced in 2021, including states all across the country: West Coast, East Coast, Deep South, Midwest and North. Consumer electronics continue to drive much of the right to repair movement, but news reports show the farming community is increasingly taking up the issue and putting it in front of their legislators. One news article notes that a third of all right to repair laws introduced to date have targeted agricultural equipment. PET
Contact Dan Shell, ph: 334-834-1170; fax 334-834-4525; e-mail: dan@hattonbrown.com
Hatton-Brown Publishers, Inc. 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 Publisher/Adv. Sales Manager David H. Ramsey Chief Operating Officer Dianne C. Sullivan Editor-in-Chief n Rich Donnell Managing Editor n Jessica Johnson Senior Editor n Dan Shell Senior Assoc. Editor n David Abbott Associate Editor n Patrick Dunning Contributing Writers Greg German, Sam Stearns Publisher/Editor Emeritus David (DK) Knight Art Director n Cindy Segrest Ad Prod. Coordinator n Patti Campbell Circulation Director n Rhonda Thomas Marketing/Media n Jacqlyn Kirkland 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 4048 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
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POWERsuppliers
Ariens Receives Wildlife Habitat Council Certification AriensCo has received the prestigious Wildlife Habitat Council (WHC) Conservation Certification for its work to restore and conserve 150 acres of natural ecosystem at its headquarters in Brillion, Wis. The conservation effort is expected to have positive benefits for the land and animals that call the habitat home, as well as AriensCo employees, visitors and local residents. The conservation project reflects a growing trend of companies working with third-party groups like the WHC to restore, conserve and enhance lands on private properties. AriensCo has committed to restoring approximately 86 acres of prairie oak savanna, a unique habitat that once thrived in the U.S. Midwest but is currently in peril. It is estimated that only 0.01% of Wisconsin’s original 5.5 million acres of prairie oak savanna are left. The remaining 64 acres of the project will be comprised of forests and wetlands. All of the land is
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on property that AriensCo owns. “The history of AriensCo and the history of Brillion, Wisconsin, are interconnected,” says AriensCo Chairman and CEO Dan Ariens. “For five generations, the Ariens family has invested in this great city that supports us. By restoring and preserving this natural habitat, future genera-
tions will be able to enjoy the many benefits of connecting with the natural ecosystem of Wisconsin.” AriensCo has already established 26
acres of prairie oak savanna and 24 acres of forests and wetlands, and in the coming years, it aims to establish an additional 60 acres of prairie oak savanna and 40 acres of woodlands, including 2.5 acres of both shallow and deep marshes. The company is working with ecologists from McMahon Associates on a variety of strategies to revive the land and cultivate the native vegetation and wildlife that once called the area home. This includes managing controlled burns that use fire to root out invasive species and refresh prairie vegetation, which is critical to propagating the habitat. AriensCo sought guidance from WHC in 2017 to begin the project. WHC runs a certification program that independently verifies environmental programs managed by a variety of companies around the world. This program is the only voluntary sustainability standard that is de-
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24 d in blish oak nds, ow is cMaof and on and area ng to d rech is abitat. e from roject. ogram nvia
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POWERsuppliers signed for broad-based biodiversity enhancement and conservation education activities on corporate landholdings. Currently, WHC helps facilitate conservation programs in 47 U.S. states and 28 countries. WHC Certification is the first step in managing the project and it marks the beginning of a continual effort to oversee the land. In what WHC calls “adaptive management,” AriensCo will embark on long-term strategies to evaluate success, revise objectives, consider modifications to maximize its efforts and ultimately, recertify the project. “The biggest motivation for AriensCo for this project is the future and health of our community and employees,” Dan Ariens adds. “We have our roots here in Brillion. We want to protect this land, the people and the wildlife that call it home, not just for the present, but for generations to come. We are committed to this project’s success and excited by all of the benefits it will bring to plants, animals and people alike.”
Walbro Makes Organizational Changes Walbro, LLC has announced an organizational restructuring build around three autonomous business units—each business unit will have its own operations, engineering, finance, sales, program management and HR functions, and will only rely on Walbro headquarters for top level strategy and overall alignment. The following changes in executive leadership went into effect January 1, 2021: ● Mike Coyle, who most recently served as Chief Operations Officer, is now Executive Vice President of Walbro and President of Walbro Fuel Systems. ● Jerry Kibby, who most recently served as Senior Vice President of Program Management, is now Executive Vice President of Walbro and President of Walbro Engine Management. ● Chris Quick, who most recently served as Senior Vice President of Global Sales, is now Executive Vice President of Walbro and President of Walbro Aftermarket Products Group.
● Jeff Sensmeier, who most recently served as Vice President of Global Marketing and Business Development, has been appointed as Chief Strategy Officer. ● Brad Roche, who most recently served as Director of R&D, has been appointed as Chief Technical Officer. • Phil English, who most recently served as VP of information Technology, has been appointed Chief Information Officer. ● William Gaun, who most recently served as VP Human Resources, has been appointed as Chief Human Resources Officer. Walbro officials are confident this organizational model will allow for more efficient service to customers, allow the business to reach its goals and quickly take advantage of the opportunities that lie ahead.
New Rotary Manager For Upper Midwest
Rotary Corp. has appointed Roy AlderseBaes territory manager for North Dakota, South Dakota, Minnesota, Wisconsin and Iowa, according to an an-
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POWERsuppliers nouncement by Mark Smith, Chief Sales Officer. AlderseBaes has been involved in equipment sales and industrial services during his career. In his new position, he will be responsible for business development, sales and customer support for Rotary dealers in his five-state region. “Roy will be a fine addition to our sales team as we continue to develop new partnerships and strengthen our independent dealer network across the Upper Midwest,” comments Smith. “He
recognizes the importance of providing outstanding customer service and being responsive to the many challenges facing today’s dealers.”
Briggs To Invest In Alabama Plant
In Briggs & Stratton LLC’s first significant capital project under the company’s new ownership, the manufacturer will invest $9.4 million in new equip-
ment and add 34 employees at its complex in Auburn, Ala., where the company produces its V-twin Vanguard brand engines. In October 2017, Briggs announced that it would relocate production of the engines from a joint venture partnership in Japan to Briggs plants in Auburn and in Statesboro, Ga. The new equipment will support new and updated manufacturing machinery and processes and quality improvements as well as an additional assembly line. The Auburn City Council approved abatements on local taxes to defray the company’s costs.
Altoz Adds New District Sales Manager
Altoz is pleased to announce that Doug Dougherty has joined the company as District Sales Manager. Dougherty, an industry veteran with over 35 years experience in power equipment including 21 years with Briggs & Stratton Corp., will provide support for existing dealers and work to grow the Altoz dealer network in the Illinois, Indiana, Ohio and Michigan regions. Dougherty comments, “I look forward to helping Altoz dealers grow their business and Altoz to expand their distribution network. It’s an exciting time for this brand and I am thrilled to be part of it.”
Independent We Stand Celebrates 10 Years
2021 marks 10 years of Independent We Stand (IWS). This year, the national small business movement celebrates a decade of promoting the vital economic role independent businesses have on our communities’ success. For a decade, IWS has aimed to educate consumers about the importance and strong economic benefits of buying local and encouraging small business owners to tout their locally owned status. “We help small business owners let their communities know that small businesses are here to stay and they need community support now more than ever because of the COVID-19 pandemic,” says Bill Brunelle, co-founder of Independent We Stand. “It’s up to everyone to do their part to help ensure these businesses survive. Our resources help them to make their presence known, keeping them in the fight.” First launched to the public in January 2011, founding sponsor Stihl and its 8
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POWERsuppliers more than 10,000 authorized Stihl dealers, the vast majority of which are independent retailers, inspired the movement. Over the last decade, IWS has provided support to independent retailers—from flower, candy and coffee shops to hardware stores and breweries— through numerous initiatives.
IWS has traveled more than 10,000 miles from coast to coast to rally small locally owned businesses and their communities during annual road trips, including the Great American Route 66 Road Trip and Main Streets Make Us Better Road Trip. IWS has shared hundreds of presen-
tations, webinars, videos and more to help independent locally owned businesses build their local brands and tap into America’s growing desire to buy local. A recent survey by OnePoll shows 86% of Americans are going out of their way to support small businesses during the pandemic.
Ferris Mowers Sponsors Div. I Men’s Basketball Coaches Poll For over 25 years, USA TODAY Sports has partnered with the National Assn. of Basketball Coaches (NABC) to produce a weekly ranking of the top 25 NCAA Division I men’s basketball teams: The 2021 poll will be sponsored during the season by Ferris Mowers. The Ferris Mowers Men’s Basketball Coaches Poll is conducted weekly throughout the men’s college basketball regular season where a panel of NABC-member Division I head coaches representing each of the 32 Division I conferences votes on the poll each week. The rankings will be published by USA TODAY Sports online on Mondays and in print on Tuesdays, reaching an audience of more than 60 million sports fans. Additionally, as part of its entitlement sponsorship, Ferris Mowers will also receive the naming rights of the Ferris Mowers NABC National Championship Trophy, which will be presented to the Division I men’s basketball team that finishes first in the final poll of the season in April. “College basketball has become such a phenomenon over the years and engages fans across the country of all ages and backgrounds and being a part of the Men’s Basketball Coaches Poll and NABC National Championship Trophy is an important opportunity for Ferris,” says Harold Redman, President of the Turf and Consumer Products Group at Briggs & Stratton. “Our distributors, dealers and customers can take pride knowing that the Ferris brand is associated with such a highprofile and exciting property.”
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Dealer Leans Into Customer Experience Relatively new dealer Matt Bridges embraces technology and diversification to see success. BY JESSICA JOHNSON
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fter a career in the highway construction industry, mainly serving in administration and managerial roles, Matt Bridges was looking for something different. He
wanted to be a little closer to home, and his growing family, while also owning his own business. So when a former employee said a power equipment dealership in Monroe, La. had come up for sale and he wanted Bridges to partner with him in it, though having no small engine experience, Bridges jumped in. After a few years, Bridges ended up buying the partner out and became the sole
Matt Bridges
owner of 3B Outdoor. “It sounded like a good idea. I was trying to find something that wouldn’t be affected by Amazon. You have to have hands in this business. Obviously, our biggest competition is Amazon. But, I’ve learned a lot in the six years that I have had,” Bridges remarks. 2020 was a great year for dealers around the country, and 3B Outdoor was no exception. Bridges is leaning
3B Outdoor stocks Echo handhelds, a manufacturer dealer Matt Bridges says “has it figured out as far as reliability goes.”
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into that success and says the company is definitely in a growth mode—also operating a rental business, 3B Equipment Rentals, out of the same building with the same staff—and looking at purchasing another business in the lawn and garden power equipment arena. A lot of the success and growth Bridges has seen comes from his focus on customer experience. A self-described “big Ideal guy” who really buys into what technology can do for the business, Bridges and his skeleton crew at the dealership lean heavily on Kenect for business texting and Ideal’s CRM software. “I probably spend too much money on that,” he says with a chuckle. Using the service has been an eye opener for him, Bridges says, as it allows him to discuss what the business is doing right and what it is doing wrong with customers. “When people walk out of this place you don’t know what they are thinking,” he explains. “It is amazing what people think and what they will say on the computer in lieu of your face.” Kenect sends a text to the customers and asks the customer to rate their experience at the shop. If it is 0-7 it stops and asks for a response as to why the experience was a negative one; 8-10 asks for a Google or Facebook review. Bridges says he stops two to three times per week and takes time to call every customer that interacts with Kenect. He says it is a humbling experience, especially when dealing with people that are mad or otherwise sour on their experience with his business, but a necessary exercise to improve overall. “It always starts off mad, which is cool, I get it, but 99% of the time they will come out of the conversation a fan,” he adds.
Showroom is clear of any unrelated products. Bridges likes to focus on equipment—not extras.
Product Mix 3B Outdoor’s customer mix is surprising to some, Bridges says, as it is 60/30/10 residential/commercial/municipality. “I’ve always wanted to tap more into the residential market. I know a lot of people like to steer toward the commercial market,” he adds. “And I appreciate the commercial market, our commercial market is good; it could be better. It’s manageable.” He adds that the lack of an outside sales person contributes to not having a strong focus Bridges knows that Exmark, 3B’s flagship wheeled line, is not the cheapest mower out there, so he added Hustler to his lineup to help tap into the residential market he mainly services. Additionally, 3B carries Echo hand-
Masport is popular with the 60% residential market 3B services. POWER EQUIPMENT TRADE
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The 3B Outdoor staff, from left, Matt Bridges, John Mulhern, Dennis Lasuzzo and Dennis Glannon
held, Billy Goat, Honda, Masport equipment and Kohler, Briggs and Kawasaki engines. Where Bridges puts a fair amount of attention is 3B Rentals, where he has 60 pieces that run the gamut of sod cutters, mini exs and even zero-turns. “I don’t want to compete with United Rentals; I want a weekend warrior guy or a oneweek rental guy. If I can get a long-term rental out of the deal, build a relationship? Good,” Bridges says of the business, before noting that again, not having the staff for dedicated outside sales hurts him a little bit. He likes rentals because it is a slightly easier business: “It is a lot less hands-on. You either need it or you don’t. It’s still relationships, but not so much.” A big question for the equipment dealership Bridges has is how does he plan for 2021. He says he’s trying not to get too caught up in the craziness that was 2020—which included four hurricanes making landfall in Louisiana and therefore shooting up demand on generators and saws to astronomical levels— saying he’s choosing not to boost up his inventory or otherwise change his buying for the 2021 season. As to any side products that might fill the 3B shelves? Bridges says he used to stock Yeti products, but after having to give everyone that bought a mower a $400 ice chest, he stopped. Instead, he’s adding landscape supplies, like hand tools, rakes, power drills and other basic hardware products for 2021. “I looked at what business has done well in 2020, and you can see trends breaking away from Big Box stores. It is trending back away from there. They will obviously 12
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always be there, but it’s starting to break a little bit. They are going to get a walk around [of their new machine] and a little bit of knowledge when they leave here,” Bridges believes.
Service Side After a big ad campaign the last three years, where 3B would service anything brought through the doors, Bridges says for this year, even though the campaign brought a lot of work to the shop, the shop will only service the brands sold in the showroom. “It brought in new faces,” he explains, “but it hit us on our efficiency. It got to be too much. Those are the customers that can be tough to make happy. They bought it at Walmart or Lowe’s. The negative reviews we get in this store are that person. It’s tough and not always worth chasing.” 3B uses a combination of billed hourly work and flat rate pricing. Occasionally, when working with the bigger mowers flat rating can be tough, so the mechanic will clock in on the Ideal system and track hours. Making sure every work order is clocked into the Ideal system helps Bridges judge efficiency, as the shop tries to recoup everything it can. Over 80% of the parts used in the shop are OEM, as Bridges had a bad experience with aftermarket belts the first few years he owned the dealership. Customers are always given the option, and 3B is a Rotary dealer. 3B’s handheld tech only comes in twice a week or so because the dealership just doesn’t see many Echo products breaking down. Though he wants to make an effort to stick to only the
brands of power equipment sold in the store, he says he won’t turn away bigger things. Laughing, “You bring a dozer in here we’re going to work on it.” To combat the constant issue of bad gas, 3B stocks TruFuel products, which Bridges reports in his area has the biggest margin. “We set up and service everything we sell before it leaves. This year we’re only going to run TruFuel in what we sell and what we service on the handhelds. So when it comes back in 60 days and doesn’t have the red in it, we will know it wasn’t our fuel,” he says. The issue with bad gas has hit 3B so badly, Bridges and his staff can now pinpoint which gas stations the bad gas comes from. Because it is a constant issue, the dealership has a 500 gal. tank in the back of the shop with non-ethanol gas in it, and Bridges makes a concerted effort to push EFI engines for mowers. PET
TruFuel gets it done in the shop for 3B.
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PARTS&ServiceSupport EDITOR’S NOTE: The following has been supplied by each manufacturer; for more information see their advertisement elsewhere in this issue. ASPEN—In 2020, Aspen Fuels successfully launched in the U.S. market, bringing our premixed Aspen 2 (for 2-stroke engines) and Aspen 4 (4-stroke) fuels to power equipment dealers locally. Aspen fuels are alkylate-based fuels, which are among the cleanest and most stable petroleum products that can be produced. As clean high-octane gasoline, Aspen provides a much better user-experience and extends the life of power equipment. Over 30 years ago, Aspen first developed alkylate fuel for small engine equipment with the mission to improve the conditions for forestry professionals who were experiencing various health problems from frequent equipment operation. Aspen’s fuels are not only ethanol-free, but also engineered to be virtually free of the other harmful substances that are found in gasoline such as sulfur, benzene, toluene and other aromatic hydrocarbons. Aspen 2 is premixed with fully synthetic oil and suitable for engines requiring 40:1 or 50:1 mixes. With virtually no fumes or harmful components, Aspen provides a significantly improved experience, especially when working with handheld machines. Aspen also offers a lower environmental impact containing minimal aromatics and a biodegradable oil. Both Aspen 2 and Aspen 4 are ethanol-free with a formulation that minimizes corrosion and deposits allowing for longer-lasting engines with less maintenance. Long-storage stability of over five years is another benefit. Professionals are among the primary users of Aspen 2 and Aspen 4 as they have the most to benefit from a cleaner fuel. As day-to-day operators, commercial users will be less exposed to harmful substances by using Aspen, which will also help minimize equipment downtime. Service teams can also greatly benefit from Aspen’s advantages for their shop use and ensure that serviced equipment starts up whenever needed. In the U.S., Aspen Fuels are available through Oscar Wilson Engine & Parts, Power Equipment Systems, and John E Landis Co. Aspen fuels can be purchased in quarts, 1.3 gal. and larger pails and drums, ideal for shop or professionals use. Dealers can now reach out to distributors and take advantage of spring order programs. For more information, visit aspenfuels.us. ENM CO.— ENM Co. extends its roots back to the U.S. from a company in Enfield, England called English Numbering Machines. Today, ENM is its own corporation, manufacturing its vast array of counters, hour meters, adapters and digital products right here in Chicago, Ill. ENM is proud to 14
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have a product line that covers almost any counting or timing application. With ENM as a supplier, you will have the highest quality, quickest delivery, and the expertise of over 60 years of experience as an OEM supplier of counters and hour meters on your side. For more information, visit enmco.com. HEFTEE— For nearly 25 years the Heftee 2000 and 4000 have been the lift of choice for professional power equipment technicians working on the widest range of riding mowers and commercial turf equipment. Heftee lifts are ideal for shops short on floor space; there is no special installation required and the Heftee 2000 and 4000 operate on 110V. Safety is Heftee’s first priority. All our lifts are designed and tested to hold four times their rated capacity, and our safety record is unmatched in the industry. Technicians stand comfortably with unrestricted access to service areas, no longer lying on cold concrete floors in awkward positions to perform under-equipment jobs. The lifts deliver both improved ergonomics and increased technician productivity. Heftee lifts are freestanding for easy relocation within shop. Heftee’s revolutionary single-mast design gives unrestricted access to the equipment. There are no crossbars or twisting cables, and the jacks, booms, support arms and easily adjustable work platforms included with the lifts—all integrate with the lift to make it a complete power equipment workstation. The Heftee 4000 safely accommodates equipment up to 87 in. wide and lifts up to 4,000 lbs., to 6 ft., in less than a minute. The Heftee 4000 standard equipment package comes complete with jacks, boom and extension arms for completing virtually any repair job. It was specifically designed for the larger commercial riding mowers and turf equipment. The Heftee 2000 safely handles equipment up to 60 in. wide and lifts up to 2,000 lbs., to 6 ft., in less than a minute. Like it’s bigger brother, the Heftee 2000 standard equipment package includes jacks, boom and extension arms. The Heftee 2000 is ideal for medium to small riding lawn mowers with 60-in. mowing decks and smaller. Making hard-to-service equipment easy to service is Heftee’s business. Any lift can lift. Heftee lifts are equipped with unique features that enhance service. The technician can focus on repairing hard-to-service turf equipment and utility vehicles better, faster, safer. For more information, visit heftee.com.
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PARTS&ServiceSupport KNK CHINA—Although it is convenient to source parts and accessories from Amazon or eBay, dealers and workshop owners still find it time consuming to buy parts and tools in different sources—that was the initial intention when, in 1996, KNK Power started. We aim to be a reliable one-stop supplier in the parts and service industry at a very comfortable price. With our years long experience in manufacturing parts, and assembling machines like chain saws and brush cutters, we offer the most requested non-original-but-compatible parts like: Pistons and cylinders, carburetors, ignition coils, starters and start ropes, spark plugs and cups, fuel tubes and filters, air filters, and oil filters, covering most popular machines from big brands like Honda, Briggs & Stratton, Stihl, Husquvarna, Echo and Zenoah. KNK Power also offers repair tools like: Spark plug wrenches, carburetor adjustors, piston ring pliers and some special tools designed for repairing Stihl and Husquvarna machines. For more information on parts and tools, visit knkpower.com. For more information on goggles, work gloves and PPE, visit knkprosafe.com. PRUFREX—Market–relevant enhancements and optimization for controlling engines, burners and other electronically controlled applications can no longer be realized solely through mechanical means. Prufrex is an expert in control intelligence for small engines, e-motors, burners and other electronically controlled applications. In 1988 we were the first company to achieve digital control of the ignition spark. Since then we have been driven by the question of how to improve our customers’ products through the control and regulation of sensor and actuator-driven signal processes. As the “brain” of the engine, we are able to realize powerful ideas and electronics solutions for your application—enabling greater performance capability, lower emissions and greater user comfort. The exceptional quality of Prufrex products is the result of the decades-long synchronization of development and production under a single roof. As a preferred component and system partner of engine and burner manufacturers, we not only deliver to partners in the industrial and the automotive sectors, but also forge particularly strong supplier links with sectors such as forest and landscape gardening, motorized water-sport and leisure vehicles, along with the construction industry. The PX motor management system (PX MMS) provides microelectronic control of the moment of ignition and fuel injection. This increases performance, improves running performance and leads to a reduction in consumption and emissions.
The modular system allows automatic adaptation to environmental conditions. In addition, it is able to control and peripheral components of the application. Whether with 1-, 2-, or more cylinders, 2-stroke or 4-stroke, the PX MMS basic version can be flexibly adjusted to customer requirements. Functions such as CAN communication or eGas control can be integrated. For special product solutions, cylinder-selective central injection can be provided as an option for 2-cylinder motors, hardware applications for motor starting and energy supply to battery-free EFI systems, integrated ignition coils for effect EMI protection and sensor-free calculation of the air-fuel mix (Lambda). This compact design reduces its weight and use of resources. PX MMS drives your motor at peak performance. For more information, visit pruefrex.com ROTARY— The performance and reliability of power equipment parts is essential to the success of servicing dealers. From service jobs and minor repairs to complete engine overhauls, Rotary has the replacement parts it takes to get the job done. Choose from over 9,500 parts, tools and accessories including Rotary’s Copperhead line of mower blades, trimmer line and chain saw bars and chain that are engineered to perform better, last longer and cut with powerful force. Rotary manufactures over 12 million blades annually at its world class facility in Georgia. Rotary uses only premium-grade American steel that is heated at extreme temperatures and tempered for uniform hardness. Blades are formed, balanced and precision-sharpened for a cleaner, finer cut. Studies show Copperhead mulching blades require less power to drive the blade while reducing vibration to prevent pre-mature engine wear. The airlift design increases particle retention under the deck for improved mulching and uniform distribution. Available for most any brand, Rotary blades exceed all OEM standards for operation and are ISO certified for exceptional quality. The company also manufactures trimmer line at its plants in Arizona and Georgia. Using advanced technology and proprietary nylon raw materials, Rotary’s Copperhead trimmer line is available in round or diamond shape, plus its best-selling twisted Vortex line which produces less noise, requires less operating power and provides extended wear. With superior tensile strength and excellent flex life, Copperhead trimmer line delivers high-impact performance for landscape professionals in hot, cold, dry or wet conditions. Copperhead chain saw bars and chain plus commercial grade repair parts are ideal for most landscape jobs. Superior quality chain is available in cut loops, or 25 ft. and 100 ft. reels. For more information, visit rotarycorp.com SUNBELT— Sunbelt Outdoor Products is committed to being your first choice for quality power equipment parts and accessories. With over 66,000 parts and growing we are confident that we will have the parts, in stock, that you need to keep your customers running. Our knowledgeable and friendly customer POWER EQUIPMENT TRADE
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PARTS&ServiceSupport service staff are ready to provide immediate answers and make the extra effort to research those most difficult parts questions in order to help you meet your business needs. Sunbelt offers a wide range of parts for a variety of power equipment for almost every major brand of equipment. Whether it’s a push or walk-behind mower, lawn tractor, string trimmer, stick edger, chain saw, utility vehicle or all-terrain vehicle, Sunbelt has the parts that your customers need when they need them. We stock a wide variety of replacement parts for power equipment. Additionally, we offer an extensive line of Arborist products and accessories. Our nationwide network of warehouses are strategically located to offer next day delivery to most of our dealer network throughout the U.S., getting those must-have parts to the end-user fast! We work hard to meet your needs as a business by providing you with same day shipment for all orders received before 4:00 p.m. EST. Sunbelt is strategically located to get you the parts you need, when you need them. For more information, visit sunbeltparts.com TRILINK—TriLink Saw Chain strives to provide the best quality, value and service in the industry. Understanding the market needs and being able to deliver a solution that meets our standards allows us to proudly introduce our new TriLink Harvester product line. Believing quality is the key to success, our new TriLink Harvester product line guarantees durability, reliability and dependable cutting. In the harvester industry, quality and durability keep the machines running and the trees dropping. Maximum performance and dependability are definitive to the harvester operators. Our harvester chain and bars have been meticulously engineered, designed, and manufactured to meet the demanding challenges faced by cutting operators. The TriLink harvester machine guide bars are manufactured using solid steel and state of the art technology. Precision cut bar groove rails ensure a smooth fast cut with every use. The fully riveted nose construction provides strength and durability with a breakaway nose feature. The breakaway design allows for minimal bar damage if pinched during cut. Complementing our replaceable sprocket nose bars, the TriLink harvester chain is manufactured from high quality alloy steel. Developed for high-speed applications and extreme cutting conditions, the multi-layered industrial chrome plating adds durability to every chain. Enhanced engineer grind and a computer-controlled inspection process provide superior out of box cutting speed and 16
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consistent quality for every chain. Designed with high profile cutters for maximum chip clearance our harvester chain maintains a smooth fast cut even after heavy use. The micro radius semi chisel cutters increase cutting speed while providing wear resistance. An increased kerf width yields advanced cutting efficiency while larger rivets increase strength and bearing surface of the chain. Tested and proven to perform, TriLink Harvester provides a superior and more durable alternative to the competition. For more information, visit trilinksawchain.com. VP RACING—VP Racing Fuels offers a wide variety of products dealers can stock on the shelves in the showroom, as well as in the shop, to not only help customers but also find additional revenue streams. The pre-mixed fuels and 4-cycle fuel are clean burning fuels, free from ethanol and designed specifically for small engines. Meaning, unlike pump gas that quickly goes stale and requires users to mix their own 2-cycle oils, these products are “pour and go.” VP Racing tests all products in a lab to assure quality and performance keeping everyone from the weekend warriors to the pros going. VP products are guaranteed to be good in the can for five years and stored in equipment for two. Offering a 4-cycle and premix 40:1, MultiMix, 50:1 and ProMax 50:1 blends, VP is the only supplier on the market currently offering two blends of 50:1. Why two blends? According to Jim Depolo, National Sales Manager, Consumer Products, “Because we’re fuel people, what we do is make the best fuel for the application.” But VP isn’t just about pre-mixed fuel. The product offering also includes 2-cycle oil, bar and chain oil, crankcase oils as well as diesel and other fuel additives, all of which keep equipment running smoother for longer. These fluids provide dealers with additional revenue opportunities with nationally recognizable brand power behind them. If VP Racing Fuels are good enough to keep a $100,000 racing car’s engine running at optimum performance, the VP options for small engines are certainly wonderful choices for your power equipment. With the racing mentality behind it, the VP products for small engines are engineered with quality and performance in mind. Inside the shop, VP products can be used in a variety of ways, from Fresh Start, which means putting VP fluids in new equipment before the sale, protecting parts while on the shelf and also encouraging customers to go with the best options available from the onset; to Service Start, which means putting VP fluids in a repaired machine to help encourage the customer to make the switch and cut off the problems that can arise from using ethanol-laden pump gas. VP’s popular Fix It Fuel is an inexpensive, first line of defense to repair a gummed up fuel system. VP Racing Fuels products are available for servicing dealers through the established VP distributor network. For more information, visit vpracing.com.
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DEALERvoices
Maintaining Independence Without Being Overextended Being independent, but also recognizing diversification opportunities and staying on top of time management can help you thrive. BY SAM STEARNS
I
ndependence. Diversification. Time management. These are all extremely important terms to us dealers. In my opinion, maintaining our independence as dealers is one of the most important things we can do. We decide how we conduct our business, not someone else. For me, I’ve tried to partner only with manufacturers and distributors that respect my independence as a dealer, and I’m thankful for them. Sometimes, these business partners will have programs with special discounts or other incentives that may be a little bit out of reach for some of us. Please don’t give into the temptation to overextend yourself and regret it later. I remember a story I heard one time about a dealership owner who was having a discussion at the parts counter with a visiting sales rep about a new equipment order. The sales rep told the owner he needed to place a booking order of x amount of dollars, to which the owner replied, “Wait right here, I’ll be right back.” Then he walked outside to the parking lot, turned around and looked up at the front of his building, and then came back in to resume his place at the parts counter across from the waiting sales rep. “Just as I thought,” began the owner, “this dealership still has my name on the front of it, not yours. Get out.” Now I don’t necessarily recommend being curt and abrupt like this with sales reps, but I would recommend that we all have the ability to know what’s best for our individual businesses and stick to our guns. 18
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Diversification Aside from independence, diversification is also an important aspect of any business. Yes, there’s value in specialization and being able to do one thing better than anyone else, but it’s also not wise to put all your eggs in one basket and expect to survive the stormy winds of market change. Can we not both specialize and diversify? Keep doing what you’re best at, but also look for ways to supplement your bread and butter. Because believe it or not, things you didn’t see coming very well may come anyway and render your business model obsolete. Diversification will probably look a little different for each of us. For some, it may be adding a product line or switching product lines. For others, it may be adding an entirely separate, but related, product or service. It was pretty natural for my small power equipment business to supplement equipment sales and service with mini barn sales. It’s related to the power equipment business, but it also attracts customers who may never have any reason to do any business with a power equipment dealership. What can you do to expand the capabilities and value of your business to the community you serve? Many times your customers themselves will give you the answer to that question! I’ve been asked many times if I repair diesel equipment, 4-wheelers or offer equipment rental, all of which are outside my current capabilities. But if I’m looking to expand in a different direction, I already have a few good ideas from my customers!
Time Management Time management is crucial for any owner or manager. There’s always more to do than we can get done, right? I just recently took part in a workshop with Bob Clements that dealt with this. (If you’re not familiar with
Bob, look him up!) The main point of the workshop was to find just one hour per day when we allow ourselves to focus exclusively on a project that’s going to help our business. This is an hour when we’re going to get creative, and that we’re going to guard jealously against interruptions. What project would you be able to complete for the good of your business in the next 30 days if you were able to spend a focused hour every day on it? This time management workshop hit home for me. My focus needs to be on relocating my business to a much more central, high traffic area of my community. One of the most important steps to reaching this goal is already completed—I already own the land to which I want to relocate! And now that I’ve gotten married and completed the house my wife and I are living in, it’s time for us to move on to this big project! We have many hurdles to overcome to get the full-fledged dealership I’ve dreamed of operating from this new location—all while staying out of debt, which is very important to us. I know all of you who have big changes to make or projects to complete for the good of your businesses have your own unique hurdles to overcome in the process. But instead of saying these obstacles are in my way, so I can’t do it, why don’t we all instead learn to say, these obstacles are in my way, so how CAN I do it? There’s no shortage of people who will tell you you can’t accomplish your goals. Every successful entrepreneur has learned to ignore those voices and prove them wrong! BUT...if we’re going to be successful, we have to devote sufficient time to reaching our goals! How about PET just an hour per day? Sam Stearns owns and operates Mr. Mower Man, Scottsburg, IN 47170; e-mail mr.mowerman@hotmail.com. The views of Sam Stearns do not necessarily represent the views of Hatton-Brown Publishers, Inc.
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Dealer Spotlight: Lawn, Powersports Dealer Finds Balance in ’Bama Dealership leverages longevity, experience and service to deliver customer satisfaction. BY DAN SHELL GREENVILLE, Ala. perating Butler County’s longest continuously operated small engine sales and service center, partners Thomas Phelps and Ricky Whiddon are currently working through the winter as Greenville Equipment Center (GEC) gears up for its 25th year in business. The longtime successful dealership keeps it simple, offering three product lines— Husqvarna, Exmark and Polaris—and backing each with expertise, parts availability and top notch service. Some new Exmark units recently arrived, and the service crew continues to work on winter tune-ups and service, The dealership is located in a historic building directly across from the county courthouse. but spring is just around the corner. Like many dealerships, the Background business is coming off a good year in 2020 and looking forThe business dates to 1996, ward to what this year brings. when it was founded by Ever since the pandemic hit Phelps’ father, Alan, and Whiddon, who has been at the last spring, “Keeping inventostore since it opened. Alan ry has been a challenge, and Phelps passed away two years we’ve been selling out quick,” ago, and son Thomas, who says Whiddon, adding that Pogrew up in the business and laris sales doubled in 2020, had been working as a service “and 2019 was a pretty good tech, is taking on more of a year before that.” sales and management role in The dealership is also workfilling his father’s shoes. ing through several relatively Originally a Husqvarna and recent operating changes: a Exmark dealership that also had three-tier service labor rate dea strong rental side, the business pending on product that depicked up Kawasaki motors and buted in 2020; the second year ATVs in 1997, then dropped running with the new Lizzy them, and has been a Polaris BMS from Nizex; and the secdealer since 2008. ond year of selling more parts The rental business was disafter a local competitor closed continued in 2010. “The rental and GEC gained inventory and Polaris sales more than doubled in 2020. business took too much time new customers.
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and effort and came with too many headaches,” Whiddon says. Operating in a building that dates to the 1930s, right across a roundabout street from the Butler County courthouse, GEC is in a great location for the market. As a county seat, Greenville is a town of 7,500 with several smaller communities within easy trading distance. It’s a largely rural area, part of the south central Alabama piney woods. In fact, pine trees and a thriving whitetail deer population are two of the county’s top resources. “Hunting is big business in Butler County,” Phelps says, noting that he does business with lots of local hunters and those from out of state with ATV and UV sales and service, and also stocks a line of accessories such as gun racks and chain saw scabbards. Phelps notes that two off-road riding parks recently opened up in the area, and that’s also driving more general interest in fun riding than traditional farmer-hunter power sports customers as well. The dealership tricks out custom UTVs with a wide variety of accessories such as sound and light kits, lift kits, tires, performance components and more. Some packages can push the $25,000 mark, and Phelps builds many of them himself at a home shop. In addition to traditional town lot homeowner customers and the services that cater to that segment, there are also plenty of large lot homeowners in the area who prefer the cutting capacity of a larger Exmark or Husqvarna z-mower. All in all it’s a good balance of lawn and garden and power sports customers who use the dealership’s products in a variety of ways and for different reasons, Phelps says. Adding to the opportunity in Greenville are two Tier I supplier plants to the Hyundai factory lo-
Whiddon, left, helped found the dealership while Phelps, right, is now filling a larger role.
cated just south of Montgomery, and Coastal Forest Products, a plywood plant 10 miles south of Greenville that’s been in expansion mode.
Service Whiddon says last year might have been a bit unique with all the staying at home and of course the stimulus checks that he believes not only added to equipment sales but also led more customers to find and attempt to refurbish older equipment. The dealership will take a look at most any service job but likes to stick to major brands. “We’ll try to work on it if we can get the parts,” he adds. This is the second year of a three-tier service labor rate system that charges $65/hr. for handheld, $75/hr. for lawn and garden wheeled equipment and $85/ hr. for power sports service work. According to Whiddon, the tiered labor rate was implemented to be fair to handheld customers with less expensive products while still charging proper value for working on the higher end power sports equipment.
New dealership BMS has increased efficiency in several areas.
The dealership added two employees last year and now operates with three fulltime technicians and a shop manager. Boosting the service effort is GEC’s Lizzy BMS from Nizex, now running in its second year, with laptops up front and in the service department networked via wi-fi. Phelps says the new system has led the dealership to become more efficient, especially keeping better track of parts inventories. “We’ve been needing to become more efficient in that area,” Phelps says. Adding to the parts emphasis has been the demise of a longtime competitor in town, a hardware-general merchandise store that sold lots of aftermarket parts and blades into the local market. Vendors who sold through that store have turned to GEC, as well as those customers now looking for a new parts source. Rotary, NH1 Distributors and Oregon provide much of the dealership’s aftermarket parts supply. Both Phelps and Whiddon are looking forward to the 25th year, and they’d like to have some sort of celebration later this year, though virus issues currentPET ly make event planning difficult.
GEC recently implemented a three-tier labor rate depending on product. POWER EQUIPMENT TRADE
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SHOWroom FEATUREproduct
Echo PB-9010 Backpack Blower Echo Inc. has launched the world’s most powerful backpack blower, the PB-9010, with 18% more capacity than its closest competitor. The PB-9010 is part if Echo’s X-Series lineup for the professional user. These outdoor power tools are designed to be powerful, light weight and offer greater productivity. The PB-9010 is ideal for heavy debris cleanup; clearing large open areas
such as fall clean-up in places like New England; clearing large parking lots or stadiums and quick cleanups after mowing. According to Jason Wilk, Product Manager, Echo Inc., there’s no other backpack blower that even comes close to the performance of the PB-9010: “Its class-leading 79.9 cc professional-grade 2-stroke engine allows it to produce 1,110 CFM of air volume at a speed of 220 MPH at the nozzle, which equates to 48 Newtons of blowing performance. Additionally, the PB-9010 features heavy-duty padded shoulder straps for all day comfort and a fan intake, which provides cooling air across the user’s back during warm weather operation.” Additional features include: 91mm (3.6 in.) diameter blower pipes 2-stage commercial air filtration system with heavy duty pleated paper air filter Tool-less air filter access for easy in-field cleaning or replacement Large 83.8 fl. oz. fuel tank The Echo PB-9010 backpack blower comes with an industry-leading two-year commercial warranty and five-year consumer warranty. Visit echo-usa.com.
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Shelby County Implement • Shelbina, MO 63468 Ph: 573-588-4731 • 573-588-2040 Email: sci63468@hotmail.com Visa and Mastercard Accepted 3524
WISCONSIN ENGINE PARTS NEW–OBSOLETE • BUY–SELL HARD TO FIND PARTS CLOSEOUT PRICES
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YOU COULD BE READING YOUR AD HERE!! Contact Bridget DeVane 800-669-5613 for more information
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Do you offer products in the power equipment industry? Advertise your company to PET’s subscribers nationwide in our Distributor Library section. Call Kathy Sternenberg 251-928-4962 Midwestern & Southeastern U.S.
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PETcetera VP Racing To Add Business Development Focus On OEMs VP Racing Fuels, Inc., a global leader in performance fuels, lubricants and additives, has announced the appointment of James McVey to Business Development to focus on the OEM business. “James has a significant background, including thirteen years of executive-level leadership experience,” offers Alan Cerwick, President and CEO, VP Racing. “He has over twenty years of sales experience across a broad range of industries in domestic and international markets, and we can expect big things to come in a very short matter of time.” McVey earned a Bachelor of Multidisciplinary Science degree at Texas Tech University. He served as Vice President of Sales & Marketing at GreenStar LED, where he led the conversion of high-pressure sodium street lights to smart city LEDs in San Antonio and other cities in North America and overseas.
EETC Annual Meeting Announces Date Change The 24th Annual EETC Conference, previous scheduled for April in Kohler, Wis. has been changed. This year’s annual conference will coincide with GIE+EXPO, making mid-October in Louisville the absolute must be place to be for power equipment dealers. More details will be announced on the EETC website. Visit eetc.org.
Coming in April:
Trimmers
PETevents FEBRUARY 21-23—Combined annual meeting of Midwest-Southeastern Equipment Dealers Assn., MSEDA, United Equipment Dealers Assn. and Deep Southern Equipment Dealers Assn., Marriott Riverfront, Savannah, Ga. Visit mseda. com/about/annual-meeting. MAY 11-13, 2021—National Hardware Trade Show, Las Vegas Convention Center, Las Vegas, Nev. Call 203-8405622; visit nationalhardwareshow.com. JUNE 22-24—Outdoor Power Equip. Institute annual meeting, American Club, Kohler, Wis. Call 703-549-7600; visit opei.org. OCTOBER 18-20—Equipment & Engine Training Council Conference, Louisville, Ky. Call 888-406-1810; visit eetc.org. OCTOBER 20-22—GIE+EXPO, Kentucky Exposition Center, Louisville, Ky. Call 812-949-9200; visit gie-expo.com. NOVEMBER 16-18—2021 North American Dealer Conference, Dallas, Tex. Visit nadealerconference.com. JANUARY 26-27, 2022—Midwest Ag Expo, Gordyville USA Arena, North Gifford, Ill. Visit mseda.com/about/midwest-ag-expo. FEBRUARY 5-7, 2022—Outdoor Power Equip. Aftermarket Assn. annual meeting, St. Augustine, Fla. Call 703-549-7608; visit opeaa.org. FEBRUARY 27-March 1, 2022—Combined annual meeting of Midwest-Southeastern Equipment Dealers Assn., MSEDA, United Equipment Dealers Assn. and Deep Southern Equipment Dealers Assn., Marriott Riverfront, Savannah, Ga. Visit mseda.com/about/annual-meeting. 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
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Aspen USA 8 CHP-Mean Green Mowers 9 ENM 23 Heftee Industries 24 KNK China Manufacturing 23 Masport 22 PMD International 6 Prufrex Innovative Power Products 7 Rotary 23,24,32 Stihl 2-3 Sunbelt Outdoor Products 19 TD Retail Card Services 13 Trilink Saw Chain 1 VP Racing Fuels 17
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DEALERtodealer
DEALERtodealer
Lessons Learned In Communication GREG GERMAN
A hole here or there in communication can mean a headache when hiring employees.
T
he knock on the door drew my attention. As I looked up, there was one of our equipment sales people, who had been hired just four weeks previously. They said, “Have you got a moment to talk?” I said, “Sure, what’s on your mind?” As they closed the door to my office, I knew this was no ordinary question about an equipment deal. They said, “It appears that this job just isn’t for me. I recently got a call from another company, that I had approached previously, and they made me a better offer. I’ll be doing what I have been trained to do earlier in my career, and it will pay me more money right out of the gate.” Two thoughts went through my mind as the now ex-employee was still talking. Thought 1: This sucks. We have spent the last 30 days training this person and now they tell me that they don’t like the job. Thought 2: I’m glad they told me 30 days into their tenure with us so that we don’t have to fire them later. The person probably saved us a lot of time and money. But this situation could have been different had we been better prepared. I’m sure this real-life scenario that played out in my dealership has also happened in your establishment. My question to myself is this: How come this apparent disconnect was not flushed out in the interview process? Our interview process typically includes the following steps: Job description being posted with resume request via a nationally known job matching service; phone interview; in-person interview with one
of our management team; second scheduled separate interviews with at least two people from our management team; personality testing that is matched by the job-type, third interview via phone or in-person (if necessary); job offer presented, and then position filled. This seems like a fairly in-depth process that should be able to weed out anyone who is either looking for a “filler” job until their real dream job becomes available or is just wanting a paycheck with little intention of being a high-performer. We ask the questions about “why” you want this job with our particular company, past job experiences with problem-solving questions being asked, along with a host of other inquiries to make sure we know, to the best of our knowledge, what we are getting. In this particular case, we even had members of our sales team who would eventually being working with this new sales person, be part of the interview process in order to make sure that the new hire would be a fit for our culture. What could we have changed to give ourselves and the new employee the best opportunity for success? A couple of ideas surfaced once I had more time to discuss this issue with our team members who both interviewed and worked with the employee in this example. Turns out that our original job description (that was on a national job search website) listed the compensation of the first-year annual pay ranging from our lowest guaranteed amount to a potential amount of over double the lowest rate. That being said, the employee assumed that since he had some general sales experience and a strong opinion of himself that he would be on the high end of our salary range. In reality, our system allows for sales people to move from a guaranteed base salary to a base/commission comp program that, if all went really well, they could
make the higher range of the listed compensation in the first 12 months. Obviously, we had a hole in the explanation side of the ranges for compensation. Nobody in our interview process was specifically responsible for explaining the compensation plan during the phone or first in-person interview. Another area that had been discussed, but came up as a point of contention in the exit interview, was that sales people are required to work alternating Saturday mornings. We found out, after the fact, that our new employee appeared to have missed that fact during the interview. All this being said, the interview process is a place where many of us both make our best and worst decisions. Sometimes we simply don’t have the proper steps in place and the skill sets to make sure that we are doing the due diligence that we should as we invest in the most valuable asset that we have—our staff members. I would encourage you to review your hiring steps and consider hiring a coach to help you develop a step-by-step process to help you develop job descriptions, post attractive job opportunities, develop a thorough and legal job application, prepare for interviews, create solid documentation to make sure that all areas are well-covered, and develop repeatable training programs when you bring on new hires. All of this takes time and money, but hiring the wrong candidates will cost you many times PET more. Happy hiring! Greg German is President of German-Bliss Equipment, Inc. in Princeville, Ill., which operates three power equipment dealerships that market products for the lawn and garden, industrial and agricultural sectors. He can be contacted at P.O. Box 440, Princeville, IL 61559; fax 309-3852540; e-mail ggerman@german-bliss.com. The views of Greg German do not necessarily represent those of Hatton-Brown Publishers, Inc.
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