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POWERlines
A Hatton-Brown Publication www.poweret.com
JESSICA JOHNSON
If Not You, Who?
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few weeks ago I participated in an event presented by Husqvarna called “Silent City North America,” aimed at discussing the findings of a recent survey on the future of maintaining urban green spaces and the role equipment will play in that future. 533 landscape architecture students across the globe participated in the survey, and the results were astounding. These students, who are the future of urban green spaces, believe the use of drones, robots and other futuristic technology isn’t going to just be reserved for the movies. No, these students believe it will be part of our daily lives. Moreover, 64% believe that by 2030 community volunteers will be involved in park maintenance. Can you imagine cities and municipalities around the country turning to Neighborhood Ned to trim the park bushes? I, admittedly, had a lot of reservations about this. As the presentation continued, it became clear the students responses were dictating a new way to operate power equipment—gone are the days of noisy blowers and mowers. Roughly half the students, (47%), contend that by 2030 green space maintenance will be reliant on drones and robots. Here again, I had a lot of reservations. We watched a video where a Husqvarna drone delivered trimmer line from the dealership to a crew in less than five minutes. It was very cool. You’d have to not have one innovative bone in your body to not think it was cool. But then I started thinking about it—a drone to deliver trimmer line? Why not just slap an extra spool in some cargo pants and save the expense of the drone? But what if dealers had the chance to operate these drones themselves? Plug the coordinates in for their customers and go. It’s taking that extra step to be the landscape contractor’s partner without requiring a technician making a service call. Creating the ability to help your customers stay as productive as possible during the day while also helping you move more accessories and parts? That sounds like something every dealer can get behind. It’s likely a hefty investment, and I’m not certain your average dealer could undertake this at the moment but by 2030, who knows? I think at this point in the meeting my face must have had some serious skepticism visible, and fortunately for me, I slid into a seat near the back slap next to Jeff Dewosky, VP and General Manager for Husqvarna, and Pete Love, Director of Sales for Husqvarna Group. Dewosky and Love are good ol’ Southern boys and not without a healthy dose of reality. They reminded me that this isn’t going to be for everyone—and it’s not supposed to be. Automower is great for certain customers, and it will create opportunities for dealers to sell more machines to folks who want a maintenance free yard. But it’s not going to replace a zero-turn needed to maintain a hobby farm. A battery powered saw with barely any noise is great for tree care in big cities like Chicago and Atlanta; but it’s not going to replace a gas chain saw for your average logging crew 100 miles east of Seattle. Love shared something I will never forget: People like gadgets and toys, and the future is going to be about these more computerized, silent options. But if existing lawn and garden dealers don’t offer the products, and educate customers on their benefits, someone else will step in and do it. So perhaps like me, the idea of robots and drones and neighbors maintaining city parks is mind boggling to you at first. But think of it in the terms Love described: If not PET you, who?
Contact Jessica Johnson, ph: 334-834-1170; fax 334-834-4525; e-mail: jessica@hattonbrown.com
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 Dale Stotts, Greg German 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 Fax: +34 96 640 4022 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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Volume 66
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Number 2
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Our 719th Consecutive Issue
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Founded in 1952
Renew or subscribe on the web: www.poweret.com
FEATUREstories
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TUSKALOOSA LAWN Firefighters Take A Chance
HUDSON’S HARDWARE
NC Shop Expands Product Offerings
PRODUCTS FOR SPRING
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Keep Customers Coming Back
DEALER SPOTLIGHT Successful Open Houses
VALUEadded Power Suppliers __________________________ 6 Dealer Voices____________________________ 22 Industry Voices __________________________ 24 Showroom ______________________________ 28 Distributor Library ________________________ 32 PowerWorks ____________________________ 36 PETcetera/Ad Index ______________________ 37 Dealer To Dealer _________________________ 38
COVERphoto Firefighters Mark Tunnell and Russell Latner decided that serving their community in one role wasn’t enough, so they opened a dealership in their spare time. Since 2011 the sales and service just keep climbing, beginning on Page 10. (Cover design by Shelley Smith; Jessica Johnson photo)
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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 ® 2017. 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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POWERsuppliers
Trump Ethanol Policy? Here’s One An alleged agreement between ethanol industry interests and one of President Trump’s deregulation advisers concerning a pending executive order addressing parts of the federal Renewable Fuels Standard (RFS) would mandate 15% RFA President and CEO Bob Dineen; President Trump ethanol-gasoline transportation fuel blends year-round instead of current rules that relax the mandate in the summer months. In a move that reflects the new administration’s renewable fuels position, major ethanol interest group the Renewable Fuels Assn. (RFA) reversed its position on a Trump administration shift in ethanol implementation in return for having the EPA relax the E15 summer rules. The action began in early March, when the political press published a claim the Trump administration would issue an executive order altering the RFS by shifting the “point of obligation” from refiners to wholesalers and distributors at the blending level. Refining companies that don’t have blending facilities must buy renewable fuel credits to meet RFS requirements. The shift in responsibility had been proposed in a technical policy platform in September during the campaign, and ethanol interests immediately objected since it would require more companies to participate through the supply chain instead of at the refinery level, possibly slowing the spread of more ethanol usage. Just weeks before reversing its position, the RFA had filed a comment with EPA arguing against the shift. In explaining the group’s change, RFA President and CEO Bob Dineen said he had been informed the executive order on the shift was “non-negotiable” with the Trump Administration, and he chose to support the move if officials could ensure that EPA relaxed the E15 summer rules. Despite opposing the shift in principle, Dineen said he agreed to the trade because he was told the order was inevitable, and “Our top priority this year is to ensure consumers have year-round access to E15.” According to news reports, refinery operator Valero, RFA and Trump deregulation adviser Carl Icahn presented the agreement to Trump Administration officials. The agreement was opposed by three camps: Many ethanol producers and other associations said RFA’s reversal was selling out to member company Valero while weakening the RFS mission; petroleum interests say the deal needlessly complicates their plan to make even bigger changes or repeal the RFS outright; and good government advocates claimed Icahn is simply looking after his own interests since he’s majority owner in a refining company that will save $200 million annually by shifting the point of obligation to wholesalers and distributors.
MacKissic Announces Virginia Distribution MacKissic is expanding its distribution channels to include Canns-Bilco Distributors, which will be assigned distribution responsibilities for the state of Virginia effective immediately for Mighty Mac, Merry Tiller and Easy Auger brands. Canns-Bilco is no stranger to MacKissic and has represented the brand for over 25 years. With the addition of Virginia, Canns-Bilco will be selling and 6
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distributing MacKissic products throughout the Mid-Atlantic and New England states.
Stihl Supplier Builds New Virginia HQ
Spanish manufacturer of specialty, fineblanking metal components Sanjo Corte Fino will develop and construct a North American headquarters in Virginia Beach, Va. according to Virginia Beach-based real estate developer The Miller Group. This will be the compa-
ny’s first North American headquarters. Sanjo Corte Fino, located in Barcelona, said last summer it would build a $17.5 million, 24,000 sq. ft. manufacturing facility on Virginia Beach’s Progress Lane—2 miles from Stihl’s location on Viking Dr. The new facility, slated to be operational by December is expected to create 85 jobs during the next three years.
Toro Inks 12 Year Deal With Calif. Golf Course
Toro, coupled with distributor Turf Star, has finalized a 12-year equipment and tournament support agreement with the City of San Diego and Torrey Pines Golf Course. The agreement came ahead of a number of important events that will take place at Torrey Pines in the near future, including the 2017 Farmers Insurance Open, which was held at the end of January. The 2021 U.S. Open will also be held at Torrey Pines and played a major factor in the decision to move forward with the long-term agreement. Turf Star has been a Toro distributor for almost 40 years and has locations along the West Coast in California, Oregon and Washington.
New Study Says More Considering Propane
More than a third of commercial landscapers are considering propane to power their equipment fleets, according to a recent survey commissioned by the Propane Education & Research Council (PERC.) Specifically, the survey found that 34% of landscape contractors answered they were somewhat or very likely to purchase a propane mower within the next three years. Commissioned by PERC and conducted by Wiese Research Associates, the survey results consisted of 150 landscape contractors. Survey participants were screened to ensure relevance and maintain proportional representation across the U.S. The survey found there is still some misinformation in the industry with regards to propane. For example, 38% of contractors who responded that they were less favorable to propane equipment said that was because they did not know where to find propane. With the Find a Propane Retailer tool, available at propane.com/fpr enter-
POWER EQUIPMENT TRADE
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POWERsuppliers ing a zip code allows contractors to search for a local propane retailer in their area to contact. Another survey result found only 15% of respondents were aware of existing equipment incentives to help with the upfront purchase costs of purchasing new propane mowers. PERC’s Propane Mower Incentive Program offers contractors $1,000 for every new propane mower purchase or $500 for a certified conversion.
Altoz Expands Southern Sales
Altoz has announced the inclusion of southern Georgia and southern Alabama to District Sales Manager Steve Goodman’s existing territory of Florida. Altoz CEO Dennis Brazier says that Goodman has been an integral part of the continued growth of the brand throughout the state of Florida and expanding his territory was a natural fit. Prior to joining the Altoz sales team in 2015, Goodman was the Territory Sales and Service Manager for Power Distributors. At Power Distributors, Goodman managed sales for central Florida and represented power equipment engines, parts and whole good lines.
Rotary Adds To Sales Force Officials with Rotary Corp. recently announced several new territory managers and added an industry veteran to head dealer development in 2017 as Rotary expands its sales division to meet the needs of a growing dealer network. Dick Felder joins the company as Director of Dealer Development, a newly-created position designed to build and enhance business relationships with servicing dealers. Felder has more than 37 years of experience in the lawn and garden power equipment industry, serving in a broad range of sales positions with Snapper, Simplicity and Briggs & Stratton. Felder says he especially enjoys working with dealers to propose and promote enhanced profitability and growth initiatives that ensure long term success. “It is all about building genuine relationships, providing excellent products and impeccable customer service,” he adds. “This is why Rotary is an outstanding partner for independent servicing dealers.” The company also announced three new territory managers: Bill Parker, new northeast territory manager, has 29 years experience with a large dealer and major distributor and is working with
Jacto Inc. Holds Distributor Meeting Jacto Inc. held its National Distributor Meeting and Jacto University training session March 2-3, 2017 at its headquarters in Tualatin, Ore. In attendance were over 60 distribution partners from the short line ag and outdoor power fields. The session included news of product updates and additions along with detailed, hands-on training and education regarding Jacto’s range of tractor-powered sprayers for specialty crops and the company’s line of portable sprayers for commercial use. Jacto’s U.S. staff and key managers from the company’s Brazilian headquarters conducted the meeting. The company also recognized selected distributors with longevity awards. Additionally, Bob Dreher, territory manager for Tru Power, Inc. was singled out for his achievement of selling nearly 2,000 Jacto backpack sprayers to dealers in his market during 2016—earning Dreher and his wife a trip to Brazil in April 2017. The event’s culmination was a large Brazilian-style barbecue in the Jacto warehouse and some fun cornhole bean-bag tossing to highlight American culture.
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dealer partners in Maine, New Hampshire, Massachusetts, Connecticut and Rhode Island. David Kaip, central territory manager that includes Michigan, has 17 years of experience in dealer sales and development with major OEMs and a large distributor. Chris Gould has eight years experience working in sales, service and management for an independent dealer, and his territory includes southern California.
Kohler Acquires UK-based Clarke Energy
Kohler Co. recently announced that its Power Group has acquired Clarke Energy Ltd. of Liverpool, England. Clarke Energy is a multinational specialist in the engineering, construction, installation and maintenance of engine-based power plants and is an authorized distributor of GE’s reciprocating engines in 19 countries worldwide. David Kohler, President and CEO of Kohler Co., says, “We’re excited about this acquisition because it adds the distribution of large gaseous generators— viewed as a clean power source—to our product portfolio. We believe Clarke Energy’s prime and continuous gaseous solutions are an ideal complement to our existing diesel generator offering for standby applications.” Company founder Jim Clarke, as well as current CEO Jamie Clarke, and all other company leaders will be maintaining their roles following the acquisition.
Husqvarna Ramps Up Robotic Production
Husqvarna Group is taking on around 800 temporary staff to meet seasonal summer demand at its factory in Newton Aycliffe, County Durham, England, which serves as the company’s headquarters for robotic mowers. The facility will also take on 75 people for permanent posts. The plans come just months after Husqvarna told a local newspaper that it expected Aycliffe to double output, with spending planned on equipment inside the plant. Speaking from the company’s Swedish headquarters, Pavel Hajman, Husqvarna division president says, “We have seen a very high growth in robotic mowers and believe that will continue in the coming years. For that reason, we need to increase capacity and there are further opportunities (to take on) people over time.”
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POWERsuppliers
New Facility Boosts Power Equip. Systems Growth, Service Moving to a new location is generally a positive development for most businesses—though perhaps not as much of a boost that longtime West Coast lawn and garden distributor Power Equipment Systems (PES) received when it moved its extensive operations to a new, more integrated location in north Salem, Ore. in September 2015. Founded in 1979 as a Tecumseh, Briggs & Stratton and Kohler servicing distributor, PES expanded in 1998 and again in 2010, doubling its facility size to 65,000 sq. ft. Today, the company distributes Cub Cadet, RedMax, Jonsered, Troy-Bilt, Kohler engines and Oregon. But by 2015 the company was “bursting at the seams,” says PES Vice President of Operations David Crain. “We were at the point we were saying no to opportunities just because we didn’t have the space.” The new building roughly dou-
bled PES space to 120,000 sq. ft., including doubling training and meeting space. But perhaps the biggest testament to the new location’s impact is 20% growth for PES in 2016, including 30% growth in Cub Cadet sales. “We couldn’t have done that in the old facility,” says PES President Pete Yunker. The new facility is another step in a strategic investment plan to develop new dealers and new markets while increasing customer service overall Yunker says, adding that PES is currently working with more than 1,500 dealers in 12 Western states. The new facility has the whole company under one roof instead of separated by a road as in the past. “Having everyone under one roof has helped with planning and projects,” Yunker says. “And more interaction between the office and warehouse personnel has helped bring our team together.”
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Dealer Sticks With The Proven Process City firefighters see a need for a quality full service lawnmower shop, step in and fill the void. BY JESSICA JOHNSON NORTHPORT, Ala. ust across the bridge from one of the most recognizable colleges in the South, and home to the most recognizable college football coach in the country, dealers Russell Latner and Mark Tunnell own and operate Tuskaloosa Lawn Equipment. Latner and Tunnell started their venture in the charming Southern town in 2011—right
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before a devastating EF-4 tornado would rip a gash straight through it. Latner and Tunnell, both City of Tuscaloosa firefighters, say that late April 2011 was one of the toughest times to have opened the dealership. They spent 14 days straight at their firehouse helping to rescue, clean up and repair the broken city as an estimated $2.4 billion in damages would rip through Tuscaloosa, Birmingham and the surrounding rural communities, claiming 64 lives. The dealership had been open less than three months, with Latner and Tunnell unsure of how to juggle their new business and their commitment to the city. Now Latner says it is easy to work full-time at the fire station and full-time at the dealership; that the process the two follow is down to a fine art, one that is
exemplified by something University of Alabama head football coach Nick Saban once said on 60 Minutes, “Mediocre people don’t like high achievers and high achievers don’t like mediocre people.” As firefighters, they work shifts in 24 hours increments: 24 on, 48 off. So as soon as one rolls off a fire shift, he comes straight to the dealership. Latner and Tunnell are on different shifts, so one is always at the dealership. Some weeks between the dealership and the fire station, the pair will put in 114 hours each in a seven-day period. Tunnell says a short week for them is 90-96 hours. Cameras installed throughout the facility, with connectivity to Latner and Tunnell’s iPhones, allow them to check in on the shop while at the firehouse, or off at a dealer education course—a trust
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but verify approach that the employees and store manager do in fact have Tuskaloosa Lawn under control. But in 2011, the partners were unsure of how to juggle all those hours. Both agree there were some challenges—especially relating to the influx of business created by Mother Nature. “We had to lean on the guys who worked here to just handle it, make decisions,” Tunnell says. For a new business, that’s no small feat. But Latner and Tunnell picked, according to them, a great group of guys and everything ran as smooth as possible. The shop was busy with volunteers coming in to buy saws and chains needing to be sharpened. Many national groups came and embraced the city offering aid, but all those saws had to be maintained, and Tuskaloosa Lawn Equipment was there to help. The pair couldn’t have envisioned how the beginning of the dealership was going to go, but like the beloved Coach Saban, who taught an entire town that a good process produces good results, they knew what they wanted to accomplish and had a process that would pave the way for success. Latner and Tunnell cut grass on the side. During their days as commercial cutters, they noticed the need for good service and a place to get parts locally. “There were other shops,” Tunnell explains, “but when you walked in the door it felt like they were doing you a favor. We thought we could do better.” With the driving goal to provide champion level service, because as Latner puts it, “Champions like to work with champions,” Tuskaloosa Lawn Equipment was born. The partners, who say they are more like brothers than friends, started with the process of getting the best employees for the job, and then began to look for the best equipment to sell. Thanks to their experience as commercial cutters, the decision of which lines to take on was simple: “We sell this stuff because it’s the best stuff out there. We thought if we were going to sell, why not sell what we believe in?” Tunnell says.
what we do for our customers.” On the wheeled products side, the 6,000 sq. ft. facility housing Tuskaloosa Lawn stocks Walker, Exmark, Masport and Billy Goat. Exmark was the first line the dealership took on in 2011, and it was the brand the pair ran when they were in the commercial cutting business. “Plus, it’s the number one selling commercial mower in the nation, so it was a no-brainer. We were used to it, we loved running them. We ran just about everything there was to run and we kept going back to the Exmarks because they were tried and true,” Tunnell says. With the dealers being a walking testimonial it was indeed an easy choice. For Tuskaloosa Lawn, Walker and Masport were additionally easy choices as the product lines are good compliments to Exmark for the smaller commercial and residential markets. Latner says Masport is popular with homeowners, “It’s one of those mowers you don’t hear much about, but it’s a really great mower.” The shop exclusively sells Stihl handhelds, as well as Billy Goat landscaping products. Tunnell says the goal of the
showroom is to stock everything needed to keep a yard maintained. From trimmer line and oils, to parts and other accessories, to the biggest and baddest mower, the showroom has a little bit of everything. Aside from saw chain and trimmer line, he adds that TruFuel premixed fuel and Rotary parts and accessories are the biggest sellers of those equipment maintenance type products. As part of the fuel and accessory sales, Tuskaloosa Lawn makes a point to educate customers on the dangers of ethanol—this also helps cut down on carburetor issues bogging down the shop in the spring. Latner believes that considering people pay a premium price for a premium product, education on proper preventative care is crucial. “These aren’t the cheapest mowers; you’re getting a better quality mower, so doing things like keeping a clean air filter is simple but some don’t,” Latner emphasizes, “They just think you hop on it and go, but that’s not how it works. Your car won’t do that, why would your mower?” The attention to education helps products like TruFuel, Stihl MotoMix,
Quality Products While Latner estimates that the customer base for Tuskaloosa Lawn is about 50/50 commercial/residential, it is special for the shop to have the contracts for the mowers and handheld equipment servicing the University of Alabama. “We have an opportunity in this city to work hard every day to dominate,” he explains. “365 days per year that’s just
Dealership’s counter stays busy year round in the 6,000 sq. ft. facility. POWER EQUIPMENT TRADE
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All six employees are mechanically-inclined, between two and three are always working in the shop.
B3C Fuel Solutions and StarTron fly off shelves. It also saves (at least a few) headaches from customers at the shop counter.
Quality Service The spring is the busiest time for the service arm of the dealership, with turnaround times as far out as four weeks. Commercial customers take precedence. Tunnell says this was something he and Latner were set on from the beginning thanks to experiences at other places when they were commercial cutters, aware that these guys are making money off their mowers so a down piece does nothing but cost them. “We don’t hold their pieces more than a couple of days if we can help it,” Tunnell adds, noting there are plenty of demos available for loaners. The dealership only services Stihl handhelds. It doesn’t have to be purchased through Tuskaloosa Lawn, but it must be a Stihl. On the larger 4-stroke equipment, all brands are serviced—a choice that was made because there was no one in town who would. Tuskaloosa Lawn was flooded with people who purchased equipment at a box store and didn’t realize they had no12
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Service department makes use of OEM and Rotary aftermarket parts.
where to take it for service, but needed help with their mowers. Latner and Tunnell say there will probably come a time when the dealership is so busy with the lines they carry that they won’t be able to service box store equipment. In the meantime, when a customer comes in with box store equipment, dealership employees use it as an opportunity to enlighten those customers on the value of the brands carried at Tuskaloosa Lawn. Tunnell says they usually follow along the lines of: “With us, we keep all of our parts in house. We have mechanics on-site usually five if not six days a week to maintain these products. We tell them we’d appreciate giving us a call next time they’re looking to buy a mower because we will be there to support them when it comes time to get something repaired.” Latner says the biggest chance to convert a box store customer to a dealer brand is through handheld sales, since in the end the price isn’t that different between what can be bought at Lowes and a quality piece of Stihl. “Plus, they have the benefit of helping out a locally owned business,” he adds. Posted labor rate has been $65 for the past five years, though discussions have
been made about raising it to try to stay competitive in the market. Of the six dealership employees, all are crosstrained and mechanically inclined, Latner says, though two are dedicated mechanics. During peak busy season, as many as four or five employees will work the shop while one person works the counter or showroom. Latner says a process is only as good as the players, and Tuskaloosa Lawn has some of the best. One has been with them since they opened; another is a 37-year veteran of the lawn and garden business. Latner and Tunnell are certified in all major engine brands. Every employee in the dealership holds Stihl MasterWrench certification at the Gold level, and thanks to the recent roll out of the Exmark U online classes, everyone is also working to be certified with Exmark. The pair visits GIE+EXPO every few years to stay up on latest industry trends and learn from the array of educational opportunities.
Quality Relations The most important part of the process, Tunnell says, is recognizing that customers are the priority, and without them the store ceases to exist. “We try to
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treat our customers the best we can, granted there are plenty of crazies in this world who make life hard for people trying to make a living. We try our best to please everyone,” he emphasizes. Tuskaloosa Lawn actively advertises to homeowners via a Facebook page, newly redesigned web site built by ARI, as well as newspaper and TV ads. Latner believes a quality web site is imperative: “The better it looks, the more people will think of you and the kind of business you run.” The pair relies on word of mouth and a sterling reputation to market to the commercial cutters in town. “Not saying we have the market locked up,” Tunnell admits, “but we do have great word of mouth.” Monthly goals drive each employee to be better than the year before—all part of the process. “We want to see every company and house in this town have our mowers sitting under their carport or on their trailer,” Tunnell says with conviction. He adds that driving behind a trailer with a competitor’s mower irritates him and pushes him to offer better customer service to increase the shop’s reputation and satisfied customer base. Latner and Tunnell say the double ca-
Tuskaloosa Lawn offers a variety of wheeled products from Billy Goat, Masport, Exmark and Walker.
reer of firefighting and owning a lawnmower shop is a natural fit: “We save lives one day,” Latner laughs, “we sell and service mowers the next.” What the pair is doing is working—
Tunnell reports revenue has steadily climbed since opening. “This year has started off the busiest PET ever. That’s on the process.”
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Carolina Dealer Steps Up To The Challenge Hudson’s Hardware has doubled in size and seen some big results. BY JAY DONNELL CLAYTON, NC udson’s Hardware has been a staple in North Carolina for more than 50 years. Sam and
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Anna Hudson opened their first location in Garner, NC in 1958. It started out as a hardware and grocery store and eventually evolved into an outdoor power business. Sam and Anna’s sons, Leigh and Howard, started working for the business full-time in 1976. Nearly a decade later the Hudsons opened a second location in Clayton. With the opening of the second store, the Hudsons decided to take on the outdoor power business in a much larger way. They had always sold a small
amount of power equipment, with their first line being Echo, but in the 1980s they took on Toro, Stihl and eventually Husqvarna. In 2000, Leigh bought Howard’s share of the business and has run the company ever since. Power Equipment Trade had the opportunity to visit the Clayton location where the store is about 65% hardware and 35% power equipment. The original location was just a mere 9,000 sq. ft., but in 2008 Leigh Hudson decided to invest in a new 20,000 sq. ft. facility.
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The investment has paid off as the business has seen an increase in demand over the past two years.
Markets While Hudson’s main product lines are Echo, Toro, Stihl and Husqvarna, it’s Toro that has been the number one seller by far. “We’ve brought in some other lines to sell along with Toro that may have had a price advantage, but in the end Toro has dominated,” Leigh Hudson says. “We don’t see a need for another line unless it just offers something that Toro doesn’t.” Hudson’s customer base is about 50/50 homeowner and commercial. There are many large landowners in the area that are constantly looking for commercial equipment and 90% of equipment sold is zero turn mowers. The market in the Clayton area has grown quite a bit over the past couple of years. “Last year was the first really big growth year in quite some time,” Hudson explains. “All year long the business was good and I think people
are finally letting loose some cash.” Many people are starting to invest commercially and personally for the first time in several years and Hudson has had to keep up with growing demands. Fewer and fewer places are willing to work on lawnmowers, but Hudson’s Hardware is willing to work on any brand. “Quite honestly we were overwhelmed with the amount of demand we had last year,” Hudson says.
Operations Each location employs a Stihl Gold certified tech, while all other techs have at least some kind of certification. Service techs are paid $72 an hour, up from last year. “To keep and find mechanics these days they have to be making nearly $50,000 in salary and benefits,” Hudson explains. Each Hudson location used to only
employ two service techs, but because of rising demand they added one technician at each store last year. It isn’t always easy finding technicians, but Hudson’s strategy is just to keep asking around until they find someone that fits the mold. The business uses TransAct as a point of sale. It can be a major challenge for Hudson’s Hardware to find software that will work with both the hardware and the power equipment side of things. “They’re inherently different as far as working with your vendors, inventory and that kind of thing,” Hudson says. The company uses ARI’s webhosting. Customers can go to hudsonshardware.com to look up parts; This is something the company just started doing so they haven’t had many buyers utilizing it yet, but Hudson is hoping that more people will start using it.
Leigh Hudson Leigh Hudson believes the dealership must only sell what it knows and can service.
The 20,000 sq. ft. facility means plenty of space for equipment. POWER EQUIPMENT TRADE
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when he would sweep floors and take out trash. Hardy worked as a technician for four years before making his way up to manager. He worked for the state for a brief period of time, but decided to come back to a business where he felt more comfortable. “I came back to a family run business and have felt at home ever since,” he says.
Getting Ahead
The Toro line has dominated Hudson’s sales over the past few years.
Store hours are from 7:30 a.m. to 6 p.m. Monday through Friday, 8 a.m. to 5 p.m. on Saturday and 11 a.m. to 4 p.m. on Sunday. Hudson is back and forth between the two stores, but his main office is at the Garner location.
Advertising The company’s main marketing vehicle has been radio for the last few years. Hudson reports that television is too expensive and newspapers just don’t hold the same clout that they once held. The radio station is a country station, which Hudson thinks works well with his demographic. Hudson’s Hardware started a Face-
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book page a few years ago and has recently been increasing its efforts to make its presence on social media more noticeable. They’ve even hired someone to help boost their online presence. “It’s reached a bunch of people that we would’ve never reached before,” Hudson says. “For the past year and a half we’ve been paying someone to help us with that.” Between the two locations there are 60 total employees at Hudson’s Hardware. The majority of them are part time. Each location employs a store manager with at least 16 years of experience. Travis Hardy has been the outdoor power equipment manager at the Clayton location since 2013. He started working for the business in high school
Hudson’s Hardware’s business philosophy is to create happiness. “It’s the same as Disney’s,” Hudson says with a laugh. “I try to challenge our guys to create happiness for our customers and their fellow employees so that it’s a good place to work.” It’s always tough for smaller stores to compete with the big box giants, but Hudson believes there’s one way you can always outlast the competition. “The big guys will always be known for selection and price so we have to own the service side,” he says. “I told my managers that we would not enter into any new category or merchandise that did not have a knowledge and service component. That’s what people will come to us for in the end.” Hudson says his biggest motivations are his customers and staying true to his family business. “We were brave enough to come down here and build a new store and then spend the money to double our size,” Hudson says. “That’s part of the game, taking that risk that you do in America to succeed. I think we’re an American success story PET over the past 58 years.”
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SPRINGproducts Ahlborn Equipment Hi-Vis Apparel
and stored—upright, sideways or even upside down and eliminates the need to mix fuel and oil. Each model can be paired with an optional interchangeable edger, line trimmer, blower, hedge trimmer, pruner and cultivator that fit quickly and securely into the attachment shaft by way of Honda’s SureLoc joint locking system—a two-position joint mechanism operates with a click and a twist, allowing the user to easily connect and disconnect attachments with no tools required. The SureLoc feature, incorporating a durable high modulus resin key, is wear resistant, offers intuitive assembly and instant, secure engagement of attachments. In addition, the anti-vibration system includes two rubber-mount shaft inserts between the shaft and clutch and the handle assembly, providing comfortable use. Visit powerequipment.honda.com.
Sarlo Power Mowers Dirt Donkey Dealers, are you missing out on opportunities to sell Hi-Vis to your customers? With Ahlborn’s pricing you can compete, give great value and keep them coming back! Count on Ahlborn Equipment for exceptional pricing on high-visibility safety garments to sell to your customers this spring. The Forester Hi-Vis shirt meets ANSI Class 2 standards and is flexible, breathable and comes with 3M Scotchlite reflective stripes for 360° visibility. Available in a wide range of sizes, our beefy 5.3 oz. Gildan t-shirts are a 50/50 cotton and polyester blend, available in safety green and orange as well as sports gray. Order more than 24 shirts and Ahlborn will add free artwork and printing of any company logo (or whatever else you wish) on the front or back. Call today to order the high-visibility clothing your customers will appreciate and will generate additional sales. Call (800) 472-7600; visit ahlbornequipment.com.
Honda VersAttach System
The Dirt Donkey hydro-powered wheelbarrow is equipped with simple controls, articulating suspension and large agtread drive tires. Powered by a sturdy 190cc gas engine, Dirt Donkey travels over uneven, rough terrain with ease at ground speeds up to 5 MPH. It requires no lifting, pushing or balancing of heavy loads. With a stable and balanced four-point stance, low center of gravity and large 10 cu. ft. bed capacity, the Dirt Donkey easily carries loads weighing up to 500 lbs. The low bed height minimizes lifting and makes for easy loading. The bed is balanced to enable emptying of heavy loads with minimal effort. Visit sarlomower.com.
Sta-Bil Rust Stopper
Featuring two powerhead options and six different attachments, the Honda VersAttach Multi-Purpose System combines the power and reliability of Honda 4-stroke engines with a robust lineup of tools to fit a wide range of needs. The Honda VersAttach System offers two powerhead models, the UMC425, powered by a Honda GX25 Mini 4-stroke engine, and the UMC435, powered by a GX35 Mini 4-stroke engine. The design of the Honda Mini 4-stroke engine provides for full, 360° operation, allowing the VersAttach to be used— 18
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Over time and with exposure to environmental elements, almost all unprotected metals will eventually rust— including landscaping equipment and tools that are constantly vulnerable to mother nature’s wrath. The new Sta-Bil Rust Stopper helps combat the elements with its innovative aerosol spray formula that delivers a protective coating for exposed metals, preventing rust and corrosion, while lubricating moving parts. Sta-Bil Rust Stopper can be used on just about any metal surface and it boasts a variety of great features and benefits, by fighting the formation of rust and corrosion via a protective barrier from environmental elements like rain, snow and wind, and leaves a protective film that clings and coats metal surfaces and is proven to withstand the test of various weather conditions. The specialized formula prevents normal water erosion and
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SPRINGproducts keeps the protected surface from developing water stream markings resulting in uneven rusting and corrosion. Additionally, it prevents existing rust from spreading and deteriorating metal surfaces while also offering a protective coating—all while lubricating parts and tools to stop squeaks and sticking. A custom aerosol spray nozzle allows for easy application and controlled use. Yearly application is recommended. The new Sta-Bil Rust Stopper joins the full line of Sta-Bil fuel stabilizers and protective products and is available nationwide in 12 oz. aerosol spray cans for $10.99. Visit sta-bil.com.
form can be locked in the raised position for easy maintenance on tines. Equipped with a 22 HP engine with a cyclonic air cleaner, the XT8 has the power to take on any terrain. Standing platform suspension reduces vibration and shock for reduced operator fatigue and increased comfort. Visit turfco.com.
Stihl MotoMix
Walbro Special Formulated Cleaner
Stihl MotoMix is a patented premixed fuel, specially blended for ultimate performance. Like a sports drink for an engine, the 50:1 mixture is a combination of premium non-ethanol, high-octane motor fuel and the highest-quality Stihl HP Ultra oil. Clean and convenient, MotoMix eliminates the hassle of users mixing their own 2-stroke engine fuel while providing superior performance and lubrication. Stihl stands behind this formulation by doubling the limited warranty when consumers include MotoMix with their power tool purchase. It contains no ethanol, allowing it to maintain stability for up to two years after the seal is broken—so it stays fresh in the equipment during long storage periods. Made of non-aromatic fuel and fully synthetic, it is a highly biodegradable engine oil. MotoMix serves as the official fuel of the Stihl Timbersports series. Visit stihlusa.com.
Turfco TurnAer XT8 With aeration speed up to 7 MPH, the Turfco XT8 can cover over two acres in an hour and easily handle residential, commercial and sports turf with a 30 in. aerating width that can still fit through a 48 in. gate, raised ground clearance to get over most curbs and zero-turn agility. The patent-pending auto-depth control allows operators to set a tine depth that is consistent across a property, regardless of turf conditions. The rugged reliability of the XT8 minimizes downtime by utilizing covered drive chains outside the aeration area and using sealed, self-aligning bearings near the aeration area. Chain tensioners are easily accessible and a standing plat20
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Walbro LLC has announced the development and release of a new carburetor and fuel system cleaner for all 2-stroke and 4-stroke engine applications. The Walbro Carburetor and Fuel System Cleaner is comprised of a special blend of cleaning agents and lubricants that safely remove carbon and deposits. The shake-can with two-way nozzle makes it easy to activate and spray, while the specially designed lubricants help to prevent corrosion. The product is currently available through Walbro’s global distribution network. Visit walbro.com.
Yardmax Power Wheelbarrow Yardmax power wheelbarrows are designed to safely and efficiently transport dirt, cement, stones and other heavy loads. Highly-engineered for optimal balance and control, each power barrow incorporates all-terrain maneuverability and stability, using a zero-turning radius to pivot without damaging the ground or work surface. The compact power wheelbarrow has a load capacity of 660 lb. and offers traction and stability needed to move heavy loads across rugged, uneven, muddy and wet landscapes. Product features include a Briggs & Stratton engine, all-terrain, self-propelled all-wheel drive, as well as a zero-turning radius and multiple speed heavy-duty transmission. The one-handed release, and two position-enabled controls to ensure safe operation and instant stop set Yardmax’s power wheelbarrow apart. A compact size allows access to hard-toreach locations. Yardmax offers a two-year residential warranty on all equipment and a ninety-day commercial warranty. Visit yardmax.com.
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DEALERvoices
A Different View On Freight Costs Perhaps the complaints about freight costs are not entirely distributors’ fault. BY SAM STEARNS
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ale Stotts’ column in the December issue of PET really got my attention. You know, the one where he told the story of the dealer who had to pay $77.70 for $3.30 worth of backordered parts? How terrible! But I had to pause to give it some more thought. I have come to the conclusion that the issue he brought up four months ago needs a little more attention. A different viewpoint, which is what this column is all about, right? In order to do this, I thought I’d briefly share with PET readers what my experience has been with backorder freight policies. My suppliers are all very reasonable. I use Oscar Wilson out of Missouri quite a bit. Their freight on backordered items is free. Hard to complain about that! I get a lot of parts from both Power Distributors and Gardner in Ohio as well. They charge $10.95 and $9.50, respectively, both for standard orders and for backorder shipments. The great thing about the backorder freight charges from these two suppliers is that they are allowable, meaning I can deduct them if I pay my account balance by the 15th, which I do habitually. That in and of itself brings up another relevant point to this discussion: How many dealers go ahead and pay their allowable freight charges, even though they can deduct it? I know someone who used to be a sales rep from one of these suppliers, and he told me once that many dealers go ahead and pay the allowable freight. And that was a surprise to me, because I never pay what I don’t have to! (Okay, there may have been once or twice when I didn’t get the payment out before the 15th, but that is extremely rare.) So when I see “allowable freight” on an invoice, that is just free freight to 22
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me, because I never pay it. I don’t know for sure why so many dealers pay this. I could be way off here, but I suspect that a lot of it is due to dealers who don’t pay their monthly statements on time. I first got an inkling of this when I was looking over Power Distributors channel partner program. I noticed that one of the ways to help a dealer reach a tier with better pricing and benefits was to pay at least 90% of invoices on time. I don’t see why this would be an incentive unless there are a lot of dealers who have a bad habit of being delinquent on their bills.
Dealers can mistreat suppliers just as well as suppliers can mistreat dealers. It is never my intention to rub people the wrong way. If offending someone is inevitable, I try to always make sure it is the message, and not the messenger, that is offensive. But here it is: If you are a dealership that pays allowable backorder freight charges because you don’t pay your balance in full by the 15th of the month, that is your fault. You have no room to gripe about your supplier’s backorder freight policy. If your statements often get 30 days past due, it is the supplier that may have the right to regret doing business with you, because you haven’t paid what you owe in a timely fashion. Sorry, but that is the way I see it. Dealers can mistreat suppliers just as well as suppliers can mistreat dealers. Let’s get back to my own experience with suppliers, shall we? There is one distributor in particular that I like to work with. They’ve got good people. Although I like working with this company, they did mess up once a couple of years ago by charging me $10 freight on a backordered bolt that cost less than $2. As soon as I saw the invoice, I
sent a rather stern (but not rude) email to handful of people in the company about this freight charge, including the owner. I was quickly issued a refund and an apology. They are improving how they handle backorders, and as I said before, it’s a great company to work with. I believe that little story illustrates another relevant point to this discussion. I’m convinced that in many instances, we dealers can be our own worst liability. The dealer in Dale’s story back in December waited a few days until he was able to confront his sales rep about the exorbitant freight charges. His sales rep wasn’t much help. In my opinion, his biggest mistake is that the sales rep wasn’t the best person to confront about the freight charges. In my story, the sales rep received a courtesy copy of my email, but it was not intended for him. I rely on my sales rep for a lot, but he is not supposed to handle every problem I have with his company. I believe the dealer in Dale’s story would’ve been better served to inconvenience a person within the organization who had the immediate ability to do something about the freight charges. Just recently, I convinced a supplier to adjust its freight policy to accommodate my request. No one told me, “I’m sorry, but that’s not our policy.” And I’m not some huge dealer with a lot of leverage, either. Neither am I one of those smooth talkers. I merely contacted customer service directly, clearly (and courteously) explained the situation, and got in touch with someone with the authority to make the adjustment I was asking for. The kicker is that in this particular instance, the supplier was in no way obligated to accommodate me, and I would have understood if they didn’t. I honestly believe that they could see by glancing at my account history that I’m a dealership that pays its bills in a timely manner, and therefore they were willing to relax their policy to give good customer service. Which isn’t that exactly the kind of treatment we give to our good customers? There is much more that could be said about this. Why don’t you share with me PET your thoughts about the issue? Sam Stearns owns and operates Mr. Mowerman, Scottsburg, IN 47170; e-mail: mr.mowerman@hotmail.com. The views of Sam Stearns do not necessarily represent those of Hatton-Brown Publishers, Inc.
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INDUSTRYvoices
Financial Education Builds Customer Relationships It is crucial for dealers to provide counsel for customers as they make decisions that will impact their business financially. BY DAN GUNDACKER
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s the weather begins to warm up across the country, professional landscape contractors are gearing up for the mowing season. As landscapers evaluate their fleets, they will be relying on dealers to help them navigate the equipment selection and purchasing process. This is especially true when it comes to determining the payment process for new equipment. There are many financing options for landscapers, and it can easily become overwhelming when trying to select the best option for their business. From paying for a machine outright in cash to spreading payments over time with a loan or lease, each option has unique pros and cons depending on the business. As a first step, dealers should sit down with customers, walking through each of their options to determine which financing method is best for their business if they do not want to pay for a machine in full. There are three primary financing options for customers to choose between: leasing, installment loans or revolving loans. An operating lease allows the customer to make a fixed payment over a predetermined amount of time, typically two to three years. At the end of the term the customer can either choose to purchase the machine, or return it to back to the dealer, much like an automotive lease. This option is ideal for a customer that would like to improve cash flow throughout the year. As a dealer, this option allows you to work with your customer to create a rotation plan, where the customer is able to rotate out equipment every two to three years. This is an attractive plan to a 24
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customer because they are able to use newer equipment, eliminating the risk of potential downtime. As an added benefit, you can work with your customer to match the lease term with the warranty period, ensuring the machine is under warranty throughout the length of the lease. If the customer definitely wants to own the machine at the end of the financing period, a loan will be the ideal option. The loan payment can be spread out into multiple installments, ensuring that the customer still has adequate cash flow throughout the year. Unlike a lease, an installment loan does not limit the number of hours and damage is not a concern. This is particularly appealing to landscapers who anticipate they will put many hours on the machine. Revolving accounts are typically better suited for smaller purchases, such as parts or handheld equipment. Essentially a credit account, a revolving account allows your customer to conveniently purchase parts, attachments and smaller purchases, and make a monthly payment. This option is not ideal for larger purchases, but provides a solution for large businesses with multiple crews. When walking through these options, it is important to note any restrictions to your customers, so they are fully aware when choosing a financing plan. For example, while leases have many benefits for landscapers, leases often have a maximum amount of hours that can be put on the machine in order to return it with no penalties. When speaking with your customer, fully disclose the details of each financing option. Not only will this eliminate any potential issues down the road, but it will strength your relationship with your customer in the long run. When you sit down with your customer, ask a few simple questions to help determine which option is the best fit for their business: 1. How long do they think they will need the machine? 2. Do they want to own the machine, or just operate it for the lowest overall cost?
Frank conversations help customers get the most out of financing.
3. Are they interested in keeping up with the latest technology? 4. Is there a financial benefit at this time to lease over own? After walking through these questions, have a frank conversation with your customer to identify the best solution based on their business. Uncover needs beyond equipment, including attachments, handheld equipment, parts and maintenance. Based on their goals and desires, discuss options to set up their business for future success. Depending on your lending partner, see if any of these added items could be wrapped into the financing package. As the dealer, you can work with the customer to create a unique program that is customized for their business. In the highly competitive landscape market, customers need to be able to rely on their dealers as a business partner. New equipment purchases are vital to a landscaper’s growth, and as their dealer it is important to help make the purchasing process not only easy, but also beneficial to their business. By creating an open line of communication and taking the time to fully understand your customer’s needs, you will strengthen your relationship and help to ensure longevity of PET the partnership. Dan Gundacker is a tactical marketing planner with John Deere Financial.
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??A Name Of Company H.5 Ad Color or B/W
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‘Tis The Season: Dealer Open Houses Creating customer goodwill can pay off big.
D
uring early spring, across the nation lawn and garden dealers are gearing up for a new sales and service season and many are hosting customer appreciation days and open house-type events with everything from catered food, door prizes and entertainment to special pre-season deals, factory reps on site and more. An open house can be a major sales event or time of networking and appreciation, but all have one thing in common: getting closer to the customer. Out in Austin, Tex., Richard Blake,
Vice President of McCoy’s Lawn & Garden, says they’ve been holding open houses for 23 years now, and this year’s event held March 3-4 is the second-best ever in terms sales during the event. The dealership begins letting its customer database know early in the year about the open house, though many of the regulars know to look for it each year at the same time, Blake says. Invitations this year advertised the “best financing” of the year, and reminded visitors to ask factory reps about fleet pricing program. A major propane conversion dealership, McCoy’s also displayed propane mowers and its conversion services, had a chain saw carver on-site and more. “We also offer the best breakfast and lunch around,” Blake adds.
Chain saw carver at McCoy’s open house in Texas added to the entertainment value.
The customer appreciation day with breakfast and lunch is also a big sales event.
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McCoy’s must be doing something right with the spring sales event: In two days, the dealership took in $600,000. That includes moving hundreds of handheld units. Blake says the great results reflect what he believes is an improving economy overall and a “unique” year from a sales standpoint as the Texas drought from six years ago is a distant memory. “We’ve had the wettest January in a decade, and there’s plenty of moisture,” he adds.
Radio Across the bay from Mobile, Dwight Lores of Robertsdale Power Equipment in Robertsdale, Ala. says his dealership’s open house this year in mid February was successful—and a handful. “We had a great crowd, but we can only do this once a year because it’s all we can handle, and we’re already almost three weeks out in service right now,” Lores said in mid March. And in a year with a non-winter, Lores’ customers have been working since late January. “Things went real well this year,” Lores says, adding that the two-day sales event also moved 30 z-mowers. While the dealership’s open house started as an event targeting commercial customers more than 20 years ago, Lores says homeowners have become a big part of the attendance as they also look to take advantage of sales and financing specials. Lores adds that local radio plays a big part in helping drive visitors to the open house, and he begins a promo campaign several weeks prior to the event. The radio plan also includes live broadcasts on-site during the open house.
Frozen House There’s nothing like holding an open house after a tough winter—and only days before another snowstorm hits, but that’s what happened this year when McIntyre’s Locksmith & Lawnmower Shop in Westfield, NJ held an open house March 3—two days before the area was hit with 18 inches of snow to top off a hard winter. “We had a very good turnout, surprisingly good after the winter we’ve had,” says General Manager Dan Croson, adding that the open house drew more than 100 and offered breakfast and lunch. The snow two days later added to a good snow machine sales year that saw six different inventory shipments, Croson says. PET
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SHOWroom FEATUREproduct
TriLink 3/8 in. LP Full Chisel Saw Chain TriLink Saw Chain carries a complete line of low kickback and professional saw chain, a full line of guide bars, cutting accessories and safety items. The low kickback saw chain has been tested, approved and listed by Underwriter’s Laboratories to meet all ANSI B175.1 requirement standards for low kickback chain, and the TriLink guide bar and saw chain factory is ISO 9001:2000 certified. This certification gives customers the confidence that they are buying from a company that is committed to providing quality products and services. Specifically designed for arborist applications, the new ⅜ in. LP Full Chisel chain from TriLink includes taller profile cutters for maximum chip clearance. (The ⅜ in. LP Full Chisel chain is an aggressive chain that may be capable of kickback.) Each chain includes Centri-Lube drivelinks, the friction reducing oiling system made to extend and increase the life of the chain. Engineered and designed with enhanced grind geometry for improved cutting efficiency and out of box sharpness; TriLink has also increased the chrome thickness for longer chain life. The square cutter edge on the full chisel chains is designed to reduce friction for an extremely smooth clean cut and faster chip clearance. TriLink Saw Chain’s ⅜ in. LP Full Chisel chain compliments existing .325 in. and ⅜ in. standard full chisel chains. Visit trilinksawchain.com.
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SHOWroom
SPRAYERS Solo 451 Backpack Mist Blower Solo mist blowers are among some of the most used blowers across a variety of sectors. In addition to plant protection, Solo sprayers can be used for disinfecting large areas such as gymnasiums. They are also the best choice for mosquito, pest and parasite control in orchards, farms, animal herds, stables, large stor-
age areas, ships and containers. The 451 mist blower creates a fine mist, applying chemicals over large areas more efficiently than traditional sprayers. Solo mist blowers are equipped with a powerful 66.5 cc Solo engine with a Nikasil coated cylinder. The extra-large polymer impeller produces high air volume at a lower RPM, reducing fuel consumption and noise level. Advanced engine technology ensures low fuel consumption, reduced exhaust emissions and high performance in continuous use. Call 757-245-4228; visit SoloUSA.com.
SHOP TOOLS Pferd ALU/NF Cut Burs The comprehensive line of ALU/ NF Cut carbide burs from Pferd brings new levels of machining performance particularly to aluminum applications. Burs in this range can effectively process material ranging from soft non-ferrous metals such as aluminum alloys, brass, copper or tin, to harder variants such as alloys with a high SiC content, titanium, titanium alloys and bronze. The ALU/NF Cut bur family contains burs in a variety of shapes and dimensions, with shank diameters in ⅛ and ¼ in. (3 to 6 mm), and bur diameters ranging from ⅛ to ⅝ in. (3 to 16 mm). For working on softer aluminum alloys, Pferd offers a version of the ALU/NF Cut bur called Hicoat, which has an additional coating with superior anti-friction properties, improving chip removal significantly. ALU/NF Cut burs with Hicoat are optimized for specific material groups—aluminum, steel, stainless steel (INOX), cast iron and plastic. Visit pferdusa.com.
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PARTS & ACCESSORIES Stens Lubricant Line The Stens private-label line of oils and lubricants has expanded to include 10W40-SJ and 20W-SJ oils. The 4-stroke oil additions contain zinc, a highly recommended component known to effectively lubricate and reduce wear in air-cooled small engines. The new oils complement the Stens offering introduced in early 2016, with quality, comparable oil alternatives to higher priced OEM oils.
For customers who repair and maintain equipment used in higher temperature climates, Stens 20W50-SJ oil is a welcome addition that can be used in both hydrostatic transmission applications and 4-stroke engines. The Stens line of oils and lubricants contains 4-stroke and 2-stroke oils of various weights and types, full synthetic hydrostatic transmission fluid, universal hydraulic fluid and winter and summer formulas of chainsaw bar and chain oil. Stens oils are packaged in convenient sizes ranging from 2.6 fl. oz. bottles to 55 gal. drums. Attractive bottle labeling clearly identifies the container contents and benefits, making Stens a great choice for self-serve retail space shelves. Visit stens.com.
Gravely Attachments
Gravely has rolled out new attachments for its Pro-QXT two-wheeled tractor, a 32-in. snow blower, a 32-in. brush mower, and a 36- and 48-in. finishing mower. The new two-stage snow blower attachment has a 32-in. clearing width and a 21-in. housing height, with a throwing distance of up to 60 ft. Gravely’s 32-in. brush mower attachment is able to take down saplings as large as 1.5 in. in diameter and power through thick brush. The finishing mower attachment comes in either a 36- or -48 in. 7-ga. deck, both with a 1.5-to 4-in. height of cut range. The Pro-QXT finishing mower attachments are also equipped with Gravely’s constant belt tensioning system. All attachments come with a oneyear commercial warranty. Visit gravely.com. 30
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PETcetera Encouraging Under Performers One of the most important things sales leaders can do when motivating “B” players to get to “A” player status is have a candid conversation on their willingness to put in the extra time and effort to make the transition. It won’t be easy, but here are three steps to take “B” players to “A” players in less than three months. The effort should give you a 5x revenue lift over what they are already producing. Remember, the revenue will show up according to your sales cycle length; but behaviors can change today. ● Raise their goal. A simple but effective action, raising a “B” player’s goal by 10% will give you a 7-8% lift in their performance. Why? They will intuitively rise to the challenge if you set a smart goal. Don’t overlook the fundamentals. ● Coach them to slow down the sales process. “B” players rush the process. They can’t wait to throw up all over the prospect/customer about their product or service. Slow down the “B” player to actually use a buyer-centric sales process. Teach them to uncover what the true needs and problems of the customer are. ● Have them think like a buyer. “B”s think like sales people, not buyers. Thinking like a buyer will help them make the leap in performance. Break the bad habits “B” players don’t even know they have. Actions will change, which leads to results. And results lead to bigger bonus checks.
PETevents MAY 9-11—National Hardware Trade Show, Las Vegas Convention Center, Las Vegas, Nev. Call 203-840-5622; visit nationalhardwareshow.com. JUNE 20-22—Outdoor Power Equip. Institute annual meeting, American Club, Kohler, Wis. Call 703-549-7600; visit opei.org. AUGUST 10—Iowa Nebraska Equipment Dealers Assn. annual meeting, Stoney Creek Hotel, Johnston, Iowa. Call 515223-5119; visit ineda.com. SEPTEMBER 3-5—SPOGA International Trade Fair, Cologne Köln Messe, Cologne, Germany. Call 773-326-9920; visit spogagafa.com. SEPTEMBER 11-13—Glee, United Kingdom’s biggest garden and outdoor living trade show, National Exhibition Centre, Birmingham, United Kingdom. Call 609-921-0222; visit gleebirmingham.com. OCTOBER 18-20—GIE+EXPO, Kentucky Exposition Center, Louisville, Ky. Call 812-949-9200; visit gie-expo.com.
Source: Sales Benchmark Index, 3 Ways to Move B Players to A Players in Less Than 3 Months, salesbenchmarkindex.com/insights/3-ways-to-move-b-players-to-a-players-in-less-than-3-months/
NOVEMBER 2-4—Far West Equipment Dealers Assn. annual meeting, Portola Hotel & Spa, Monterey, Calif. Call 707-6788859; visit fweda.com.
Jaraff’s New Mini-Jarraff Web Site
NOVEMBER 29-DECEMBER 1—Western Equipment Dealers Assn. annual meeting, Scottsdale Resort at McCormick Ranch, Scottsdale, Ariz. Call 816-561-5323; visit westerneda.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.
From the folks who brought you the biggest trimmer around, there’s now a new web site for a mini version. Jarraff Industries, manufacturer of the Mini-Jarraff Rear Lot Trimmer, recently launched a new website for its Mini-Jarraff Rear Lot Trimmer. The easy-to-navigate, mobile-friendly site offers comprehensive information about the Mini-Jarraff Rear Lot Trimmer including technical specifications, operational features and capabilities. Users can view photos and videos of the Mini-Jarraff in action. The website also provides access to the latest articles, press releases and newsletters with up-to-date information about the Mini-Jarraff. The Mini-Jarraff is specifically designed for residential and municipal tree trimming. The unit offers a dynamic range of operation, while the boom delivers a 55-foot vertical reach. Visit www.mini-jarraff.com.
ADVERTISER Ahlborn Equipment American Honda Power Equipment Axpan B3C Fuel Solutions Briggs & Stratton Cannon Bar Works ENM Eureka Chemical Gold Eagle Green Industry & Equipment Expo Heftee Industries Husqvarna Forest & Garden Jacto Masport Rapco Industries Rotary Sunbelt Outdoor Products TD Retail Card Services Trilink Saw Chain VP Racing Fuels Walbro
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DEALERtodealer
Not A Hidden Cost: Annual Dealer Education DALE STOTTS
Though sold as a “hidden” cost of doing business, Dale Stotts maintains that annual dealer education is just plain costly.
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n December I attended the all time strangest location and the worse food of any of the dealer education I’ve attended during my 50 plus years of these. Now your first thought could be, “Dale is getting old and isn’t in tune with the new ways of doing things.” This might be, but after attending this particular one, other dealers have voiced the same opinion as mine. My first issue was the location of this meeting for an engine manufacturer’s educational seminar: It wasn’t held in the normal distributor’s building, or at a local vo-tech school; nor at a restaurant’s meeting room or one of the local hotels. Instead this was held at in the lower level meeting room at a Harley Davidson dealership. The meeting room was adequate and a very qualified instructor, who has done these for several years, conducted the class. My complaints are not about the educational class or materials presented. My next complaint was the so-called “lunch” served. First, there was no ice for any of the cold drinks. Second, there was soda served for those who wanted it, but nothing in the sugar free category for those wanting that. Third, none of the “hot” food was hot and the dessert still was partially frozen. Unfortunately, the food catered into this venue was quite frankly well below par. But the issue is not just with the venue choice or lunch offerings. The cost of this educational seminar was about $60 per person. So the question is, what were we paying for? The cost of the hand out
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materials? A volt/ohms tester does not equal this out lay of money. As several of the technicians in attendance can attest, this particular town offered plenty of possible locations. In the past, the meeting was held at a restaurant with a buffet where not only would the food be hot, but the choices would cover any person with dietary restrictions. The other “non-hidden” cost of these schools is the outlandish cost forced on the dealerships to pay to have their technicians attend. In the coming months there are more of these to attend, and the price range is up to $80. Why? This has been a constant thorn in the side of dealerships for the majority of
The current emphasis is for dealers to embrace the battery-powered products many manufacturers are delving into. I’m not against this green effort, but instead of pushing for dealers to embrace battery as a way to make more money, what about listening to dealers and start cutting dealer imposed hidden costs? Not only is the education requirement getting totally out of hand, so are all the freight/ handling costs. Yet there have been no efforts by manufacturers to reduce any of these costs to their dealer network. There is one discussion prevalent during all meetings for dealers: The constant lack of new technicians and younger dealers entering into this industry. Again a subject the industry seems
Instead of pushing for dealers to embrace battery as a way to make more money, what about listening to dealers and start cutting dealer imposed hidden costs? the past 40 years. Dealers are forced into paying these fees—pay for their technicians to miss a day’s work— many pay mileage for their techs to attend, and in some cases, pay for an overnight stay at the local hotel. All of this and possibly more in the name of being able to maintain an engine or equipment manufacturer’s product both in and out of warranty. In many of these meetings one area of discussion is how to improve business to make profit. There are presentations on cost cutting, and showing how a dealer needs to diversify to become more profitable and entice the consumer in his doors. All of this seems to fall on deaf ears, though, when it comes to the manufacturers helping reduce hidden costs dealers have imposed on them by the manufacturers.
to have their heads in the sand about. There is a lot of talk about schools, technician certification and expanding the industry to embrace battery-powered products, which is all well and good, but until the hidden costs are reduced— and the continued “open arms” programs for the box stores selling the same products as the servicing dealers—where do executives think the future of their products are going to be serviced? Dealers are getting tired of being less respected than in the past,e3 when a manufacturer relied on the lowly dealer to help make them the name they are toPET day. 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 represent those of Hatton-Brown
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