CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr20pgs_SS.indd 1
4/3/20 8:07 AM
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2020_bkj.indd 2
3/30/20 1:05 PM
POWERlines
A Hatton-Brown Publication www.poweret.com
Gearing Up For War JESSICA JOHNSON
I
t is time to prepare for “The Hundred Day War”—the term I’ve heard dealers use for the spring season, which has always been so fitting. This year, the year that should give us all perfect vision, the irony of the nickname is not lost. It is time for literally everyone to face The Hundred Day War in some way or another. In mid-March, the elementary schools closed in Alabama and PET’s editorial staff went from a strong three (Dan Shell, Patrick Dunning and myself) to a staff of strong three with two extremely questionable assistants in the form of my twin kindergarteners. The news each day seems to vacillate between optimism and absolute despair. For me, it has been a struggle sometimes to find the optimism in a time when I am trying to do three jobs at once. Side note, there’s a huge difference between reading about chain saws and lawnmowers for a living and teaching someone how to read The Cat in the Hat. I’ll let everyone guess which of the two types of reading I excel at. But, as easy as it is to fall into despair, it is just as easy to find optimism. For example, turn to page 29. It’s the same “coming events” listing page that runs in every issue with the PETcetera material, a.k.a things I find on the internet that make me smile. The page lists the names, locations and dates of events as if they will actually be held (when, as I write this, we’re all wondering when there will ever be another event held at all that isn’t a toilet paper restock at your local store). OPEI, the owner and operator of the industry’s biggest gathering, GIE+EXPO, has held strong and steadfast that the show will go on as planned in late October. The idea I think is that coronavirus will have waned and it will be all systems go by that point, if not sooner. Wishful thinking? Maybe. But there’s nothing wrong with a little bit of optimism—just ask my kid who every single day since we started homeschool has asked for chocolate milk and cookies for breakfast. If you’re still looking for some optimism, look no farther than your own service department. The power equipment industry has always been an essential driver of the greater economy—especially in the spring months. But now the word “essential” has taken on a greater meaning and has even more importance. Now service technicians and power equipment dealership personnel are essential, as in on a mission to help not only the economy but also the greater good. As it stands, in conversations I’ve had with dealers, the grey area as to “essential” was somewhat grey in the beginning, but almost everyone is using one of the applicable essential designations from the U.S. Dept. of Homeland Security to keep the wrenches turning. New language specifies, “employees engaged in the manufacture and maintenance of equipment and other infrastructure necessary for agricultural production and distribution,” which for most clears up any murky water. During a time when more and more Americans are enjoying the great outdoors, power equipment is getting pulled out and fired up for the first time. No one wants to frolic with Fido in nothing but weeds and tall grass. The Hundred Day War might look a little different this year, but one thing is for sure: It’s definitely still happening. PET Stay well.
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
Contact Jessica Johnson, ph: 334-834-1170; fax 334-834-4525; e-mail: jessica@hattonbrown.com
Reprint Sales Patti Campbell Tel: (800) 669-5613 patti@hattonbrown.com
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr20pgs_SS.indd 3
4/1/20 3:05 PM
Volume 69
n
Number 2
n
APRIL 2020
Our 737th Consecutive Issue
n
Founded in 1952
Renew or subscribe on the web: www.poweret.com
FEATUREstories
8 THE VIRUS DEALER SPEAK 12 19 DUST & RUST Dealers React
Spring So Far
8
Looking Back: April 2000
VALUEadded Power Suppliers __________________________ 6 Industry Voices __________________________ 18 Showroom ______________________________ 20 Distributor Library ________________________ 24 PowerWorks ____________________________ 28 PETcetera/Ad Index ______________________ 29 Dealer to Dealer _________________________ 30
COVERphoto The elephant in the room for so many people, coronavirus and the resulting illness, COVID-19, is quite literally changing the world. How are power equipment dealers in the U.S. handling the pandemic as it comes at the start of the busiest time of the year? Read our report starting on Page 8. (Photo by Dan Shell at Lewis Lawn Equipment in Montgomery, Ala.; cover design by Shelley Smith)
12 19
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 ® 2020. 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
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr20pgs_SS.indd 4
4/1/20 12:39 PM
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2020_bkj.indd 5
3/30/20 1:05 PM
POWERsuppliers
VP Increases Push To Raise Funds For Cancer Research VP Racing Fuels, Inc. is working to help prevent cancer through its annual “Pink Jug” campaign. With an increase of over 30% in donations to the Prevent Cancer Foundation (PCF) in 2019, it was announced that the push and the promotion would continue. “At VP, we know a thing or two about research and development,” says Alan Cerwick, VP President & CEO. “We strive every day to fuel people’s passions, but the very dedicated group at the Prevent Cancer Foundation have a much more serious mission, and we hope that this ongoing campaign can help fund research grants and make a difference and a brighter future for all of us.” Through the sale of VP’s popular pink jugs, plastic containers that are used for storing and handling liquids, and pourable solids, VP makes annual contributions to PCF. In addition, in October, during Breast Cancer Awareness Month, VP doubles the contribution from each pink jug sold. VP’s distributors and dealers also get involved in their local markets to raise even more awareness of cancer research. PCF invests in cutting-edge research, education, community outreach and advocacy nationwide and their efforts include cancer research grants and fellowships, providing breast and cervical cancer education and screenings, and hosting events to educate the public and primary health care providers about the link between certain viruses and preventable cancers. Additional information about the critical work done by PCF can be found at preventcancer.org.
Briggs To Divest Turf Products Briggs & Stratton Corp. will divest certain assets to simplify the organization and focus on its engine applications. As a result of careful analysis of market dynamics and opportunities, the company will be repositioning to focus its businesses with expected annual sales of approximately $1 billion in the design, production and sale of Briggs & Stratton residential engines; Vanguard commercial engines, which has experienced sustained high growth and market share gains; Briggs & Stratton standby power generation, in which it maintains the number two position in North America; and Vanguard commercial battery systems, where it is a pioneer in commercializing electrification for a broad range of commercial applications. The company is prioritizing divesting the turf products business headquartered in the U.S. and the pressure washer and portable generator product lines. The turf products business headquartered in the U.S. includes equipment sold under the Ferris, Billy Goat, Simplicity, Snapper and Snapper Pro brands. “We are pursuing a repositioning of the company to simplify our portfolio around our foundational expertise in power application,” Todd Teske, Chairman, President & CEO remarks. “This action gives us an opportunity to streamline and optimize our corporate infrastructure to support higher profitability, as well as to strengthen our balance 6
n
APRIL 2020
n
sheet with proceeds from the divestiture of strong, yet non-core, assets. Throughout this process, our mission has remained the same: to provide power to people to make work easier and improve lives. We will do this by providing innovative and diverse power solutions and a superior support network.” Management has also updated its long-term financial targets to include 2-4% organic sales growth with focused growth areas exceeding 10% organic sales growth.
Echo Recalls Backpack Blowers
Echo Inc., in cooperation with the U.S. Consumer Product Safety Commission, is recalling certain Echo and Shindaiwa backpack blowers and replacement shoulder straps in the U.S. and Canada. The recall is due to laceration and impact hazards stemming from the blower’s shoulder straps, plastic buckles or the anti-static ground wire that can be drawn into the blower fan and fan housing causing plastic pieces to be expelled. For more information about the recall, including a list of affected serial numbers, visit cpsc.gov/recalls.
Bad Boy Mowers Expands Product Line
Bad Boy Mowers has announced that its high performance product line will include compact tractors, expected to
hit dealers by 2021. In partnership with Kukje Machinery Co., the company will now sell sub-compact and compact tractors at Bad Boy Mowers dealerships throughout the country. “Our partnership with Kukje Machinery Co. is a strategic partnership that continues our growth strategy in the professional market,” Phil Pulley, CEO of Bad Boy Mowers, says. “Designed with commercial customers and property owners in mind, our new Bad Boy Tractors will deliver all the performance customers demand from their utility tractor in a compact, easy to use package.” The new product line will feature tractors ranging from 22-35 HP. Each of the new products will be assembled in the U.S., include a full six-year powertrain warranty and incorporate Bad Boy Mowers’ widely recognized strength, quality and innovation. “We’re bringing all our Bad Boy attitude to a great lineup of tractors that perfectly complements our tough, all star commercial grade zero turn mowers through an exceptional dealer network,” says Lennie Foree, Director of Marketing for Bad Boy Mowers. “Our patented innovations continue to set the standard for accessibility, comfort and quality. With this new product line and history as our guide, the best is well ahead of us.” By adding the new product line, Bad Boy dealers will be able to diversify their offerings to new and existing customers, ultimately increasing revenue. Bad Boy Mowers customers will also benefit as the Kukje partnership delivers
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr20pgs_SS.indd 6
4/1/20 8:52 AM
POWERsuppliers economies of scale through increased purchasing power, reduced costs and lower overhead.
Honda Recalls Portable Generators
In cooperation with the U.S. Consumer Product Safety Commission (CPSC), American Honda will recall approximately 340,000 Honda EB2200i and EU2200i generators in the U.S. to inspect and repair or replace inverter units within these generators. Recall inspections and repairs begin on March 23, 2020, when repair parts will become available. In affected EB2200i and EU2200i generators, if operated under certain environmental conditions, water may enter an electrical connection on the inverter, located behind the control panel and cause a short circuit failure or fire during operation. While all recalled EB2200i and EU2200i generators are affected, the risk predominantly arises in applications or regions where salt water is present. To confirm that a generator is affected, contact the American Honda Customer Relations Department at (888) 888-3139, option 4.
Kioti Expansion Focuses On Dealers
Peter Dong-Kyun Kim, president and CEO of Daedong-USA, Inc. Kioti Tractor Division, explains that dealer success and customer satisfaction are of the utmost importance to the company. As such, the expansion of the parts team and training opportunities will allow Kioti to better support its dealers. Additionally, Sandy Call joins Kioti as the new director of parts & product support, overseeing the product support, field service, warranty, parts and training teams. Call brings decades of experience from his more than 30 years in the automotive aftermarket industry, starting at the store level and working his way up to director of category management. “Kioti continues to experience exciting growth as a company, and I knew I wanted to be part of the company’s ongoing success,” says Call. “I’m looking forward to applying my experience and knowledge of parts, inventory and analytics to help the Kioti team continue this tremendous growth.” In late 2019, Kioti completed a reno-
ABI Attachments, Riata Ranch Announce Partnership ABI Attachments, Inc. and Riata Ranch Co. have finalized a long-term strategic partnership: On February 10, 2020 ABI Attachments took over the operations, manufacturing, sales and strategic vision of the Riata Ranch brand. The Riata Ranch Co. has been manufacturing the easy-to-use Riata Rake precision arena drags since 2001. ABI, established in 1998, is the world’s largest manufacturer of arena drags and compact manure spreaders. This partnership provides equipment dealers with additional opportunity to meet the unique needs of equestrians and small farmers. Scott Holmes, President of ABI Attachments says, “ABI is thrilled with the opportunity to help take an already established and successful Riata brand and infuse it with many new and innovative products. Our vision behind this partnership is to expand the national dealer distribution model and product offering of the Riata Ranch Co.” Equipment dealers interested in representing Riata products, call 574-6797828.
Kawasaki Engines Renames Order Services Department As the Kawasaki Motors Corp., U.S.A. Engines Division has continued its growth, the company has built much of its reputation on the level of responsiveness it has shown to customers. Dealers will soon see an expanded concentration of support as Kawasaki’s existing Order Services Department becomes the Customer Care Department, effective April 1. More than a name change, the six-person team will be focused on enhancing the contact procedures between dealers and the company, as well as optimizing the efficiency of those contact points for all concerned. It will be led by Jake Heaton, a four-year veteran of the Order Services Department, recently promoted from supervisor to manager. The company believes that the keys to providing needed service are twofold; quick response and thoroughness of information—both delivered with expertise and caring from a dedicated team that is able to track individual dealer issues from inception to conclusion. Karen Howard, Director of Dealer Support and Marketing, stresses that requests from dealers will be tracked through KMC’s system by staff with an intimate knowledge of the product and ordering process. The dealers’ first point of contact will generally be the team member that manages the issue and reports back to the dealer, shortening the process and helping to maintain personal interaction. “Issues brought to our attention aren’t simply spilling into a giant call center,” she says. “They’re being given special, individual attention so that the process can be managed quickly.” According to Howard, “This detailed and focused methodology will allow the Kawasaki Customer Care team to become better advocates for the dealers, not only through efficiency, but also by making their concerns known to all relevant teams to help resolve issues for the dealer.” vation of their North American headquarters office space, including a stateof-the-art training facility for dealers. The manufacturer also launched a new online learning management system for all dealers in late 2019. Housing product information, assembly instructions,
service bulletins and advisories, the system is an easy-to-use resource center for dealership employees. Training programs can be accessed anytime, anywhere to allow dealers and technicians to continue product training and education in real time.
POWER EQUIPMENT TRADE
n
APRIL 2020
n
7
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr20pgs_SS.indd 7
4/1/20 8:52 AM
A Spring Unlike Any Other Dealers grapple with health concerns, business impacts as the coronavirus pandemic affects the lawn and garden industry. BY DAN SHELL & PATRICK DUNNING
A
cross the country, the lawn and garden industry and power equipment dealers are adapting to drastically different operating conditions in a spring season unlike any other as the coronavirus pandemic works its way throughout North America. Plans have changed, and different states and regions have different restrictions on business operations. In most of the country, power equipment dealerships remain open as part of a Dept. of Homeland Security guideline (with discretion left up to states and localities) that lawn and garden equipment suppliers and dealerships are part of the country’s “critical and essential” agricultural infrastructure. In Washington state, Angela Longnecker, who works at the Yelm location of J&I Power Equipment, with headquarters in Olympia, says “It’s too soon to tell and it’s ever changing,” when asked about the impact the coronavirus is having on the dealership. Located in one of the early virus “hot spots” in the Puget Sound area, Longnecker says when news broke about a potential lock-down of business and much activity, it seemed to generate a spurt of business as some customers made buying decisions with that in mind. She adds that since the virus began spreading and precautions have increased, the stores have followed suit. Originally they were wiping surfaces frequently, putting up barriers to keep 8
n
APRIL 2020
n
In spring 2020, hand sanitizer becomes a critical business supply for dealers.
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2020_bkj.indd 8
4/1/20 2:37 PM
customers 6 ft. away from the counter, closing public restrooms and adding hand sanitizing stations; but now they’ve closed their doors to the public, doing curbside pickup and drop-off only and selling Kubota equipment by appointment only. “We still have a lot of customers reaching out via email, texting us or through our web site for tractor packages so we want to be available to them,” Longnecker says. More recently, they made the decision not to accept any more service jobs for the time being. If government restrictions tighten, “We aren’t sure if we will be able to remain open or if our vendors will continue to ship parts to us,” she explains. “We don’t want to have our customers’ equipment and then be shut down and not know when we will open.” The dealership recently adjusted hours to 10-4 Monday through Friday and 10-2 on Saturday. Longnecker says the dealership is committed to paying employees 40 hours a week even though hours are re-
eration according to customer demand and the health and safety of employees. “We’re just crossing our fingers that we have a hundred days of hell this spring,” Longnecker says. Bob Odom, owner, B & H Odom’s Mower Shop in Sacramento, Calif., says he’s still trying to work employees at least half a week. “We’re staying open a less amount of time and taking phone calls, but people are still coming in to have their equipment serviced,” he says, adding that his staff is holding reservations for people to bring their equipment in. Odom has cut his open hours to just Friday and Saturday; employees are wearing masks and gloves. “We have wipes to wipe down equipment as well as stay a good distance away from customers and wear masks. We have to make our employees less susceptible to get the virus.” The coronavirus’ impact to his business is hard to gauge, Odom says, because spring season is in full swing— such as it is. “The ones who have been
Angela Longnecker with J & I Power Equipment in Washington state says that since the virus began spreading and precautions have increased, the stores have followed suit. Originally they were wiping surfaces frequently, putting up barriers to keep customers 6 ft. away from the counter, closing public restrooms and adding hand sanitizing stations; but now they’ve closed their doors to the public, doing curbside pickup and drop-off only and selling Kubota equipment by appointment only. duced, and also if they have lost childcare, are ill or caring for someone with coronavirus. “We are committed to paying our employees full time through the Washington state ‘stay at home’ order,” Longnecker says. “Once that is lifted, we are hoping our normal spring season is here and we will be busy enough to employ everyone full-time.” In the meantime, there are plenty of internal projects around the business, such as organizing, clean up and even some landscaping that needs doing. “We feel this will be a good opportunity to get to them and prepare for the upcoming ‘hundred days of hell’ that we call the spring season,” Longnecker says. The family-run business is a longtime premium equipment fixture in the south Sound area. Going forward, the family is meeting weekly to adapt to any changes in operations, adjusting the op-
laid off or are working from home, they are working on their yards in their free time,” he says. “Therefore, people are still needing their equipment tuned up and repaired and are a little bit more proactive with the extra time that they have.” He adds that he hasn’t experienced any delays in shipment of parts as of yet. “The equipment is staying wiped down. We just have to monitor things and be as careful as we can be.” Just north of New Orleans in Slidell, John Fortenberry, owner of PJ’s Lawnmower & Bicycle Repair, a mostly service-only business that sells some used equipment, says he’s seeing a bit of a silver lining from the business closures. “Everybody here has been ordered to stay at home so they’re cutting their grass,” he says, adding that lawnmower mechanics are the busiest guys in town
Longnecker: staying safe
right now. “I’m three weeks behind.” The business services everything. “When they drop it off, I’ll look at it and make sure it’s worth working on,” Fortenberry says, adding that he works mostly on Echo, Stihl and RedMax handheld. “Sitting here right now I have close to 40 repair jobs; so I think we’ll be fine moving forward.” He adds that as of the end of March, there were still a lot of businesses open in his area ands lots of traffic. “I’m sorry to say, it doesn’t look like we’re heeding the governor’s advice to stay home, but we live week to week so it’s hard to stay closed waiting on a stimulus package.” He’s cut store hours and concentrates on staying healthy and inside. Right now, “This whole ordeal is kind of in my favor, I just have to do my part and produce and stay healthy.” In Livingston, NJ near hard-hit New York City, Susan Kalweit, Vice President of Fred’s Small Engine Sales, says the dealership is open but the doors are locked. “We want no human contact so when a customer drops something off we’re telling them to just leave it on the side. We go, disinfect the machine, we’ll repair it and work on it,” she says, adding that they’ve hired a person to do nothing but disinfect machines. “Then when it’s fixed we call them, tell them how much it is, ask for credit card information and schedule when they can pick it up. We have a pick up site and we put the receipt on the machine. We’re not dealing with cash at the moment.” The dealership is working hard to maintain a close to sterile environment, she says. Some employees have been sent home and it’s being emphasized they stay as close to home and safe in their off hours. “We’re 15 miles from the epicenter in New York City. We’re doing okay, but it’s scary,” Kalweit adds. “We almost wish there was a national shutdown so we didn’t have a choice. We have a choice to stay open but at what point do you jeopardize con-
POWER EQUIPMENT TRADE
n
APRIL 2020
n
9
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2020_bkj.indd 9
3/31/20 3:10 PM
EETC Cancels Meeting, Alters Testing Process
T
he Equipment & Engine Training Council (EETC) annual conference cancellation and changes to online testing are two impacts of the coronavirus. In March, EETC canceled its 24th annual conference, scheduled to take place April 1-4 in Green Bay, Wis., at Lodge Kohler, with Ariens Co. and Fox Valley Technical College serving as co-hosts, the EETC Executive Board called it off due to health concerns and travel restrictions caused by the coronavirus. “The safety of our conference attendees and guests comes first,” says EETC Executive Director Erik Sides. “We sincerely apologize for any inconvenience this may cause and look forward to seeing you next year at our 25th annual conference.”
Test Changes
EETC certification session at GIE+EXPO
The EETC is also taking necessary measures to maintain continuous operation of its technician certification program. Effective immediately, the EETC is administering all of its online certification exams without a proctor for the next 90 days (with an automatic 90-day extension if necessary). Exam pricing for non-members is $59 (versus $49 for members) and for students to receive the $39 discounted test price schools must have an active school membership. “We know the effects of the coronavirus have impacted everyone, and we wanted to make sure our students and technicians have access to our online testing without the need of a test proctor,” EETC Executive Director Erik Sides
says. “EETC was already transitioning to proctor-less testing, says this just made the most sense to us.” EETC annual membership fees for colleges/universities and high schools are only $250 and $100, respectively, and student sub-accounts can be added for $12 per student. This is also includes access to the EETC’s technician portal, which houses 15 online courses and seven study guides (valued at more than $400 for non-members). Dealers have the opportunity to access the same resources within the technician portal and receive a $10 discount on certification exams for a $60 annual membership fee. Additional sub-accounts for technicians can be added for $12.
ducting your business and getting sick? However, he adds that some customwe might have to think about cutting It’s an uneasy time right now, you talk ers have called and been thankful that the back how many people are allowed in.” to people as if they had the virus.” business was still open. “We’re seeing He adds that the business was alShe says residential sales have people come in who are working from ready seeing a slowdown in sales and picked up. “Things are up and moving home, and they’re getting tune ups befloor traffic last year and its continued with our landscapers on the East into this year with the dry coast, but New Jersey had a weather. snowless winter so landscapers Family-run dealership Bar“We want no human contact so when a are hurting for money and ney’s Hardware in Elmont, NY customer drops something off we’re tellthey’re not buying anything is open with all family memnew.” bers working, says Donad ing them to just leave it on the side. We She notes this year is Fred’s Katz, president. “Its definitely go, disinfect the machine, we’ll repair it 50th in business. “We’re pretty slowed business down,” he and work on it,” she says, adding that well stocked. I hope it stays that says of the coronavirus impact. way but depending on how long “It’s day to day. The Home Dethey’ve hired a person to do nothing but this goes on, its survival of the pot down the road is limiting disinfect machines. “Then when it’s fixed fittest. Hopefully we get a hold the amount of people who can of this virus. Wash your hands come into the store at one time, schedule when they can pick it up. We and social distancing is key!” so that’s helped us some.” have a pick up site and we put the receipt In central Florida, Chuck Stull, Even so, Katz says, business CFO of Trail Saw & Mower Serhas been slow. “Foot traffic is on the machine. We’re not dealing with vice in Orlando, says the virus way down from what it should cash at the moment.”—Susan Kalweit, doesn’t seem to be affecting opbe. It’s too early to tell right erations that much, with customnow, we’ll see our sales reports Fred’s Small Engine Sales, Livingston, NJ ers still coming in. “We’re disinin a few weeks and be able to fecting things around here to stay tell.” on the safer side,” he says. Things like cause they have more free time,” he says. He adds that in his area of New York the computers, the credit card machines, So far, “We haven’t cut back hours or City, “There’s not a lot of traffic on the the doors and other things. reduced staff,” Stull says hopefully. roads, a lot of stores have closed, people He says right now the biggest impact “We’re telling our employees and cusaren’t going outside unless they have to. has been “super dry” weather the first tomers that we’re going to operate as But we’re considered a vital business, as two months of the year. “That’s hurtwe always do and continue to monitor a retail hardware store, so were keeping PET ing us more than the virus is.” the news for updates. If things get worse our doors open.” 10
n
APRIL 2020
n
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2020_bkj.indd 10
3/31/20 3:10 PM
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2020_bkj.indd 11
3/30/20 1:05 PM
Dealer Speak:
Spring Service Challenges
BY PATRICK DUNNING EDITOR’S NOTE: Many years ago Power Equipment Trade featured a regular column called ‘Dealer Speak’ where an editor would solicit responses on a given topic from dealers around the U.S. If any dealer would like to participate in a future column, please be on the lookout for questions periodically posted on the PET Facebook page. If you’d like to speak on a particular topic, reach Associate Editor Patrick Dunning at patrick@hattonbrown.com.
A
s is always a constant in life, grass continues to grow. Dealers around the country are focusing on having stocked inventories and parts on hand for spring’s jolt in mowing, blowing and landscaping activity. With our nation seemingly hanging in the balance—political upheaval, health pre-
12
n
APRIL 2020
n
cautions and economic impacts—rest assured a lot of practices remain intact. Dealers are still looking for qualified technicians, checking the weather forecast to predict sales, and evolving with the industry’s ongoing switch to more modernized equipment. PET reached out to dealers throughout the country to get a pulse of each service department’s situation as the season surges ahead and homeowners and commercial consumers alike prepare for seasonal responsibilities.
Mid-Central ● In the small town of Fort Scott, Kan., the folks at Heidrick’s True Value are running wide-open, seven days a week. Sebastian Thomas, technician apprentice, says they’re on top of the market. “We’re pushing machines out from open to close,” he says. “As it continues
to get hotter, we’ll have machines filled to the brim in the shop.” The Stihl dealership has a $60 per hour labor rate. As for current procedures, Thomas believes their operation shows no sign of changing unless cordless, electric lawn equipment becomes the norm. In addition to servicing wholegoods, they’ve found a niche in sharpening mower blades, saw chains and household knives for consumers. “We just try to help people keep their machines going.” ● Edmund Kuhn, service manager at Kuhn Sales and Service, LLC in Fostoria, Oh., says their service department is swamped and it hasn’t even greened yet. Coming off a wet 2019 season, Kuhn’s confident this year will show improvements. “Last year was strange. The weather had us behind and retail suffered because of it,” he says. Their labor rate currently sits at $66 per hour. While Kuhn admits their rates are fairly low for
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr20pgs_SS.indd 12
4/1/20 11:22 AM
the area, he’s satisfied with current profit margins and staying five to six days out. Moving forward, the Husqvarna, Toro and Stihl dealer is satisfied with his set of technicians and intends to keep them full-time while keeping an eye on local markets. “We’re thinking about where the economy will lead us,” Kuhn says. “We have solid products across the board but it comes down to what people are willing to spend. Still too early in the season to see.”
East Coast ● Wertz Farm & Power Equipment in Glen Rock, Pa., offers lawn and garden products along with agricultural machines. They service Massey Ferguson and Hardee farm equipment brands on the ag side and Scag, Husqvarna, Simplicity and Ferris on the lawn and garden side. Sales and finance manager Cindy Garmin says they’re about one and a half weeks out depending on parts needed. Wertz’s policy is to implement a cut off date to revert back to items sold strictly in-house for the service department. But with a boom in service activity, Garmin says they’re keeping the doors open for other brands. “Our cut off to no longer accept MTD and Cub Cadet was April 1 but demand is so high right now we’re allowing them,” she says. Labor rates currently sit at $75 per hour with plans of increasing to $80 to keep pace with markets in southwest Pennsylvania. Finding reliable technicians is always a catch-22 situation. Garmin confesses though it’s nice to have an extra set of hands accessible, when the season slows there isn’t enough work to keep everyone busy. As far as outlook, it’s business as usual at Wertz. “We’re always making room for improvement, but we don’t see anything too different about this year.” ● Jason Dutrow, president of Dutrow’s Sales & Service in Fredrick, Md., says business has been on cruise control the last two years. A previously mild winter led to an early spring for the Honda dealership, whose service department is currently packed with mowers and motorcycles at a labor rate of $95 per hour. Sitting one week out, Dutrow trusts he’s set with his current technicians. “It’s hard to find good techs but I’ve got two of the best so we’re moving,” he says. One reoccurring hiccup at the beginning of each spring is the low shelf-life of ethanol gas. After sitting unused all winter, some engines become congested so Dutrow’s service department is tackling issues concerning old fuel.
Across the country the consensus is: Equipment repairs are still flooding the doors.
West Coast ● On the West Coast in Santa Cruz, Calif., William Bruce, president of B&B Small Engine Repair, is taking things day by day. “I always tell people we’re like farmers,” he says. “Our business is weather related, especially to service.” Experiencing a low amount of rainfall as of late has resulted in less service activity. As the spring surge intensifies, Bruce is looking to the clouds to predict the type of year B&B will have. “Depends on if it’s a dry year and people don’t have to mow. You’ll see less customers, sell less equipment, and less servicing on the back end,” he says. “So, we’ll wait and see.” Admittingly a little behind on orParts availability seems to be the only thing slowing dealers ders in the service depart- down as they prepare for the rush. ment, Bruce considers the glass half-full and expects it to increase. types of manufacturers and a lot of this They service Honda, Stihl, Husqvarna is old school. You have to sometimes and Bearcat chippers at a labor rate of listen to the machine to determine what $75 per hour and sit approximately one needs repairing or replacing.” ● Jim Clements, service manager at to two weeks out. As far as having qualSiskun Power Equipment in Everett, ified technicians, Bruce stresses that Wash., says they’re right on par with finding good help is always a struggle. other dealers’ labor rates in proximity at “It’s harder than finding an automotive $90 per hour. They recently sent out a mechanic who works strictly on one Honda service mailer featuring $20 off thing,” he says. “We work on different
POWER EQUIPMENT TRADE
n
APRIL 2020
n
13
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr20pgs_SS.indd 13
4/1/20 11:22 AM
all labor that kickstarted their spring season after it dwindled through January and February. Their biggest equipment lines include Honda, Stihl, BE pressure washers and Billy Goat. A solid back-of-house has Siskun sitting one week out; allowing Clements to manage his time better. “With a couple of good technicians working full time, it’s easier to focus on other things,” he says. “We know as soon as the sun hits in March everything picks up.”
commercial landscapers can have their equipment tuned annually at a discounted price with priority servicing if purchased at Swineharts. The dealership’s equipment lines include Scag zero-turns, Stihl handheld and Honda mowers and generators. Currently four to five days out, sales manager Candice Swinehart says they could drift to seven days as the season progresses. “In March we start the beginning of our Dealers are still seeing problems relating to ethanol and otherwise busiest season. We call March “bad gas.” Those that sell treatments are slightly ahead of the curve. through July 4 ‘the Hundred five days out, the labor rate is set at $75 Day War,’” she says. Labor rates flucper hour and fits him well. McGough has tuate between $75-80 per hour Southeast a man who often assists him in servicing throughout seasons to parallel their ● Down in rural Alabama, Kenneth equipment when orders get stacked, but technicians’ workload. Although It’s McGough, owner of Ken’s Service Cenhe’s adamant about his self-sufficiency. been a slow start to their year with perter, Honoraville, Ala., says service reOpening the shop in 1990, McGough has sistent rain, the folks at Swinharts are quests are beginning to pick up steam. A successfully advertised his business expecting another banner year. “Last one-man operation out in the country, through word-of-mouth. “I’ve used this year was wonderful so we anticipate McGough is a “Jack-Of-All-Trades” hansmall town to my advantage,” he says. the same,” she says. “Our biggest condling the load. “There’s been plenty of “There’s several mowers in here being cern is people will stop buying lawnrain this year,” he says. “It’s been waterserviced right now.” mowers. But, I don’t see that happenlogged so I expect a good summer.” ● Across the state line in Baldwin, ing as long as grass is growing.” Though he sells Gravely and Bobcat Ga., Swineharts Power Equipment had Dealers are confident for what the fumowers, McGough will work on anyits “March Madness Sale” under way ture holds and across the board attitudes thing that comes through the door. Nearly to help keep busy. Homeowners and are consistent: It’s business as usual. PET
14
n
APRIL 2020
n
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr20pgs_SS.indd 14
4/1/20 11:22 AM
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2020_bkj.indd 15
3/30/20 1:05 PM
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2020_bkj.indd 16
3/30/20 1:05 PM
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2020_bkj.indd 17
3/30/20 1:05 PM
INDUSTRYvoices
OEMs Weigh In: COVID-19 PET asked selected OEMs what they are doing to support dealers during the coronavirus pandemic.
A
fter the announcement that the United States would remain open for business in mid-March despite the rapidly progressing coronavirus pandemic on the continent, and that by and large lawn and garden dealerships would remain open for business under the “essential services” designation, PET Managing Editor Jessica Johnson reached out to a few for comments and reactions to the pandemic that will define a generation. Here’s what they had to say… “Honda Power Equipment is committed to supporting our dealers and customers in these uncertain times. We are fully supporting sales, service and parts operations for our entire network, following local restrictions. We will continue to monitor the situation and provide updates to business operations as they become available. Our main concern is for the health and safety of our dealers and respective staff members, their families and the communities in which they serve.” —William Walton, Vice President, American Honda Power Equipment “Through this unprecedented time, we are committed to keeping the public safe while continuing to provide expertise and support to our dealers. Husqvarna leadership held a conference call with our Dealer Council on how to best understand how to support them during this time and we are proud to say that we have acted on a number of their requests. We’ve increased regular communication with all of our dealers and we are also conducting weekly online trainings, to ensure they have the information and resources that they need. Furthermore, we have launched a 12018
n
APRIL 2020
n
day deferred 0% interest for 48 months program for all our commercial mowers, as well as offering prepaid freight reduction to make it easier for dealers to better manage stock levels. As we closely monitor the situation, we are committed to providing increased support to our dedicated dealers around the country.” —Pete Love, National Director of Dealer Sales, Husqvarna “The health and safety of our dealer partners remains a primary concern. Realizing that spring is a critical selling period for them, we are putting more emphasis on helping our dealers evolve their selling experience to better serve their customers. In most areas, dealers are able to move inventory outside, offering a spacious area to see product and testdrive. As we adhere to restrictions on public gatherings, our dealers are moving to virtual open houses and modifying store hours to ensure all safety guidelines are maintained for their customers. In addition to offering a variety of healthy shopping experiences, our dealers offer home delivery and secure pick up of mowers and parts.” —Rhiannon Burch Hallam, Senior Director of Sales, Hustler Turf “As a family business, Stihl recognizes our responsibility for the short and longterm health and financial well-being of our employees, as well as our responsibility to the more than 9,000 Stihl dealers. The local dealers are the backbone of our industry providing much-needed services and goods to individuals and essential sectors in the communities they serve including first responders, cleanup crews and utility companies. Currently, our
factory in Virginia Beach and distribution network are operational. Stihl keeps a sufficient inventory of products and necessary components to account for short-term disruptions, so we are currently not seeing any impact on our ability to produce and supply equipment. All of our dealer support programs are in place to assist dealers with awareness and customer communications, and include messaging options that allow them to select what is most appropriate for their specific situation. Buy online, pick-up in store options are available at many Stihl dealers across the country. Our dealers and customers can use these programs to support small businesses in their community while adhering to all regulatory and social guidance.” —Roger Phelps, Corporate Communications Manager, Stihl Inc. “The Outdoor Power Equipment Institute (OPEI) is the industry’s voice, and provides a forum for our members to address the issues of the day. With the world’s attention focused on the spread of the COVID-19/coronavirus and its impact on individuals, manufacturers, and the global economy, I want to assure you that OPEI continues to provide that forum while taking steps to maintain the safety of our staff, members, and vendors. OPEI remains open for business, and we are mindful of the ongoing challenges coronavirus is posing for our members, and the need for a prudent response. Our international tradeshow, GIE+EXPO, is currently scheduled to proceed as planned in Louisville, KY, Oct. 21-23. We encourage members to consult guidance from the Centers for Disease Control and Department of Labor for best practices, as well as the resources at www.opei.org/coronavirus/, in responding to the coronavirus at their facilities and within their operations. It’s a challenging time for the country and the industry, but business goes on, and the business of the association goes on.” —Kris Kiser, President & CEO, OPEI
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr20pgs_SS.indd 18
4/1/20 10:28 AM
DUST&rust
Readers are encouraged to send relevant historical lawn and garden media items in.
LOOKING BACK: April 2000 Maybe it’s just us, but as the world adjusts to an (albeit) temporary new normal, but we wanted to look back to right after Y2K when things also felt slightly chaotic. Set-up very similarly in terms of content, PET’s April 2000 edition published a complete technical breakdown of the Solo 470 backpack blower by industry legend Ken Morrison; as well as the cover story on how emissions standards were beginning to challenge the industry. The Cover of Power Equipment Trade April 2000: “Emissions: Clearing The Air” oh what Managing Editor Jessica Johnson wouldn’t give to clear the air in April 2020!
Dealer Profile: U.P. Outdoor Power Center opened first as a manufacturer and dealer of antique tractor parts, but at the time of PET’s visit was mostly a lawn and garden dealer with some business ties to its tractor past. The dealership evolved greatly over the years through acquisitions and mergers.
R.I.P. Dixon Industries, those who knew you loved you.
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr20pgs_SS.indd 19
4/1/20 8:52 AM
SHOWroom FEATUREproduct
Greenworks Commercial GT 161 String Trimmer Touted for its versatility, the GT 161 string trimmer from Greenworks Commercial allows landscape professionals to have one tool that can take on a plethora of jobs with its universal attachment capable base. Transforming the tool with commercial grade attachments—whether it is used as a string trimmer, hedge trimmer, pole saw, edger or even a cultivator—allows professionals to save time and energy in the way they work. Plus, with an aggressive 16 in. cutting path, the GT 161 cuts through even the toughest of brush. Designed to tackle a wide array of jobs, the GT161 provides the ability to take-on multiple tasks with the simple switch of a base attachment, and is powered by Greenworks’ 82V lithium-ion battery. Ignited by the simple touch of a button and equipped with brushless motor technology, the GT 161 is truly built for ease of use. The Greenworks Commercial GT 161 attachment capable string trimmer and its assortment of commercial grade attachments are available now through distributors Carswell, Carswell OEI, PACE and Steven Willand in the U.S. In Canada, the GT 161 is available through distributors Celtic, GC Duke and EFS. Visit greenworkscommercial.com.
20
n
APRIL 2020
n
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2020_bkj.indd 20
4/1/20 10:17 AM
SHOWroom
HANDHELD Husqvarna 550iBTX Blower
Stihl MSA 160 C-BQ Chain Saw
A powerful, well-balanced and ergonomic battery-powered backpack blower, the Husqvarna 550iBTX, with an MSRP of $449.99, delivers an impressive blow force (21N) within the battery-powered commercial space. With an integrated system, a high capacity backpack battery and class leading power, plus low vibrations, the blower allows you to work in public settings, even in noise restricted areas. The blower is IPX4 weatherproof and features continuous boost mode and cruise control, as well as an intuitive keypad with battery status and running modes directly on the handle. Visit husqvarna.com.
The Stihl MSA 160 C-BQ lithium-ion chain saw is designed for midrange users, who also environmentally conscious. Charged with a 36V battery, this chain saw eliminates the need for power cords. The MSA 160 C-BQ chain saw delivers the power expected from Stihl without the worry of harmful emissions and the hassle of mixing fuel. Lithium-Ion batteries run at full speed until the battery is depleted with no gradual drop in power. With a combination of new technology and Stihl reliability, firewood cutting, storm clean-up and other occasional cutting tasks around the home can be completed without the need for power source once the battery is charged. With no engine and filter care required, users will appreciate low operating cost, as well as minimal maintenance. Run time on a single battery charge can vary and depends on the battery type, charge level, tool model, operating conditions and the user’s operating style. The MSA 160 chain saw, battery and charger are all sold separately. Visit stihlusa.com
POWER EQUIPMENT TRADE
n
APRIL 2020
n
21
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2020_bkj.indd 21
4/1/20 10:17 AM
SHOWroom
SNOW & ICE MANAGMENT SnowEx Helixx Stainless Steel Hopper Spreader In addition to the proven durability and corrosion-resistant benefits of stainless steel, the newly introduced SnowEx Helixx stainless steel hopper spreaders feature the revolutionary Helixx material delivery system, an innovative design that helps optimize material flow. Furthermore, by adding a pre-wet and direct liquid application kit, the Helixx becomes a triple threat— with the ability to spread, pre-wet and spray with one machine. The corkscrew, or “helix,” design of the Helixx material delivery system is optimized for efficient and cost-effective use of salt, and it was designed to operate in the target range for salt spreading best practices. The Helixx runs the entire length of the hopper with variable flights, promoting even unloading of material. With the addition of a pre-wet and direct liquid application kit, which includes pre-wet tanks, a pump and a spray kit, the
22
n
APRIL 2020
n
spreaders have the ability to pre-wet materials or spray brine directly onto the driving surface for anti-icing applications. All functions are easily controlled from the in-cab control. Compatible with full-size pickups, flatbed trucks or dumpbed trucks, the Helixx stainless steel hopper lineup includes five different models, including capacities of 1.5, 2.0, 3.0, 4.5 and 6.0 cu. yd. Visit snowexproducts.com.
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2020_bkj.indd 22
4/1/20 10:17 AM
SHOWroom
PARTS & ACCESSORIES Rotary’s Copperhead Mower Blades The industry’s most extensive line of commercial-strength mower and edger blades is featured in Rotary’s 2020 parts catalog including a variety of Copperhead flat, highlift, low-lift and mulching models. Over 40 new blades are now available. Tested for uniform hardness and heavy-duty performance, Rotary’s Copperhead blades exceed OEM standards for operation and are ISO certified for quality, durability and superior craftsmanship. Made exclusively in the U.S. with premium grade American steel, Rotary blades are precision-formed, strengthened and sharpened to ensure long wear and a cleaner, finer cut. A special 150-page section of the 2020 catalog includes blade photos, illustrations and descriptions plus a specifications chart with OEM number, length, center hole diameter, width and steel thickness. Also featured are adapters, bolts, washers and bushings. Rotary manufactures nearly 12 million Copperhead blades annually at its state-of-the-art facility in Glennville, Ga. Visit rotarycorp.com.
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2020_bkj.indd 23
4/1/20 10:29 AM
AR, LA, MS, OK, TX 4408
MN, ND, SD, IA, TX, WI
Nationwide
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr20pgs_DL_SS.indd 24
4/1/20 8:53 AM
TX, OK, AR, LA, NM, MS
PUT HEADINGS HERE
PUT HEADINGS HERE
PUT HEADINGS HERE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr20pgs_DL_SS.indd 25
4/1/20 8:53 AM
Central & Western U.S.
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr20pgs_DL_SS.indd 26
4/1/20 8:53 AM
4331
Midwestern & Southeastern U.S.
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr20pgs_DL_SS.indd 27
4/1/20 8:53 AM
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
H&M Industrial Supply (800) 346-4331 2236
Obsolete McCulloch & Obsolete Homelite Parts Bob’s Lawnmower Service 7632 State Hwy. 7 Maryland, NY 12116-3201
607-638-9297 phone or fax
HOMELITE PARTS BUY & SELL NEW, USED & OBSOLETE
8100
Stihl * Homelite * Lawnboy * Briggs & Stratton New * Obsolete * Used Parts THOUSANDS OF PARTS!
9009
POWERworks Ask For Ray 502-228-1462 • Fax: 502-228-7737
POULAN WEED EATER PARTS
YOU COULD BE READING YOUR AD HERE!! Contact Bridget DeVane 800-669-5613 for more information
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr20pgs_DL_SS.indd 28
4/1/20 8:53 AM
PETcetera Drive-Thru Wake Honors Beloved Dealer Family and friends mourned the loss of Connecticut dealer Scot Stanton while maintaining social distance as part of the new normal. Instead of a traditional wake, hundreds attended drive-thru one. Tractor after tractor, one vehicle after another, people drove by East Windsor, Conn.’s Stanton Equipment March 27, paying respects to owner Scot Stanton who passed away after a long cancer battle. Stanton’s daughter, Amanda stood in the driveway, blowing kisses as vehicles rolled past, maintaining social distance. The parking area was decorated with flowers and photos, as the business was used in lieu of a funeral home. While people rolled their windows down to express their condolences Amanda thanked them for coming. “Incredible. Just incredible,” she said to local NBC news affiliate NBCCT, who was clearly touched by the turnout. Amanda conceived the idea. After 40 years in the agricultural community, she knew many people wanted to say goodbye to her father. So, in a time where group gatherings are restricted, she found another way. “Everybody really wanted to pay tribute to him so I just thought if everybody just kind of drove their tractors through,” she said. Family, friends and customers, some from hundreds of miles away, came to this drive-thru wake and memorial. “I think this is fantastic considering what we’re going through right now as a nation and social distancing and stuff like that, I think this is incredible,” said friend, Mike Dalessio of Stanton. Despite the realities the world is facing, people came together with the priority being love and respect. Hundreds attended calling hours from 12noon to 3 p.m. “It was more than I expected,” said Eddie Graczewski, a longtime friend who worked with Stanton for decades, told NBCCT. “The outcry of all the friends, family. He was just an outstanding gentleman.”
Although there was no hugging and physical consoling, those who came provided comfort to a family grieving. “I think right now we all need a little positivity with everything we’re going through and that’s what Scot would’ve done too,” said Stanton. It was an event that perhaps, symbolized the spirit of what can be done in these extremely difficult times. Source: Drive-Thru Reception Provides Means of Mourning Somers Man, Mike Massaro, www.nbcconnecticut.com/news/local/ drive-thru-reception-provides-means-of-mourning-somersman/2246366/
PETevents SEPTEMBER 1-3—National Hardware Trade Show, Las Vegas Convention Center, Las Vegas, Nev. Call 203-8405622; visit nationalhardwareshow.com. OCTOBER 21-23—GIE+EXPO, Kentucky Exposition Center, Louisville, Ky. Call 812-949-9200; visit gie-expo.com. NOVEMBER 4-6—2020 Far West Equipment Dealers Assn. Experience, Westin Lake Las Vegas Resort & Spa, Henderson, Nev. Call 707-678-8859; visit fweda.com. NOVEMBER 16-18—2020 North American Dealer Conference, TBD, Dallas, Tex. Visit nadealerconference.com. Listings are submitted months in advance. Always verify dates and locations with contacts prior to making plans to attend.
Coming Soon
Saw Charts in June Trimmer Charts in December 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
PG NO.
PHONE NUMBER
American Honda Power Equipment
5
Heftee Industries
20
800.755.7540
Husqvarna Forest & Garden
2
800.487.5951
Masport
21
+64 9 571 5888
PMD International
14
+61 3 8390 3933
Prufrex Innovative Power Products
22
+49 9103 7953 0
Rotary
11,20,23,32
800.841.3989
31
800.438.0660
Sunbelt Outdoor Products TD Retail Card Services
16-17
800.538.3638
Trilink Saw Chain
1
877.492.9829
VP Racing Fuels
15
877.515.1733
ADLINK is a free service for advertisers and readers. The publisher assumes no liability for errors or omissions.
POWER EQUIPMENT TRADE
n
APRIL 2020
n
29
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_0420_ASM.indd 29
4/1/20 12:35 PM
DEALERtodealer
Making Customers (& Yourself) Feel Safe SAM STEARNS
This is unchartered territory for us all, but that doesn’t mean dealers don’t still need to be productive and, most importantly, positive.
wiping down surfaces in the restrooms, counter and out at the gas pumps. This gave my mother the peace of mind to make the decision that she would be coming back to this place in the future. We want customers having that same kind of reaction to our businesses.
T
Here are just a couple of other helpful ideas that may help us do business with people: ● Arrange business in a way that you can keep a safe distance. I’ve been hearing about dealerships that are dropping off customers’ equipment in their driveways and arranging for remote payment methods. This will be a reassuring action for a lot of people who are uneasy about contacting anyone outside of their own family at home. ● Offer discounted, or even free, pickup and delivery. Take away an obstacle for those people who are afraid to visit your place of business. This may give you an edge over your local competition!
hese are interesting times, aren’t they? I hope you fellow dealers are hanging in there. I hope this COVID-19 virus hasn’t dealt you a blow you can’t recover from. The way this has affected dealerships is on a broad spectrum, mainly depending on your state and local governing bodies and your local conditions. For some, it’s almost business as usual. And for those operating in harsher health and/or legal climates, business may have come screeching to a halt. As I write this at the end of March, I believe most of us are somewhere in between. Some of the precautions we take at this time are legitimate health precautions, some are for legal reasons, and some of them are for people’s peace of mind. And which precautions fall under which category depends on where you are and what you think. However, we dealers need to do all of the above. Now, more than ever, is the time to make our customers feel safe doing business with us, however it’s legally allowed at the moment. There’s no need for me to go into detail about many of these precautions. We’ve all been hearing about them already! But suffice it to say that washing/ sanitizing your hands, not touching your face, wearing gloves and perhaps even masks, and sanitizing all surfaces that people touch, including handles on their equipment, is absolutely necessary in the current climate. To illustrate the importance of these measures, my mother recently stopped at a gas station where an industrious employee was busily 30
n
APRIL 2020
n
Handling Transactions
Process Improvements If business is slow for you during this normally busy time, this may be a great time for you to work on improving your service department processes. For many of you, the shop is the only part of your business that is up and running. ● Maybe you could work on your equipment triage process, setting aside times for someone to inspect every piece of equipment that comes in, so that you can get estimates ready and parts ordered well before you’re actually able to work on it. ● In order to have an efficient triage process, you need to have a good checkin process for all incoming equipment. Are you or your service writers asking customers the right questions? Do you record all the relevant information your customer gives you so that you can pinpoint the problem with the equipment
quickly when it’s time to triage it? Is the equipment properly staged and prepared so that your triaging service tech doesn’t have to take unnecessary steps? ● Work on setting pre-approved amount suggestions for different types of equipment that come in for service. If you can get your customer to approve up to $300 (or whatever amount) ahead of time for their lawn tractor, that’s less time you have to spend contacting the customer and waiting for them to approve your estimate. Calling all those customers takes a lot of time out of someone’s day, and you can shave quite a bit off of that time by getting a significant percentage of your customers to agree to a certain amount. Plus, it gives you the freedom to fix something else you may find if the repair will fall under the pre-approved amount! For more detailed information on improving your shop’s processes, I urge you to get in touch with the good folks at Bob Clements International (BCI). They’ve been a huge help to a huge number of dealerships over the years! One final piece of encouragement for all of us dealers: Let’s try to stick together. Thankfully, there are places many of us can go to share and receive helpful ideas and best practices. Joining a Dealer Success Group with BCI is very helpful. There are also a couple of Facebook groups that I know of that we all may use to this end: Professional Power Equipment Congress and Small Engine Repair Business Growth Strategies. Being thoughtful, helpful and positive with our communication with each other at this time will be a force for good. Please stick with it and hang in there! I want all of us to emerge from this and continue to be successful businesses providing a needed service to our communities. 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 the views of Hatton-Brown Publishers, Inc.
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2020_bkj.indd 30
4/1/20 10:38 AM
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2020_bkj.indd 31
3/30/20 1:06 PM
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2020_bkj.indd 32
3/30/20 1:06 PM
