CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr22pgs_SS.indd 1
4/11/22 8:36 AM
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_0422_ASM.indd 2
4/7/22 7:19 AM
POWERlines
A Hatton-Brown Publication www.poweret.com
Of Surveys— And Volunteers DAN SHELL
W
e’ve always looked forward to doing a new PET Dealer Survey to see what’s on the minds of our readers, and also to compare dealers’ business opinions and positions with previous surveys. There are straight line trends like increased labor rates, technician pay and a move toward more larger dealerships that have all gone in pretty much the same direction the past 30 years. Then there are other dealer opinions and positions that shift back and forth a bit, generally depending on economic conditions, things like servicing only what you sell and how recently you raised your labor rate (both more likely in good economic conditions). We also greatly enjoy reading the dealer comments that we encourage our readers to make: Their thoughts on the industry and its future. We’ve always been impressed that dealers are happy to let us know what they’re thinking. This year almost half—168 out of 372 who completed the survey—gave us a piece of their minds. Back in the old direct mail survey days the comments were limited by what a dealer could scratch out by hand, but now with the online format dealers are limited only by their imaginations. For years the big box stores and equipment OEMs’ policies concerning those retailers have been a hot topic among readers. Labor, especially finding quality technicians, is an ongoing hot topic among the survey comments. This year, two additional issues have bubbled up as hot topics in the comments section: battery-powered equipment and supply chain gripes. Supply chain issues are mostly pandemic-related, as various players in supply chains across the world are facing the same concerns of tight labor markets and the shipping of parts and components and finished products. These things will work themselves out, as they usually do. Battery-powered equipment is a different can of worms, and the spread of battery-powered lawn and garden machines will undoubtedly have a bigger and longer-lasting impact on industry’s dealer base. We get comments from all sides of the issue. Some dealers believe more battery-powered trimmers and walk behinds will free up technicians to spend more time handling higher-value jobs and equipment; others say the low- and no-service equipment will in part help “solve” the industry’s technician shortage. I recently had the good fortune to attend an event that included a presentation from award-winning economist Roger Tutterow at Kennesaw State University. He covered the current leading economic indicators; he noted that the pandemic recession of 2020 was the worst in U.S. history but also the shortest, and how we’re all living in a time of unprecedented economic dynamics during the world’s first truly global pandemic of the modern digital era. Amongst all the economic numbers and graphs Tutterow made an important insight: We all love to talk about the mandates and shutdowns and those always grab the headlines. But 10 years from now, he said, we’re more likely to be talking about the impact of voluntary changes in our lives: The great resignation that was real, lower workforce participation, more work from home and other societal changes that will affect how dealers do business. The survey says smart dealers know their markets, find out where their customers are going and get there first with the premium power products they want and need. As one of our 168 dealer comments put it, in so many words: The good will grow, the average will stagPET nate and the bad will fade away.
Contact Dan Shell, phone 334-834-1170, fax 334-834-4525; e-mail: dan@hattonbrown.com
Hatton-Brown Publishers, Inc. Street Address: 225 Hanrick Street Montgomery, AL 36104-3317 Mailing Address P.O. Box 2268 Montgomery, AL 36102-2268 Tel: (334) 834-1170 Fax: (334) 834-4525 Publisher/Adv. Sales Manager David H. Ramsey Chief Operating Officer Dianne C. Sullivan Editor-in-Chief n Rich Donnell Managing Editor n Jessica Johnson Senior Editor n Dan Shell Senior Assoc. Editor n David Abbott Associate Editor n Patrick Dunning Contributing Writers Greg German, Sam Stearns Publisher/Editor Emeritus David (DK) Knight Art Director n Cindy Segrest Ad Prod. Coordinator n Patti Campbell Circulation Director n Rhonda Thomas Marketing/Media n Jacqlyn Kirkland Advertising Sales Southern U.S. Randy Reagor Tel: (904) 393-7968 Fax: (334) 834-4525 E-mail: randy@hattonbrown.com Midwest U.S., Eastern Canada John Simmons Tel: (905) 666-0258 Fax: (905) 666-0778 E-mail: jsimmons@idirect.com Western U.S. & Canada Susan Windham Tel: (334) 834-1170 Fax: (334) 834-4525 Email: windham.susan4@gmail.com Europe & Scandinavia Murray Brett Tel: +34 96 640 4165 +34 96 640 4048 Email: murray.brett@abasol.net Distributor Library Kathy Sternenberg Tel: (251) 928-4962 ksternenberg@bellsouth.net Classified Advertising Bridget DeVane Tel: (334) 699-7837 (800) 669-5613 bdevane7@hotmail.com Reprint Sales Patti Campbell Tel: (800) 669-5613 patti@hattonbrown.com
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr22pgs_SS.indd 3
4/7/22 3:06 PM
10 Volume 71
n
Number 2
n
APRIL 2022
Our 749th Consecutive Issue
n
Founded in 1952
Renew or subscribe on the web: www.poweret.com
FEATUREstories
10
IT’S BACK!
Dealer Survey Results
18 A DEALER’S BEST FRIEND Pets In PET
26
2022 TRIMMER PREVIEW New Models, Accessories, Parts
VALUEadded Power Suppliers __________________________ 6 Trimmer Spec Charts _____________________ 21 Here’s An Idea___________________________ 30 Distributor Library ________________________ 33 Power Works ____________________________ 37 PETcetera/Ad Index ______________________ 38
18 26
COVERphoto The Dealer Survey doesn’t disappoint, as the industry’s aging dealer base sounds off on everything from margins to labor concerns, diversification, and more beginning on Page 10. (Jessica Johnson photo; cover design by Shelley Smith) 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 ® 2022 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! PETapr22pgs_SS.indd 4
4/7/22 3:16 PM
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_0422_ASM.indd 5
4/7/22 7:19 AM
POWERsuppliers
Dealers React: State Of The Supply Chain BY PATRICK DUNNING
“T
he way things appear right now, it’s going to get worse before it gets better,” says Alex Drzewiecki, general manager, Southside Mower, regarding ongoing supply chain constraints and showroom availability at their store’s Tallahassee, Fla. location. Power equipment dealers across the country have struggled to fill customer orders the past two years, and distributors are forecasting 2022 will be another tough year of physical shortages and backlogs for OEM equipment and parts. “I can’t tell you a manufacturer with a full parts inventory right now to fill our orders. We’ve faced a severe lack of equipment but the end of 2021, beginning of 2022 is definitely as bad as it has been,” Drzewiecki notes. “We’re anticipating a lack of product overall. Don’t think we’ll be able to meet consumer demand based on what seems like available inventory and comparing that with notes from our brands and letters from corporate anticipating delays and sourcing issues.” Southside Mower has maintained a limited variety but decent inventory of Stihl, Gravely, Husqvarna and Exmark products and in most cases able to provide for its customers. Fill-rates for wholegoods and repairs have remained near 85%. “There’s open back orders from every distributor we buy from. We had
6
n
APRIL 2022
n
mowers eight to 10 months out waiting on a single part. Kawasaki doesn’t have oil filters right now; we finally received nineteen belts for our Exmark 60 in. Lazer zero-turns that we’d been out of for months,” Drzewiecki adds. “It may not be exactly what the customer is looking for but we’ve been able to provide in most cases.” Stark Street Lawn and Garden has five locations in the Portland-metro area and one four hours south in Bend, Ore. Kenny Sherman, sales associate, says the company’s size has helped with keeping equipment inventory but that some brands are worse than others and commercial products have gone MIA compared to residential. “We have a fair amount of residential mowers right now but how that changes as we start getting into the selling season is yet to be seen. Some brands are tough because if the products aren’t paid for they won’t ship it,” Sherman says. “Definitely not desirable because our customers are having to pick and choose certain models instead of hon-
ing in on one model and having to call for availability at that point. Definitely not a world where its whatever the customer wants.” Stark Street is filling 50% of orders right now and its vendors expect supply constraints to continue into 2023. “I think now we are feeling the full brunt of supply constraints right now. When it started it wasn’t bad because there was still a fair amount of equipment out there but all of that was gobbled up in 2021,” Sherman laments. “2021 was a good year for us personally, it definitely had its challenges but 2022 feels like it will be the toughest year equipment availability wise.” Southeast Mower in Waycross, Ga. seems a bit more optimistic in its view of 2022’s approaching busy season. Aren Lloyd is a new part owner at his grandfather’s dealership as of four months ago and says despite some minor delays they’ve been able to get parts and haven’t had many issues. “I jumped in four months ago because I saw an opportunity to work alongside my grandpa. It’s a good industry to get into and my grandpa has done really PET well,” the 24-year-old says.
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2022_bkj.indd 6
4/7/22 2:33 PM
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_0422_ASM.indd 7
4/7/22 7:19 AM
POWERsuppliers Rotary Adds Two Southern Managers Rotary Corp. has announced the appointment of two new territory managers. Kade Queen is Rotary’s new territory manager for dealerships in north Texas. Queen previously served in territory sales to family-owned hardware and farm supply stores in Oklahoma and Texas. While Mike Simon has been named territory manager for dealers in north and east Florida. Simon operated a multi-line equipment dealership for four years and has nearly 20 years of experience as a product and sales manager.
Outdoor Power Parts And Acc. Assn. Launches
Building on 35 years of success, Outdoor Power Parts And Accessories Assn. (OPPAA) has launched as an evolution of the organization formerly known as OPEAA. The name and branding change were announced at the organization’s 35th annual meeting in St. Augustine, FL. “It’s time to reshape and refocus our organization to better serve a larger
8
n
APRIL 2022
n
portion of the industry,” comments John Joensen. For more than 35 years, OPPAA has been a member-driven organization with the ultimate purpose of facilitating the growth and availability of quality replacement parts and accessories to the power equipment industry. As the organization was originally founded to support and grow the non-OEM replacement parts business segment—it has evolved to provide less distinction between OEM and aftermarket suppliers. The association’s mission and strategic goals will remain to protect the integrity of power equipment parts and accessories manufacturers and distributors but also allow members to more broadly address accessories and replacement parts throughout the industry; position itself for organizational inclusion and growth; and increase member value with a broader perspective and resources. The new OPPAA Board of Directors includes President, John Joensen, Gardner, Inc.; Vice President, Darold Dunham, Power Distributors; Secretary/ Treasurer, Scott Rutledge, Medart En-
gine; Immediate Past President, Donny Desjarlais, Oregon Tool. Rounding out the Board will be Mark Errick, D. E. Errick, Inc.; Alex Webb, Hoosier Wheel; John Bauersfeld, Stens; Todd McMahon, Rotary, and Jim Depolo, VP Racing Fuels serving as Directors.
Certified Parts Corp. Adds To PES Territory
Jay Grafft, President of Certified Parts Corp. (CPC) has announced that, effective immediately, the states of Arizona, California, Hawaii, and Nevada have been added to Power Equipment Systems (PES) existing central warehouse distributor territory. Dealers needing parts or technical support for products, can reach the PES team at pesnet.com.
Assn. Members Vote To Merge Into One
The membership of the Midwest-SouthEastern Equipment Dealers Assn. (MSEDA), the United Equip-
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2022_bkj.indd 8
4/7/22 8:11 AM
POWERsuppliers
Terry Horan Named President & CEO of Stihl Inc. Terrence “Terry” Horan has been named President and CEO of Stihl Inc., and assumed his position on April 1, 2022. Horan will be responsible for the management of the Stihl Group’s largest market and subsidiary, based in Virginia Beach, Va. An integral part of Stihl Group’s manufacturing and sales network, Stihl Inc. supplies components and products for more than 100 markets worldwide—in addition to serving the U.S. market. The company employs more than 3,000 people in the U.S. “We are pleased to welcome Mr. Horan, an Terry Horan internationally successful leader with 35 years of experience in the power tools, DIY, and consumer goods industry to the Stihl family,” says Dr. Nikolas Stihl, chairman of the advisory board and supervisory board at Stihl Group. Michael Traub, the chairman of the executive board, adds, “Terry Horan has demonstrated proven leadership of major companies and global brands, creating winning cultures focused on innovation and leveraging a deep understanding of the end-customer. This makes him the right choice to lead the company and its employees.” Horan joins Stihl Inc. after a successful career as RPM Con-
sumer Group president at RPM International Inc. Horan has also held various senior leadership roles including president and CEO of DAP Products Inc., president of The Master Lock Co., president and CEO of the Robert Bosch Tool Corp. North America, and president of Dremel Power Tools. “I am excited both personally and professionally to join the team at Stihl Inc.,” says Horan. “I look forward to meeting and working with the men and women here in Virginia Beach, our branch and distributor teams, and our vast network of more than 10,000 local Stihl dealers across the country. Together, we will build on Stihl Inc.’s long-standing legacy of success, accelerate our growth and continue our industry leadership position as the number one selling brand of outdoor power equipment in America.” Horan, a native of the Chicago area, received a master’s degree in business administration from the University of Notre Dame, and a bachelor’s degree in marketing at Northern Illinois University. He also volunteers as a Start-Up Advisor at the IDEA Center at the University of Notre Dame. He and his wife Jill have three children.
ment Dealers Assn. (UEDA), the Western Equipment Dealers Assn. (WEDA) and the Equipment Dealers Assn. (EDA) have voted overwhelmingly in favor of moving forward with a merger of these four associations to form the new North American Equipment Dealers Assn. (NAEDA). The member vote was the final step in the merger process to create the new association of equipment dealers. “We appreciate the overwhelming level of support that we have been given by our members,” says Tom Rosztoczy, Stotz Equipment, Chair of the Long-Range Planning Group. “Now that our members have ratified the merger resolutions, we will start with our transition plan and consolidating our resources — taking the best of all four organizations to enhance our value proposition to dealers.” The effective date of the merger is projected for July 1, 2022. The newly formed North American Equipment Dealers Assn. will continue to represent dealers on a national basis with manufacturer relations and in federal government affairs in Ottawa and Washington, D.C. NAEDA will also continue to represent dealers in their 24 U.S. state capitols and state regulatory issues of the states involved in the merger, as well as in nine Canadian provinces. POWER EQUIPMENT TRADE
n
APRIL 2022
n
9
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2022_bkj.indd 9
4/7/22 8:11 AM
PET Dealer Survey: 2022 Report
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2022_bkj.indd 10
4/7/22 2:33 PM
BY DAN SHELL
C
overing the trends and issues affecting the power equipment dealer segment of the lawn and garden and small engine and equipment industries, Power Equipment Trade magazine has developed a industry trend database second to none, now spanning 30 years from the first PET dealer survey in 1992. This year almost 400 dealers responded to the survey, and we thank all involved who have taken the time to give us their data on how they run their businesses and opinions on issues facing this industry.
Who knew a small engine dealership was such a solid route to running a million-dollar business? Almost a third (30%) of dealers responding to the PET 2022 Dealer Survey say their businesses have more than $1 million total in annual equipment, service and parts sales.
Demographics Looking at dealer demographics, the industry’s dealer base continues to age, as now 63% of dealers report they are 60 years old or older. That’s compared to only 29% of dealers reporting they were older than 60 just 10 years ago. And there’s the key “next generation”
age group of dealers, those needed to move forward the next 20-25 years. Now, only 14% of dealers fit that category between age 30-50. Meanwhile, in 2012 29% of dealers were aged 30-50. The age of dealers—the first question on the 2022 PET Dealer Survey—is bound to have an impact on the last two questions concerning how dealers view
POWER EQUIPMENT TRADE
n
APRIL 2022
n
11
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2022_bkj.indd 11
4/7/22 2:56 PM
their future. In 2012, 6% of dealers said they were looking to downsize in the next two years and 4% said they were looking to get out of the business as soon as possible. Now, with almost two-thirds of dealers more than 60 years old, 15% say they are planning to downsize the next two years and 10% say they are looking to get out of the business altogether. That’s a quarter of those surveyed planning to reduce—or eliminate—their business volume the next two years. Indeed, compared to 10 years ago, roughly a third fewer dealers agree with the statement: “I plan to remain a power equipment dealer and believe my business will grow.” Now, 39% of dealers say so, compared to 56% in 2012. At the other end of the scale, the number of dealers looking to leave the business has more than doubled since 2012. Back then, only 4% of dealers said: “I definitely plan to get out of the power equipment business as soon as possible.” Now, 10% are saying so.
Operations In 2022, 64% of dealers surveyed report they have five or less employees; in 2012, 61% of dealers reported the same thing. The biggest change during the past 10 years has been the growth of larger dealerships: In 2022 13% of dealers report more than 10 employees. In 2012, only 7% had more than 10 on the payroll. Meanwhile, 14% of dealers report 6-10 employees, while 9% say they are sole proprietors. Who knew a small engine dealership
was such a solid route to running a million-dollar business? Almost a third (30%) of dealers responding to the PET 2022 Dealer Survey say their businesses have more than $1 million total in annual equipment, service and parts sales. Slightly more than half of dealers (54%) report $500,000 or less in annual sales, with 15% saying they have $500,000-$1 million in annual sales. More than a third of dealers—38%—
Following the traditional word-of-mouth, Facebook was cited by 18% of dealers as most effective, followed by print (16%), web site (11%), radio (10%) and direct mail.
report their profit margins are either “good” (33%) or “very good” (5%), while 25% claim margins are “poor” (19%) to “very poor” (6%). Another 37% say they are “fair.” That shows an increase on both ends of the scale in the past two years: In 2020 31% said margins were good-very good, while 22% said they were poor-very poor and 47% said margins were fair. For those dealers who are seeking new areas to invest and operate, 23% surveyed say they are looking to diversify their businesses with products that aren’t traditional lawn and garden. Of those, almost half (46%) are interested in a wide variety of recreational products, including ATVs, karts and watercraft. Other key product types drawing diversifying dealer interest are trailers (34%), larger landscaping equip12
n
APRIL 2022
n
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2022_bkj.indd 12
4/7/22 2:33 PM
ment such as skid steers and mini excavators (23%), outdoor lifestyle products like grills, furniture, feeders and fountains (18%) and landscaping supplies like plants, seed, fertilizer, lawn chemicals, etc. (16%). In the past two years, 32% of dealers surveyed say they expanded their business, 17% say they downsized their businesses, and 51% of dealers say they’ve kept their businesses the same. Looking ahead to power equipment dealers’ two-year plans and potential expansion, one-fourth of dealers surveyed say they have expansion plans in the next two years, either by expanding at their current location (20%) or by relocating (5%). Continuing a trend toward more dealership product offering streamlining, 69% of dealers report they are carrying fewer lines than they did two years ago. Accordingly, 59% of dealers report they are doing business with fewer distributors than two years before.
Service Asked to use a slide scale to show the percentage service makes up of overall revenue, dealers reported that in 2022, the average dealership gets 52% of its revenue from service. Dealers were asked how much they pay their top technicians. In 2022, 15% of dealers are paying more than $30/hr., 31% of dealers pay $22-$26/hr. and 27% of dealers pay $18-$21/hr. Incredibly, almost a fourth (24%) of lawn and garden dealerships pay their top technicians $17/hr. or less. And remember, that’s top technicians. This is a big change from 10 years ago, when only 45% of dealers were paying top technicians more than $17/ hr., compared to the 72% now. Right at three-fourths of dealers (75%) pay their technicians hourly; another 15% pay a base rate plus commission and 7% pay straight commission. In 2012, only 32% of dealers said they were seeing increased demand for battery-powered equipment. Now, just 10 years later, more than half of dealers (54%) say they’re seeing more customer-driven demand for battery-powered equipment, and 5% say they’re seeing demand driven by government policies.
Marketing Asking dealers what type of marketing medium they find most effective, of course word-of-mouth wins (31%) because most everyone asks someone they
know or trust where they take their mower or trimmer, right? Following the traditional word-ofmouth, Facebook was cited by 18% of dealers as most effective, followed by print (16%), web site (11%), radio (10%) and direct mail. Looking at similar results from 2012, the exact same question wasn’t asked, but 55% of dealers said they used print advertising most often when only 16%
of dealers say it’s effective now. Dealers were asked what social media that their businesses are active on: Twitter, Facebook, Instagram, YouTube or LinkedIn? Interestingly, 38% of dealers surveyed replied “none of the above.” Of the applications, Facebook is by far the most popular, with 60% of dealers saying they use it, followed by Instagram (13%), YouTube (12%), LinkedIn (7%) and Twitter (6%).
POWER EQUIPMENT TRADE
n
APRIL 2022
n
13
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2022_bkj.indd 13
4/7/22 2:33 PM
“Manufacturers and distributors will continue to drive medium-size dealers out because of ever decreasing margins and increasing demands of time and money. The large dealers get all of the price breaks, terms and perks. The small dealers kind of operate under the radar and are left alone as long as they do as they are told and can make it on minimal margins.” —A Survey Comment
Dealers Said It Ever since the first PET Dealer Survey in 1992, we’ve always asked dealers to give us their thoughts about the industry, and our readers have always responded with gusto. In 2022, dealers are continuing to grapple with effects of the pandemic. Issues surrounding finding not only qualified power equipment technicians (always a concern) but also employees of any kind were a big topic of the survey comments, along with gripes related to supply chain issues as dealers continue to have trouble getting orders filled completely and timely. Another big topic in the comments is battery- and electric-powered equipment and their impact on dealers’ futures and the effect of so many carburetor-equipped machines never coming back to dealer service departments. It’s an issue PET will delve into on future surveys and in future articles. Here are some of the more insightful dealer comments: “With current fuel and oil prices rising, and the push towards battery 14
n
APRIL 2022
n
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2022_bkj.indd 14
4/8/22 1:57 PM
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_0422_ASM.indd 15
4/7/22 7:19 AM
equipment, I sadly see a slow phasing out of some power equipment. In an era of this industry being short on technicians, it may be a benefit to having more battery-powered equipment that is non- or minimally serviceable.” “I find it unusual that the manufacturers want the dealers to predict their business six months in advance, yet, they are unable to let the dealers know months in advance they are not going to be receiving the inventory they need to produce the product. All these manufacturers have large purchasing and production planning departments. Please give us the earliest warning of
16
n
APRIL 2022
n
production issues so we can plan on how to counter the issue, thus reducing stress on management and finances of the retail store. Proper communication is key!” “Battery-powered will change our world. I’m old enough not to care but I wonder for the future of ‘the dealer’ in the coming years. Labor shortages will hurt an industry that cannot pay the wages being demanded.” “Manufacturers and distributors will continue to drive medium-size dealers out because of ever decreasing margins and increasing demands of time and money. The large dealers get
all of the price breaks, terms and perks. The small dealers kind of operate under the radar and are left alone as long as they do as they are told and can make it on minimal margins.” “I see all power equipment going to battery power because it is dependable and disposable. Because we are losing the older techs, the young people don’t want to this work.” “The multi-store operators will take over the business if they can find the help.” “The good will grow; the average will be stagnated; the bad will fade away.” PET
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2022_bkj.indd 16
4/8/22 1:57 PM
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_0422_ASM.indd 17
4/7/22 7:19 AM
Shop PETs The editorial staff of Power Equipment Trade counts six dogs, three turtles and two hamsters among their personal pets. And as a bunch of animal lovers, seeing the good boys and sweet girls in dealerships across the country always makes us smile. The idea for pets in PET came to Jessica Johnson about a year ago, and you might have seen some already in the magazine, as well as on the magazine’s social media channels and PETnet Online Newsletter. We thought these smiles needed their time in the printed magazine spotlight, too. And don’t forget, submissions for the next round of shop pets are always open. Who’s working in your dealership that just needs an ear scratch or a belly rub?
Maggie, Raffel’s Engine Service, Coldwater, OH
What do dogs do on their day off? Can’t lie around— that’s their job. —George Carlin
Annie, a Catahoula Leopard, Watson Lawn & Outdoor, Denham Springs, LA
Rosee (the riveter), Butch’s Repair, Galesville, WI
Fussy, P&D Small Engine Repair, Chinnquapin, NC
Sweetest office kitty, Wilmington Lawn & Leisure, Wilmington, NC
Every dog must have his day. — Jonathan Swift 18
n
APRIL 2022
n
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr22pgs_cs.indd 18
4/7/22 2:40 PM
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_0422_ASM.indd 19
4/7/22 9:45 AM
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_0422_ASM.indd 20
4/7/22 7:19 AM
PET0422_TrimmerCharts_cs.qxp_PETJune03SawCharts 4/7/22 9:22 AM Page 21
2022 String Trimmer Specification Charts Note: Information for PET’s String Trimmer Spec Charts has been furnished by appropriate manufacturers and suppliers. Due to metric-to-non-metric and non-metric-to-metric conversions, some measurements may not be exact. Also, weights were requested “dry, engine only,” but some may include attachments, and where applicable, batteries. The “—” symbol indicates no reply; it does not necessarily mean the feature is not available. We made every effort to make this chart as complete and
accurate as possible; however, those companies marked by a “**” notation did not return changes to us by press time. The models listed for them are the most accurate we had on file. Should manufacturers, suppliers, distributors or dealers spot any missteps, please notify Jessica Johnson, Managing Editor, P.O. Box 2268, Montgomery, AL 36102-2268/334-834-1170; fax: 334-834-4525; email: jessica@hattonbrown.com. Thanks. —The Editors POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
n
APRIL 2022
n
21
ath Sw i ng Cu tt
aft
t
GT-225
21.2 cc
10.1 lbs
Curved
16 in
GT-225i
21.2 cc
10.6 lbs
Curved
16 in
GT-225SF
21.2 cc
10.8 lbs
Curved
16 in
GT-225L
21.2 cc
11.2 lbs
Curved
16 in
SRM-225
21.2 cc
11.7 lbs
Straight
17 in
SRM-225i
21.2 cc
12 lbs
Straight
17 in
SRM-266
25.4 cc
13.4 lbs
Straight
17 in
SRM-2320T
21.2 cc
12.2 lbs
Straight
17 in
SRM-2620
25.4 cc
12.3 lbs
Straight
17 in
SRM-2620T
25.4 cc
12.5 lbs
Straight
17 in
SRM-3020
30.5 cc
13.7 lbs
Straight
20 in
SRM-3020T
30.5 cc
13.9 lbs
Straight
20 in
SRM-410X
42.7 cc
18.4 lbs.
Straight
20 in
DS 2210 S
21.7 cc
9.0 lbs
Straight
16 in
DS 2410 S
21.7 cc
9.9 lbs
Straight
16 in
DS 2410 T
21.7 cc
9.9 lbs
Straight
16 in
DS 2700 S
27 cc
12.6 lbs
Straight
16 in
DS 3000 S
30 cc
13.2 lbs
Straight
16 in
DS 3000 T
30 cc
13.9 lbs
Straight
17 in
DS 3500 S
36.3 cc
15.2 lbs
Straight
17 in
DS 3500 T
36.3 cc
16.8 lbs
Straight
17 in
DS 4100 T
44 cc
18.3 lbs
Straight
17 in
DSH 2500 S
25.4 cc
12.8 lbs
Straight
16 in
DSH 2500 T
25.4 cc
14.1 lbs
Straight
16 in
DSH 4000 S
40 cc
16.1 lbs
Straight
16 in
DSH 4000 T
40 cc
18.1 lbs
Straight
16 in
DSi 30
40 V
6.4 lbs
Straight
12 in
Sh
Dry
We i gh
Po
Mo d
w
el
(Di er spl ace mn to rV olt age )
PET0422_TrimmerCharts_cs.qxp_PETJune03SawCharts 4/7/22 9:22 AM Page 22
Echo, echo-usa.com
EFCO, efcopower.com
Honda, powerequipment.honda.com
22
n
HHT25SLTA
25 cc
13 lbs
Flex
17 in
HHT35SLTA
35.8 cc
15.5 lbs
Flex
17 in
HHT35SUKA
35.8 cc
16.1 lbs
Flex
17 in
APRIL 2022
n
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
ath Sw Cu tt
aft
i ng
t
122C
21.7 cc
9.7 lbs
Curved
17 in
128CD
28 cc
11.11 lbs
Curved
17 in
128LD
28 cc
11.11 lbs
Straight
17 in
129C
27.6 cc
9.9 lbs
Curved
17 in
129L
27.6 cc
10.5 lbs
Straight
17 in
129LK
27.6 cc
10.3 lbs
Straight
17 in
220iL
40 V
7.2 lbs
Straight
16 in
324L
22 cc
11.2 lbs
Straight
18 in
325iLK
40 V
5.5 lbs
Straight
16 in
329L
28 cc
11 lbs
Straight
17 in
525LK
25.4 cc
9.92 lbs
Straight
18 in
535LK
34.6 cc
12.79 lbs
Straight
18 in
520iLX
40 V
6.6 lbs
Straight
16 in
522L
22.5 cc
9.26 lbs
Straight
18 in
525L
25.4 cc
9.7 lbs
Straight
18 in
324L
25 cc
11.2 lbs
Straight
18 in
525LS
25.4 cc
10.14 lbs
Straight
19 in
525LST
25.4 cc
10.36 lbs
Straight
19 in
524LK
25 cc
11.9 lbs
Straight
18 in
430LS
29.5 cc
11.2 lbs
Straight
19 in
535LS
34.6 cc
12.57 lbs
Straight
20 in
EM2652LHN
25.4 cc
11.5 lbs
Straight
17 in
EM2650LH
25.4 cc
10.9 lbs
Straight
17 in
XRU18PT
18 V x2 (36 V)
13.4 lbs
Straight
17 in
XRU15PT
18 V x2 (36 V)
10.4 lbs
Straight
15 in
XRU12SM1
18 V
8.6 lbs
Straight
12 in
XRU11M1
18 V
7.4 lbs
Straight
113⁄4 in
XRU13Z
18 V
7.3 lbs
Curved
11-3/4 in
XRU02Z
18 V
6.4 lbs
Straight
10-1/4 in
XUX01MSPT
18 V x2 (36 V)
10.9 lbs
Straight
17 in
Sh
Dry
We i gh
Po
Mo d
w
el
(Di er spl ace mn to rV olt age )
PET0422_TrimmerCharts_cs.qxp_PETJune03SawCharts 4/7/22 9:22 AM Page 23
Husqvarna, husqvarna.com/us**
Makita, makitatools.com**
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
n
APRIL 2022
n
23
ath Sw i ng Cu tt
aft
t
B23
22.5 cc
12.9 lbs
Straight
-
B230C
22.5 cc
10.5 lbs
Curved
-
B230L
22.5 cc
11.3 lbs
Straight
-
B23C
22.5 cc
9.9 lbs
Curved
-
B23L
22.5 cc
11.8 lbs
Straight
-
B270L
25.4 cc
11.7 lbs
Straight
-
B270L TURBO
25.4 cc
12.1 lbs
Straight
-
B27L
25.4 cc
12.1 lbs
Straight
-
B27L TURBO
25.4 cc
17.2 lbs
Straight
-
B30
30.1 cc
12.9 lbs
Straight
-
B300L
30.1 cc
11.5 lbs
Straight
-
B300L TURBO
30.1 cc
12.2 lbs
Straight
-
B30L
30.1 cc
11.8 lbs
Straight
-
B30L TURBO
30.1 cc
12.1 lbs
Straight
-
B42
41.5 cc
18.3 lbs
Straight
-
B420
41.5 cc
17.7 lbs
Straight
-
B420L
41.5 cc
16.4 lbs
Straight
-
B42L
41.5 cc
17.2 lbs
Straight
-
Sh
Dry
We i gh
Po
Mo d
w
el
(Di er spl ace mn to rV olt age )
PET0422_TrimmerCharts_cs.qxp_PETJune03SawCharts 4/7/22 9:22 AM Page 24
Maruyama, maruyama.com**
Oregon, oregonproducts.com** ST 600
40 V
3.7 lbs
Straight
14 in
ST 275
40 V
9.4 lbs
Straight
-
Pellenc, pellencus.com Excelion 2 DH
1500 W
14.3 lbs
Straight
16.5 in
Excelion Alpha
900 W
6.8 lbs
Straight
15.75 in
Excelion 2 LH
1500 W
12.1 lbs
Straight
16.5 in
BTR250PL
40 V
6.6 lbs
Straight
16 in
TRZ230S
22.5 cc
10.14 lbs
Straight
19 in
BCZ230TS
22.5 cc
10.14 lbs
Straight
19 in
BCZ250S
25.4 cc
11 lbs
Straight
19 in
EXZ260S-PH
25.4 cc
8.82 lbs
Straight
19 in
BCZ260S
25.4 cc
10.8 lbs
Straight
19 in
BCZ260TS
25.4 cc
10.8 lbs
Straight
19 in
RedMax, redmax.com/us**
24
n
BCZ3050S
29.5 cc
12.3 lbs
Straight
19 in
BCZ3060TS
29.5 cc
12.19 lbs
Straight
19 in
SGCZ2460S
23.6 cc
11.18 lbs
Straight
19 in
BCZ350S
34.6 cc
13.01 lbs
Straight
19 in
APRIL 2022
n
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
ath Sw Cu tt
aft
i ng
t
FS 38
27.2 cc
9.3 lbs
Curved
15 in
FSA 45
18 V
5.1 lbs
Straight
9 in
FS 40 C-E
27.2 cc
9.9 lbs
Curved
15 in
FS 50 C-E
27.2 cc
10.1 lbs
Curved
16.5 in
FS 56 C-E
27.2 cc
11.5 lbs
Straight
16.5 in
FS 56 RC-E
27.2 cc
10.6 lbs
Straight
16.5 in
FSE 60
120 V
8.8 lbs
Curved
14 in
FSA 85
36 V
6.2 lbs
Straight
14 in
FSA 90 R
36 V
6.2 lbs
Straight
15 in
FS 111 RX
31.4 cc
11 lbs
Straight
16.5 in
FS 91
28.4 cc
12.8 lbs
Straight
16.5 in
FS 91 R
28.4 cc
12.1 lbs
Straight
16.5 in
FS 94 R
24.1 cc
10.1 lbs
Straight
16.5 in
FS 111
31.4 cc
12.8 lbs
Straight
16.5 in
FS 111 R
31.4 cc
12.1 lbs
Straight
16.5 in
FSA 130 R
36 V
8.6 lbs
Straight
16.5 in
FS 131
36.3 cc
12.8 lbs
Straight
16.5 in
FS 131 R
36.3 cc
12.1 lbs
Straight
16.5 in
FS 240
37.7 cc
15.2 lbs
Straight
16.5 in
FS 240 R
37.7 cc
14.6 lbs
Straight
16.5 in
FS 311
36.6 cc
15.9 lbs
Straight
18.9 in
FSA 57
36 V
5.95 lbs
Straight
11 in
FSA 60 R
36 V
7.1 lbs
Straight
13.8 in
FSA 135
36 V
10.8 lbs
Straight
16.5 in.
FSA 135 R
36 V
10.1 lbs
Straight
16.5 in.
KM 56
27.2 cc
9.5 lbs
Kombi/Split Shaft
-
KM 91 R
28.4 cc
9.7 lbs
Kombi/Split Shaft
-
KM 94 R
24.1 cc
8.8 lbs
Kombi/Split Shaft
-
KM 111 R
31.4 cc
9.7 lbs
Kombi/Split Shaft
-
KM 131 R
36.3 cc
9.7 lbs
Kombi/Split Shaft
-
KMA 130
36 V
7.1 lbs
Kombi/Split Shaft
-
KMA 135
36 V
7.5 lbs
Kombi/Split Shaft
-
T235
21.2 cc
11.9 lbs
Straight
20 in
T262
25.4 cc
12.4 lbs
Straight
20 in
T302
30.5 cc
13.7 lbs
Straight
20 in
T262X
25.4 cc
13.7 lbs
Straight
20 in
T302X
30.5 cc
14.3 lbs
Straight
20 in
Sh
Dry
We i gh
Po
Mo d
w
el
(Di er spl ace mn to rV olt age )
PET0422_TrimmerCharts_cs.qxp_PETJune03SawCharts 4/7/22 9:22 AM Page 25
Stihl, stihlusa.com
Shindaiwa, shindaiwa.com
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
n
APRIL 2022
n
25
TRIMMERannual EDITOR’S NOTE: The following has been supplied by each manufacturer; for more information see their advertisement elsewhere in this issue.
ARCHER Archer is a 100% Australian-owned, China-based manufacturing and trading company offering over 10,000 quality parts and accessories for the chain saw and lawn and garden industry. Archer has a large offering of lawn and garden products, including; trimmer line, heads, brushcutter blades, robotic mower parts and blades, fuel line, starter cord, filters, mower swing blades, spindles, carburetors, and spare parts for trimmers and brushcutters. Our brushcutter blades include a line of patented airfoil designed blades, which push debris away from the operator and brushcutter shaft. New products include a range of trimmer/brushcutter harnesses, trimmer heads, log rollers, and additional spare parts for all makes and models of power equipment. Archer saw chain is manufactured in our modern state-of-the-art factory, where we have a strict QC program and new laboratory that ensures only the highest quality product is manufactured and is shipped from our factory. Our factory is also ISO endorsed and audited, with certain models of saw chain UL approved. We pride ourselves on manufacturing high quality saw chain, and lawn and garden items that are supplied to pro replacement markets around the world. Archer’s lab and QC procedures assist in auditing all parts and accessories before they are shipped to our many partners and customers around the world. This ensures consistent quality and provides our customers with the confidence that they require for dealing with China today. It also enables us to 100% guarantee all products and shipments. Our in-house packaging department allows us to offer all types of packaging including: clamshell retail, pro distributor, private label, bar coding, and part numbering; catering to all customer’s requirements. PMD Archer is located in Jinhua, China and invites all interested people to visit our factory and showroom when it becomes possible again. We offer you risk-free business.
ASPEN Aspen Fuels USA offers a cleaner-burning engineered fuel that is the next evolution of small engine fuels. Aspen products are alkylate-based fuels, which are among the cleanest and most stable gasoline products that can be produced. As clean high-octane gasoline, Aspen provides a much better user-experience and extends the life of 2-cycle and 4-cycle power equipment. Over 30 years ago, Aspen first developed alkylate fuel with the mission to improve the conditions for equipment operators. Aspen Fuels are ethanol-free and engineered to be virtually free of the other harmful substances that are found in other gasoline products such as sulfur, benzene, toluene and other aromatic hydrocarbons. By removing these components, Aspen burns cleaner and is gentle on the metal, plastic and rubber components in power equipment. The cleaner ethanol-free formulation reduces downtime by minimizing the amount of deposits in the combustion chamber, valves and exhaust system for longer-lasting engines. Dealer service departments can also greatly benefit from Aspen’s advantages for their shop use with a cleaner fuel and ensure that serviced equipment starts up whenever needed. To date, Aspen has sold over 150 million gallons globally. In the U.S., Aspen Fuels are available to dealers through Oscar Wilson Engine & Parts (Midwest), Power Equipment Systems (Western), John E Landis Co. (Northeast and Mid-Atlantic), Rottman Sales (Michigan), and Marr Brothers (South Central).
ECHO From Echo’s Mark Taylor: How To Answer The Tough Questions ● What should contractors think about before making a string trimmer purchase? Prior to making a new string trimmer purchase, professionals should first think about how and where they are planning on using the trimmer. The first question we ask, is the user doing light, medium or heavy clearing of grass and weeds. We also like to ask how many hours a day will the user be utilizing the unit? The longer the user expects to use the unit the more important key features like low weight and anti-vibration mounts will bring value to the end user. We also like to find out what else the end user plans to trim down to find out if they need a blade capable model. Certain models are equipped for easy changeovers into a brush cutter blade, grass cutting blade or mulching blade. Research on which models easily convert should be done prior to purchasing a unit. ● What other features should contractors think about when it comes to selecting a string trimmer? 26
n
APRIL 2022
n
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2022_trimmer_section_digimag.indd 26
4/13/22 4:30 PM
TRIMMERannual A Few other key features that should be planned for are comfort of holding the unit—most professional models offer over molded handles and triggers for extended comfort over a long day of use. Overall cutting size, or swath, of a unit is very important to professionals. Standard swath ranges for professional models typically range from 15 in. to 20 in. cutting swaths, the larger the cutting path of a unit the faster a professional can get through an area. ● What advice would you give a contractor thinking of adding a new string trimmer? Go to a store and get a good feel for the models after doing online research. Professional power equipment manufacturers have easy to use websites that can guide you into the correct features of a unit and offer pricing expectations for a user. With most trimmers merchandised out of the box they are meant to be picked up and held by a user to get a feel for weight and overall comfort of the model prior to purchase. Going to a local supplier of professional power equipment will give you the best option to try out multiple units and manufacturers. ● Is there anything else a contractor should know or think about before buying a string trimmer? Ease of serviceability—most professionals service their own equipment and finding models with tool-less access to air filters, spark plugs and fuel filters will save the user time and money over the life of the equipment.
IDEAL Three Tips for Moving More Trimmers This Spring Spring is so close we can taste it. Now is the time to make sure your customers are prepared with the equipment they need for success. 1. Identify sales opportunities using smart segmentation Ideal’s dealership management system makes it easy to search and segment customers by equipment type, manufacturer, model, and service history. Say you want to move more trimmers and trimmer add-ons. In Ideal’s Customer Management dashboard, you could search for customers who have purchased a trimmer but who haven’t bought any add-ons. That’s your opportunity to upsell them an edger. Or, say you’ve got a list of customers who purchased an older model. Now is your opportunity to promote a newer model. Maybe something battery-powered and quieter. Or maybe you have customers who bought a unit from you but never had it serviced. Build goodwill with your customers and drive business to your shop by letting them know their equipment is due for servicing. 2. Send targeted marketing text messages Once you’ve got a list of contacts, make sure you’re getting your marketing message to them the right way. These days, many folks prefer businesses contact them by text message or email; rather than a phone call. TargetCRM makes it easy to reach customers the way they want to be reached—by text message. Because you’ve segmented your customer list, you can send a targeted, relevant message while still saving time by bulk-sending the message to the entire list of customers. 3. Source hard-to-find parts from other dealers in your area With supply still backed up, some parts are going to be hard to acquire quickly. Not only that, but a customer may bring in an older model for repair. Those parts will be especially hard to find. This is your opportunity to leverage the network of dealers in your area, to find the parts your customers need. Parts Locator makes the search easy. You can search by model and new or used parts, and you’ll get a list of dealers in your area that has it in stock.
PELLENC Powerful, the Excelion 2 battery-powered brushcutter from Pellenc offers unmatched professional performance for intensive landscaping and forestry work with a power of 1,500 W, equivalent to a 45 cc gas brushcutter, a speed from 3,000 up to 6,600 RPM and 16.5 in. cutting swath in all weather conditions with its IP54 protection. With the ULiB 1500 battery, it ensures a working time up to three hours adapted to demanding sites. In addition, thanks to its smart handle, you can use your brushcutter with four speeds plus a boost, cruise control, eco mode and benefit from digital information in real time. With a balanced weight 30% lighter than a gas brushcutter equivalent, choose the double handlebar at 14 lbs. or round grip at 12 lbs. Durable and multifunctional, it allows you to do brush clearing, mulching and trimming work. Its robust “City Cut” weeding head designed to avoid projecting debris is the optimal alternative solution to using chemicals in urban areas. The powerful new Excelion Alpha professional string trimmer and its Alpha 520 embedded battery compare very favorably with gas machines with its 900 W power equivalent to a 25 cc gas string trimmer with a weight of 6.8 lbs. Its new design makes it easy to use while also ensuring maneuverability and a fast-working pace. With productivity in mind the Excelion Alpha delivers a speed of up to 6,400 RPM and an average battery life of three hours. Its versatility makes it suitable for trimming tall and dense grass as well as for finishing work. Pellenc designs and manufactures durable, robust tools, motors, and batteries for professional use. For 13 years, landscape contractors from all around the globe have put their trust in Pellenc’s professional battery-powered tools. POWER EQUIPMENT TRADE
n
APRIL 2022
n
27
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2022_trimmer_section_digimag.indd 27
4/13/22 4:30 PM
TRIMMERannual ROTARY Aerodynamic technology produces more cutting power with less drag. Rotary’s best-selling Vortex trimmer line is the number one choice of demanding landscape professionals. The twisted, aerodynamic line produces more cutting power at impact with less drag and reduced vibration. Vortex line has superior tensile strength, excellent wear resistance and requires less operating power. Available from servicing dealers in a wide assortment of loops, donuts or spools, Copperhead Vortex Line ranges in diameter from .080 in. to .170 in. Using advanced technology and proprietary nylon raw materials, Rotary’s Copperhead brand is setting industry standards for durability, efficiency and performance. Engineered For Landscape Professionals ● Full mass line ● Significant improvement in energy efficiency ● Up to 50% noise reduction in larger diameter lines ● Increased RPMs allows use of larger diameter lines ● Optimum performance in hot, cold, dry or wet conditions Rotary also has a wide assortment of other commercial-grade trimmer line including diamond cut, quad-tex, premium quad and precut varieties that are guaranteed for quality and performance. Manufactured in the U.S. at Rotary’s world-class facilities in Arizona and Georgia, Copperhead trimmer line undergoes extensive testing to ensure peak performance in a variety of conditions. The Copperhead brand is sold in all 50 states and more than 75 countries around the world. Rotary offers a vast assortment of fast loading trimmer heads, replacement spools, covers, throttle controls, housing and cam assemblies. Popular commercial trimmer systems with professional bump-n-feed heads are available for easy line advancing and dual line indexing with durable nylon construction and a large capacity spool for easy release. Thousands of parts, tools and accessories for power equipment are featured in Rotary’s 2022 catalog for servicing dealers and distributors. A special trimmer section includes photos, illustrations and descriptions plus a trimmer head application chart. All Rotary parts are guaranteed for quality that exceeds all OEM standards for operation.
STIHL Part of the new Stihl 135 professional battery platform, the FSA 135 and FSA 135 R battery-powered trimmers are assembled in America and are true game changers for professional landscapers. The trimmers feature an onboard battery slot that can support both an onboard battery or a backpack battery for even longer run times. Paired with a brushless motor and the same drive and cutting components used in proven Stihl professional gasoline-powered trimmers, these units deliver professional cutting performance comparable to Stihl gas units with zero exhaust emissions and low noise. These trimmers are versatile for different cutting applications, including trimming, cutting and weed clearing. Battery Power. Made By Stihl. Built For Professionals. The Stihl AP Battery Series delivers professional-grade power, great for extensive use on a wide range of applications. With a commercial-grade brushless motor, the FSA 135 and FSA 135 R provides professional users an energy-efficient and low maintenance option that delivers ideal power run times and durability. The versatile Stihl FSA 135 trimmers include the following additional features: ● Certified as zero emission equipment (ZEE) meets the strict requirements set forth by California Air Resources Board (CARB) indicating professional battery power and environmental responsibility. ● EasySpool feature allows users to easily respool trimmer line without having to disassemble the trimmer head. ● Rubberized grips provide users with the comfort and control to help minimize fatigue. ● Onboard air filter designed to keep the motor cool and protect the motor and electronics from debris. ● Weather-resistant design gives users the advantage of a powerful tool with a sturdy construction. ● Available in bike handle and loop handle
STENS Peak lawn care season is coming! Now is the time to stock up on the parts and accessories landscapers, property managers, maintenance professionals, and dads alike will need to achieve pristine lawns, estates, golf courses, and more. No lawn look is complete without the manicured edges and fine detailing achieved by a trimmer. Stens offers a complete line of trimmer parts and accessories, including seven varieties of trimmer line for any cut, on any budget, at any time.
28
n
APRIL 2022
n
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_April2022_trimmer_section_digimag.indd 28
4/13/22 4:30 PM
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_0422_ASM.indd 29
4/7/22 7:19 AM
Here’s An Idea:
Are Drones The Future Of The Service Department?
BY SARA HEY
G
rowing up, I loved to watch The Jetsons on Saturday mornings. The theme song would start, and I was magically transported to another world that felt like it was lightyears (literally and figuratively) away. Now, everywhere I look, it seems like the things that I spent my Saturday mornings dreaming about are coming to life. One of those things, in my mind, is drones. When we talk about drones in your service department, I want to change the narrative. These are not the $200 drones you open on Christmas morning and start collecting dust by New Year (oh, that happens in your house, too?). These are commercial and military-level drones. A few months ago, I was at the National Farm Machinery Show and visiting with a gentleman from a company that manufactures drones they lease to the military and farmers. These drones cost about $80,000 to buy. I asked him how often they needed service, and he said they, like any other product, required assistance not only when there was an issue but needed to be serviced at least every six months, if not more, depending on the use.
high-level/high-quality drone of some type. Think about it. If you sold a unit for $80,000 in your dealership today, what kind of money would that generate for service? While I don’t know the exact number, I think we could assume a few things. First, it would not be cheap. Let’s assume that each unit consumed just 1% of its value in parts and 1% of its value in service each year in basic maintenance. That would give you approximately $1600 in parts and service (depending on your margin) about $700 in gross profit. Second, if someone were investing in this unit, they would want it to work consistently. Third, the person using this unit does not want a relationship with the item they purchased; they want someone else to make sure it’s working when they need it. Most shops have space for drone repairs. When you think about bringing a new product into your dealership, we at Bob Clements International always encour-
age two things. First, make sure that you are bringing in complementary products, not competing products. Second, make sure that you have space to do the repairs on the product you are bringing in. There are two significant wins here. Most of you don’t have a drone line in your dealership, but you have other lines that someone willing to invest in a high-quality drone would be a good fit for them. For example, a customer has a drone they are leasing that they bring in for maintenance. What is the chance this customer would be looking for another high-quality product? My guess is pretty high. You want to ensure that your dealership is set with complementary products, not competing for products. Second, for most service departments, you already have the space and bays available to do repairs on drones. You may need to start looking at other tools and training for your technicians, but the physical area is not an issue. If a power equipment dealer were to decide to bring on a compact tractor line as a complementary product line, they must
There is a growing need in the market. Many times, in business, the first people to the market who are willing to produce a quality product are the people who will own the market in the future. There are countless examples over time, and in my opinion, there is an opportunity available now in the drone space. At the 2021 GIE+EXPO (now named EQUIP expo), attendees had a chance to do drone training and receive their drone certification. While all the people who went through the class might not own or operate an $80,000 drone, most will have a 30
n
APRIL 2022
n
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr22pgs_SS.indd 30
4/8/22 8:28 AM
determine if the size of their shop is set up to service the tractors. With drones, this isn’t an issue due to their size. It is attractive to new technicians. One of the most talked-about issues in the industry now is where to find technicians. Where will these mythical unicorns of technicians come from in the future? From my perspective, as an industry, if we want to be attractive to the next generation of technicians, we need to make sure that we are on the cutting edge in our service department. Most of the next generation of technicians will probably spend time taking apart and rebuilding the drone they got for Christmas or their birthday. Let’s take that interest and put it to use in our shop! In the industry right now, we are in the midst of an exciting time. A time that is redefining the experience of customers in an outdoor power dealership, and as a result, you have the opportunities to try something new and make some big moves. From where I’m sitting, the opportunities are out of this world! PET Sara Hey is the Vice President of Business Development at Bob Clements International. Contact Sara sara@bobclements. com; 816-340-6665.
POWER EQUIPMENT TRADE
n
APRIL 2022
n
31
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr22pgs_SS.indd 31
4/7/22 9:19 AM
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_0422_ASM.indd 32
4/7/22 7:19 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! PETapr22pgs_DL_SS.indd 33
4/7/22 9:20 AM
AR, LA, MS, OK, TN, TX 4408
Nationwide
Nationwide
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr22pgs_DL_SS.indd 34
4/7/22 9:20 AM
Central & Western U.S.
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr22pgs_DL_SS.indd 35
4/7/22 9:20 AM
4331
Midwestern & Southeastern U.S.
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr22pgs_DL_SS.indd 36
4/7/22 9:20 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
HELP WANTED!
ARE YOU HIRING?
PLACE AN AD IN OUR HELP WANTED SECTION TO FIND THE RIGHT EMPLOYEE FOR YOUR COMPANY.
Contact Bridget DeVane • 800-669-5613
ZENITH CARBURETORS
MARVEL SCHEBLER CARBURETORS Carburetors – Repair Kits Floats – Jets H&M Industrial Supply (800) 346-4331 2236
YOU COULD BE READING YOUR AD HERE!! Contact Bridget DeVane 800-669-5613 for more info
POWER EQUIPMENT TRADE
n
JULY/AUGUST 2014
n
37
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr22pgs_DL_SS.indd 37
4/7/22 9:20 AM
PETcetera 17 Phrases Great Leaders Never Say to Employees Writer Maya Angelou was only half right when she said that people won’t remember what you said, but they’ll always remember how you made them feel. True, unless you’re talking about toxic things that careless leaders say. People will remember the exact words, and exactly how they made them feel—and it’s not good. 1. “Person X is doing better.”—Ugh. Never make comparisons like this. The only reason to use this phrase would be to motivate someone to improve (which it absolutely won’t) or to berate them (shame on you). 2. “Bring me solutions, not problems.”—Baloney. Leaders want problems surfaced and don’t want to shoot the messenger. Yes, the employee should think through options for solving the problem, but sometimes they need your help. This absolute a statement leads to problems buried versus brought forth. 3. “I don’t have any feedback for you.”—You don’t have any or you can’t have any, because you’re not in tune with the employee’s strengths and opportunities or weren’t paying enough attention to the specifics of their performance? 4. “You don’t need to know why—just execute.”—Actually, they do need to know why. Surveys conducted for Make It Matter revealed 58% of employees ranked “Not knowing why I’m asked to do what I do” as a top three de-motivator. 5. “I’ll do it myself.”—And you’ll be by yourself, on an island, without support. This is horrid on two fronts. First, it’s the opposite of granting autonomy, which employees crave. Second, it says “I know better than you” and “I’m a control freak”—both are debilitating. 6. “Because I’m the boss.”—So what? It’s about personal power, not position power. This phrase is a cop out and a weak way to hide behind authority. You might get compliance. You’ll never get commitment. You’ll get followers by hierarchy. But never by heart. 7. “Why did you do it that way?”—This phrase is an accusation by nature. If you use it, be clear it’s inquisitive in nature. If the intent is to point out flaws, instead ask, “How might things have been done better?” 8. “Good job.”—Bland feedback is like white bread—it’s not nutritious. Instead, get granular and let them know what about the job they did was good, and why. 9. “You need to do more with less.”—A platitude. And an offensive one. No duh, we should do more with less. How about giving insight as to how, or what you’ll do to help us be more efficient? It’s a frustrating, never-ending quest to just keep producing more with less resources. Even if it’s true, it requires more context and aid offered. 10. “That’s your problem.”—Wrong. If you’re a leader, it’s your problem too. There’s no faster way to ditch accountability than to use this sentence. 11. “Don’t take this the wrong way, but...”—But you’re beating around the bush. This says “I haven’t really thought through the feedback I have for you” or “I’m too timid to be direct with you.” 12. “I don’t have time right now.”—Or is it that you won’t make time? The best leaders I had always did. Or even if they truly didn’t, the refusal was properly couched, with an explanation of why and a counteroffer of when and where they could connect. 13. “Are you questioning my authority?”—This smacks 38
n
APRIL 2022
n
of insecurity and the inability to handle debate or conflict. Great leaders welcome questioning; they know it makes them, the idea, and the outcome stronger. 14. “Our boss is a moron.”—So unprofessional. If you show the troops you’re willing to talk about your boss, how do they know you won’t throw them under the bus? Don’t bash your boss, peers, or anybody in front of the troops. It’s not what real leaders do. 15. “My predecessor was terrible.”—This one is related to the previous and may even be more despicable because it comes across as a veiled attempt to pump yourself up. Disrespect and self-promotion are a sour mix. 16. “I’m disappointed in you.”—Ouch. As with children, it’s never about the person, it’s always about the behavior. You can be disappointed in the work they did or the outcome, but making it about them as a person is something they often don’t recover from. 17. “It’s not my fault.”—If you’re a leader, it’s definitely at least partly your fault. Own it. Be accountable. Look to the room to give credit and in the mirror for blame. So choose your words wisely—but not these words. Source: Inc., January 16, 2020, 17 Phrases Great Leaders Never Say to Employees, Scott Mautz.
PETevents JUNE 21-23—Outdoor Power Equip. Institute annual meeting, Fairmont El San Juan Hotel, San Juan, Puerto Rico. Call 703-549-7600; visit opei.org. OCTOBER 19-21—Equip Expo, Kentucky Exposition Center, Louisville, Ky. Call 812-949-9200; visit equipexposition.com. NOVEMBER 15-17—2022 North American Dealer Conference, Nashville, Tenn. Visit nadealerconference.com. Listings are submitted months in advance. Always verify dates and locations with contacts prior to making plans to attend.
ADlink This issue of Power Equipment Trade is brought to you in part by the following companies, which will gladly supply additional information about their products. ADVERTISER
PG NO.
Aspen USA 15 Bob Clements International 19 CHP-Mean Green Mowers 9,31 Echo 32 ENM 31 Heftee Industries 16 Ideal Computer Systems 17 Masport 32 Pellenc America 8 PMD International 7 Prufrex Innovative Power Products 7 Rotary 16,29,31,40 Stens Arrowhead Engineered Products 20 Stihl 2 TD Retail Card Services 5
PHONE NUMBER
312.283.7347 800.480.0737 513.738.4736 800.432.3246 888.372.0465 800.755.7540 800.737.1620 +64 9 571 5888 707.568.7286 +61 3 8390 3933 +49 9103 7953 0 800.841.3989 763.255.2555 757.486.9100 800.538.3638
ADLINK is a free service for advertisers and readers. The publisher assumes no liability for errors or omissions.
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_0422_ASM.indd 38
4/7/22 12:50 PM
DEALERtodealer
Are You Willing To Wait? GREG GERMAN
For many, the last 24 months have tried every ounce of patience possessed at every turn.
P
atience…A quality that is in short supply these days. The lack of patience causes us to make choices that often have a short-term feeling of satisfaction, followed by a long-term feeling of regret. Over the past 24 months, patience is a quality that we have all been forced to experience, usually not by our own choice. Because of supply chain issues, as equipment dealers, we have been in an ongoing status of hoping and waiting for product to become more readily available. Tractors, zero-turns, UTVs, and construction equipment have all been in high demand but short supply. Even though my days have often been spent searching for equipment to fill a customer’s particular need, my biggest challenge has been finding something that is even of greater scarcity, additional quality staff members. Like just about every business today, staffing with qualified personnel has been, by far, the greatest challenge. Yes, we too have been affected by the “Great Resignation.” But even with the occasional, “thanks, but today is my last day” coming from some staff members, and others who just texted in their regrets for it “not working out,” we have become much more patient in waiting for the right people to come along who wanted to be part of our team. You know what I’m talking about. When you are in the interview, and you just sense that this potential new hire sitting in front of you is well-aligned with your company’s vision and values. It’s a great feeling and confidence builder. Over the past 24 months, we have been blessed with some of the best staff members that we have ever had in our
80 years of business. At one of our dealerships, those new hires have made such huge improvements in the aggressiveness of that dealership sales team that they have raised the expectations for our entire organization’s sales staff. Yes, we have had a strong economy to raise our sales, but the entire methodology of how our sales team approaches the market has changed. I do believe that even if we were to be in a downward trending marketplace, that our current equipment sales team would perform above the market.
ally isn’t. I have been hiring people for 35 years and I have had to learn from my key staff members to have patience. These managers were tired of coming to work and having to deal with employees who simply didn’t have the right attitude and were culture-drainers, or even worse, culture-killers. By having patience in our hiring process, we are building an organization where our staff are beginning to see that they have a career path, not just a job. No, we are far from having it all figured out, and we will still stub our toes and make a bad
By having patience in our hiring process, we are building an organization where our staff are beginning to see that they have a career path, not just a job. No, we are far from having it all figured out, and we will still stub our toes and make a bad hire now and then. But when you get to experience what improved culture both looks and feels like, you don’t want to go back to mediocrity. I give much of the credit for this philosophical change to our branch manager who was tired of churning through sales people who talked a good game in practice, but couldn’t perform in the game. This manager told me, “I am not going to hire anyone until I am totally satisfied that I have the right people who get it.” It took more than six months to hire the first sales person, and literally within weeks, we began to see a change. Now, knowing what qualities he needed, he waited another six months and hired a second sales person. Since then, he has never looked back. He had patience. This same approach has translated into our service and parts department teams. We no longer have the attitude that we HAVE to hire someone. We would like to hire someone, but unless they meet the marks in all the categories, we are determined to have patience for the right hire. I know, it sounds so simple, but it re-
hire now and then. But when you get to experience what improved culture both looks and feels like, you don’t want to go back to mediocrity. I am determined to have patience in our hiring practices, even if it means that the rest of us have to suck it up for a little while and work a bit harder to get the job done. Shortterm pain for long-term gain. I hope each of you have a fantastic 2022 and have patience in growing your business with your greatest asPET set…your staff.
Greg German is President of German-Bliss Equipment, Inc. in Princeville, Ill., which operates three power equipment dealerships that market products for the lawn and garden, industrial and agricultural sectors. He can be contacted at P.O. Box 440, Princeville, IL 61559; fax 309-3852540; e-mail ggerman@german-bliss.com. The views of Greg German do not necessarily represent those of Hatton-Brown Publishers, Inc.
POWER EQUIPMENT TRADE
n
APRIL 2022
n
39
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETapr22pgs_SS.indd 39
4/7/22 9:59 AM
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PET_0422_ASM.indd 40
4/7/22 7:19 AM