PET 0617 Digimag

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POWERlines

A Hatton-Brown Publication www.poweret.com

DAN SHELL

Throwback, Look Ahead

T

his dealer visit was way back in January, when I left a Deep Southern winter wonderland of 70° temps only to head to the Pacific Northwest where I was brutalized by ice, snow, wind, rain, more ice and more snow—and then more snow. And did I mention the ice?

Anyway, after coming 2,000-plus miles cross country, I knew I was in the right spot barely 20 miles south of the Oregon state line in the beautiful remoteness of far northern California’s Shasta Valley, where I skidded and scuttled into an icy parking lot and made my way to a front door. Then I set foot inside and stepped back in time into a throwback chain saw shop—Shasta Valley Chain Saw—where owners Tom and Janis Higgs have been selling saws since 2000 in Yreka, Calif., after starting the dealership in 1988 in nearby Montague.

The two-person, two-room operation comes complete with a wood-burning stove in the corner, and features cool anecdotes like the custom cut the Stihl distributor had to make on the slat wall because they just couldn’t move the moose!

Higgs started the business after working almost 20 years as a timber faller in and around the Shasta Valley, and the experience and knowledge he has gained both behind the saw and behind the service counter are simply irreplaceable when it comes to selling and servicing high performance pro chain saws.

Shasta Valley’s market is slowly changing, and Higgs is selling many more trimmers compared to the dealership’s initial almost exclusive pro timber faller focus. But pro saws remain the shop’s bread and butter, and his experience that has led him to offer the boots, clothes and accessories that a logging timber faller needs make Higgs and his shop a key resource in the overall regional saw market that straddles the state line.

Higgs’ story is just one of three we have this month, which includes tales of dealer expansion and adaptation: l Chapel Hardware in a suburb of Pine Bluff, Ark. features dealer Paul Mayhan, who reinvented himself in the lawn and garden business after a long career working with underground storage tank compliance. After he bought Chapel Hardware in 1999, he realized the business needed to reinvent itself as a lawn and garden retailer as the hardware side of the dealership subsided.

Mayhan’s story is one of adaptation and diversification as he shifted the business from a hardware focus to lawn and garden with a strong commercial cutter customer base. l Meanwhile, in Delmont, Pa., second-generation owner Frank Fletcher of Fletcher’s Outdoor Power Equipment is the rare dealer who’s had the chance to design a lawn and garden dealership from scratch, literally starting with a green field and blank slate.

The new building is the culmination of a strategy to realize current and future growth by planning ahead and adding the space required to do so. Read about the goals and objectives Fletcher had in mind and the special hospitality features his wife Vicki included in the new building.

And of course this being the 2017 chain saw annual, we have a Saw Spotlight feature of new saws and accessories on page 20, along with almost every production chain saw model and key specs in the 2017 Chain Saw Charts beginning on page 13.

Then there are two additional special features this issue, which also includes a Q&A with Rotary President Ed Nelson. Because at PET we’re committed to bringing you not only saws galore, but also a whole lot more!

PET

Contact Jessica Johnson, ph: 334-834-1170; fax 334-834-4525; e-mail: jessica@hattonbrown.com

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

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Volume 66

■

Number 3

■

JUNE 2017

Our 720th Consecutive Issue

■

Founded in 1952

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

FEATUREstories

10 20 22 32

SHASTA VALLEY SAWS Old School Saw Shop

CHAIN SAW SPOTLIGHT New Models, Accessories

CHAPEL HARDWARE

10

Building On New Markets

DEALER SPOTLIGHT

Relocation Means Big Expansion

VALUEadded Power Suppliers ______________________________ 6 2017 Saw Charts_____________________________ 13 Industry Voices ______________________________26 Service Management _________________________ 27 Rotary’s Ed Nelson: Q&A ______________________30 Showroom __________________________________34 Dealer Voices________________________________38 Distributor Library ____________________________39 Ad Index ____________________________________45 Dealer To Dealer _____________________________46

22

26

20

COVERphoto Nestled in Northern California, not far from Oregon, Shasta Valley Saws is as old school as it comes—down to a hand lettered “Good Socks” sign and a heavy focus on Stihl pro chain saws, beginning on Page 10. (Dan Shell photo) Member Verified Audit Circulation Power Equipment Trade (ISSN 1063-0414) is published 6 times annually (February, April, June, August, October and December) by Hatton-Brown Publishers, Inc., 225 Hanrick St., Montgomery, AL 36104. Subscription Information—PET is sent free to qualifying industry professionals in the U.S. All non-qualified U.S. subscriptions are $55 annually; $65 in Canada; $95 (Airmail) in all other countries (U.S. funds). Single copies, $5 each; special issues, $20 (U.S. funds).

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

Hatton-Brown Publishers, Inc. neither endorses nor makes any representation or guarantee as to the quality of goods and services advertised in Power Equipment Trade. Hatton-Brown Publishers, Inc. reserves the right to reject any advertisement which it deems inappropriate. Copyright ® 2017. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Periodicals postage paid at Montgomery, Ala. and additional mailing offices.

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

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

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POWERsuppliers ANSI Publishes New Standards The American National Standards Institute (ANSI) recently published revised voluntary safety standards for consumer and commercial lawn mowers, the result of a five-year review. The Outdoor Power Equipment Institute (OPEI) led development of these standards.

“We are the ANSI Standards Development Organization for the power equipment, small engine and utility vehicle sectors,” Kris Kiser, President and CEO of OPEI explains. “Industry consensus building and feedback are a critical part of this process, and I’d like to thank everyone who participated.”

On April 6, ANSI published ANSI/ OPEI B71.1-2017, the “American National Standard for Consumer Turf Care Equipment – Pedestrian-Controlled Mowers and Ride-On Mowers – Safety Specifications.” The new mower standard—through a process that was initiated in 1960—revises the 2012 edition of the standard.

On April 24, ANSI also published ANSI/OPEI B71.4-2017, the “American

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National Standard for Commercial Turf Care Equipment – Safety Specifications.” The 6th edition standard first published in 1980 revises the 2012 edition of the standard.

Kiser says that OPEI is also now working toward bringing the first-ever North American robotic lawn mower standard to the marketplace later this year.

ND Enacts Dealer Legislation

Dealers in North Dakota are benefiting from dealership franchise legislation passed in March that goes into effect August 1 and strengthens existing legislation while adding new protections. The bill was strongly supported by the North Dakota Implement Dealers Assn. (NDIDA), the North Dakota Farm Bureau, North Dakota Farmers Union and other pro-farm groups.

NDIDA Legislative Committee Chairman Dan Butler said the bill was introduced in response to some of the requirements placed upon dealers by equipment manufacturers. The new law also limits the warranty or incen-

tive audit and chargeback period to one year. This warranty reimbursement language also applies to manufacturer issued product improvement programs, factory maintenance plans, extended warranties, service contracts and more related items.

Other issues addressed include prohibitions regarding dealership terminations, transparent and reasonable performance requirements, limitations regarding warranty and incentive payment chargebacks, and the establishment of a fair process through which dealers may transfer or sell their dealership. The legislation also enhances existing law in other areas including: The prohibition of mandatory equipment and parts purchases, minimum order requirements, and “purity” requirements stipulating the separation of facilities/personnel/display space/etc.; and the requirement that manufacturers reimburse dealers for warranty parts, labor and transportation at the respective dealer’s standard customer rates.

According to Butler, many of the protections within the new legislation are already available through state law to auto

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POWERsuppliers dealers, and the legislation is similar to laws in other states that sweet to level the playing field between dealer and manufacturer.

Rotary Acquires Desert Extrusion

Rotary Corp. announced the acquisition of Desert Extrusion in the late spring, a leading manufacturer of trimmer line products for power equipment. The privately held company is based in Phoenix, Ariz. and serves customers throughout the U.S. and over 40 countries on six continents.

EETC Offering 2-Stroke Textbook

The Equipment & Engine Training Council (EETC) is now offering “Two-Stroke Engines,” a textbook that cultivates a sound understanding of 2-stroke engines used in the lawn and garden power equipment industry.

This comprehensive textbook is

NE Stihl Celebrates Grand Opening Though it was completed in October 2016, Stihl Inc. officials recently held a grand opening celebration for the new Northeast Stihl location in Oxford, Conn. to highlight the new 110,000 sq. ft. facility and demonstrate the company’s continued investment to improve overall operations and support dealer growth in the Northeast U.S. Noting that Stihl has more than 9,000 independent servicing dealers across the country, “It’s critical that we provide them with superior service and support,” says Stihl Inc. Vice President of Sales & Marketing Nick Jiannas, who attended the ceremony. “The new facility in Oxford is just one example of the kinds of investments we are making at Stihl Inc. to strengthen our distribution infrastructure.”

In January 2015 Stihl Inc. announced Northeast Stihl’s relocation from Shelton, Conn. to Oxford, which was selected for its access to the I-84 and I-95 delivery corridors. In addition, the facility is designed to enhance dealer support and responsiveness and features efficient racking and storage systems, improved pick and pack processes that reduce errors and increase productivity and 13 loading doors to handle inbound-outbound freight. As a result, Northeast Stihl will be able to provide one- to two-day shipping service to most servicing dealers in the region. Additionally, Northeast Stihl can now host enhanced training and technical services events in a new indoor/outdoor training facility and state-of-the-art workshop. The new facility occupies 20 acres and employs roughly 56 employees. Northeast Stihl serves dealers in Connecticut, Rhode Island, Massachusetts, Maine, New Hampshire, Vermont, New York, New Jersey and Pennsylvania.

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POWERsuppliers designed to help students learn the construction, operation, service and repair of modern 2-stroke engines. It features numerous illustrations and photographs for dynamic visual instruction.

The book covers engines produced by a variety of leading 2-stroke engine manufacturers, with a special focus on handheld engine designs that meet the standards for the Clean Air Act. This textbook prepares students for the EETC Two-Stroke Engine Certification, which is widely recognized by prospective employers in the industry.

Weingartz, Ball Form E-Commerce Venture

Executives with Weingartz Supply Co. and Ball Equipment recently announced a joint venture agreement that consolidates Ball’s and Weingartz’s e-commerce marketing and fulfillment operations and relocates them to a newly purchased 45,000 sq. ft. warehouse in Chesterfield, Mich.

E-commerce inventories warehoused in Chesterfield will continue

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Husqvarna Testing Tool Sharing Cross Redbox with DIY trimming and blowing and what you get is Husqvarna’s new “pay-per-use” garden tool pilot project that allows end users to rent power equipment from a lock box kiosk using an app and credit card.

Called the Husqvarna Battery Box, the project is a way to gauge consumer interest in the “sharing economy” concept that also promotes sustainability, according to Husqvarna officials. The box is already installed at Bromma Blocks, a shopping center west of downtown Stockholm, with the test to run from May 1 through the end of October.

Noting that people in some regions are sharing cars and houses, “To share products used only occasionally, like a hedge trimmer, makes a lot of sense for some users,” says Pavel Hajman, President of the Husqvarna Div., adding that the project is proof of Husqvarna’s commitment to developing power equipment solutions that merge innovation and sustainability and benefit homeowners and local communities along with Husqvarna’s distribution network.

The Husqvarna Battery Box is an unattended “smart” container measuring 8x3m with 30 electronic lockers that store battery-powered power equipment.

Using an iPhone app, consumers can reserve tools, get instructions, pay and then open a locker to pick up their pre-selected piece of equipment. According to Husqvarna, renting a tool in such a manner costs 350 Swedish krona ($38 U.S.).

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POWERsuppliers to be independently owned by Ball and Weingartz, and sales will remain independent of both companies’ respective online sales channels.

Ball and Weingartz are forming a new jointly owned entity, BW Retail Solutions, LLC, that will manage marketing, order fulfillment and customer service for both organizations’ e-commerce businesses. Chris Ball, Vice-President of Ball Equipment, will serve as CEO of the new joint venture. As part of the joint venture, Ball Equipment has also sold a minority share of its stock to Weingartz’s owners.

The joint venture is a new chapter and logical outgrowth in the long history of both family-owned dealerships that have developed highly successful business operations, with Ball more focused on power sports and Weingartz on lawn and garden.

Ball Equipment has been in business since 1944. In addition to two retail locations in Richmond and Sandusky, Ball Equipment owns and operates FixMyToys.com, a leading ecommerce retailer for off-road vehicle parts and accessories.

In business since 1945, Weingartz is an industry leader in power equipment sales, service, and expert advice. A long-time advocate of commercial and residential buyers, Weingartz carries top-name equipment and replacement parts at each of its five Michigan locations and online at weingartz.com.

EDA Appoints Board Member

The Equipment Dealers Assn. (EDA) recently announced the appointment of James Meinhardt to serve on its Board of Directors. Meinhardt will complete the term of Harold Chapman Jr., who resigned because of family matters.

Meinhardt is owner of KanEquip, Inc., a Kansas-based dealership with nine locations. KanEquip focuses on the agriculture and light industrial markets and offers an extensive line of equipment, including AGCO, Bobcat, Case IH, Great Plains, Kinze, Kubota, Kuhn, Landpride and New Holland. He currently serves on the board of the Equipment Dealers Foundation. In addition, he previously served on the board of the national asso-

ciation when it was known as the North American Equipment Dealers Assn.

(NAEDA). His service included a term as NAEDA board chair in 2005.

CLIMB TO NEW HEIGHTS

With October’s GIE+EXPO Preview

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At Shasta, Pro Saws Rule Roost Experience, exclusive focus work for northern California dealer.

BY DAN SHELL YREKA, Calif. espite a reduction in forest products mills in the local area, timber cutting and logging remain a big part of the local economy,

D

and Shasta Valley Chain Saw is a classic saw shop throwback business that closely reflects a bygone era—right down to the benches and chairs surrounding the wood stove in a corner of the showroom.

Owners Tom and Janis Higgs, married 45 years, are keeping it simple at the dealership: Counter purchases are written out by hand, there’s no labor rate and wheeled products have never darkened the door.

“Way back when I started cutting

timber, there were 25-plus mills in the area,” Higgs says, including lumber, panel and paper mills. He adds that while lumber production and logging in his market area has gone down in terms of overall employment, “There’s a lot more being done in the woods with less people these days.”

The dealership’s customer focus has changed accordingly since Higgs began, after starting his dealership out with a heavy pro logging customer base.

“There’s less commercial falling cus-

Transactions are performed manually, then later logged into a computer system.

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Shasta Valley Chain Saw remains focused on pro saw users, but homeowner numbers are growing.

tomers than before, and we’re trending toward more homeowners,” he says.

However, pro saws and pro saw users remain the dealership’s top products and main customers.

Background A northern California native who grew up in the Shasta Valley, Higgs has made a living with a chain saw since the early 1970s, beginning as a timber faller, working with logging contractors and falling companies in the region. In 1988, he started a saw shop in Montague, a few miles east of Yreka.

“Back in those days, logging was real slow in the winter and almost shut down between November and May, so I started the saw shop to supplement my work contract cutting,” Higgs remembers.

A year after he started the shop, he moved his business to Yreka, where he established a dealership that carried Pioneer and Sachs-Dolmar, though the Pioneer line was soon phased out. Higgs also carried both Husqvarna and Stihl at the time, though he decided to become an exclusive Stihl dealer in 1996.

“I’ve never been sorry I went that route,” Higgs says of his decision to go with one product line, adding that the rural nature of the local market means a smaller store, and splitting his buying power over two or more lines would mean less favorable buying terms for each. Plus, he adds, Stihl’s reputation

Tom and Janis Higgs: 45 years of marriage, most of them in the chain saw business.

and performance in the logging woods also makes it an easier decision.

In 2000, Higgs moved his dealership to its current location alongside interstate I-5 in midtown Yreka. Operating in a high-visibility location, Higgs says his hand-lettered neon orange “Good Socks” sign easily visible from the interstate has drawn new customers in off the road who hail from up and down the West Coast.

“When we moved to this location we got a great offer from the building owner,” Higgs remembers, adding that the building is divided roughly into thirds.

As such, he’s able to rent out a third of the building to an auto repair shop while using the other two-thirds as the Shasta Valley Chain Saw showroom and service area.

Since he’s the well-known local chain saw guy, Higgs says the dealer-

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ship doesn’t do any advertising, and what store traffic that word-of-mouth referrals provide is backed up by the sweet location adjacent I-5, where many locals and thousands of others pass by every day.

Higgs also works closely with local groups and organizations, supporting them and helping out when possible.

“We have a lot of loyal customers,” he emphasizes.

Contacted in mid-May for an update as this issue went to press, Higgs notes that —just like in January when PET visited—it was snowing five months later. “We’ve had a really long, wet, snowy spring, and spring’s not really here yet,” he says.

The dealership has done well this year so far with smaller saws, and in the past month after lots of rain he’s starting to sell more trimmers. “The logging business is pretty active right now,” he says, noting the alternating snow and rain is affecting logging haul roads and making for a longer “thaw out” season before regular, full-time logging can commence.

Higgs handles all service duties, and making up chains is also a key part of the business.

Products When asked about Shasta Valley Chain Saw’s specialty, Higgs responds quickly: “Pro saws, priced accordingly.”

He says the prices saws with the sales tax added in to make pricing easier for his many customers from Oregon, which doesn’t have a sales tax.

A Stihl-exclusive dealer for 20-plus years now in a strong commercial market, Higgs notes his top three products: The Stihl 461 is the most popular saw he sells, popular with loggers and others who work with a saw all day. The Stihl 250, a topping saw, is next, he says, followed by the Stihl 661.

Though the 661 is a larger saw, there’s still demand in the area, Higgs says, noting that most mechanical harvesters can’t handle timber larger than 25-30 in., and anything larger has to be hand-felled.

Work wear line carried “since day one.”

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Logging clothes and accessories are a big part of Shasta Valley Chain Saw’s offerings.

Higgs says the most common timber falling saw bar he sells is 32 in., along with some 36 in. bars. He adds that the Stihl Light pro saw bar series has proven real popular with local timber fallers.

“They all run them,” Higgs says.

Stihl is the only saw chain that Shasta Valley Chain Saw offers, and Stihl is the only brand of chain saw he’ll service. “We’ll do chains for other saws, but we won’t work on them,” Higgs says.

Higgs adds that while he believes Oregon makes a high quality chain, he offers only Stihl in order to maintain more buying power. The dealership does offer Oregon bars.

A big part of selling and servicing pro chain saws and working with their owners is also providing a source of specialty products and accessories ranging from falling wedges and marking paint to boots, socks and other musthave clothing for those working in the woods in the elements.

“We’ve had a line of logger’s work wear since day one,” Higgs says, adding that the dealership is the oldest Prison Blues outlet in California. The business also carries the premium Hoffman boot line, offering both leather logging caulk boots and winter pacs. Throw in rain gear and the always popular “good socks,” and Shasta Valley Chain Saw offers everything a pro saw operator needs to work in almost any weather in some of the most rugged terrain on the West Coast.

The Stihl Elite servicing dealership is also a rarity in that there’s no posted labor rate. “I’ve never worked by the hour or the day—that’s just the way I was raised, and I’ve worked piece-work jobs all my life.”

What Higgs does use is an internal flat rate chart that he’s developed through decades of experience. The shop makes and sharpens miles of chain, using three Silvey grinders and PET one Nielsen grinder.

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2017 Chain Saw Specification Charts NOTE: Information for PET’s Chain Saw 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. Weights were requested “dry, engine only,” but some may include cutting attachments.

The “—” symbol indicates no reply; it does not necessarily mean the feature is not available. “C” stands for consumer or homeowner, while “P” stands for professional or commerical designations regarding warranty information.

Manufacturers’ suggested retail prices are provided for most of the brands listed; however, some prices were withheld

at the request of the manufacturer. These prices are designed to serve only as a general guide. Prices are shown as of May 15; all specifications are subject to change.

We made every effort to make these charts 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.

—The Editors POWER EQUIPMENT TRADE

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Cub Cadet, cubcadet.com CS 552

55 cc

20 in.

16.6 lbs.

$259.99

—

CS 511

51 cc

18 in.

16.2 lbs.

$229.99

3-year limited C

Dolmar, dolmarpowerproducts.com** ES-173A

Corded

16 in.

11.4 lbs.

$229.95

-

PS-32

32 cc

14 in.

9.02 lbs.

$219.95

-

PS-35

35 cc

16 in.

9.7 lbs.

$269.95

-

PS-421

42.4 cc

16 in.

10.8 lbs.

$319.95

-

PS-510

50 cc

16-18-20 in.

12.3 lbs.

$459.95

-

PS-5105

50 cc

16-18-20 in.

11.9 lbs.

$499.95

-

PS-6100

61 cc

18-20 in.

13.2 lbs.

$624.95

-

PS-6400W

64 cc

-

15.6 lbs.

-

-

PS-7310

72.6 cc

PHO

14.7 lbs.

-

-

PS-7910H

78.5 cc

PHO

15.2 lbs.

-

-

PS-350

35 cc

14 in.

10.56 lbs.

-

-

PS-351

34.7 cc

14 in.

10.8 lbs.

-

-

PS-420

42 cc

14 in.

10.56 lbs.

-

-

PS-5105H

50 cc

16-18 in.

12.3 lbs.

-

-

PS-7310H

72.6 cc

PHO

15.2 lbs.

-

-

PS-7910W

78.5 cc

PHO

15.6 lbs.

-

-

PS-7910XD

78.5 cc

PHO

14.7 lbs.

-

-

CS-271T

26.9 cc

12 in.

6.6 lbs.

$299.99

5-year C; 1-year P

CS-303T

30.1 cc

12, 14 in.

7.7 lbs.

$319.99 - $329.99

5-year C; 1-year P

CS-355T

35.8 cc

14, 16 in.

8 lbs.

$349.99 - $359.99

5-year C; 1-year P

CS-310

30.5 cc

14, 16 in.

8.8 lbs.

$199.99

5-year C; 1-year P

CS-352

34 cc

14, 16 in.

8.8 lbs.

$259.99

5-year C; 1-year P

CS-361P

35.8 cc

14, 16 in.

8.4 lbs.

$399.99 - $409.99

5-year C; 1-year P

CS-370

36.3 cc

16, 18 in.

10.1 lbs.

$279.99

5-year C; 1-year P

CS-370F

36.3 cc

16 in.

10.4 lbs.

$299.99

5-year C; 1-year P

CS-400

40.2 cc

16, 18 in.

10.1 lbs.

$299.99

5-year C; 1-year P

CS-400F

40.2 cc

18 in.

10.4 lbs.

$319.99

5-year C; 1-year P

CS-490

50.2 cc

16, 18, 20 in.

10.6 lbs.

$349.99

5-year C; 1-year P

Echo, echo-usa.com

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CS-501P

50.2 cc

18, 20 in.

10.4 lbs.

$459.99 - $469.99

5-year C; 1-year P

CS-590

59.8 cc

18, 20, in.

13.2 lbs.

$399.99

5-year C; 1-year P

CS-620P

59.8 cc

20, 24, 27 in.

13.7 lbs.

$549.99 - $569.99

5-year C; 1-year P

CS-620PW

59.8 cc

20, 24, 27 in.

14.1 lbs.

$579.99 - $599.99

5-year C; 1-year P

CS-680

66.8 cc

20, 24, 27 in.

14.5 lbs.

$619.99 - $639.99

5-year C; 1-year P

CS-800P

80.7 cc

24, 27, 32, 36 in.

16.8 lbs.

$829.99 - $859.99

5-year C; 1-year P

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PETJune17SawCharts_cs.qxp_PETJune03SawCharts 5/24/17 12:47 PM Page 15

EFCO, efcopower.com MT 3500

38.9 cc

14,16 in.

-

$209.99 - $219.99

5-year C; 2-year P

MTT 3600

35.4 cc

12, 14, 16 in.

-

$399.99 - $409.99

5-year C; 2-year P

MT 3750

35.2 cc

14,16 in.

-

$269.99 - $279.99

5-year C; 2-year P

MT 4400

42.9 cc

16, 18 in.

-

$319.99 - $329.99

5-year C; 2-year P

MT 5200

51.7 cc

16,18,20 in.

-

$409.99 - $429.99

5-year C; 2-year P

MT 6500

63.4 cc

16,18,20,24 in.

-

$589.99 - $619.99

5-year C; 2-year P

MT 4100 SP

39.0 cc

14,16 in.

-

$299.999 - $309.99

5-year C; 2-year P

Husqvarna, husqvarna.com/us 240

38.2 cc

16 in.

10.3 lbs.

$179.95

2-year

435

40.9 cc

18 in.

9.2 lbs.

$279.95

2-year

435

40.9 cc

18 in.

9.2 lbs.

$269.95

2-year

440

40.9 cc

18 in.

9.7 lbs.

$299.95

2-year

445

45.7 cc

20 in.

10.8 lbs.

$329.95

2-year

440 e-series

40.9 cc

18 in.

9.8 lbs.

$299.95

2-year

440 e series

40.9 cc

18 in.

9.8 lbs.

$309.95

2-year

450 Rancher

50.2 cc

20 in.

11.3 lbs.

$399.95

2-year

450 e-series

50.2 cc

20 in.

11.3 lbs.

$379.95

2-year

450

50.2 cc

20 in.

11.3 lbs.

$369.95

2-year

455 Rancher

55.5 cc

20 in.

12.8 lbs.

$439.95

2-year

460 Rancher

60.3 cc

24 in.

12.8 lbs.

$509.95

2-year

465 Rancher

64.1 cc

28 in.

13.45 lbs.

$549.95

2-year

545

50.1 cc

20 in.

11.2 lbs.

$519.95

90 days

555

59.8 cc

20 in.

12.3 lbs.

$639.95

90 days

365

70.7 cc

28 in.

14.1 lbs.

$759.95

90 days

365

70.7 cc

28 in.

14.1 lbs.

$759.95

90 days

536 Li XP

36 V battery

14 in.

5.29 lbs.

$399.95

180 days

543 XP

43.1 cc

18 in.

9.9 lbs.

$529.95

180 days

550 XP

50.1 cc

20 in.

10.5 lbs.

$619.95

180 days

550 XP TrioBrake

50.1 cc

20 in.

10.8 lbs.

$639.95

180 days

550 XP G

50.1 cc

20 in.

10.8 lbs.

$669.95

180 days

562 XP

59.8 cc

28 in.

12.6 lbs.

$739.95

180 days

562 XP G

59.8 cc

28 in.

12.6 lbs.

$809.95

180 days

372 XP X-TORQ

70.7 cc

28 in.

13.4 lbs.

$879.95

180 days

372 XP G

70.7 cc

28 in.

13.4 lbs.

$939.95

180 days

576 XP

73.5 cc

28 in.

14.5 lbs.

$899.95

180 days

576 XP AutoTune

73.5 cc

32 in.

14.5 lbs.

$959.95

180 days

390 XP

88 cc

28 in.

16.1 lbs.

$1,099.95

180 days

395 XP

93.6 cc

36 in.

17.4 lbs.

$1,259.95

180 days

3120 XP

118.8 cc

42 in.

22.9 lbs.

$1,799.95

180 days

T536Li XP

36 V battery

14 in.

8.2 lbs.

$399.95

180 days

T435

35.2 cc

14 in.

7.5 lbs.

$319.95

90 days

T540 XP

37.7 cc

16 in.

8.2 lbs.

$639.95

180 days

120i

36 V battery

14 in.

6.6 lbs.

$299.95

2-year

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135

40.9 cc

16 in.

9.7 lbs.

$229.95

2-year

136Li

36 V battery

12 in.

-

$349.95

2-year

414EL

120 V battery

16 in.

10.36 lbs.

$299.95

90 days

439

35.2

16 in.

8.64 lbs.

$389.95

90 days

390 XP W

70.7 cc

28 in.

14.8 lbs.

$939.95

180 days

Jonsered, jonsered.com/us** CS 2253

50.1 cc

13-20 in.

11.02 lbs.

$569.95

2-year C

CS 2260

59.8 cc

13-20 in.

-

$699.95

2-year C

CS 2172

70.7 cc

16-28 in.

14.1 lbs.

$799.95

2-year C

CS 2252

50.1 cc

13-20 in.

11.02 lbs.

$459.95

2-year C

CS 2258

59.8 cc

13-20 in.

12.35 lbs.

$589.95

2-year C

CS 2166

70.7 cc

16-28 in.

14.1 lbs.

$679.95 - $739.95

2-year C

CS 2240

40.9 cc

13-18 in.

9.48 lbs.

$269.95

2-year C

CS 2245

45.7 cc

13-18 in.

10.8 lbs.

$329.95 - $339.95

2-year C

CS 2250 S

50.2 cc

13-18 in.

11.2 lbs.

$369.95

2-year C

CS 2255

55.5 cc

18-20 in.

12.8 lbs.

$439.95 - $449.95

2-year C

CS 2238

38 cc

14-16 in.

10.14 lbs.

$179.95

2-year C

CS 2172 W

70.7 cc

16-28 in.

14.51 lbs.

$829.95

2-year C

CS 2188

87.8 cc

18-28 in.

15.4 lbs.

$999.95

2-year C

CS 2236 T

35.2 cc

14 in.

7.5 lbs.

$329.95

2-year C

61 cc

20 in.

13.2 lbs.

$624.95

1-year limited

EA5000PR

50 cc

20 in.

11.9 lbs.

-

1-year limited

DCS6421R

64 cc

-

14.1 lbs.

-

1-year limited

DCS5121R

50 cc

18 in.

12.3 lbs.

$399.95

1-year limited

EA4300FR

42.4 cc

-

10.8 lbs.

-

1-year limited

Makita, makitatools.com** EA6100PR

16

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EA3201SR

32 cc

-

9.4 lbs.

-

1-year limited

5012B

Corded

11 3/4 in.

9.5 lbs.

$229.95

1-year limited

UC3551A

Corded

14 in.

12.1 lbs.

$199.95

1-year limited

UC4051A

Corded

14 in.

12.1 lbs.

-

1-year limited

XCU01Z

Battery, 18V

4 1/2 in.

5.7 lbs.

-

1-year limited

XCU02Z

Battery, 18V

12 in.

11.2 lbs.

$219.95

1-year limited

HCU02C1

Battery, 36V

12 in.

10.1 lbs.

-

1-year limited

EA3200SR

32 cc

-

9.0 lbs.

-

1-year limited

EA3500SR

35 cc

-

9.7 lbs.

-

1-year limited

EA5001PR

50 cc

-

11.9 lbs.

-

1-year limited

EA7300PR

72.6 cc

-

14.7 lbs.

-

1-year limited

EA7301PR

72.6 cc

-

14.7 lbs.

-

1-year limited

EA7900PR

78.5 cc

-

14.7 lbs.

-

1-year limited

EA7901PR

78.5 cc

-

14.7 lbs.

-

1-year limited

JUNE 2017

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Maruyama, maruyama-us.com** MCV42

42.4

15 in.

10.8 lbs.

-

5-year P

MCV31R

30.1

14 in.

7.3 lbs.

-

5-year P

MCV31T

30.1

12-14 in.

7.3 lbs.

-

5-year P

MCV51

50

18-20 in.

11.2 lbs.

-

5-year P

18 in.

12.6 lbs.

$129.00

3-year limited

Oregon, oregonproducts.com CS1500

Corded

CS300

40V

16 in.

9.5lbs w/o battery

$249.00

3-year limited

CS300-E6

40V

16 in.

12 lbs. w/ battery

$299.00

3-year limited

CS300-A6

40V

16 in.

12 lbs. w/ battery

$369.00

3-year limited

CS300-R7

40V

16 in.

12 lbs. w/ battery

$449.00

3-year limited

Poulan, poulan.com** PL3816

38 cc

16 in.

-

-

1-year

PL3314

33 cc

14 in.

-

-

1-year

Poulan Pro, poulanpro.com** PPB4014

40 cc

14 in.

$199.00

9.92 lbs (w/battery)

2-year

PP5020

50 cc

20 in.

$199.00

15.5 lbs.

2-year

PP3816A

38 cc

16 in.

$129.99 (no case)

12.75 lbs.

2-year

$139.99 (w/case) PP4218A

42 cc

18in.

$169.99

13.25 lbs.

2-year

PP4218

42 cc

18in.

-

-

2-year

PR5020

51 cc

20 in.

-

-

2-year

PR4016

40 cc

16 in.

-

-

2-year

14 in.

8.8 lbs.

$199.99

5-year C; 1-year P

Shindaiwa, shindaiwa-usa.com 305s

30.5 cc

340s

34 cc

16 in.

8.8 lbs.

$259.99

5-year C; 1-year P

358Ts

35.8 cc

14,16 in.

8.0 lbs.

$349.99 - $359.99

5-year C; 1-year P

402s

40.2 cc

18 in.

10.1 lbs.

$299.99

5-year C; 1-year P

491s

50.2 cc

18,20 in.

10.6 lbs.

$349.99

5-year C; 1-year P

591

59.8 cc

18,20 in.

13.2 lbs.

$399.99

5-year C; 1-year P

600 sx

59.8 cc

20,24,27 in.

13.7 lbs.

$549.99 - $569.99

5-year C; 1-year P

82 V battery

18 in.

18 lbs.

$199.00

5-year limited C

MS 150 C-E

23.6 cc

12 in.

6.1 lbs.

$539.95 - $549.95

-

MS 150 T-CE

23.6 cc

12 in.

5.7 lbs.

$489.95 - $499.95

-

MS 170

30.1 cc

12 to 16 in.

8.6 lbs.

$179.95

-

MS 171

31.8 cc

12 to 16 in.

9.5 lbs.

$199.95

-

MS 180

31.9 cc

12 to 16 in.

9.0 lbs.

$199.95

-

Snapper, snapper.com SXDCS82

Stihl, stihlusa.com

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MS 180 C-BE

31.8 cc

12 to 16 in.

9.3 lbs.

$239.95

-

MS 181 C-BE

31.8 cc

12 to 16 in.

10.1 lbs.

$279.95

-

MS 193 T

30.1 cc

12 to 16 in.

7.28 lbs.

$299.95 - $349.95

-

MS 201 T C-M

35.2 cc

12 to 16 in.

8.16 lbs.

$629.95 - $679.95

-

MS 211

35.2 cc

12 to 18 in.

9.5 lbs.

$279.95

-

MS 211 C-BE

35.2 cc

12 to 18 in.

10.1 lbs.

$319.95

-

MS 250

45.4 cc

16 to 18 in.

10.1 lbs.

$349.95

-

MS 251 C-BE

45.6 cc

16 to 18 in.

11.9 lbs.

$369.95

-

MS 251 Wood Boss

45.6 cc

16 to 18 in.

10.8 lbs.

$329.95

-

MS 261

50.2 cc

16 to 20 in.

10.8 lbs.

$549.95 - $569.95

-

MS 261 C-M

50.2 cc

16 to 20 in.

10.8 lbs.

$549.95 - $569.95

-

MS 261 C-MQ

50.2 cc

16 to 20 in.

11.46 lbs.

$719.95 - $739.95

-

MS 271 Farm Boss

50.2 cc

16 to 20 in.

12.3 lbs.

$399.95

-

MS 291

55.5 cc

16 to 20 in.

12.3 lbs.

$429.95 - $449.95

-

MS 311

59.0 cc

16 to 20 in.

13.67 lbs.

$479.95 - $509.95

-

MS 362

59.0 cc

16 to 25 in.

12.3 lbs.

$729.95 - $759.95

-

MS 362 C-M

59.0 cc

16 to 25 in.

12.3 lbs.

$729.95 - $759.95

-

MS 391

64.1 cc

16 to 25 in.

13.67 lbs.

$549.95 - $579.95

-

MS 441 C-M

70.7 cc

16 to 32 in.

14.6 lbs.

$919.95 - $959.95

-

MS 461

76.5 cc

16 to 25 in.

14.6 lbs.

$1,039.95 - $1,079.95

MS 461 R Rescue

76.5 cc

20 in.

15.4 lbs.

$1,249.95

-

MS 661 C-M

91.1 cc

16 to 36 in.

16.3 lbs.

$1,169.95 - $1,289.95

-

MS 880 Magnum

121.6 cc

17 to 59 in.

22.3 lbs.

$1,799.95 - $1,809.95

-

MSA 160 C-BQ

36 v

10 to 12 in.

6.8 lbs w/o battery

$249.95 - $259.95

-

MSA 200 C-BQ

36 v

10 to 14 in.

7.3 lbs w/o battery

$279.95 - $299.95

-

10. 6 w/AP 300 11.0 w/AP 300 MSE 170 C-BQ

Corded

12 to 16 in.

8.4 lbs.

$299.95 - $319.95

-

MSE 210 C-BQ

Corded

12 to 16 in.

9.4 lbs.

$399.95 - $419.95

-

MSE 250 C-Q

Corded

16 or 20 in.

9.4 lbs.

$499.95 - $519.95

-

MS 193 C-E

30.1 cc

12 to 16 in.

7.61 lbs.

$349.95 - $399.95

-

MS 201 C-EM

35.2 cc

12 to 16 in.

8.6 lbs.

$679.95 - $729.95

-

MS 362 R-CM

59.0 cc

16 to 25 in.

13.2 lbs.

$759.95 - $789.95

-

MS 661 R-CM

91.1 cc

16 to 36 in.

16.8 lbs.

$1,209.95 - $1,329.95

-

MS 880 R

121.6 cc

21 to 25 in.

22.7 lbs.

$1,899.95 - $1,909.95

MSE 141 C-Q

Corded

12 in.

6.38 lbs.

$199.95

-

MSA 120 C-BQ

36 v

10 or 12 in.

4.8 lbs w/o battery

$239.95 - $299.95

-

MS 241 C-M

45.6 cc

16 to 18 in.

9.9 lbs.

$519.95

-

MS 461 R

76.5 cc

16 to 25 in.

15.72 lbs.

$1,079.95 - $1,119.95

-

8.4 lb w/AK 20

-

Tanaka, tanaka-usa.com**

18

TCS40EA18

39.6 cc

15, 16, 18 in.

9.9 lbs.

$299.97

7-year C; 2-year P

TCS33EDTP/14

32.2 cc

12,14 in.

7.5 lbs.

$269.97

7-year C; 2-year P

TCS33EB16S

32.2 cc

14, 16 in.

8.4 lbs.

$199.97

7-year C; 2-year P

TCS51EAP

50.1 cc

20 in.

11.5 lbs.

$399.97

7-year C; 2-year P

TCS33EDTP/12

32.2 cc

12, 14 in.

7.5 lbs.

$259.97

7-year C; 2-year P

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CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN! PETjune17pgs_SS.indd 19

5/24/17 8:36 AM

CHAINSAWS2017 Efco MT 3500 S Saw

Makita Saw Lineup

With a new sleeker design, the MT 3500 S now features a sprocket driven oil pump that has zero oil flow when the engine is idle, allowing for lower oil consumption and a reduced impact on the environment. The MT 3500 S is perfect for small to medium sized property, and is great for trimming, light pruning and small to medium diameter cutting for firewood.

The MT 3500 S is compact and versatile, while offering a 38.9 cc engine that delivers 2.0 HP with features including an on/off switch, and a choke and throttle lock incorporated into one easy switch for simple operation. Also included is a six point anti-vibration system for increased operator comfort, a lateral chain tensioner for easy chain adjustments, an in-board clutch for simplified maintenance, and a conveniently located air purge for cold starts. Efco supports all of its products with a 5-year consumer and 2-year commercial warranty.

For more information, visit efcopower.com

Under the Makita brand, the integration of Makita and Dolmar gives users a full range of professional chain saws. Both professionals and occasional users will also benefit from a deep lineup of power equipment that includes Makita MM4 4-stroke engine products and over 150 18 V LXT and 18 V X2 LXT (36 V) lithium-ion cordless solutions. The most visible aspect of the Makita-Dolmar integration is the transition from teal to “warm red” trade dress for chain saws.

With zero emissions, lower noise, and considerably less maintenance, the 18 V X2 LXT (36 V) brushless chain saw kit (model XCU03PT) is a welcome solution for cutting and trimming applications. The chain saw has an efficient Makita outer rotor brushless motor with direct drive system, so users get high power efficiency that is equivalent to a gas chain saw. The XCU03PT has a 14 in. guide bar and the Makita-built motor with variable speed delivers 0-3,940 f/m for increased cutting speed, but with less noise (only 100dB(A)).

It has zero emissions and reduced maintenance: There’s no engine oil to change, no spark plug to replace, and no air filter or muffler to clean.

For more information, visit makitatools.com/ruletheoutdoors

Husqvarna 555 Saw The Husqvarna 555 chain saw is perfect for contractors and landowners who need a powerful, fuel-efficient and low-emission chain saw to meet the demands of rugged daily use.

This premium chain saw produces a high chain speed of 92.85 ft/s at maximum engine power speed. The Husqvarna 555 chain saw features the latest technology including Husqvarna’s X-Torq engine technology, which delivers up to 20% less fuel consumption and 60% less exhaust emission. The AutoTune carburetion system gives optimal engine performance throughout the automatic engine setting so there is no need to spend time on carburetor adjustments. It compensates for different fuels, altitude, humidity, temperature and clogged air filters. This chain saw includes one of Husqvarna’s industry-leading ergonomic features—the LowVib system. This system is designed to reduce vibration levels to lessen hand and arm fatigue during prolonged use. In addition, the chain saw’s centrifugal air cleaning system removes larger dust and debris particles before they reach the air filter, which results in reduced air filter cleanings and improved engine life.

Specifications on the Husqvarna 555 chain saw include displacement of 59.8 cc, a 4.3 HP power output and a maximum power speed of 9600 RPM. Excluding cutting equipment, the 555 chain saw weighs 13.01 lbs.

For more information, visit husqvarna.com/us 20

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Oregon Lightweight Guide Bars Oregon’s latest line of lightweight professional guide bars feature three product families that are equipped with its exclusive aluminum-core technology: SpeedCut, ControlCut and VersaCut. SpeedCut’s narrow kerf (.325 in.) with small and large nose guide bars is designed to pair with SpeedCut saw chain to deliver faster, more efficient cutting when compared to standard systems. ControlCut’s standard kerf (.325 in.) guide bars with a smaller nose radius are designed to reduce kickback for a smoother, more controlled cut. And VersaCut’s large nose, standard kerf guide bars are designed to be used in a variety of professional applications, and are available in .325 in. and standard 3/8 in. pitch.

Each family of guide bars includes more durable rails and longer nose life with 20% lighter weight compared to Oregon’s Pro-Lite guide bars. The designs were made to prevent fatigue for professional users and create a longer lasting guide bar. Furthermore, Oregon’s LubriTec oiling system delivers oil to the chain more effectively which creates less friction in the guide bar system.

For more information, visit oregonproducts.com

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5/24/17 11:29 AM

CHAINSAWS2017 Rotary Replacement Saw Parts

Sunbelt Bars, Chains, Combos

Rotary has introduced several new chain saw items for 2017 including professional grade Copperhead saw chain plus repair kits, special assortments of bolts, links, fuel filters and bar stud nuts that fit most popular brands.

A special 108-page chain saw section includes photos, illustrations and descriptions with cross over charts, a saw chain numbering system and chain link diagram. Rotary also offers a complete line of Copperhead chain saw bars, plus bar and chain combo kits, chisel and semi-chisel chain in 25 ft. or 100 ft. reels and cut loops among its vast lineup of parts, tools and accessories. A full array of chain saw filters, sprockets, springs, cylinder assemblies, carburetor kits, pole saw bars, repair tools, files and chain breakers are among many additional items. Find the right chain saw part for practically every major brand.

For more information, visit rotarycorp.com

Sunbelt Outdoor Products has been committed to being the first choice for quality power equipment parts and accessories for over 60 years.

With over 66,000 parts and growing, Sunbelt is confident that they will have the parts in stock that you need to keep your customers running.

One area of focus is the forestry industry.

Over the years Sunbelt has developed a full line of Timber Ridge forestry products. Timber Ridge is broadly available for most OEMs used in today’s market, and branded Timber Ridge bars and chains are manufactured to provide the OEM standard for durability and performance, while also meeting ANSI safety standards.

With the full Timber Ridge lineup, Sunbelt offers guide bars, chain, bar and chain combos, bar mounts, sprockets, rims, clutch drums, files, joining kits and safety clothing to give you exactly what you need to get the job done. Make Sunbelt Outdoor Products your one stop shop for all your chainsaw, forestry and power equipment needs.

For more information, visit sunbeltparts.com

Stihl MSA 120 C-BQ Saws

VP Racing Fix-It-Fuel

Within the Stihl lightning battery system, the Stihl MSA 120 C-BQ chain saw is ideal for suburban yard applications from storm cleanup to limb removal. It is lightweight at only 8.4 lbs. (including battery, bar and chain) and features low vibration, quick chain adjustment and the Stihl quickstop plus chain braking feature. The MSA 120 C-BQ chain saw can make up to 100 cuts on a single charge—enough power to make a tall stack of firewood.

Key features are packed with performance in mind, including 12 in. guide bars standard and exclusive ¼ in. Stihl Picco saw chain custom designed for use on Stihl battery-powered chain saws. The rubberized handle provides a comfortable grip of product.

The Stihl MSA 120 C-BQ chain saw bundle includes the Stihl AK 20 battery (36 V, 2.8 amp hour) and Stihl AL 101 battery charger. Advanced Stihl lithium-ion battery technology offers users an option to reduce their impact on the environment and provides a powerful alternative to gasoline-powered equipment, while users enjoy low maintenance and operating cost—eliminating the hassle and cost of fuel. With no battery memory limitation, and no gradual drop in power, the Stihl AK 20 battery is high performance and runs at full speed until battery is depleted; more than 80% of battery capacity remains after 500 charges.

For more information, visit stihlbattery.com

While the damage caused by ethanol to power equipment continues unabated, VP Racing Fuels has introduced a cost-effective solution to avoid costly repairs: Fix-It-Fuel, a fuel system treatment that cleans and rejuvenates poor/non-running small engines damaged by ethanol.

It’s designed for any 2- and 4-cycle small engine application including chain saws.

Fix-It Fuel is a pre-mixed ethanol-free 89 Octane gas + oil blend.

Fortified with Mechanic In A Bottle from B3C Fuel Solutions, Fix-It-Fuel cleans and repairs the fuel system without having to remove the carburetor or injectors, avoiding costly repairs and downtime. While running in the engine, Fix-It Fuel cleanses equipment’s fuel system so it starts more easily and operates in top condition.

Available in quarts, 5-gal. pails and 54-gal. drums, Fix-It Fuel is specially formulated to safely clean varnish and carbon deposits, while also removing water that causes corrosion. The result is rejuvenated rubber and plastic, reducing repairs and downtime.

Fix-It Fuel is best used as a one-time treatment before the introduction of ethanol free VP Small Engine Fuel, which is designed for ongoing use to prevent ethanol-related problems from occurring in the first place.

For more information, visit VP-SEF.com POWER EQUIPMENT TRADE

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Dealer Enjoys Successful Second Act Chapel Hardware owner Paul Mayhan reinvented his career halfway through, taking on a hardware store and growing it into a servicing power equipment dealership.

BY DAVID ABBOTT WATSON CHAPEL, Ark. ocated in Watson Chapel, a suburb of Pine Bluff, Chapel Hardware is an old-fashioned, momand-pop type hardware store. Although its roots may be in hand tools, Chapel

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Hardware now enjoys a robust business with several lines of power equipment, including Stihl, Ariens and Gravely.

Owner Paul Mayhan, 64, didn’t start out selling either hardware or lawn equipment. He was originally in the environmental business, as he says, ensuring underground storage tanks (USTs) met environmental regulations. By the late 1980s, the federal government had put into place a program requiring underground petroleum tanks at gas stations to meet certain criteria. Mayhan’s job for 14 years was getting the tanks up to that standard. “We inspected, pulled, installed and refurbished the USTs,” he explains. The job lasted from 1987 to 2001, from Reagan through Clinton and across two Bushes.

He knew in advance that when the program ended, he’d want to do some-

Paul Mayhan

Formerly a store focused on hardware, owner Paul Mayhan has transformed Chapel Hardware to be 80% power equipment.

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thing else, because he would be too young to retire; he was only in his mid40s at the time. “I wanted to do something different,” he recalls. “I had always liked parts and the hardware business.” So, two years before the UST program ended in 1999, Mayhan and his wife Jane bought Chapel Hardware. The store had already been in that location under that name for at least a decade. While Mayhan continued with his UST job, Jane and their two kids, Michelle and Craig, along with a small team of employees, ran the store for the first two years.

At the time, Chapel was more of a traditional hardware store. “Stihl was here, but (the previous owner) didn’t do anything with it,” he remarks. Mayhan viewed it as a niche opportunity for growth. “I visited all the commercial customers, touching a market that doesn’t just walk in the door. Over the years it has developed into a tremendous business and a good relationship with Stihl.” His distributor, Stihl Southwest, based about 45 minutes away in Malvern, Ark., has been a blessing. “They have been a real good family-owned business to deal with,” the owner says.

Mayhan experimented for some time trying to decide which line of mowers to carry. He settled on Ariens and Gravely about 10 years ago. “I am impressed with

the company,” he says. “I like the service, and that they’re a family-owned company. If you had to you can talk to the owner, to Dan Ariens. He actually visited here a few weeks ago. He is a real down to earth and hands-on guy.”

Growing Pains Gravely has proven to be immensely popular. “We had some growing pains this year, outselling our stock,” Mayhan owner says. “Gravely is really trying to hit a price point where they are competitive with everybody. And they made some improvements to top of the line homeowner series that, as far as the price point, you can’t touch the quality.

It is just a fine piece of machinery.”

Following a dry, warm winter, the busy season for this year was already well underway when Power Equipment Trade visited the shop in late April.

“It’s starting out to be a great season,” Mayhan says. “Stihl is consistent and I am up above expectations on mower sales.” Chapel does hire some extra help during the spring and summer, from among local college students, mostly to help take care of hardware customers— that frees the full-time stuff to focus on sales and service.

While the mower business is growing, he admits the hardware side of things is only steady. “Hardware is sort

of a dying market,” he says. “Our society has gotten to be such a throwaway society, nobody is fixing anything. I have done everything in the world I could do to try to grow it and it just won’t grow.”

One big customer source on the hardware side: Chapel Hardware carries about 120 commercial accounts for people managing rental properties. Business is especially strong with repair plumbing, according to Mayhan: “That is probably my strongest department.”

Power equipment, he says, represents 80% of his business. “If I had my way I’d sell the hardware end and build a new store for power equipment only,” he adds. But he has no plans to make such a major move now.

“At my age, I don’t want to retire but I want to slow down.” With their children having moved on to their own careers, Mayhan says he would close the doors were it not for his wife. “She does all the financial work and she lets me know what’s going on,” he acknowledges. “I am on what I call the manual end of things and she is on the business end. She is a very efficient lady.”

Sales, Service On the power equipment side, wholegood sales, Mayhan says, are split evenly, 50/50, between commercial custom-

Chapel Hardware outpaced itself this year, outselling its Gravely stock initially.

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The diverse business services 50/50 commercial and residential customers.

Repairs are handled within one working week.

ers and homeowners, so he has plenty of demand for both Gravely and Ariens products. “I am surprised I do as much business as I do in this area, for the per capita income,” he notes. There is a lot of surrounding rural area from which he pulls business, but none at all in the town.

The service shop will handle any of the brands carried at Chapel, regardless where it was purchased. “I don’t care where they buy it, if it has Ariens or Stihl on it, I deal with it,” Mayhan says.

The shop employs two service technicians and tries to stay no more than a week out on repair jobs, if at all possible. Posted shop rate is $70 per hour.

He prioritizes service jobs: “My customers come first, and my commercial customers come very first,” he explains.

“If they’re making a living with it, we try to get them out first. We take care of homeowners too but we try to keep commercial guys going.” To that end Chapel Hardware offers a loaner pro24

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gram on mowers, making use of Gravely’s demo and gap programs.

The dealer buys five new mowers from Gravely each season to loan customers as spares while their machines are in the shop, and at the end of the season he sells them as a demo at a reduced cost: “I have a policy that if you buy a commercial mower you won’t ever be down.”

Mayhan says 90% of the repairs that come into the shop are related to ethanol fuel. “If they keep ethanol out of it, it would solve most of it,” he believes.

“I don’t think the ethanol is at the quality it was engineered and designed for, I think that is the problem.”

Marketing Mayhan says he has pretty well saturated his territory now after beating the bushes for a few years. He doesn’t know many commercial mowers in the area who don’t buy from him. “A lot of cus-

tomers are still loyal to John Deere, and it is hard to get them off the green,” he laughs. “But I have converted a few guys who buy Stihl handheld stuff from me, and after a couple of years they start buying mowers from me, too.”

Chapel Hardware does a lot of promoting with hats and t-shirts, Mayhan says. “Once a year we do a plan-ahead order with Stihl and they give us a good buy on t-shirts. The more you buy the better price you get.” Most of the advertising for the business is done through Stihl’s program. The company’s marketing firm takes care of buying radio and TV ads. On his own, Mayhan also advertises some specials with the local newspaper for certain occasions.

Particularly effective, he says, is his relationship with the morning DJs on a local sports talk radio station, 103.7 The Buzz. The morning show, dubbed “The Show With No Name,” has been a real friend to his business. “They are a blast, really popular. Their sales rep has been a good buddy to me and we advertise.

They talk about us on the air all the time,” Mayhan says. Every spring—on May 19 this year—the Show With No Name does a live remote broadcast from Chapel Hardware, part of the Gravely Mower Spring Tour.

The best advertising, though, is reputation, Mayhan believes. “That is the way my mowers have gotten out,” he says. “Word gets out. My customers do most of the selling for me when they are happy with their service. You can’t make everyone happy, it’s impossible, but that is who sells my mowers and power equipment, customers who are satisfied.”

One such customer, Susan Wade, is a good example. She happened to be on hand during PET’s visit. She came in to get a blower repaired. “Because I bought it from him, he fixed it without charge,” she says. “If you buy anything from him he is going to take care of it and you can get a good deal here. Paul and his staff are just the finest in the world.”

As a devoted Christian, Mayhan’s faith influences his business practices. “I try to have a reputation as an honest and straight shooter.” His religion has always been a part of his life but it has only grown stronger as he’s grown older.

“It is the way I live my life. I try to do the right thing and treat people as I want to be treated. You can’t satisfy them all and you have to have some backbone to do business, but just be fair and honest with people. That’s all the PET majority of people ask.”

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INDUSTRYvoices

Nine Key Factors For Opening A New Branch The decision to open a new branch can seem daunting, but it doesn’t have to be. Here are nine factors to consider.

BY JEFF WINSPER f you are exploring expansion, here are nine key factors to consider when developing your plan to grow the business and attract the professional landscaper.

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1. Full-line distributors may “open up” a new dealer near you anyway.

Growth minded distributors are on the hunt to also get new points of trade to carry their product line, and by doing so, it would not be unusual they are recruiting dealers to swap out or add competing products in your local territory.

Exclusivity of suppliers in geographies rarely exists, so if you have a healthy wholesale and parts revenue with one manufacturer, you need to know if new, or repeat business, will be affected if your nearest local dealer decides to carry the same product line.

2. Better financing terms with your distributor. Volume speaks loudly, and the more you sell, the better the financing terms. This aids in increasing margins, and you can use one of your stores as the central “ship-to,” and act as your own supplier across the rest of your branches.

This centralized model increases efficiencies on inventory management to drive greater margins.

3. Convenience for customers is key.

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does their daily revenue. Having a network of preferred branches in their area with solid same day service can get them back out and finishing the job.

4. Know what area to consider when opening a new branch. Multi-branch dealers obviously had to start somewhere, and it’s easy to see how their expansion grew—usually from the center out. There is an old adage that demand already exists in a market, but it can only be fulfilled when there is a point of trade. This is the opposite of those who believe if we open up a new store, we have to create the demand. Maybe the truth lies somewhere in between, but advanced data arms you with more evidence than guessing.

5. Product to service ratios. Servicing products either ad hoc (break-fix) or planned (off season tune ups) is important to keeping the lights on, and drives incremental margins as a profit center. But, to service more, you need to sell more. Without a new location selling the merchandise, the pipeline of future service at one location can only grow as fast as your last product sale lifecycle. Having a new branch creates tremendous opportunity to keep the tech bench busy, adding opportunities to cross sell new products with increased foot traffic.

6. Don’t worry so much about the Big Box Stores. Yes, they are the giants for volume of lawn and garden equipment, but your customer is not their customer. There is a reason why someone drives by one of the big boxes and heads into your store. Focusing on your strength, which usually is product knowledge and service expertise, is the difference.

7. Maybe you already maxed out your current market penetration. Here again is where analytics can help you

get greater visibility into your current market. If there is plenty of room to grow, then double down and drive more traffic. However, if the market is saturated, then it is time to consider expansion. See #4 to determine where it makes sense to reinvest in the business.

8. Landscapers can move around a lot. Crew leaders and foreman can switch jobs, but that doesn’t mean you lose a landscaping account. It just means you can maintain, and even expand, your business because you have a relationship with them—the important buyer or influencer who has been into your dealership before.

9. You know the buyer’s info. Big Box? Not so much: Your POS systems and supporting analytics are powerful to leverage. Lawn and landscape dealers have the advantage of knowing the customer’s information, whereas big box has anonymous not attributed data.

This is why they try so desperately to add loyalty promotions. But with your transactional data, it is possible to predict the next likely purchase, which accessories and products should be merchandised together to increase bundles and revenue, and furthermore, when to drive service revenue off season to spread out the technician workload to offset the variable labor concerns facPET ing most dealers.

Jeff Winsper is the president of Black Ink Technologies, which helps the power equipment industry sell more, faster and smarter.

The SaaS platform provides more visibility across the entire supply chain. Even if you have decent tools internally such as business intelligence, CRM systems, geo-mapping, or statistical modeling, Black Ink takes it to the next level because the models and data are specific to the manufacturing and power equipment marketplace. This helps improve customer acquisition and customer relationship management—and that helps the OEM, their distributors and dealers grow.

Contact e-mail: jwinsper@blackinkroi.com.

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5/24/17 4:36 PM

Small Engine Fuel Line Tubing: Transparent or Opaque?

Clear plastic tubing is for more than just aquariums

BY JACKIE FIOCCA

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rom the do-it-yourselfer to the repair shop professional, troubleshooting any issue typically begins with a visual inspection. And given all engines need fuel to start and run, the most obvious starting point is the fuel delivery system. A damaged fuel line can restrict gas flow and prevent the engine from starting and running and air in a fuel line can cause an engine to fail or stall.

Clear tubing is the obvious choice over opaque tubing when performing a visual inspection.

Benefits of clear tubing include: l Easy observation of the fuel flow to determine if the engine is running dry l Allows repair shops to quickly identify any trapped air—an indicator of a leak and a safety concern l Helps quickly identify if the fuel line needs to be replaced—a small and inexpensive fix to prevent a potential equipment failure l Increases productivity by saving time for the shop technician to diagnose any fuel system problems With the increased use of ethanol in fuel and because of ethanol’s effect on rubber and plastic, there is a misperception that clear tubing doesn’t last and isn’t tough enough, that it hardens, cracks and leaks. However the success, reliability and longevity of products like Saint-Gobain’s Tygon LP series fuel line products—all compliant with EPA and CARB low evaporative emission standards—are positive proof that transparent tubing is for much more than aquariums.

For example, Saint-Gobain’s Tygon LP1200 transparent tubing enables technicians to easily diagnose fuel flow or leak problems and is ideal for small engine powered equipment. Its patent-pending design offers superior fitting retention and resistance to swelling, hardening and cracking caused by hydrocarbon-based fluids. Engineered with multi-layer construction, its fluoropolymer liner is compatible with higher ethanol blend gasoline up to 100%. The design of Tygon LP1200 maintains its flexibility even in subzero temperatures to ensure sufficient fuel pickup when the tool is operated in any position.

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Swapping fuel line for clear tubing saves technicians time.

Jackie Fiocca is a marketing specialist, Process Systems at Saint-Gobain Performance Plastics. Saint-Gobain’s Performance Plastics business is headquartered in Solon, Oh., and employs 6,000 people in 22 countries. It is a world leader in high-performance plastics, including flexible tubing, seals, coated fabrics, foams, window film, barrier/release films, tapes, medical components, fluid handling systems and bearings.

Saint-Gobain’s Tygon LP1200: clear tubing for small engine fuel lines

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Five Minutes With Rotary’s Ed Nelson In late Spring, Rotary Corp. announced the acquisition of Desert Extrusion, a manufacturer of trimmer line products, based in Phoenix, Ariz.

PET spoke to Ed Nelson, President of Rotary Corp. about the transaction.

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he privately held Desert Extrusion is based in Phoenix, Ariz. and serves customers throughout the U.S. and in over 40 countries on six continents. When Glennville, Ga.-based Rotary Corp. announced the acquisition of the trimmer line manufacturer, questions were raised regarding the two aftermarket parts retailers and what it might mean for Desert and Rotary customers.

Rotary, known mostly for its breadth of aftermarket parts availability, considers itself a full line supplier owning manufacturing entities such as DuraEd Nelson matic Products which makes both OEM and Rotary branded mower blades. Over 80% of Rotary’s parts are made in the U.S. With the addition of Desert Extrusion, Rotary will continue its commitment to quality parts produced in the U.S. Here, Rotary President Ed Nelson clears up a few of those questions.

Power Equipment Trade: Are you going to close Arizona (Desert Extrusion’s headquarters) and bring it all to Georgia (Rotary’s headquarters)?

Ed Nelson: No, we have too many good people out there who have been 30

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doing a great job for 25 years. I went out and spoke to them and a few already knew about the sale; I think they are more comfortable because they know us. We’re not going to be moving that business anywhere. They are set up real well and have great people.

PET: How’s it all going to work then?

EN: Effective April 1, we’re all on Rotary’s team, all in this together. They are a major vendor, and their business climate is much like ours in Glennville.

There’s a lot of synergies that are going to help both companies grow. They sell to customers that we don’t know and we sell to customers that they might not know. It will be a tag team effort to grow both businesses.

PET: So the company, and the products, will remain Desert Extrusion?

EN: Desert Extrusion has been around for 25 years…

Rotary purchased a company in 1971 called Duramatic Products and it is still known as Duramatic Products today. The company will be called Desert Extrusion, a division of Rotary Corp. They have a great product along with distinctive brand names and long standing patents that we are looking to expand worldwide.

PET: What brought on the acquisition?

EN: To be honest, 20 years ago I was at a hardware show having dinner with the owners of Desert Extrusion and I casually mentioned to them that they have a great company, and if they were interested in selling, Rotary would be interested in buying. I said it as a compliment; they have got a great company, it would be a good fit with Rotary, and left it at that. Twenty years a later, it hap-

Desert Extrusion, in Arizona

pened kind of fast—I received a letter from their attorney, they were interested in selling and we were interested in buying. It’s going to be a great marriage.

PET: What is Rotary’s vision now moving forward with the new acquisition?

EN: We see a long runway ahead of us. There are some markets we’re not in that we feel like we could handle. Even though we’re a 60-year-old business, while sometimes a 60-year-old business is good, sometimes you can get stale.

One thing about Rotary is we haven’t gotten stale—we change with the times.

We’ve got a great team here in Georgia, and the team at Desert Extrusion is much like ours. I’m very confident in our future.

PET: So the commitment to dealers who were customers of Desert will not change with Rotary ownership?

EN: Servicing dealers are our bread and butter. We’re going to continue to cater to them. They have made us what we are today. We will be there to support them. They do a great job. What is so good about dealers is the large amounts of family owned businesses. I really love to see the next generation get in there. It makes me feel good. Sometimes it happens, sometimes it doesn’t, PET but it’s always good to see.

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DEALERspotlight

New Location Leads Expansion Extra room enables lots of future growth.

BY DAN SHELL

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onsidering how often power equipment dealers move and relocate, it’s interesting how rare it is for a dealer to have a chance to design a new building and its department layout from scratch. Frank Fletcher, owner of Fletcher’s Sales and Service in Delmont, Pa., had just that chance several years ago, and the results have been outstanding.

Founded by Fletcher’s father and mother Francis and Madeline in 1985, the dealership had grown and succeeded but was in a growth-limiting loca-

tion adjacent a residential area. Five or six years ago, Frank and his wife Vicki, looking toward their future as second-generation owners, began researching a new location as a route to future expansion.

“Our big intention was to expand all the areas, especially showroom and service, to at least double the size for both.”

—Frank Fletcher

And expand they did, with a 40 acre piece of property along a main thoroughfare in the extended Pittsburgh (30 miles away) suburbs. The Fletchers got the ball rolling in 2012-13, had a groundbreaking ceremony in early spring 2014 and a move-in ribbon cutting in January 2015.

Fletcher is one of the lucky few dealers who’ve had the opportunity to design a dealership from scratch, and he says he made some visits to other dealerships and talked with his distributor reps as he was making decisions.

“Our big intention was to expand all the areas, especially showroom and service, to at least double the size for both,” Fletcher says. The result is a 30,250 sq. ft. steel Butler building that includes a 9,000 sq. ft. showroom and

Fletcher’s new location features 30,000 sq. ft. of custom lawn and garden sales and service retailing space.

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DEALERspotlight 5,000 sq. ft. parts area, with the remainder dedicated to service.

The building was heavily customized with the assistance of the contractor, Fletcher says, adding that while he doesn’t completely regret adding a backup generator system that hasn’t been needed yet, he knows on the day he does have to use it he’ll be truly glad he made the investment.

“I know that day will come but we haven’t had any use for it yet,” he says.

In addition to relying on their experience in designing customer flow, the Fletchers also modeled the layout and features after auto dealerships, incorporating a waiting-coffee area with TV and a kids corner with a few toys. “Vicki was instrumental in that,” Fletcher says of the hospitality features, including a welcome area up front where customers are greeted when they walk in the door.

“The customers are welcomed in, and we make it comfortable for people, offer them a cup of

coffee if they’re waiting on a machine,” Fletcher says. “We just try to keep a family atmosphere.”

Big ROI

From left, owners Vicki and Frank Fletcher and Angela Vasko, assistant manager: keeping a customer-focused family atmosphere.

Vicki was big on adding hospitality features for customers.

The move to a new location and ensuing expansion has paid off big, Fletcher says, noting that the first year in the new store the dealership posted sales 25% higher than they had ever done.

The numbers retrenched a bit in 2016—but still not bad considering the increase from the year before, he says.

And 2017 is off to a solid start as well. “If the first four months are any indication, and we’re coming off a banner spring, we should see another good increase this year,” Fletcher says.

The dealership specializes in Walker and Exmark commercial mowers, Honda walk-behinds and is Stihl exclusive for handheld products. The dealership also does well with Ventrac mowers, which are popular and perform ➤ 45

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SHOWroom FEATUREproduct

Honda Miimo Robotic Lawn Mower Honda’s first robotic mower for the U.S. market arrives in dealer showrooms this summer. Miimo provides the ultimate in mowing ease for busy, active homeowners by self-charging quickly, operating quietly and includes safety features and a functional design. Three programmable cutting modes and programmable timer deliver maximum versatility on two available Miimo models, HRM 310 and HRM 520, by maintaining lawns with a continuous cutting system.

The Miimo robotic lawnmower uses a microcomputer, timer and sensors to provide automated, unattended grass cutting within a defined lawn area. Both Miimo models operate within a boundary wire, installed by dealers underground or on top of the ground around the perimeter of the area to be mowed, and a combination of controls, timers and real-time sensory feedback.

Honda Miimo’s quick turn mechanism allows the unit to change direction in a sweeping forward motion rather than

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having to reverse itself—a feature that reduces overall cut time. The mower’s seasonal timer can be programmed with cutting intervals that match grass growth rates. Both the HRM 310 and the HRM 520 models feature independent 360° sensors and a floating cover that detect solid contacts between the unit and any obstacles. If a sensor is activated, the mower is designed to stop, turn and move in a different direction from the point of contact.

The HRM 310 model, with a battery capacity of 22.2 V/1.8 Ah, can mow for up to 30 minutes on a single charge; the HRM 520 model also is capable of mowing for up to 60 minutes, depending on the complexity of the lawn, on a single charge and has a battery capacity of 22.2 V/3.6 Ah. The mower is designed to tackle virtually any type and shape of lawn, including slopes as steep as 25°—with a cutting width of 8.7 in. and a cutting height range of .8 in. – 2.4 in.

Visit powerequipment.honda.com.

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SHOWroom

TURF EQUIPMENT YardMax Chipper Shredder Designed with the homeowner in mind and a focus on durability and ease of use, the newest addition to the Yardmax line of products the 2-in-1 Chipper Shredder boasts stamped steel construction, a Briggs & Stratton professional series engine standard and a 10:1 reduction ratio, turning ten bags of yard waste into one bag of mulch.

The new 2-in-1 Chipper Shredder has the ability to chip branches up to three inches in diameter, using a powerful 208 cc engine with direct drive engine power. Two J-shredder hammers plus two rectangular hammers, and two 2-in. chipping knives round out the product features.

One yard waste debris bag comes free.

Visit yardmax.com

BLOWERS Optimax Accessories The Little Wonder Optimax Blower line has increased with the offering of new accessories designed to add convenience.

The accessories — a tool holder, parking brake and solid front wheel — are available for the entire Optimax blower range, which includes eight self-propelled or push models.

The 12-ga. steel tool holder attaches to either side of the blower to hold a shovel or broom; two tool holders can be added for maximum productivity.

A new parking brake kit can be added to push models to secure both wheels, which reduces roll-offs on hills and enhances security during transportation. The brake can easily be engaged and disengaged by foot.

Additionally, a new solid wheel option adds durability for applications in abrasive terrain. The 10.5-in. diameter wheel attaches quickly with the hardware already on the blowers.

Visit littlewonder.com POWER EQUIPMENT TRADE

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SHOWroom

SNOW, ICE MANAGEMENT Boss Stainless Steel Spreader Using some of the heaviest gauge stainless steel in the category—including the drive train and hopper, a ½ HP motor and one of the industry’s most robust inverted V options—the Boss Forge is available for winter 2017. The Forge is one of the few stainless steel spreader models in its class to offer both pintle feed and auger chain systems with the same hopper and a planetary gearbox designed to deliver high-efficiency performance across a wide range of ice control material.

The Forge has a 2 cu. yd. capacity, with the option for prewet capability and an upgraded controller. Lights and tarp option for auger systems are available.

Visit bossplow.com

SnowEx Storm Seeker Headlamps

The new Storm Seeker halogen headlamps from SnowEx offer significant durability and illumination improvements for users of SnowEx truck plows.

Designed to reliably deter water ingression, the reflector-to-housing seal features a built-in vent that allows moisture to exist, but not enter, an improved lens seal uses dual adhesive bead channels to ensure secure attachment of the lens. The lamps have passed an IPX9K pressure washing protection test.

Replacing SnowEx’s previous single cavity headlamp, the Storm Seeker’s dual-cavity lamp allows individual cavities to be optimized for low and high beam functions. Using H9/H11 bulbs, the low beams are 17% brighter and 6% wider to put down more light in front of the plow and to the sides for safer plowing. High beams are 36% brighter and illuminate 35% farther, allowing plow operators to see more of the road ahead.

To avoid interference with the hood, the headlamp casing is 3 to 3.5 in. less deep than the previous lamp design. This shallow casing also eliminates the need for additional brackets.

Visit snowexproducts.com.

PARTS & ACCESSORIES Fisher-Barton Laser Edge Blades Fisher Barton has introduced its new line of self-sharpening lawn mower blades, branded as LaserEdge with EverSharp technology.

Featuring Fisher Barton’s EverSharp advanced edge, the hardened steel actually sharpens itself while in use, eliminating the need to ever sharpen the blade. With less equipment downtime, and a consistent high-quality cut, the blades deliver superior performance to more acres than ever before.

Visit laser-edge.com.

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SHOWroom Oregon Gator SpeedLoad Disks The Oregon Gator SpeedLoad cutting system is designed to get pros back to work quicker and increase productivity.

Oregon’s integrated head and disk line system simplifies the reloading of trimmer line because it requires no winding or spooling, reducing both frustration and replacement time to less than 20 seconds. Longer-lasting and two times stronger than its competitors, Oregon Gator SpeedLoad’s innovative tongue-and-groove line comes pre-wound in small, self-contained disks for convenient transport, making it a fast, easyto-use replacement solution.

The Oregon Gator SpeedLoad cutting system fits more than 95% of gas-powered trimmers on the market and is available in the following three models: the 24-500, 5-in. diameter pro replacement head that is recommended for use on string trimmers 26 cc and up; the 24250, 4.25-in. diameter head that fits most models except Ryobi, Homelite, Toro, Troy-Bilt, Bolens and Stihl trimmers; and the 24-200, 4.25-in. diameter head that fits most Ryobi, Homelite, Toro, Troy-Bilt and Bolens trimmers and fits Stihl curved shaft trimmers, FS38 and FS40.

Visit oregonproducts.com/GSL

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DEALERvoices

What Do You Think: Profit, Or Money Turning?

If your business is like the average dealership, you handle numerous dollars every day. The question is how much are you actually keeping in your operation’s bank account for your financial welfare?

BY DALE STOTTS

T

he 2017 season is in full swing and if Mother Nature has smiled on your business the repairs keep piling up. Hopefully new equipment sales are leaving your establishment as well. Several times I’ve discussed the many “hidden costs” of doing business eating into every dealer’s profit margins.

From extreme freight charges to increased costs of attending update seminars, plus all the other normal daily costs of just having the doors open, have you ever really looked at where you spend money and considered saving yourself some instead?

Pre-season orders with special discounts can be a good position for the dealer, but it does mean spending one’s hard earned past season dollars to place inventory in a warehouse. Great if you have a banner year—but what happens when Mother Nature decides to create a drought and you don’t sell this inventory?

The supplier isn’t interested in helping you when it comes time to pay. Payment is due and you are responsible for making the payment even though the majority of this pre-season inventory is still on your shelves, display floor and or warehouse.

The final rub comes when this same supplier expects you, the start of the next season, to do another pre-season order. The supplier doesn’t care what

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inventory amounts you have left over from the previous season. Now before I go further: There are a few exceptional operations who will offer a helping hand. (Yes, I’ve been on the receiving side of both of these scenarios, so I do talk from experience.)

Secondly, in today’s marketplace, if a dealer has been keeping an accurate inventory control, special incentive programs only benefit the seller and not the purchaser. What do I mean? I’ve talked to several dealers who often purchase less than maximum parts from independent suppliers at equal or even below the special incentive program. Many

for? Are you handling thousands of dollars but only putting a small percentage in your own bank account? As you go about your business this year, take the extra time and see where the revenues are actually going.

At times I’ve asked certain newer dealers this question. Say you sell a mower for $1,500, what percentage of profit did you realize? Now before you answer, take into account the mower’s actual cost. This would include things such as freight costs, time to set the unit up to be placed on the sales floor, fuel and engine oil, any floor plan interest, and the amount of time it took to sell the

Are you handling thousands of dollars but only putting a small percentage in your own bank account? dealers today are using e-bay, Amazon and the numerous dealer web sites to get their parts, since quite often the price is less with little to no freight charges. When it comes to the time factor in receiving parts—with the electronic age, repair parts can be secured in a 24- to 48-hour period. Why should a dealer keep large investments of parts sitting on a shelf waiting for a customer to enter the door needing the exact item to repair their unit?

The rule of thumb I’ve always used is if an item doesn’t sell at least twice in a certain period of time, there is no need to continue to keep the item in stock collecting dust. Wait until the item is needed, order it and then pass any freight/handling charges on to the consumer. Today’s consumer understands freight charges, and normally expects this charge as part of the initial cost of purchasing (just like having to pay sales tax).

I’ve only touched on a few ideas, but my main point is whom are we working

unit. All of these must be considered when making the decision on how much profit you actually made on this item.

Sadly, many dealers don’t take the time to do this cost analysis. Instead the answer I often receive is, “Why, I made a hundred dollars on this sale.”

Are you handling money or making money? Is it time to sit down and take an in depth look and see why you may or may not be making the profit you should for your investment? Remember it is your business! You operate it to be able to take care of your family and your workers. None of you should ever be in business for just handling money for a manufacturer or distributor’s welfare.

What do you think, are you making a PET profit or just handling dollars?

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

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Shelby County Implement • Shelbina, MO 63468 Ph: 573-588-4731 • 573-588-2020 Fax: 573-588-4264 • Email: sci63468@hotmail.com M/C, Visa and Discover Accepted 3524

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DEALERspotlight 33 ➤ well in the region’s broken terrain, Fletcher says.

Interestingly, Fletcher says he made a decision early on not to make any big product line decisions just before or after the move, to let employees settle in.

Also, another big change was May 1, when Frank and Vicki took over ownership of the dealership from his parents, who retired.

“With all the changes taking place for customers and employees, we made a commitment to run at least two years without any serious changes,” Fletcher says.

Then again, the sales results for the first two years are hard to argue with when it comes to product offerings.

Fletcher says one area he is looking into is a compact tractor line considering all the extra room the dealership has now.

PET

Dealership was designed with current and future expansions in mind.

From a “kiddie corner” play area to a welcome desk and well-lit showroom, enhancing customers’ experience is a realized goal.

PETevents

ADlink

JUNE 20-22—Outdoor Power Equip. Institute annual meeting, American Club, Kohler, Wis. Call 703-549-7600; visit opei.org.

AUGUST 10—Iowa Nebraska Equipment Dealers Assn. annual meeting, Stoney Creek Hotel, Johnston, Iowa. Call 515223-5119; visit ineda.com.

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SEPTEMBER 11-13—Glee, United Kingdom’s biggest garden and outdoor living trade show, National Exhibition Centre, Birmingham, United Kingdom. Call 609-921-0222; visit gleebirmingham.com.

OCTOBER 18-20—GIE+EXPO, Kentucky Exposition Center, Louisville, Ky. Call 812-949-9200; visit gie-expo.com.

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

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 Ahlborn Equipment B3C Fuel Solutions

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

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DEALERtodealer

Strive For Excellence, Consistency In Business GREG GERMAN

Not unlike coaching little league baseball, owning a lawn and garden dealership means encouraging employees to not just be bigger or faster, but just be consistently better.

BY GREG GERMAN

F

or those who have been reading my column over the past 15-plus years, you are familiar with my stories of coaching youth baseball and the analogies drawn to running our businesses. Well, the 2017 season has created a new opportunity for me as my status of head coach has changed to now be the assistant. With my oldest son having graduated a couple of years ago from college, he moved back into the area to take a position with a large hospital. Having played college baseball, he thought it would be fun for the two of us to coach together.

Wearing a different hat this season has proven to be a good experience for multiple reasons. First, it is great to see my son mature in his responsibilities and to see how he leads and encourages.

Secondly, it has allowed me to play a different role of being the one who “suggests changes.” As the assistant coach, you don’t simply blurt out what every player needs to do, you have to ponder a bit then make an educated suggestion to the head coach of what might be a good choice for the current situation you are facing.

Having just started my 31st year in the power equipment and tractor business, my hats are changing here too. No, I still run the show and would not de-

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scribe myself as the assistant, but how I coach our team has definitely transitioned during the past few years. One of the key roles I fill is a role that I like to refer to as the “Excellence Monitor.”

The sign on my door does not actually say that, but my questions and observations to my employees have begun to set a new bar of expectations in how we provide service and value to our customers. One of the things I have learned and am trying to impart to our employees is that our job is not to be perfect, but it is to continue to create separation between our competitors and us.

In baseball, it is great to have the big hitters who can knock it out of the park, but even the best only hit .300. Where

larly changed out and dusted to keep it looking fresh? Does the outside of my business present itself in a way that looks like we actually use the equipment that we sell to maintain it? Do my people greet each customer and ask the simple question “How can we help you today?”

Have I recently told each of my employees thank you for a job well done?

Recently I heard a quote that really says it all, “Excellence in small things precedes excellence in all things.” I believe that really sums up how we should be leading our teams. We can’t control every aspect of our business—it is simply impossible. But, if we create a culture of excellence, and begin to suggest to our team of how we can carry out

I don’t have to be the biggest, fastest or the cheapest. I just really need to be better in the small things than my competition. you separate from the competition is gaining an extra base that you were able to steal; laying down a perfect bunt on a squeeze play to score a run; driving a deep sacrifice fly to the outfield, bringing the runner from third to home; and an outfielder taking the proper route to cut off a sure double and get an out. It is the exact same thing in business. I don’t have to be the biggest, fastest or the cheapest. I just really need to be better in the small things than my competition.

Here are a few examples: Do my salespeople call customers back the same day? Does my service department complete the repair on the day they said they would? Does my parts department have the fast-moving parts on the shelf in ample supply so that customers aren’t waiting for a blade, belt or filter? Does my receptionist cheerfully greet every customer on the phone no matter how busy the day? Is my showroom display regu-

those normal parts of our business, such as greeting customers, completing jobs on time, returning calls, and saying thank you, we begin to train our people. By training our people, we impress upon them that excellence in the small details will be the difference in separating us from our competition. As we begin to raise the bar of excellence in those particular areas, the tide will rise in every area and excellence will reign, leaving PET the competition behind.

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 309-385-2540; e-mail ggerman@germanbliss.com. The views of Greg German do not necessarily represent Hatton-Brown Publishers, Inc.

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