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POWERlines

A Hatton-Brown Publication www.poweret.com

DAN SHELL

Adding Value, Local Support

he Power Equipment Trade Chain Saw Annual contains not only the all-inclusive chain saw charts and new saw technology section, but also two dealer features, plus a special feature that highlights some of the challenges—and opportunities—dealer encounter in the digital marketplace. Perhaps the biggest issue-oriented article this month is the piece on the Stihl-sponsored Independent We Stand organization and its most recent study showing the benefits of shopping with local independent businesses instead of online sellers such as Amazon and others. Developing a message to customers about the benefits of shopping local is hugely important for dealers, as online sales draw a larger share of overall retail activity. It’s also a relatively low-cost effort: a few high profile slogans about the importance of shopping local, thanks for shopping local, keeping more dollars in the local community (and much more) can be easily added to web site designs and social media interfaces. Of course, Independent We Stand has a wide variety of low-cost (like the poster on page 33) and free graphics and other materials promoting the advantages of shopping local. There’s also a wealth of information, links and more at independentwestand.org for dealers to use in their own stores or as ideas for their own shop local campaign. This is an issue that’s perfect for dealers to exploit as a way to not only promote the local business aspect, but also differentiate dealers from online sellers in terms of expertise. Unlike online sellers, dealers have the expertise and experience to make sure the consumer has the right tool for the job. Dealers are also more interested in developing a long-term relationship with customers instead of just ringing up internet sales. It all adds up to more of the kind of value that only dealers can provide. It’s also a compelling story for consumers: Benefit your local community while also giving yourself the best value possible. This being the chain saw issue, we were on the trail of a local chain saw story, then found an even better one: For years, when driving through the greater Goodwater, Ala. metro area, you’d drive right by a classic old dealership on the state highway, a wooden structure with dozens of old chain saw and other power equipment signs nailed to the exterior. I hadn’t been by in a good while, so I decided to find out if it was still there, maybe go take an artsy picture of a kudzu consumed ruin if that’s what it had turned to over the years. Indeed, Chain Saw Sales & Service in Goodwater had been a local fixture for decades. And while the old wooden building was gone and the dealership had moved south of town and its owner retired, new dealer Trey Griffin, at the ripe age of 28, had taken over and is rejuvenating the business with new energy and a service focus. It’s a good story and an old one, a story that reveals the promise the industry can hold: Young business owner with a dream works to make it happen with more hard work and elbow grease than venture capital. Along the way, he’s growing his business while solving customer problems through the proper application and service of lawn and garden power equipment. Griffin is bringing the added value mentioned above to his local market, and providing more support of the community as sales grow. PET Again, it’s a compelling story, and one the industry can’t tell often enough.

Contact Dan Shell, ph: 334-834-1170; fax 334-834-4525; e-mail: dan@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 Greg German, Sam Stearns, Dale Stotts 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 +34 96 640 4048 Email: murray.brett@abasol.net Distributor Library Kathy Sternenberg Tel: (251) 928-4962 ksternenberg@bellsouth.net Classified Advertising Bridget DeVane Tel: (334) 699-7837 (800) 669-5613 bdevane7@hotmail.com Reprint Sales Patti Campbell Tel: (800) 669-5613 patti@hattonbrown.com

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Volume 67

Number 3

JUNE 2018

Our 726th Consecutive Issue

Founded in 1952

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

FEATUREstories

10 16 22 26

POWERHOUSE OUTDOOR Focus On Service, Financing

2018 SAW SPEC CHARTS PET Breaks Down Models

2018 CHAIN SAW ANNUAL Latest Products, Replacement Parts

DEALER SPOTLIGHT: ALABAMA

10 16

Young Tech Gives Saw Shop New Life

VALUEadded Power Suppliers ______________________________ 6 Dealer Voices________________________________29 Five Minutes With... __________________________30 Showroom __________________________________34 Distributor Library ___________________________38 PowerWorks ________________________________44 PEtcetera/Ad Index __________________________45 Dealer To Dealer _____________________________46

COVERphoto Georgia’s Powerhouse Outdoor operates three locations in the southern section of the state, focused on offering quality service, having a knowledgeable sales staff and using financing to help serve its customer base—a 60/40 “Pros and Joes” mix, beginning on Page 10. (Cover photo by Derrek Vaughn, design by Shelley Smith)

Member Verified Audit Circulation Power Equipment Trade (ISSN 1063-0414) is published 6 times annually (February, April, June, August, October and December) by Hatton-Brown Publishers, Inc., 225 Hanrick St., Montgomery, AL 36104. Subscription Information—PET is sent free to qualifying industry professionals in the U.S. All non-qualified U.S. subscriptions are $55 annually; $65 in Canada; $95 (Airmail) in all other countries (U.S. funds). Single copies, $5 each; special issues, $20 (U.S. funds). Subscription Inquiries—TOLL-FREE 800-669-5613; Fax 888-611-4525. Go to www.poweret.com and click on the subscribe button to subscribe/renew via the web. All advertisements for Power Equipment Trade magazine are accepted and published by Hatton-Brown Publishers, Inc. with the understanding that the advertiser and/or advertising agency are authorized to publish the entire contents and subject matter thereof. The advertiser and/or advertising agency will defend, indemnify and hold Hatton-Brown Publishers, Inc. harmless from and against any loss, expenses, or other liability resulting from any claims or lawsuits for libel violations or right of privacy or publicity, plagiarism, copyright or trademark infringement and any other claims or lawsuits that may arise out of publication of such advertisement. Hatton-Brown Publishers, Inc. neither endorses nor makes any representation or guarantee as to the quality of goods and services advertised in Power Equipment Trade. Hatton-Brown Publishers, Inc. reserves the right to reject any advertisement which it deems inappropriate. Copyright ® 2018. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Periodicals postage paid at Montgomery, Ala. and additional mailing offices. Printed in USA. Postmaster: Please send address changes to Power Equipment Trade, P.O. Box 2419, Montgomery, Alabama 36102-2419. Other Hatton-Brown Publications: Timber Harvesting n Southern Loggin’ Times n Timber Processing n Panel World n Wood Bioenergy

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POWERsuppliers Aspen Supports Multiple Currencies Officials with Charter Software recently announced the addition of a new ASPEN Multi-Currency Exchange Rate plug-in to the ASPEN Business Management System. The product was developed in response to the needs of Charter’s Canadian customers who also do business in the United States. The new feature allows dealers and distributors to manage parts receipts, unit receipts, accounts payable vouchers and check runs using a currency other than the business’ native general ledger denomination. Using the Multi-Currency plug-in, ASPEN will convert foreign currencies to native currency for use in general ledger entries, cutting checks in non-native currencies and adjusting for differences in exchange rates.

“We are pleased to be able to meet the needs of our Canadian customers doing business in the U.S. Customers were actively involved in our pilot program and provided excellent input into the development of this product,” says Anne Salemo, Charter Software Inc. President/ CEO. “The new Multi-Currency feature will not only save our customers time but also increase the accuracy of their inventory valuations.” Current customers interested in adding the Multi-Currency plug-in license should contact their Account Manager or Charter Software by e-mail: sales@chartersoftware.com, or by phone: 303-932-6875.

growing dealer network. Jay McKoin, who has over 25 years of sales and management experience in the power equipment industry, will serve as Rotary’s territory manager for the Louisiana region. He will be responsible for sales and support as well as dealer recruitment. In addition, Brad Churchill, who managed a power equipment dealership for the past five years, will oversee business recruitment and provide sales support for Rotary’s dealer network in eastern New York and Vermont.

Rotary Adds To Sales Team

The Propane Education & Research Council (PERC) launched a new online initiative to reward outdoor equipment dealers already listed on the Propane Equipment Dealer Point who encourage other dealers to enlist on the database—a

Rotary Corp. appointed two new territory sales managers as it expands the sales division to meet the needs of a

PERC Rewards Dealers For Referrals

EETC Holds Annual Conference In Alabama, Tours Briggs Plant The Equipment and Engine Training Council (EETC) held its 22nd Annual Conference April 11-14 at the Hotel at Auburn University & Dixon Conference Center in Auburn, Ala. A non-profit organization dedicated to offering a wide array of training resources to current and potential power equipment technicians, and a certification testing system for service technicians in power equipment dealerships nationwide, EETC makes its materials available on its website (eetc.org) and at GIE+EXPO. As is the case each year, EETC Certification Committees met to update certification tests by discussing and writing new questions to be added to the existing test banks. Committees updated tests in five areas: compact diesel engine, 2-stroke engine, 4-stroke engine, electrical systems and driveline systems. The big news this year is the EETC Board voted to move toward all online testing, without proctors, in the future. Look for more details soon. Attendees not participating in those committees had the option of touring the nearby Briggs & Stratton manufacturing plant on the morning of April 12.

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“The neatest thing about this organization is, we are not competing with each other here,” says Stihl’s Eddie Anderson. Representatives from various manufacturers worked together in friendly cooperation to come up with new test questions for training service technicians at dealerships. In all, 92 attended the event, according to EETC Executive Director Erik Sides. He stresses, “It is an industry event that involves a diverse group of manufacturers, distributors, dealers and educators on power equipment and small engines.” Sponsors also presented several sessions. Husqvarna offered a look at its newest fourth generation (300 and 400 series) Automower line; Toro presented an introduction to its newest driveline systems. Oregon offered a seminar on blade sharpening. Top Equipment presented its Carburetor Life fuel system cleaning kit. Briggs & Stratton presented on 4-stroke engine troubleshooting, while Echo offered a program about advanced engine diagnostics and Stihl offered a look at diagnostic tools and injection. For more information, contact Executive Director Erik Sides at 803-322-1410, email at eetc@eetc.org, or visit eetc.org.

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POWERsuppliers free, searchable, online database that helps connect landscape contractors with local, knowledgeable dealers committed to selling propane mowers. “The Propane Equipment Dealer Point has grown extensively since we first launched it, which makes it easier for landscape contractors to connect with knowledgeable propane equipment dealers in their area,” said Jeremy Wishart, PERC director of off-road business development. “As we continue to grow the Dealer Point roster, we thought it would be fun to reward existing Dealer Point members with a gift and a chance at a cash prize if they refer other dealers to sign up.” For each qualified application submitted online to Dealer Point, the dealer listed as the new applicant’s referral will receive a Gerber multi-tool and have their name entered into a drawing for $1,000 that will take place at the end of 2018. The multi-tool gifts are limited to five per referring dealer, but the number of entries for the $1,000 drawing are unlimited. The application is available at propane.com/dealerpointapplication.

2018 Bill Nelson Scholarship Recipients The Bill Nelson Scholarship Endowment (BNSE) is pleased to announce it has awarded four scholarships, each in the amount of $2,500. Forty-seven applications were received. Recipients for the 2018 awards are: Morgan Conville, of Midland, NC; Luke Herman of Nixa, Mo.; Jack Hoog of Lexington, SC; and Brett Hopf of Jasper, Ind. Conville is majoring in Spanish and K-12 education at the University of North Carolina-Asheville. Her goal is to be an English-as-a-second-language teacher and to travel abroad to teach English in Spanish-speaking countries. Husqvarna employs her father. Herman graduated from Nixa High School this year. He has been accepted into Missouri State University, where he will major in entrepreneurship. His vision is to create an environment that helps build relationships and bring communities together. Timken employs his father. Hoog has graduated from Lexington High School and plans to go to the University of Dayton to major in engineer-

ing. He plays the saxophone, and is a firm believer that music enhances the mind and improves focus and creativity in every aspect of life. Husqvarna employs his father. Hopf is an undergraduate at Indiana University where he is majoring in biology with a minor in chemistry. His dream is to continue to medical school and become a doctor. His mother is employed by Stens.

Kubota Gives $1 Million To Tech College In a special ceremony Georgia Governor Nathan Deal joined leaders from both Kubota Manufacturing of America (KMA) and Kubota Industrial Equipment (KIE) as they jointly announced a $1 million donation to the Lanier Technical College (LTC) Foundation in support of its Technology and Industry Building on its new campus set to open in January 2019. Part of the Technical College System of Georgia, LTC serves Hall County and the surrounding area with career-technical education programs and

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JUNE 2018

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POWERsuppliers customized business and industry training. Its mission is to meet the workforce development needs of the area and to support the economic well-being of the people, communities and companies in North Georgia.

Generac Closes Selmec Acquisition

Generac Holdings Inc. has closed on the previously announced agreement to acquire Selmec Equipos Industriales, S.A. de C.V. and its wholly-owned subsidiaries from Enesa Energia, S.A. de C.V. and Enesa, S.A. de C.V. Selmec is a leading designer and manufacturer of industrial generators from 10 kW to 2,750 kW and other electric systems. The agreement includes the power generator product and after-sale support services of the business. With approximately 300 employees and 100,000 sq. ft. of production capacity, Selmec offers a market leading service platform and specialized engineering capabilities, together with robust integration, project management and remote monitoring services.

JUNE 2018

Stihl, Husqvarna Exhibit At Forestry Show Record rainfall marked the 36th East Coast Logging and Equipment Exposition, held Friday, May 18 and Saturday, May 19, at the Richmond Raceway in Richmond, Va. With up to 10 in. of rain reported in some neighborhoods, the week of the show was the wettest the area had seen in more than 60 years. This did little if anything to deter the crowds. Including exhibitor personnel, there were more than 6,200 attendees, according to early estimates. 271 companies exhibited at the show, mostly manufacturers, distributors and service providers related to logging and sawmill operations. Among them, Stihl and Husqvarna both had a presence at the show, each with outdoor exhibition booths that featured chain saw demonstrations. The exposition is co-sponsored by the Virginia Forest Products Assn. and the Cooperative Extension Service at Virginia Polytechnic Institute and State University. The biennial event will take place next in 2020.

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Big Box Competition Is Nothing To Georgia Dealer A dealership in expansion mode, each of Powerhouse’s three locations leverage financing to help upsell customers.

BY JULIE RITZER ROSS

ome power equipment dealers are afraid of competition from bigbox retailers. Ray Hedgecock, co-owner of three Powerhouse Outdoor Equipment dealerships in Valdosta, Ga. and its environs, is not among them. Instead, the dealer harnesses a high level of service, strong assortment of top-quality equipment, extensive employee training, social media engagement and an attractive private label credit program to set itself apart from the pack.

“We know how to compete,” Hedgecock says. “Our mission is to be easy and enjoyable to do business with, so that when people think lawn care equipment, they think of us, not Home Depot, Lowe’s, or any other home center chain.” Hedgecock has been in the outdoor equipment business for most of his life. As a teenager, he was employed by Al’s Lawn Care Products in Tampa, Fla. He subsequently moved to Valdos-

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ta to earn his business degree at Valdosta State University and, once there, began repairing lawnmowers at home. While he had no intention of becoming an outdoor equipment dealer, he realized the need for one in Valdosta and opened the first Powerhouse Outdoor Equipment showroom in 1994. In 1995, Hedgecock’s brother Russ, with whom he shares the co-owner title, joined the business after earning a marketing degree from Florida Southern University. A long-time employee, Raymond Mullins, became a partner several years ago, when Power-

The first Powerhouse Outdoor Equipment opened in southern Georgia in 1994. Now, co-owners (and bothers) Ray and Russ Hedgecock, plus partner Raymond Mullins operate three locations, with no intention of stopping growth.

house went into expansion mode. “Our first storefront in Valdosta was on the other side of town and wasn’t very convenient,” Hedgecock explains. The business later moved into its current Valdosta location, and subsequently purchased two adjoining lots to expand the building to its current size of 12,000 sq. ft. “When we realized we had customers traveling quite a distance, we saw the need to expand to other areas, so we opened a location in Tifton and a few years later, one in Warner Robins,” he notes. The Warner Robins showroom is the dealer’s largest, at 15,000 sq. ft., and the Tifton location is the smallest at 7,000 sq. ft. Across the three locations, Powerhouse has 28 full-time and six part-time employees. Eleven technicians work year-round, with an additional three technicians hired to assist with quick service jobs during the summer months.

A Changing Market Like the territory it covers, Powerhouse’s target market has changed more than once. The dealer originally catered

primarily to the residential market, but began to see fewer of these customers when big box stores exploded onto the scene. By this point, the bulk of Powerhouse’s audience was commercial cutters, and the switch had little effect on its success. However, the development of less expensive, easier-to-use equipment in recent years altered the customer mix once more, reviving the residential side of the business. Today, 60% of Powerhouse’s business is commercial and 40% is residential, with the latter segment growing every year and expected to predominate down the road. “The commercial side can only grow so much, but we’re seeing more and more residential business percentage-wise from year to year as people move away from the big-box stores in search of a great product mix plus a level of service they can’t get there—or online,” Hedgecock states.

Quality Counts On the product front, Powerhouse sells and services mowers, chain saws, trimmers and other equipment. The dealer has carried many different equip-

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ment lines throughout the years, but the number of available brands has remained almost unchanged—except for the introduction of Boxer to cater to larger landscaper accounts. The Ariens, Gravely, Stihl and Grasshopper brands have always been a part of the mix; other brand options include Cub Cadet and Little Wonder. Hedgecock says he is satisfied with this assortment, and that it performs well, because each brand offers the best-quality equipment in its category. But despite the appeal of its product mix, Powerhouse does not leave sales or service to chance. From their first day on the job, salespersons are trained not only on processes, procedures and expectations, but also on how to gain customers’ confidence and maintain credibility. As Hedgecock sees it, that confidence and credibility comes by demonstrating product knowledge and discussing equipment benefits as well as why one model of a particular piece of equipment be might better suited to a customer’s needs than another. Role-playing is used to polish their approach. When working with customers, salespersons also emphasize the service advantages customers enjoy when purchasing equipment from Powerhouse rather than at a big-box retailer. These

include service by trained technicians, available five days a week at an $85/hr. rate Hedgecock says is comparable to that of Powerhouse’s competitors, along with pickup and delivery of equipment to be serviced. To ensure the caliber of service and prevent long waits for repairs, the dealer services mainly those brands it sells. The first service on any piece of equipment bought at Powerhouse is free. It occurs a few weeks after the purchase is made. “At the first service visit, we check the machine out and give the customer a schedule for when it should be looked at and serviced again,” Hedgecock notes. “We make sure that there are no warranty issues and that the customer is operating the equipment right; if there are problems, we correct them. All of these pieces—product knowledge, easy access to service by trained technicians, free first service—allow us to attract customers with product that may be similar to what they can buy from a big-box store, but with a whole lot more value.” Technicians receive in-house training starting on their first day; all are certified and undergo factory training by manufacturers as soon as possible after coming aboard. They are also crosstrained to work with both 2-stroke and

4-stroke engines. Hedgecock favors technicians who have had some degree of previous mechanical training. He believes former military personnel, many of whom reside in two of the three areas serviced by Powerhouse, make the best technicians. Although their training is not typically in power equipment, they are highly task-oriented, accustomed to structure and, in turn, can deliver the best possible service he explains Neither salespersons nor technicians receive commission, but technicians get a bonus on total monthly labor. Rather, competitive pay, generous vacation leave, and a 401K plan are used to attract and retain employees.

Financing Boost Yet another competitive differentiator for Powerhouse —and one that supports the dealer’s mission of being easy to do business with—is its practice of offering revolving credit so that customers can buy the equipment they need without using up credit on their bankcards or limiting their purchases to what they can afford with cash on hand. The dealer has multiple revolving credit programs in place, but its primary private-label credit program is available through TD Retail Card Services. Residential customers can

Ariens, Gravely, Stihl and Grasshopper have been Powerhouse’s tried and true brands for years.

JUNE 2018

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apply for TD’s Yard Card, as can commercial cutters who are willing to do so under their own name. “Financing puts us on a level playing field with the big box stores, without getting into deep discounting,” Hedgecock observes. About 90% of customers finance mowers and other high-end equipment, with 70% of these transactions completed using a Yard Card. Powerhouse implemented the Yard Card program about 17 years ago, when Hedgecock realized it would give the dealer an edge in closing sales and increase the likelihood that attempts at upselling would prove successful. He chose TD based on the ease and speed of the application process, as well as on the flexibility of its promotional financing programs, like deferred interest if paid in full within six, nine, or 12 months, or no-interest for 24, 36 or 48 months with equal payments. His decision was also influenced by the fact that customers can leverage the Yard Card to finance qualifying repairs as well as the purchase of equipment from any manufacturer whose lines Powerhouse carries—rather than just a select few. Hedgecock was also won over by the program’s easy application process. Yard Card’s paperless applications are handled online in the store, with credit decisions returned from TD while the customer waits. Customers whose applications are approved learn their credit limit on the spot and can use the card for purchases immediately. Unlike other local financing programs, Hedgecock says, there is no need to “re-run customers’ credit” each time they finance a purchase with the Yard Card. As an open revolving credit program, Yard Card enables his customers to use the card over and over without reapplying each time. Michael Lupo, account executive for TD’s Yard Card program, says Powerhouse ranks among the top dealers in the Yard Card program, attributing this largely to its strong efforts to train the sales team to promote the program and emphasis on financing in advertising materials. “Powerhouse is very diligent and strategic when it comes to selling customers on the Yard Card and in partnering with TD to actively market the program,” Lupo states. “Leveraging that partnership is one of the keys to making any private label credit program truly grow a merchant’s sales.” Employees “talk up” the program and sell customers on the Yard Card during

the sales process. About 80% of customers apply for the card. “We train our employees to use a very specific approach that doesn’t allow for ‘yes’ or ‘no’ answers,” Hedgecock explains. “Instead of asking whether customers want financing, they state the monthly payment available if the customer takes advantage of one of our special financing packages. If they are trying to upsell, After working in a dealership in Florida, and spending his college years fixing mowers on the side, Ray Hedgecock opened his own which is a regular dealership in 1994. practice here, they won’t say, ‘This other equipment they’re looking at.” mower costs $1,000 more than the mod“Financing can be a very intricate el you were considering.’ They’ll inprocess,” he continues. “But when the stead offer the updated payment amount card and the financing are presented the and explain the features the customer way we do it: A focus on the monthly would get that aren’t available on the payment and the features, there’s no

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sticker shock. In fact, the financing angle works almost 100% of the time in upselling. Our competitors have financing, too, but we promote it better, which works in our favor.”

Promoting The Business Not surprisingly, the option to finance purchases at Powerhouse is emphasized in its advertising and marketing vehicles, including newspaper, radio and TV spots as well as direct mail. However, the popularity of social media and the lower cost of advertising via those channels compared to traditional ones has led the dealer to rely heavily on promoting the business on Facebook. In addition to ads, Powerhouse utilizes its social media page to share third-party content, get the word out about specials and the like. Beyond advertising, the dealer’s annual “Pros and Joes” open house featuring special deals on equipment for commercial and residential customers, attracts patrons to the showrooms and encourages them to “think Powerhouse” when they think about power equipment. The open house has been a key promotional tool for nearly 30 years. Looking ahead, Hedgecock says Powerhouse will continue to explore expansion possibilities. “Our plan is to continue to grow,” he concludes. “We are always on the lookout for new locations. There’s still plenty of potential for dealers in this market.” PET

The dealership puts heavy emphasis on service work—a key distinction from big box stores and online-only retailers.

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Julie Ritzer Ross regularly writes for a number of retail business publications, with a special emphasis on technology and payment systems.

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2018 Chain Saw Specification Charts Note: Information for PET’s Chain Saw Spec Charts has been furnished by the appropriate manufacturers and suppliers. Due to metric-to-non-metric and non-metric-to-metric conversions, some measurements may not be exact. Also, weights were requested “dry, engine only,” but some may include 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 16

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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 this chart as complete and accurate as possible; however, those companies marked by a “**” notation did not return changes to us by press time. The models listed for them are the most accurate we had on file. Should manufacturers, suppliers, distributors or dealers spot any missteps, please notify Jessica Johnson, Managing Editor, Box 2268, Montgomery, AL 36102-2268/334-834-1170; fax: 334-834-4525; email: jessica@hattonbrown.com. Thanks. —The Editors

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Echo, echo-usa.com 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.

$349.99 - $399.99

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-490

50.2 cc

16, 18, 20 in.

10.6 lbs.

$349.99

5-year C; 1-year P

CS-501P

50.2 cc

16, 18, 20 in.

10.4 lbs.

$459.99 - $469.99

5-year C; 1-year P

CS-590

59.8 cc

18, 20, 24 in.

13.2 lbs.

$399.99 - $419.99

5-year C; 1-year P

CS-620P

59.8 cc

16, 18, 20, 24, 27 in.

13.7 lbs.

$549.99 - $569.99

5-year C; 1-year P

CS-620PW

59.8 cc

16, 18, 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

CS-251T

25 cc

12, 14 in.

5.2 lbs.

$379.99 - $389.99

5-year C; 1-year P

CS-4510

45 cc

16, 18 in.

11 lbs.

$329.00

5-year C; 1-year P

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

POWER EQUIPMENT TRADE

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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

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

JUNE 2018

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Makita, makitatools.com** EA6100PR

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

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

14 in.

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

XCU03PT

Battery, 18V

14 in.

11.5 lbs.

1-year limited

XCU02PT

Battery, 18V

12 in.

10.1 lbs.

1-year limited

EA3601FR

35 cc

16 in.

1-year limited

EA6100PREG

61 cc

18 in.

1-year limited

EA5000PREL

50 cc

18 in.

1-year limited

EA5600FRGG

55.6 cc

20 in.

1-year limited

15 in.

10.8 lbs.

5-year P

Maruyama, maruyama-us.com** MCV42

42.4

MCV31R

30.1

14 in.

7.3 lbs.

5-year P

MCV31T

30.1

12-14 in.

7.3 lbs.

5-year P

MCV51

18-20 in.

11.2 lbs.

5-year P

18 in.

12.6 lbs.

2-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

*includes battery and charger

POWER EQUIPMENT TRADE

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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

Shindaiwa, shindaiwa-usa.com 305s

30.5 cc

14 in.

8.8 lbs.

$199.99

5-year C; 1-year P

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

18 in.

18 lbs.

$199.00

5-year limited C

Snapper, snapper.com** SXDCS82

82 V battery

Stihl, stihlusa.com 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

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

14 in.

7.28 lbs.

$319.95 - $369.95

MS 201 T C-M

35.2 cc

12 to 16 in.

8.16 lbs.

$649.95 - $699.95

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.

$389.95 - $399.95

JUNE 2018

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MS 291

55.5 cc

16 to 20 in.

12.3 lbs.

$439.95 - $449.99

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.

flushcut: 12.35 lbs

$729.95 - $759.95

MS 391

64.1 cc

16 to 20 in.

13.67 lbs.

$549.95 - $579.95

MS 441 C-M Magnum

70.7 cc

16 to 32 in.

14.6 lbs.

$919.95 - $959.95

wrap handle: 13.2 lbs.

MS 461

76.5 cc

16 to 32 in.

14.6 lbs.

$1,069.95 - $1,109.95

MS 461 R Rescue

76.5 cc

16 to 25 in.

15.4 lbs.

$1,249.95

MS 661 C-M

91.1 cc

16 to 32 in.

16.3 lbs.

$1,169.95 - $1,289.95

MS 880 Magnum

121.6 cc

17 to 59 in.

22.3 lbs.

$1,859.95 - $1,869.95

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

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.

$429.95 - $449.95

MSE 250 C-Q

Corded

16 or 20 in.

9.4 lbs.

$499.95 - $519.95

MS 193 C-E

30.1 cc

14 in.

7.61 lbs.

$369.95 - $419.95

10. 6 w/AP 300 11.0 w/AP 300

MS 201 C-EM

35.2 cc

12 to 16 in.

8.6 lbs.

$699.95 - $749.95

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 32 in.

16.8 lbs.

$1,209.95 - $1,329.95

MS 880 R Magnum

121.6 cc

17 to 59 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

8.4 lb w/AK 20 MS 241 C-M

42.6 cc

12 to 16 in.

MS 461 R

76.5 cc

MSA 140 C-BQ

36 v

9.9 lbs.

$519.95

16 to 32 in.

15.72 lbs.

$1,079.95 - $1,119.95

12 in.

4.8 lbs w/o battery

$269.95 - 349.95

8.6 lb w/AK 30

Tanaka, tanaka-usa.com** 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

POWER EQUIPMENT TRADE

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JUNE 2018

CHAINSAWS2018 Sunbelt Bars, Chains, Combos S unbelt Outdoor Products has been committed to being the first choice for qua lity power equi pment parts and accessories for over 60 ye ars. W ith over 6 6 ,0 0 0 parts and growing, Sunbelt is confident that it will have the parts in stock that you need to keep your customers running. Over the years S unbelt has developed a full line of Timber Ridge forestry products. T imber R idge is broadly available for most OE M s used in today’ s market, and branded T imber R idge bars and chains are manufactured to provide the OEM standard for durability and performance, while also meeting ANSI safety standards. Sunbelt offers guide bars, chain, bar and chain combos, bar mounts, sprockets, rims, clutch drums, files, joining kits and safety clothing to get the job done. For more information, visit sunb eltparts.com

Makita XCU04PT Chain Saw L andscapers and contractors are demanding more cordless alternatives to gas-powered power equi pment. M akita is meeting demand with an expanding line of cordless products, including the 1 8V X 2 L X T ( 36V ) B rushless 16 in. chain saw ( X CU 04P T ) . W ith z ero emissions, lower noise, and considerably less maintenance, the XCU04PT is a welcome solution for landscapers and arborists. It’s powered by two 18 LXT batteries for maximum power, speed and run-time, without leaving the strongly-preferred 18 battery platform. And with the efficient outer rotor brushless motor with direct drive system, users get high power efficiency equi valent to a gas chain saw. The new XCU04PT has a 16 in. guide bar for added capacity. T he Outer R otor B L brushless motor direct drive system with variable speed delivers 0-3,940 FPM for fast cutting. T here’ s no engine oil to change, no spark plug to replace, and no air filter or muffler to clean, and there’s no need to drain the fuel for storage. Simply load two 18 LXT lithium-ion batteries and the saw is ready to use. Convenience features include tool-less chain adjustments, a front hand guard engineered to actuate chain brake when engaged and an electric brake for maximum productivity. For improved performance and battery life, Makita created star protection computer controls, a communication technology that allows the star protection-eq uipped tool and bat22

JUNE 2018

tery to exchange data in real time and monitor conditions during use to protect against overloading, over-discharging and overheating. For more information, visit makitatools.com

Husqvarna X-Cut SP33G Chain T he X -Cut S P33G is Husqvarna’s first-ever chain designed, developed and manufactured in the company’s state-of-the-art production facility in Sweden from materials to final product. Available for a limited selection of its 400 and 500 series saws, this is the first model of the new line of X -Cut chains the company will roll out in the U .S . over the next years. T he chain is a low-vibration pixel chain made of chrome and steel with optimized material hardness and structure. The carefully engineered thickness of the chrome layer ensures a lasting sharpness and high capacity. Requiring less power from the saw than the standard cutting systems, this saw chain delivers an optimal cut due to its unique cutting angle design, making for a long-lasting chain while increased sharpness lets users finish in less time. T he X -Cut S P33G achieves superior lubrication results by transporting oil to the chain during operation, thanks to the small arrow-shaped channels in the links. For more information, visit husq varna.com/ us

RedMax New Saw Lineup T his year, R edM ax presents five new chain saws for tree care professionals that offer fuel-efficient, performance-optimiz ed operation with low-vibration design and insulated handles for longer use and turbo air cleaning for less maintenance. Carb control technology provides continuous automatic tuning of air and fuel mix to ensure optimal performance, eliminating the need for manual carburetor adjustments. The 3500T MSRP: $329.95 is a lightweight top handle chainsaw for heavy-duty use, equipped with a 35 cc engine and a 14 in. bar. The 360 MSRP: starting at $389.95 is also a lightweight 35 cc chainsaw, but for medium-duty use and 14- to 16- in. bars. The 4350 MSRP $529.95 is powered by a 43 cc engine with a 0.325-in. pitch, designed for a 16- in. bar. For bigger jobs, RedMax is also introducing two new heavy-duty saws: The 7100 MSRP: starting at $879.95 , a 70 cc chainsaw for 20- to 24-in. bars, and the 9000 MSRP: starting at $1,069.95 with 88 cc of displacement, designed for jobs requiring 18- to 28-in. bars. For more information, visit red max.c om

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6/5/18 1:21 PM

CHAINSAWS2018 TriLink Harvester Chain, Guide Bars

Stihl MS 261 Chain Saws

T riL ink S aw Chain is proud to introduce a new line of field-tested machine harvester chain and guide bars. T he T riL ink Harvester guide bars are made of solid steel for the demanding cutting challenges faced by operators. T he fully riveted nose construction adds strength, absorbing the majority of wear, while incorporating a breakaway nose design minimizing damage if the nose is pinched. The TriLink Harvester chain is manufactured from high quality alloy steel. The micro radius semi-chisel cutters increase cutting speed while providing wear resistance. T he chain’s boosted kerf and enhanced multi-layered chrome plating provide advanced cutting efficiency and durability. The new machine harvester line is engineered for maximum performance and dependability ensuring more uptime cutting. T riL ink S aw Chain believes that qua lity is the key to success: their bar and chain factory is ISO 9001:2015 certified. The state of the art manufacturing and innovative engineering put TriLink ahead of the competition. Computer controlled inspection, on all manufactured parts, ensures only the highest quality products reach customers. TriLink Saw Chain is your link to qua lity. For more information, visit trilinksawchain.com

Designed as mid-range professional saws, the S tihl M S 2 6 1 and S tihl MS 261 C-M with Stihl M-Tronic feature fuel efficiency, low exhaust emissions and durability. A redesigned cylinder and slimmer, ergonomic engine housing reduces weight, while its pre-separation air filtration system boosts the efficiency of the engine’s filter system, resulting in less frequent cleaning. The model range also includes upgraded performance features, including a slimmer sprocket cover, reducing wood chip clogging so professionals can spend more time on the job and less time clearing the cover. Redesigned bumper spikes with fewer teeth are spaced wider apart for optimized wood traction when bucking and felling. Stihl MS 261 chain saws are designed with customer convenience in mind, coming equipped with an anti-vibration system to help users stay comfortable during extended use. Toolless fuel and oil filler caps simplify the refilling of fuel and oil. Users can maximize their performance by selecting the Stihl MS 261 C-M equipped with Stihl M-Tronic, an engine management system that includes an onboard microprocessor that digitally monitors and automatically compensates for changes in work conditions, including elevation, fuel qua lity, octane levels and dirty air filters. For more information, visit STIHLusa.com

Rotary Copperhead Saw Parts A wide range of Copperhead chain saw bars and chain plus a variety of repair parts and accessories are featured in Rotary’s 2018 master catalog. T housands of professional grade chain saw items are available including an assortment of chain parts, plain straps and presets plus low profile, semi-chisel and skip tooth chain in cut loops or 25 ft. and 10 f t. reels. Copperhead saw bars are highlighted in a special 100-page section of the catalog, along with a chain crossover comparison chart and a new chain scale chart. Rotary also has a complete line of chain saw filters, springs, carburetion kits, piston and cylinder assemblies, crankshafts, pole saw bars, repair tools, files and chain breakers, spur sprockets and various bolts, links, fuel filters, starter parts, ignition coils and new bar scabbards in various sizes. Rotary’s 2018 catalog features 325 new items among more than 9,500 different power equipment parts, tools and accessories. It includes 1,675 pages complete with photos, descriptions and cross-reference numbers for most all brands along with many hard-to-find and discontinued parts. The entire catalog may be downloaded in a PDF format at rotarycorp.com and is free to servicing dealers and distributors. For more information, visit rotarycorp.com

Echo CS-2511T Top-Handle Saw Echo’s CS-2511T top-handle chain saw is the lightest gas-powered chain saw in North America. It is ideal for the professional arborist looking to increase maneuverability and productivity. A ccording to the EPA 2017 Certification Data, the new CS-2511T is the most powerful in its class. Coming in at over a pound lighter than the CS-271T, the CS2511T’s compact size also makes it over 20% smaller than the leading competitor. With a lighter product, end users have less operator fatigue. And a more compact saw gives users more maneuverability. One of the more innovative features is the top-mounted bar oiler. T he bar oiler is located on the top of the chain saw, which allows for easy-access by the operator. This also prevents the oiler adjustment screw from getting clogged with wood chips and debris. The bar oiler is adjustable so that the operator can adjust the flow level of oil depending on working conditions. It is clutch-driven, so, the oiler only operates when the chain is moving, saving oil and preventing oil from collecting under the saw while idle. This product starts at a low MSRP of $379.99 with a oneyear commercial warranty. It has 12- and 14-in. bar options with the 91PXL chain. For more information, visit echo-usa.com POWER EQUIPMENT TRADE

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DEALERspotlight

New Life For Bama Saw Shop Young dealer seeks to rejuvenate long-time business. BY DAN SHELL GOODWATER, Ala. everaging a decade of experience and five years at an area dealership in Alex City, Ala., young dealer Trey Griffin is now on his own and rejuvenating a long-time dealership

in a nearby community. He’s also one of a rare breed of dealers indeed: At age 28, he’s among the youngest of the young in an industry where more than 50% of dealers are older than age 60, according to the Power Equipment Trade 2018 Dealer Survey, and just under 1% of dealers are age 20-29. An area native who grew up near Alex City, Griffin has 10 years experience in small engine repair and service. The classic kid who was always taking things apart to see how they worked, Griffin took to the job, going to technician service schools, working the parts counter

and learning the business. A year ago, he jumped at the chance to run his own dealership, Griffin’s Outdoor Power Equipment Sales & Service, which replaced Chain Saw Sales & Service in Goodwater. “I had been looking for a way to branch out and run a business of my own, and I heard this place was for sale and the owner retiring,” Griffin says. The business is a longtime fixture in the Goodwater area, located for decades in a wood frame building in town, dozens of antique chain saw and other lawn and garden signs nailed to the exterior.

Busy spring is turning into a busy summer for Griffin.

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Griffin was looking for his own business.

The owner had moved the business to the south side of town closer to U.S. Hwy 280, a major highway with plenty of traffic between Birmingham and the Auburn-Opelika and Columbus, Ga. region. The dealership came with a little over an acre of land, a 40x90 ft. building— and a long to-do list that involved cleaning and straightening and other upgrades. To say it’s still a work in progress is an understatement. And now, the dealership is busy as Alabama’s Deep South spring and summer has the local mow, trim-n-blow season in full swing. “At one point we were way behind, and now we’re just wide open,” Griffin says, adding that the dealership has two full-time employees and one parttime in addition to him. “We’re like a lot of small dealerships in that we all do a little bit of everything,” Griffin says. For him so far this season, it’s meant less time than he thought he’d have to turn wrenches and more time spent working the counter, looking up parts and making sales.

Dealer is seeking to become the go-to service and parts center in the local community.

Operations The area in and around Goodwater and Lake Martin is mostly rural landowners and property. Most of Griffin’s local market dealer and big-box competition is in or near Alex City, about 10 miles away.

During PET’s visit on a weekday aftenoon, a steady stream of customers stopped by. At least two complimented Griffin on keeping the dealership going and said they were “pulling” for him to succeed. The dealership’s primary lines are Hustler Turf residential and commercial mowers, Echo and Shindaiwa handheld and Husqvarna handheld equipment and walk-behind mowers. The dealership also carries the Bear Cat chipper and industrial equipment line. Engine lines and components serviced include Honda, Briggs & Stratton, Kawasaki, Kohler, Subaru and Hydro-Gear. Griffin’s Outdoor Power also offers Sheffield Financial and Roadrunner Financial financing options for customers. The dealership’s service rate is $75/ hr., a holdover from the previous own-

Above, one of the coolest dealer logos ever. Antique signage, saw collection reflect old-school saw shop past. POWER EQUIPMENT TRADE

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From left, Adam Guy, Bryan Lipscomb and Griffin Keel handle service and parts work.

ership and one that will be looked at closely before next season, Griffin says. He adds that he’s developed some flatrate packages, but he’d like to do more flat-rating in the future. Remembering that the dealership where he formerly worked turned down a lot of service work, Griffin says he’s trying to position his store as the go-to service shop and parts supplier in the area. Full-time technician Bryan Lipscomb and part-time tech Adam Guy and have more than 35

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years’ experience between them, and full-timer Griffin Keel fills in where needed, whether it’s in the shop, parts counter, stocking showroom inventory or doing pickup and delivery. Griffin’s Outdoor Power has a Facebook page that’s generating local comment and interest. An attractive web site, griffinsopess.com, offers visitors information about dealership products and services and doesn’t have an online sales feature. Both were set up by Griffin’s aunt who raised him. Her ex-

tensive financial background proved to be beneficial for Griffin in establishing the business, and she also takes care of the dealership’s books. The dealership is keeping its books currently with Quickbooks; Griffin says he’d like to upgrade to a full-scale BMS system in the future. The dealership also recently participated in Echo’s One Day Sale promotion that features 20% off select products that did really well, Griffin says. He was also promoting a Father’s Day gift certificate program when PET visited in late May. Meanwhile, as he works through his first full spring-summer season, Griffin says he’s happy with his current product lineup but will be analyzing performance in the future when he’s not so busy. In between, he’s trying to find time to do a little more cleaning and organizing when not dealing with a growing number of customers. “I just enjoy working with customers, talking with people and solving their problems,” Griffin says. PET

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DEALERvoices

Always Practice What You Preach When you’re tested by customers, don’t fall into the trap of not treating them with the utmost respect and professionalism. Yes, even when they might not be giving you the utmost respect. BY SAM STEARNS

realize that my last article was pretty hard on dealers, many of whom I’m convinced have lots of angry customers because they don’t maintain a proper level of professionalism when speaking to them. I stand by everything I wrote. But wouldn’t you know that right after I wrote that column, I had an experience with a customer that would test me more than ever before? You might call it poetic ustice. Maybe you ll find this story interesting. Last fall, a new customer brought me a Hydro-Gear wheel motor off a Ferris zero-turn that had started leaking around the shaft. I was shocked that the seal kit retailed for $250 and the bearing kit for $180. The customer, of course, balked at this, which I didn’t blame him. But when reality finally set in that none of those . seal kits on e ay were going to fit his wheel motor, he agreed to the repair. After all, buying a replacement wheel motor was going to be $1,500! I gave him a discount on the parts, not able to make myself charge that much, added 1.5 hours labor and ended up charging him $525. He paid it, thanked me and took it home. That was last fall—early this spring, he called to tell me his wheel motor is still leaking. My policy is to redo any faulty repair for free. I didn’t see how a new seal would leak, so I assumed I must have damaged it during reassembly. I couldn’t see any damage to the seal, but ordered all

new parts anyway and rebuilt the wheel motor a second time for the customer, free of charge, taking special care not to damage anything. He picked it up and thanked me. The next day I got a call from him that it was still leaking! It’s worth pointing out that at this point, he was not irate even though most people would be. While he was understandably upset that I hadn’t solved his problem, he was actually apologetic that this project was being such a hassle. Encouraged by his attitude, I offered to hunt for another solution if he brought the wheel motor back. The hunt didn’t go well. The most helpful information I received was from Ferris dealers who had more experience with these than I had. The majority report was that repairing these wheel motors is a crapshoot. Many of these shops don’t even offer to repair them, only to replace them. Reluctantly, I told my customer that according to the best information I was able to gather, his wheel motor was a lost cause, and that his only alternative was to replace it. I offered to sell him a new one and match the lowest price that I could find on the internet, so he could have the lowest price and get it quickly. He wanted a day to think it over, which I thought was reasonable. When he called back a couple days later, he said he found another wheel motor for $500, which was much lower than what I was offering him. Honestly, I think either he was making that up or he found the wrong wheel motor, but I just let it go. I asked him what he wanted from me that he thought was fair. He proposed that I refund him the labor I had charged him, except for $30, and he would pay for the parts I had already charged him for, which I agreed was fair. So the next day, he came out to pick up his wheel motor and the check I had written him, which turned out to be about $84. When he saw the check, he was clearly unhappy and asked, “How much were those parts?” I gave him copies of all the receipts, includ-

ing the one for the second repair attempt I had done for free. He had obviously forgotten how much those parts were, even though I always gave him a receipt. As he took the check and started to leave, I told him I was sorry about the way the situation shook out and he said he was too. I thought that was that, but later in the day he called me to say he’d been talking to a lawyer friend of his, and he was planning to sue me. He explained that giving him back only $83 when he had paid over $500 for a repair that didn’t work wasn’t right. He also explained that after he took me to court, I would have to pay him back for everything, plus all the court fees, and that this episode would give me a bad image in my community and hurt my business. I assured him that he was right to be upset that he had lost money, that I would be too if I were in his shoes. But I reminded him that I also had lost money, had done everything I could to try to make it right and had given him everything he asked for. But he assured me that his lawyer would be calling me in a couple of days. I asked him to please reconsider and not pursue legal action, but admitted I couldn’t stop him. That was several weeks ago. Will he sue me? I have reason to think he won’t, but who knows for sure? I acted in good faith, trying to do what I could to make things right, and I’m content to leave it at that. I may have lost this customer, but I still maintained the level of professionalism I strive for every day at Mr. Mower Man. I tip my hat to all you out there that have dealt with unreasonable customers more than I have. Hang in there! Make a commitment to be professional and understanding with your unhappy customers. Though not every scenario will work out well, it will end up being okay more PET often than not. Sam Stearns owns and operates Mr. Mower Man, Scottsburg, IN, 47170; e-mail: mr. mowerman@hotmail.com. The views of Sam Stearns do not necessarily represent the views of Hatton-Brown Publishers, Inc.

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Five Minutes With... NEDA’s Dave Close Dave Close, Director of Operations for the Northeast Equipment Dealers Assn. (NEDA), gives a behind the scenes look at the changes and challenges he’s seen dealers face during his 30-year tenure with the association as well as what benefits belonging to a trade group can bring. Power Equipment Trade: What are the biggest changes you’ve seen during your career? Dave Close: One of the biggest changes I have seen over the years is how technology has changed and how successful equipment dealers adapted and adjusted their operations, while still making customers their number one priority. Also, the constant state and federal rules and regulation changes dealers are confronted with almost daily; it is virtually impossible for dealers to know how the changes affect them… good or bad! As the association this is one of our priorities—helping keep dealers compliant so they concentrate on running their business. Other big changes include seeing succession plans in action: Watching owners who I worked with in the last 30 years preparing their children to take over is very warming to me. Working with people at every level in this industry continues to be a rewarding experience for me.

er.” Because of this situation dealers will often call us with issues, asking us to review the new agreement with the legal teams of our association and team up with the national Equipment Dealers Association (EDA) based in St. Louis, Mo. Most of our attorneys exclusively work in the auto and/or equipment industry on behalf of dealers to provide legal support and specialize in dealer/ manufacturer relations and issues; mergers and acquisitions; tax laws and buy/sell agreements. I emphasize this because most attorneys dealers use for their daily business needs are not aware of state dealer protection laws and often cannot represent dealers properly. The goal of our association is be fair to both the manufacturer and the dealer and to try to level the playing field so agreements are fair to both parties. We also provide our members with suggestions on what to say to manufacturers that can correct or modify a given issue that has been determined to be unfavorable to dealers. We believe it is our responsibility as a dealer association to help dealers understand the possible pitfalls of what a manufacturer is asking them to sign. We also have an Industry Relations Task Force (IRTF) that is made up of the President of EDA and some dealer assn. CEOs that meet with manufacturers to review concerns of dealers with manufacturers. PET: What may be some membership benefits dealers aren’t that aware of (I didn’t know membership included that!)?

DC: Our mission is to promote the general welfare of dealer members by supporting favorable legislation and providing various programs and services at reasonable cost. In the past four months we added a new health insurance proPET: What are some of the magram from OPOC.us (One Point of jor issues affecting dealers and how Care), as well as DLS worldwide can membership in an association shipping program for incoming and help? outgoing freight for whole goods and parts, plus an online education toolDC: Manufacturer/dealer agreebox in partnership with Bob Clemments are their biggest concerns. For ents. example, most manufacturers have Our continuing program services the right to make changes without noinclude workers comp; property and tifying a dealer. Prior to about 2005, casualty insurance; OSHA and manufacturers would share a draft of DOT compliance services; on-dealwhat they planned to change with er-site forklift training; a free legal dealers, giving dealers the ability to counsel hotline with dealer agreehave some input. Now it’s seldom, if ment reviews; fair dealer protection ever, the dealer has any input and state dealer law amendment updates manufacturer response often is “Take Dave Close, NEDA’s Director of Operations, left, with CEO as required; plus, legislative advoit or we will cancel you as our dealcacy and regulatory monitoring at Ralph Gaiss 30

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both the state and federal levels of government. Dealers are very busy all day long running their businesses and handling problems associated with every day routines. We provide them with what they must do to be compliant with all the rules and regulations in addition to their day-to-day routine. Our valued current members of NEDA realize this and appreciate what we do for them! PET: Give us your thoughts on the future of the servicing dealer sales model and the role associations will play in it. DC: Recently, NEDA introduced an apprenticeship program for farm equipment mechanics and service technicians in partnership with the Pennsylvania Dept. of Agriculture and Pennsylvania Governor Wolf, starting in Lancaster County. Once the program has proven successful, we plan to introduce it in the eight other states we serve. Field Director and Legislative Committee Chairman Tim Wentz developed the program, and is currently leading and administrating it with continued support from the entire ag community (as well as legislators) in Pennsylvania. Additionally, we have partnered with Bob Clements International to offer online education for power equipment dealers, following the trend that employees want more training to help them get better at what they do and move to higher responsibilities at their dealerships. PET and Close want to thank NEDA CEO Ralph Gaiss for PET his assistance and input to produce these answers. To learn more about NEDA, or begin the process of joining, visit ne-equip.com or call 800-932-0607.

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Local Economic Impact: Dealers Beating Amazon New study shows shopping local instead of on Amazon provides 676% more positive economic impact.

ealers should be taking encouragement and going on the offensive with the results of a new study showing the positive impact when consumers shop at local businesses instead of online, says Roger Phelps, corporate communications manager for Stihl, Inc. Indeed, results from a recently released study, “Home Sweet Home: Locals vs. Amazon,” show the positive economic impact of consumers choosing to support independent building supply, hardware, power equipment and paint dealers is almost seven times more powerful than purchasing from online retailers like Amazon. The results further reinforce the value of the “local advantage” that small independent businesses give to communities and the local benefits they provide, Phelps says. The study was conducted by the economic analysis and strategic planning firm Civic Economics. The North American Retail Hardware Assn. (NRHA), Paint and Decorating Retailers Assn. (PDRA) and the Stihl-sponsored Independent We Stand pro-local business group commissioned the study. Earlier this year, Amazon had claimed the company created a positive impact on the larger U.S. economy through its small business sellers, but the “Locals vs. Amazon” study shows buying directly through independent businesses whether in-store or online has a much greater economic impact: Sales through local hardware and paint dealers have 676% more local im32

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Research shows dealers not only have more positive economic impact, but also more expertise.

pact than sales through Amazon, even when including all of Amazon’s distribution employment. If Amazon were to capture just

10% of the home improvement market from independents, American communities would see a loss of $9.3 billion in local economic activity.

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In addition, because roughly half of Amazon sales come from third-party sellers who collect sales tax on a very limited basis, states and communities would see a substantial loss of revenue. When consumers order home improvement products online from an independent business, their money has more than twice (130%) the impact on local economies through jobs, taxes, charitable giving and revenue than if they were to buy online from The Home Depot or Lowe’s. “Dealers need to look at online selling and things like Amazon as an opportunity to highlight what you offer that other sales channels can’t,” Phelps says. In doing so, “You remind people who you are and who you represent, and the benefits to the community when local businesses are supported,” he adds. The Independent We Stand organization offers low-cost and free signage that promotes local businesses and the positive impact they have on communities. DealDealers: Go on the offensive to promote local businesses. ers can use those and also get the word out through social media, web sites and e-newsletters. According to Bill Brunelle, co-founder of Independent We Stand, “The ‘Locals vs. Amazon’ study has produced stunning findings which allow us to follow the dollars in to the economy giving us perspective on not only the impact of independent businesses, but also the real numbers when it comes to online sales in the U.S.” The study also reported several additional findings: Total e-commerce sales across all lines of goods accounted for only 8.9% of all U.S. retail sales in 2017. Online sales from independent home improvement dealers and major chains, combined, represents only 2.3% of overall online retail sales. Data in the study shows the hardware, paint and power equipment sectors are somewhat insulated from online sales compared to other industries and supports the broad assertion that home improvement and building materials customers buck the online shopping trend. There appear to be two driving factors: Customers want to inspect what they buy before committing and likely visit a trusted retailer for expertise and advice on purchases. Big box home center chains have developed sophisticated sales tools that facilitate “hybrid” online sales with in-store pickup. Research has also shown that some purchases just don’t work well online, Phelps says. “Once you reach a certain dollar level, you want to hold it in your hand and look at it before you buy. Consumers can do a lot of research online, but only dealers are able to give you all the information you need, plus have the expertise to make sure you have the right tool for the job when you leave,” he explains. Hardware stores also mentioned in the study are similar,

Phelps believes, in that local hardware operators have better problem-solving abilities than online sellers and also tend to have everything a consumer may need for a project instead of ordering through several online sources. The “Home Sweet Home: Locals vs. Amazon” study is the third in a series. The first two studies in 2015 and 2017 provided extensive analyses comparing the local economic impact of conducting business through independent businesses versus a major national chain. By calculating the percentage of revenue that recirculates in local economies through independent retailers, national chain retailers and Amazon, the study quantifies the “Local Advantage” of four major activities: labor, profit, procurement and charity. Visit independentwestand.org for PET more details. Sponsored by Stihl Inc., Independent We Stand is a nationwide movement that enables small business owners to better understand and celebrate their status while educating consumers about the importance and strong economic benefits of supporting them. Associate sponsors include PPG and Do it Best Corp.

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SHOWroom FEATUREproduct

Greenworks Commercial GBB700 Blower Greenworks Commercial has expanded its award-winning 82V line with the new GBB 700 Dual Battery Port Backpack Blower. 690 CFM and 165 MPH are now available on demand at the push of a button. Operators can customize their performance and power usage with the variable speed trigger, cruise control lever and turbo button. This unit is equipped with two battery ports that come standard with automatic battery switch over. This patented feature automatically switches from one battery to the next once the first battery is depleted, offering extended uninterrupted runtime. To use the new power station feature, simply disconnect the blower tube and motor housing from the side of the unit and the blower is transformed into a mobile power source capable of plugging in and powering any of the other 82V hand held equipment. This allows users to extend their runtime without adding weight to the tool. GBB 700 not only provides easier operation and a safer work environment, but it also yields 50% less noise and five times less vibration than gas equivalent products. This protects crews from long term hearing damage and chronic conditions such as white fingers and arthritis, and the hassle-free operation of this product means new crew members will require less training and equipment will spend less time in the shop. Visit greenworkscommerical.com.

MOWERS

Cub Cadet PRO HW Hydro Walk The newest addition to Cub Cadetâ&#x20AC;&#x2122;s growing professional line is the new PRO HW Hydro walk-behind mower with a fixed floating 10ga. deck design with 7-ga. steel top and bottom reinforcements, available in 36-, 48- and 54-in. cutting widths. New sealed spindle assemblies with single-row

ball bearings are maintenance-free for the life of the spindle. The Easy-Trac steering technology provides smooth steering with hand lever controls requiring less force to steer, along with single-lever cruise control and straightline adjustable tracking with finger-tip control. It also provides stability on hillsides and slopes while the infinite speed control matches user preference. The rugged design includes the thickest steel yokes, beam and control center in the industry. A fully welded front axle provides increased stress tolerance. The higher clearance and weight balance allow professionals to easy maneuver forward or reverse over curbs. Visit cubcadet.com/PRO. 34

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SHOWroom Ferris SRS Z3X

MOWERS

Briggs & Stratton Corp. is expanding its commercial mower offerings with the new Ferris SRS (Soft Ride Stand-on) Z3X, built to handle high mowing speeds in wide open areas on extreme terrain, while offering productivity-enhancing agility. The new Z3Xâ&#x20AC;&#x2122;s lightweight design ensures faster starting and stopping and has a centralized weight for quicker turning around tight corners. Suspension technology on the new Z3X means operators will enjoy a smoother ride while on the job. The SRS mower includes a standard-locking four-position speed control to help landscapers achieve a superior cut in a wide range of conditions, with either a 61or 72-in. mower deck. The Ferris SRS Z3X is available with either a 37-gross HP/992cc Vanguard Big Block EFI engine with Oil Guard or a 29.5-gross HP/852cc Kawasaki FX850 EFI engine. The patent-pending Oil Guard System exclusively from Vanguard saves contractors up to 60% on oil maintenance per unit, per season. That means less labor costs, less technical skills and less tools needed to perform timely oil changes. Visit ferrismowers.com.

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SHOWroom E3 Spark Plugs

PARTS & ACCESSORIES Rotary Filters

E3 Spark Plugs entered the small engine market in 2003 with a fuel efficient, low emissions spark plug for lawn mowers. This year, E3 is proud to announce that their small engine plug, designed with the company’s patented DiamondFIRE ground electrode, has met a new milestone in lawn mower coverage. E3 spark plugs are now available for 90% of all lawn mowers on the market and are quickly growing its applications for edgers, blowers and hedge trimmers. The design of the E3 spark plug ensures improved combustion, reduced emissions and improved fuel economy through an open ground electrode design, forward projection into the spark zone and through the plug’s edge-to-edge spark discharge. The fuel burns more efficiently inside the motor’s combustion zone well before the exhaust cycle occurs to reduce toxic emissions up to 58%, while providing gains in fuel economy. Visit e3sparkplugs.com.

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Built with American pride Rotary carries a complete line of premium quality filters for small engines, trimmers, chain saws, ATVs and golf carts. A 60-page special section of the company’s new 2018 catalog features the industry’s widest selection of air filters and pre-filters plus fuel, oil and transmission filters. Rotary filters are built to ensure maximum efficiency and peak performance. Backed by an exclusive warranty, all Rotary filters are guaranteed to meet or exceed all OEM standards for operation. In 2017, the company opened a new manufacturing facility in Georgia that produces a full line of pleated paper filters and foam air filters—ensuring 100% of all Rotary foam air filters are made in the U.S. Rotary’s 2018 catalog for servicing dealers and distributors is free. Visit Rotarycorp.com.

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Western U.S.

Do you offer products in the power equipment industry? Advertise your company to PET’s subscribers nationwide in our Distributor Library section.

Call Kathy Sternenberg 251-928-4962

* Verified Audit Circulation statement

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

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PETcetera The Unlikeliest Commercial Cutter What started as a “little pastime” turned into a mowing business that also serves as therapy and exercise for 80-yearold Ginny Kotschwar of Kearney, Neb. “When you’re on the end of a mower you can be singing, you can be praying, you can be counting your blessings that you have every day. It’s just therapy,” she told local news station KWBE. Kotschwar started mowing more than 25 years ago, helping her youngest son, Keith, who owned a lawn-mowing business with 100 customers. At the time, she operated a daycare, while her husband, the late Harold Kotschwar, worked with the Nebraska State Patrol. When Keith moved away from Kearney, Kotschwar kept some of his customers. “I thought, ‘Oh, I’ll just do this for a little pastime,’ ” she chuckled. Kotschwar, who calls herself semiretired, has 15 customers in Kearney and isn’t taking any more. She mows for the exercise, although she eats healthy, too. “I always tell everybody I eat a lot of spinach, kale and berries. Those keep you going and keep my joints a working,” she said. Kotschwar stays hydrated by drinking plenty of water and avoiding the hottest times of day. For her 80th birthday last fall, Kotschwar’s children bought her a Fitbit so she could chart her miles. “The first couple of weeks I had it, it made me tired,” she said, chuckling. “I didn’t know I walked that much.” Earlier this week, she charted 12.9 miles mowing five lawns. When she isn’t mowing, Kotschwar works part time in housekeeping at Regency Retirement Residence in Kearney. She also cleans a few houses. Kotschwar has four walk-behind John Deere mowers, a trailer to haul all her equipment, three trimmers and blowers, and a couple of barrels for clippings. She has a riding mower for her backyard, but she says it doesn’t give her the exercise she likes. “I’m more crippled when I get off that rider than when I walk four or five lawns,” she said. Kotschwar changes her own oil and sharpens the mowers’ blades, but she relies on her oldest son, Tim, to make other mower repairs. “Sharp blades are very important to mowing a good lawn. I like straight lines, and I don’t like mowing over sticks and twigs,” she said. In the fall, Keith comes home and winterizes all of his mother’s equipment. This summer, Kotschwar’s granddaughter, Jennifer, will pitch in and help mow a few days a week.

Mowing helps Kotschwar stay active, and it shows her family the importance of a strong work ethic. “I’d rather wear out than rust out,” she said. Source: 80-year-old Nebraska woman uses lawn mowing business for exercise, therapy, Kim Schmidt, Kearney Hub, kwbe.com/ state-news/80-year-old-nebraska-woman-uses-lawn-mowing-business-for-exercise-therapy/

PETevents JUNE 18-20—Outdoor Power Equip. Institute annual meeting, Hyatt Regency Coconut Point, Bonita Springs, Fla. Call 703-549-7600; visit opei.org. JULY 15-17—Iowa Nebraska Equipment Dealers Assn. annual conference, Bridges Bay Resort, Arnolds Park, Iowa. Call 515-223-5119; visit ineda.com. OCTOBER 17-19—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.

ADlink This issue of Power Equipment Trade is brought to you in part by the following companies, which will gladly supply additional information about their products. ADVERTISER

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DEALERtodealer

Attaboy Or Goodbye Your Choice GREG GERMAN

What are you doing to retain your best employees?

ood job. You made it through the spring in spite of all of the crazy expectations that were placed on you and your team of dedicated employees by an ever-demanding customer base. Economic times are pretty good. Consumers are feeling positive about their situation, so confidence is up and folks are investing in new equipment. You are working hard and hopefully making a fair return on your investment. Life is definitely a bowl of cherries. Imagine this: It is Monday morning, and you are at the heights of a great economy with customers who are demanding your equipment, when a shadow appears in your doorway. One of your key employees drops the news that they are taking a position with another company. In your shocked and bewildered state you ask why they are leaving. The reply: “I really like working here, but they offered me 25% more than I’m making. I couldn’t pass it up.” As your former employee leaves your office, the reality sets in about your new conundrum.

Not A Fairy Tale Folks, this is not a fairy tale. In a strong economy with sub 4% unemployment, this is our reality. Our “best” people are the same people that companies, probably with much deeper pockets than us, are targeting. They know they are technical, highly competent, accustomed to working in stressful situations and are customer service driven. My gosh, if I was going to start a new company, I’d be shopping your store today to find out who your best and most capable employees are to steal them. What’s even crazier is I bet I could get

JUNE 2018

them for as little as 10-15% more than what you are paying them right now. Why? Because the grass is always greener on the other side of the fence. Can you imagine how flattering it must be for one of your employees to hear from a prospective new employer about how awesome they are and how great it would be if they were part of a new team? Plus, their new employer is excited about paying them another $7,000-$10,000 more per year than what they are making working for you? I recently heard from another dealer who lost two key employees within a couple of days of each other for this very reason. This is our new reality.

have with your core customers. Can you afford for those relationships to walk out the door when your best people decide to make a change because someone else makes them an offer they can’t refuse? One thing I have learned over the years is the ability for your people to maximize their income is important, but it is not the most important thing. Your key people, most importantly, want to be made to feel important. They want to know that they are highly valued and at the same time, you are paying them a competitive wage. Does that mean that they can’t be lured away? Not necessarily, but it does mean that they are much more likely not to be swayed by the at-

We have to make changes in our operations that allow us to create value for our customers, which at the same time creates a value for our employees. A couple of years ago, my wife purchased a used vehicle that happened to be a foreign brand. Having been a domestic buyer most of my adult years, I was a bit surprised the first time we took it in for service to find the hourly labor rate was approaching $150 per hour. I understand the benefits of flat rating and am a strong proponent of it. A friend of mine is a service manager for a large automotive dealership and has a handful of techs that make well into six-figure incomes. His shop makes money and he pays his productive techs extremely well. Guess what? He can attract the best techs in the area because he has a career track, for those that are good, to maximize their income. We have to make changes in our operations that allow us to create value for our customers, which at the same time creates a value for our employees. Think about all of those relationships that your key people in your business

traction of more money—if they feel that you value them and their contribution to your business is valued. Take the time today to evaluate what you are paying your people and the benefits package you have. Make sure you are in the realm of being reasonable for what others are offering in the area. Next, and most importantly, walk around to each of your key employees and thank them for the good job that they are doing. Your recognition will go a long way to giving them that “attaboy” that we all so desperPET ately crave.

Greg German is President of German-Bliss Equipment, Inc. in Princeville, Ill., which operates two power equipment dealerships that market products for the lawn and garden, industrial and agricultural sectors. He can be contacted at P.O. Box 440, Princeville, IL 61559; fax 309-3852540; e-mail: ggerman@german-bliss.com. The views of Greg German do not necessarily represent those of Hatton-Brown Publishers, Inc.

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