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POWERlines
A Hatton-Brown Publication www.poweret.com
JESSICA JOHNSON
Summertime Busy Time
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his month, in the heart of the Deep South summer where the humidity is so thick you could use my toddler’s plastic spoon to cut it, my neighborhood is aflutter with commercial cutters and weekend warriors, trying to get a mow in before another round of rain. My own husband has been known to be trimming by porch light trying to get a handle on the jungle our backyard has become, because during the busy time of summer, it’s all hands on deck trying to get everything done. I feel like that’s what this month’s Power Equipment Trade is—so many great things in this issue, it’s packed out. If our monthly PETnet Online newsletters tell me anything, it’s that around the country, dealerships are just as jam-packed busy as ever, abuzz with service work and homeowners searching for just that perfect wholegood to make their weekend work easier. For the second time in two months, PET’s cover dealer has the last name Higgs. While this is nothing really notable, as I am confident there are more than two people named Higgs in the U.S., it made me a chuckle in a huh-that’s-a-silly-coincidence. Read about the Virginia Higgs couple’s dealership that went from a side idea out of a garage to a large stand-alone building stocking Husqvarna and Echo, filling a need their community hadn’t had in a long time: Quality equipment, quality service run by good local folks. Following the inadvertent theme of this issue, Dan Shell’s popular Dealer Spotlight column highlights a Kiwi in Oregon who, in a fairly short amount of time, grew from a mobile-only service shop to a brick and mortar service-only shop to planning to expand into wholegoods sales. Derek Cropp shares his big plans and big dreams, standing at the crossroads, knowing in order to make that leap he’s still got a lot of planning and work to do. Switching gears a bit from the theme of expansion and the promise of an improved business climate, mid-July brought a bit of heartbreak for the industry, as Stihl Inc. announced the loss of one of the most prominent and beloved leaders, Fred Whyte, former president of Stihl Inc., after a fight with an aggressive form of cancer. Whyte was 70 years old. A more in-depth review of Whyte’s life and impact on the industry can be found on page five, but upon learning of his passing at his home in Virginia Beach, Va. I found myself flashing back to my interactions with Fred, as is human nature when learning of someone’s passing. I had the pleasure of meeting Whyte after just a few months of working on Power Equipment Trade. During the flurry that is GIE+EXPO, often conversations can be cut short, interrupted or just have the feeling that there’s something else to do or someone else to talk to. Others had given me, the new face in the crowd, nothing more than a sweeping smile and quick comment or two. Fred Whyte was different. He looked me in the eyes, we spoke for quite a while, and he gave me the impression that I commanded his attention from the moment I introduced myself until the moment he walked away. Whyte was intense but endearing each time I spoke to him, and others have shared similar sentiments—the one thing you didn’t want to do was let Fred Whyte down. He was a wonderful ally to all in the industry, and he will be truly missed. My heart goes out to his wife Karen, their two children Jean and PET John (wife Stacy) and their twin granddaughters, Klarise and Isla.
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 European Editor n Murray Brett 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 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
Contact Jessica Johnson, ph: 334-834-1170; fax 334-834-4525; e-mail: jessica@hattonbrown.com
Reprint Sales Patti Campbell Tel: (800) 669-5613 patti@hattonbrown.com
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Volume 66
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Number 4
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Our 721st Consecutive Issue
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Founded in 1952
Renew or subscribe on the web: www.poweret.com
FEATUREstories
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T&E SMALL ENGINE Broadening Horizons
MADE IN AMERICA
Duramatic Products’ Georgia Facility
MOWERS & ACCESSORIES 2018
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Latest Wholegoods, Parts, Accessories
OREGON REPAIR SHOP Started Small, Dreams Big
VALUEadded Power Suppliers __________________________ 5 Dealer Voices____________________________ 26 Showroom ______________________________ 27 Distributor Library ________________________ 30 PETcetera/Ad Index ______________________ 37 Dealer To Dealer _________________________ 38
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COVERphoto After a recent building expansion, T&E Small Engine, nestled in the Virginia mountains, has found a perfect balance between traditional marketing and social media marketing to bring customers through the doors, beginning on Page 8. (Cover design by Shelley Smith, Jessica Johnson photo; Dan Shell inset photo)
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Member Verified Audit Circulation Power Equipment Trade (ISSN 1063-0414) is published 6 times annually (February, April, June, August, October and December) by Hatton-Brown Publishers, Inc., 225 Hanrick St., Montgomery, AL 36104. Subscription Information—PET is sent free to qualifying industry professionals in the U.S. All non-qualified U.S. subscriptions are $55 annually; $65 in Canada; $95 (Airmail) in all other countries (U.S. funds). Single copies, $5 each; special issues, $20 (U.S. funds). Subscription Inquiries—TOLL-FREE 800-669-5613; Fax 888-611-4525. Go to www.poweret.com and click on the subscribe button to subscribe/renew via the web. All advertisements for Power Equipment Trade magazine are accepted and published by Hatton-Brown Publishers, Inc. with the understanding that the advertiser and/or advertising agency are authorized to publish the entire contents and subject matter thereof. The advertiser and/or advertising agency will defend, indemnify and hold Hatton-Brown Publishers, Inc. harmless from and against any loss, expenses, or other liability resulting from any claims or lawsuits for libel violations or right of privacy or publicity, plagiarism, copyright or trademark infringement and any other claims or lawsuits that may arise out of publication of such advertisement. Hatton-Brown Publishers, Inc. neither endorses nor makes any representation or guarantee as to the quality of goods and services advertised in Power Equipment Trade. Hatton-Brown Publishers, Inc. reserves the right to reject any advertisement which it deems inappropriate. Copyright ® 2017. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Periodicals postage paid at Montgomery, Ala. and additional mailing offices. Printed in USA. Postmaster: Please send address changes to Power Equipment Trade, P.O. Box 2419, Montgomery, Alabama 36102-2419. Other Hatton-Brown Publications: Timber Harvesting n Southern Loggin’ Times n Timber Processing n Panel World n Wood Bioenergy
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POWERsuppliers
Industry Loses Leader In Death of Fred Whyte In this case “Man of Stihl” is the natural headline, but doesn’t fu re ect the tota p cture: Man of Integrity, an of o pass on an of eadersh p and more all come to mind when describing Fred Whyte. This industry lost one of its shining hts and ood peop e with the death of Whyte, a e for er pres dent of Stihl, Inc., who died Fred Whyte July 7 at his home in Virginia Beach, Va. h te tera re up n the ndustr as the son of Al Whyte, a 20-year Vancou er po ce officer ho found a second career selling chain saws for Titan, McCulloch and Homelite before ben h red to represent t h n the ac fic Northwest. Hanging around his dad, Fred had s ted an dea ersh ps th h s father before he was old enough to drive. In 1971, Al Whyte told his son there as an open n n the t h or an at on for a regional sales manager. Fred, fresh off a Datsun sales training course, interviewed and was offered a sales job in Little Rock, Ark., where he began his Stihl career. pressed th h te s or a fe years later Stihl gave him a big assignment for a 34-year-old: Establish and run t h s sa es and d str ut on operation for all of Canada. His outstanding or n u d n and de e op n t h td ed to h s pos t on as res dent of Stihl Inc. in 1992. Whyte’s service from 1992-2015 is a true rarity in American business these days: How many executives lead their co pan es for ears ut hat a es h te s tenure so press e s not on its longevity but also his management acco p sh ents During his time leading Stihl Inc., Whyte managed the evolution of the compan fro cha n sa anufacturer spec a n n the pro sa ar et to a tru worldwide small engine manufacturer ser n a se ents of the pre u handhe d po er equ p ent ar et ncluding a strong move into rechargeable no e ss ons products n recent ears Along the way, he also managed Stihl Inc.’s transition to digital manufacturing and us ness ana e ent techno o during a time of tremendous change as
n th h te hen he first o ned the co pan red as the sa e ears ago as he was 30 years ago,” says Crader, add n that t h nc s e pans on n a areas under Whyte’s guidance validates h s eadersh p s s “Fred had an extraordinary knack for surround n h se f th ta ented peop e and the ft of nsp r n e er one to the r fu est potent a rader adds s au h was contagious and his interest in the success of others sincere. He was a mentor to many and a friend to me.” Then there are Whyte’s many contributions both inside and outside industry, h ch ran e fro top eadersh p pos t ons th the utdoor o er qu p ent nst tute and orta e o er qu p ent anufacturers Assn. to community involvement such as serving on the board of the h dren s osp ta of the n s au hters and as a member of Old Dominion University’s Board of Visitors. Whyte has been honored by the Virginia Manufacturers Assn. (VMA) with the Frank Armstrong III Service Award for his contributions to the Virginia manufacturing sector. He was also named an honorary member of the qu p ent ea ers ssn nd last year Whyte was honored by the Virginia Senate and House of Delegates with a joint resolution outlining his successful tenure with Stihl Inc. he an of t h head ne fits e of course, but Fred Whyte was much more to an peop e h e h s contr ut ons
co puter and other digital technology transformed American business. And in an industry that e an others has eco e ncreasingly conglomerated and corporat ed faces changing with each quarter report t so etimes seems, Whyte remained a man of Stihl. He had a way of communicating that gave an one spea n th him his total focus, a fee n that ou had h s co p ete attention. Anyone who had ever seen him work the crowd at Stihl’s annual dealer to erfest part at cou d see how comfortable he was with other top e ecut es as e as dea ers fresh out of the ser ce shop And while some of those who worked th h te sa he had no pro e reading the riot act when necessary to an one ho as underperfor n or other se co n up short he had a a of ett n the est out of peop e His working style was so collaborative and support e that those ho or ed with him were always motivated to do ore and etter part ecause he ed peop e n that d rect on ut a so ecause they didn’t want to let Fred down or disDoing right by the product, the company appo nt h Whyte’s backand the dealer were hallmarks of Whyte’s round and up r n business approach, and his retirement ing with his dad’s work enabled him to quote that “after working more than four literally watch Stihl’s decades in this industry, I can confirm that pro sa reputat on substance wins out over style, every time” e n u t n the ac fic orth est and is a testament to his down-to-earth style. he s a so representative of a great generation that has seen the small engine indusand time on earth will be sorely missed, tr s esta sh ent as part of the er remember that somewhere in heaven, can lifestyle. there s a a p pe and for n and o n r ht the product the co paFred’s in the middle of it… EDITOR’S NOTE: Much of the material ny and the dealer were hallmarks of in this article was sourced from Stan Cradh te s us ness approach and h s reer’s web site at stancrader.com, which feat re ent quote that after or n ore tures a heartfelt testament to Fred Whyte and than four decades in this industry, I can his life. Crader, who in addition to leading confir that su stance ns out o er Crader Distributing is also an accomplished style, every time” is a testament to his author and speaker, is also working on a down-to-earth style. book, “Stihl American” about the early years rader str ut n res dent tan raof Stihl in the U.S. and North America, der has known Whyte since 1971, workwhich should be out by the end of the year. POWER EQUIPMENT TRADE
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POWERsuppliers Country Clipper Chooses ARI Dealer Web Services ffic a s th et or er ces recent announced that ountr pper has se ected as ts preferred pro der for dea er e s tes for ts net or of orth er can dea ers u opt ed for search en nes and o e ro s n s ne fu respons e p atfor offers ndustr spec fic features nc ud n enr ched and after ar et rochures and parts cata o s ser ce schedu n too s and e o erce funct ona t
OPEI Meets, Announces 2017-18 Board
e ers of the utdoor o er qu pent nst tute athered n oh er sc n ate une for the r annua eetn e ect n a ne oard and d scuss n the cha en es ahead for the po er equ pent ndustr and ts potent a for ro th t th s ear s nnua eet n spea ers pro ded oth ns ht and ad ce on toda s unprecedented c ate such as
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nn ar e uer e ct n ha r an of the onsu er roduct afet o ss on pen n th a d scuss on the chan n re u ator c ate she assured the aud ence of her co t ent to fo o n the data dur n dec s on a n around ru es and re u at ons er n on the oard of rectors are ha r an r ens ha ran r ens o ce ha r o ro e roup res dent o er oh er o ecretar reasurer oern scher res dent t h nc ed ate ast ha r errett ce res dent o a atfor urf t t r cu ture urf eere o ther e ers of the oard of rectors nc de d ard ohen ce res dent o ern ent ndustr e at ons onda orth er ca nc orse res dent cho nc arc ufour res dent u ar o uncan res dent and os tec oo orp eter a pton res dent ct e haust orp ean a res dent h ef perat n fficer roducts nc eff oh er res dent onsu er rands s on usq arna
roup au u et res dent ce ndustr es nc c son res dent h ef perat n fficer he oro o ee o e res dent utdoor roducts echtron c ndustr es o er qu p ent odd es e ha r an resdent r s and tratton orp he eet n as he d at he er can u n oh er ho e to e er oh er n nes e t ear ho d ts annua eet n at a a ar o esort pa e ar o a
New VP Named At Kawasaki Engines
e son ner ho o ned a asa ast ear as the n ne d s on s ecut e rector has een pro oted to the pos t on of s on ce res dent s e panded respons t es nc ude o ers ht for a operat ons of the d s on th the e cept on of the research and dee op ent roup th s ean ner ha e co prehens e respons t es for and dea er sa es ar et n techn ca ser ces qua t o st cs product de e op ent and pr c n finance and custo er ser ce
POWER EQUIPMENT TRADE
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POWERsuppliers
Ariens Concept Store Hosts Ribbon Cutting, Grand Opening
The ribbon cutting celebrating Brillion Power Equipment, an Ariens concept store, was well attended.
Ariens Co. hosted a grand opening and ribbon cutting in celebration of opening Brillion Power Equipment, the company’s new concept store. Ariens Co. Chairman & CEO Dan Ariens, Brillion Power Equipment Business Partner and Store Manager Mike Buboltz, Wisconsin State Assembly Rep. Ron Tusler, Brillion Mayor Gary Deiter and Ariens Co. representatives attended the event. The grand opening offered several activities for attendees, including a demo area for testing zero-turn mowers, a chain saw carver, demonstrations from Stihl, kids crafts from the Brillion ature enter and a rat fr enefit n r on h choo ttendees were given the chance to win one of several product giveaways from Ariens, Gravely and Stihl. In February of this year, Ariens announced the purchase of a vacant building across the street from the company’s headquarters with plans to create a fully-operational concept store so employees could use it to test merchandising concepts. Ariens partnered with local Ariens and Gravely dealer Mike Buboltz to manage the store as a power equipment dealership. u o t s the o ner of ard are us ocated n do nto n Brillion, which has sold Ariens equipment since 2011. The new dealership will be open to the public for sales of Ariens and ra e rand po er equ p ent and parts ard are us continue to perform service at its downtown Brillion location. “We have a great corporate headquarters and a fantastic museum in Brillion, but we didn’t have a dedicated space to showcase our latest and greatest innovations. This store will allow the community, our dealers and everyone else we partner with to come in and see what we’re creating,” Ariens remarks. This is not a factory direct store with discounted products and close-out pricing, according to Ariens, but instead, is an independently-operated dealership with Buboltz managing day-today retail activities, while product placement, point-of-sale and marketing support will come directly from the Ariens Co. marketing team. The store will assist the company in gathering customer feedac and reta est pract ces that enefit the ent re r ens and Gravely dealer base, according to Ariens. Dealers who make visits to Brillion will have an opportunity to gain insight on the best practice concepts during visits to the store. POWER EQUIPMENT TRADE
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Tough, Efficient Family Finds Success John and Kelli Higgs fell into power equipment, and it couldn’t have worked better. BY JESSICA JOHNSON FLOYD, Va ohn and Kelli Higgs are unlikely power equipment dealers—having done a myriad of other things before opening their dealership in 2004. John worked maintenance at a local foundry and Kelli was an assistant head grower at an outdoor nursery. When the foundry shuttered, the couple found they needed a new way to support their family. Always interested in tinkering
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with engines, and recognizing their small town of Floyd, Va. had been lacking a small engine service shop in the years prior, the Higgs decided to open a service shop out of the garage of their home thanks to a small family loan. Since that humble garage beginning, their project, T&E Small Engine, has grown in size each year, leading ultimately to the dealership commanding the need for a 6,000 sq. ft. building and two full time mechanics, as well as four family members (John, Kelli, their son Anthony and his wife Sasha). “The business just expanded unbelievably,” Kelli says of the last few years. She feels like they have really found the right groove now, with the long-term plan being that one day Anthony and Sasha will take over the business, and John and Kelli will enjoy retirement. “But
that’s not for a while,” John quips. Kelli says from the beginning, starting the dealership was always about keeping the family together and seeing each other—something that John working long hours at the foundry never got to do. “If you’d asked me 10 years ago if I was going to be doing this, I would have laughed,” Kelli says. “It’s fun. It’s more about being a family and being together. From day one it wasn’t about getting huge, it was about supporting our family.”
New Building After the business really started to grow, T&E made its way out of the garage and into a rented building in 2009. Kelli says that worked for a while, but it quickly became obvious the service
John and Kelli Higgs run the business with their family and their customers first in their minds.
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shop needed more space, and wholegoods sales continued to hold steady, growing each year as different lines were added. That is when the duo decided to start looking for a larger space: The Higgs came upon a 5.5 acre parcel of land the county owned that was undeveloped, a very short drive from the main vein of downtown. It took more than 18 months from the first initial County Board meeting the Higgs attended to propose what they wanted to do with the land to the first time the doors were opened, but it was worth it, Kelli says. On the 5.5 acres, there is space for receiving crated equipment, staging the tractors and UTVs as well as ample parking. Inside the building itself, of the 6,000 sq. ft. about half is showroom, John estimates, while the rest is office space for John, Kelli and Sasha, as well as service area, parts room and what the team calls the chicken coop. “It started as a joke during construction, somehow or another it got named the chicken coop,” Kelli explains of the coop. A hideaway for the service techs, this “chicken coop” is a cut away area with the techs’ computer, a phone, parts books and a small desk area. Most importantly, the coop has a door. “It works well, helps keep things remotely clean, and if one is running engines, but the other needs to look something up or take a call, the space is slightly away to get things entered,” she adds. One of the benefits of building your dealership from dirt is being able to design things like the coop. Additionally, the service area bathroom has a small stall shower. Kelli explains that the shower is for the techs in case they get soaked in something and need to get washed off immediately. John’s office is tucked back in the shop area, as one of his main daily functions is to keep the shop running efficiently, while also helping with tractor sales and anything that might need to be handled at the front counter.
lated well into the business’ marketing plan. T&E Small Engine has a very active Facebook page, maintained by Sasha, that includes a “JohnandKelli Higgs” person that will interact with customers when they post questions or comments on the page. In addition to Facebook, T&E also maintains an Instagram page, web site and digital ads via Google Adwords. “We have a hand in some of this, but we have a great service to help with Google Adwords, because 90% of people are going to look it up before they do anything,” Kelli explains. While the dealership does rely on the constant, instant transmission of digital
ads, they still put ads in the local newspaper and on cable television. “Word of mouth here is a big thing. This is a small town, people still pick up the newspaper,” she adds. The dealership also remains committed to the community, supporting different events to remind residents and customers, T&E cares about them.
Wholegoods Sales are mainly handled by Kelli and John, but Anthony, who is the pick up and delivery driver full-time, also helps when he’s in the building, as does Sasha: As Kelli puts it, the family multi-tasks.
The showroom takes approximately 3,000 sq. ft. of space.
The crew of T&E Small Engine, from left, Joseph Burress, Anthony Higgs, John Higgs, Jason Barrow, in front, Sasha and Kelli Higgs
Marketing Customer satisfaction is the most important thing regarding the business, considering without customers, there is no business. Kelli says that the friendly, upbeat attitude they all have helps position T&E as not just a lawnmower shop, but a place you like to visit when you need help with a small engine. “I know 90% of our customers’ names,” she says, calling it a quirk of hers. The approachable attitude has transPOWER EQUIPMENT TRADE
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Tucked off the main road through town, T&E has a large sign to direct customers.
we’re doing. The information that’s there, even if we don’t use it, it’s still there.” Keeping the parts room clean and organized was a priority for Kelli when moving into the new building T&E built in 2015-16.
Service, Parts
John is very hands on with sales and service.
In mid-June, T&E was about 7-10 days out on all service work. Kelli says that is the typical turnaround time, no matter the season. “I wouldn’t want to go more than a week or two without my mower,” she adds, “so, we won’t keep customers mowers, even if it means long hours in the shop.” The dealership works on all brands, not just those it stocks. “From the get go it’s always been about the customer relationship. Yes, someone might have a lawnmower from somewhere else, but eventually, that lawnmower is going to wear out. And if we’ve serviced it, kept parts for it, we’ve built that relationship, and when they do need a new one, they will come here,” Kelli explains. The shop works off a posted hourly rate of $65, but does offer some service specials on popular jobs. T&E does offer pick up and delivery within about a 50-mile radius from the shop. Anthony estimates he does between 200-300 miles per week, covering Virginia and West Virginia for the dealership. When they moved into the new building one of Kelli’s biggest projects, aided by Sasha, was organizing the parts room. “Everything was filthy and it was not organized at all,” Kelli laments about the parts room at the previous location. It took a while, she says, but now everything is in a specific place on the shelves and is labeled. Since T&E works on all brands of equipment, and is warranty certified to work on almost all brands of small engine powered equipment, the parts room stocks a wide variety. Kelli says they prefer to use OEM parts, but do some PET work with Oregon.
When the dealership first took on wholegoods sales, they started with Robin and Dixon. “Over the years we’ve tried more than a few things,” Kelli says, but now she feels like they have a good mix of product. The dealership carries a full lineup of Husqvarna, Echo handhelds, Mahindra tractors, Massimo UTVs and Briggs & Stratton generators. The most recent addition to the lineup was the Massimo UTVs, which Kelli says is the dealership’s biggest growth opportunity. “One thing we’ve learned in this business is you never say never,” Kelli adds. “If something comes up and we have distributors that say ‘why don’t you try this,’ we discuss it in length and if we feel like it’s a good idea, we will try it. If 10
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it works it works, if it doesn’t it doesn’t.” Kelli says the dealership is versatile but doesn’t go outside of the realm of power equipment. “If you get in too many buckets you end up lacking in what you’re doing. We try to keep it uniform.” T&E’s customer mix is 70% homeowner, 30% consumer, with about 1012 full time loggers in the mix. In January 2015, T&E upgraded to the c-Systems Infinity POS system, which Kelli loves. “It’s definitely worth the money,” she reports. The system tracks equipment by serial number, and she says that is so helpful to be able to pull up information about equipment with the click of a few buttons. “It keeps track of everything. So, at any given time I can tell you what
POWER EQUIPMENT TRADE
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Once powder coated in a given color, 90% of what Duramatic produces is black; blades are cooled in a room of 100° or less to set the powder.
Duramatic Products Blades Made In The U.S. In rural Georgia, Duramatic Products produces OEM spec blades for up to 1,200 different products.
Two blades off every rack are checked to ensure consistent heat-treating.
GLENNVILLE, Ga. ust steps away from the shipping headquarters and corporate offices of parent company Rotary Corp., Duramatic Products operates a state-of-the-art blade manufacturing facility tooled up for as many as 1,200 different OEM wholegood mowers and edgers. From an estimated 16 million pounds of steel annually, Duramatic cranks out as many as 50,000 parts per day—everything from powder coated, heat-treated OEM blades to rough, use and abuse edger blades. Rotary Corp. is Duramatic’s biggest customer, with 90% of production being sold through their dealer network. However, Duramatic does produce OEM blades for certain regional and smaller manufacturers. Pursuing a total commitment to quality and performance, Duramatic is meticulous in making sure that each part is stamped with a complete history, which gives them the ability to tell everything: What steel mill it came from, chemical content, what press it was run on, which day and by which operator. “We continually search for ways to improve the design and performance of our blades,” says Dennis Lamb, Rotary Corp. PET Vice President of Manufacturing.
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In some areas, automatic processes have been implemented, but with the range of blade specs Duramatic deals with daily, attention to detail requires skilled operators.
Blades are heat-treated in two tanks, one at 1600° Farenheit and one at 650°.
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2018mowerpreview (Material supplied by Husqvarna)
Husqvarna Offers The Full Package: Commercial Zero-Turn Mowers mall ergonomic differences, best-in-class quality and industry-leading warranties make Husqvarna mowers stand apart from the competition. All models offer reliable, clear-cut performance paired with high-quality decks and powerful engines. Built for heavy-duty use, these mowers are designed for lasting comfort and long usage. Husqvarna’s continuous focus on product and design innovation has led to a variety of advancements for its commercial zero-turn mowers over the past few years. The M-ZT series is designed for the parttime lawn maintenance person or someone just getting into the business, where budget is a driving factor in the overall decision. It is also ideal for schools and municipalities on a budget, and comes with a warranty of four-year/750 hours. The P-ZT series is geared towards both residential and commercial/industrial property applications, as it can handle the rougher terrain. It comes with a five-year/1,250 hours warranty. The PZ series mowers are the top professional models that come equipped with a lifetime warranty on the leading-edge deck and cast-iron deck spindles of five years/1,500 hours. The P-ZT and PZ series stand out with their commercial 7 ga. fabricated cutting decks with a rolled front edge, 1.5 in. x 0.5 in. front and side reinforcement and heavy-duty, double-support scalp rollers. The welded frame also comes with a lifetime warranty; this ensures that the user can operate at maximum efficiency, and faster cutting speeds mean more productivity. The deck design was developed using computational fluid dynamics to optimize air flow for superior cut quality and discharge
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performance. The rubber isolated operator platform reduces vibration, while carefully placed controls, interface and operator position provide an intuitive and ergonomically advanced experience. The series’ simplicity of design and execution allows for better utilization of available space, cleaner access, reduced debris buildup and a service friendly environment. The efficient cooling system allows for operation at an optimal temperature for long periods—even on the hottest day. The PZ models also feature a full suspension seat for ultimate ride comfort as well as tapered roller bearings, flush mount bearing caps and rugged front casters with flat free tires. Husqvarna offers a variety of professional-grade accessories for the zero-turn series to augment and enhance the productivity and use of the mowers. Available accessories range from a variety of collection systems, light and mulch kits, to protective gear and premium seats, lubricants and fuels. For example, the high-performance triple-bag collection system for P-ZT models features a simplified latch system and pivoting lower frame that make the collector removable in minutes. The operator-controlled discharge chute ensures added efficiency and property protection while mowing by temporarily closing off the cutting deck’s discharge opening when mowing along sidewalks, roads and flowerbeds with the simple pull of a lever. The blower-assisted collection system for PZ models features three bins with a collector volume of 460 l/13 bushels. The quick attachment and horizontal pump-style blower increases performance, and the steel fan resists damage from impacts and reduces clipping size for maximum collector fill. Visit husqvarna.com.
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2018mowerpreview (Material supplied by Honda Power Equipment)
Honda HRR Lawn Mowers Features, Performance Meet Great Value T
he Honda HRR series premium residential lawnmower line is designed to deliver exceptionally easy operation, high performance and superior fuel efficiency. All four Honda HRR lawn mowers— the HRR216PKA, HRR216VKA, HRR216VYA and HRR216VLA—contain standard features and benefits that make easy work of mowing, including:
l An easy-fold, adjustable two-position handle with easily accessible controls, designed to help maximize safety, comfort and convenience l A height adjustment system, offering six mowing height adjustments ranging from 11⁄8 in. to 4 in. for different mowing needs and conditions l A redesigned rear axle that improves lawnmower cutting performance at lower settings l Six new designed parts for improved performance: guard and discharge; mounting plate (minimizes grass blow-by); grass bag frame (new shape); grass bag (new shape); and a one-piece return spring l The 3-in-1 Clip Director that allows the operator to quickly switch from mulching to bagging with just one touch, eliminating the need for a mulch plug l An improved scroll and ramp design that provides for better mulching performance by optimizing recycling of fine clippings l The exclusive offset Twin Blade MicroCut system that results in finer clippings that pack the bag more efficiently l An easy on/easy off grass bag (1.9 bushel capacity) for loweffort emptying l A three-year fully transferable warranty l Eight in. rear ball bearing wheels l The Honda HRR 21 in. heavy-duty steel mowing deck
Powering the HRR lawnmower lineup is the lightweight Honda GCV160 engine for increased maneuverability. This easy-starting, 4-stroke, single cylinder 160 cc engine provides quiet, reliable power with low emission levels and includes a redesigned fan cover for improved cooling. The GCV160 also is equipped with the intelligent Auto Choke system, automatically setting the choke to give optimum starting and running in all cutting conditions. This means the lawnmower user does not need to think about operating the choke when (re)starting the engine, and there is no need to wait for the engine to warm up to start mowing—just start and go.
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A Closer Look The lightweight HRR216PKA pushtype model is equipped with Auto Choke and the 3-in-1 Clip Director for an infinitely easier lawn mowing experience at an affordable price. The HRR216VKA, HRR216VYA and HRR216VLA models incorporate the Honda adjustable Smart Drive variable speed control system, allowing the operator easy control of the lawnmower’s speed. By placing either one or both thumbs on the handlebar’s lever, the user can easily control the speed. HRRVKA, HRRVYA and HRRVLA models have a maximum ground speed of 4 MPH. The HRR216VYA adds a Roto-Stop blade stop system, providing quick blade stopping without shutting off the lawn mower—allowing for bag emptying without restarting the engine and self-propulsion without the blade engaged and a remote throttle control. The HRR217VLA has all of the standard HRR features and also boasts electric start with a self-charging, on-board battery. From features that save time and money to technology designed to make mowing easier, Honda mowers are a very smart choice. Visit hondapower equipment.com.
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2018mowerpreview (Material supplied by Rotary Corp.)
Rotary Offers Huge Selection Of Mower Parts rom minor mower repairs to complete engine overhauls, Rotary has the replacement parts it takes to get the job done. Guaranteed quality Copperhead mower blades, air filters, oil filters, belts, tires, starters, spark plugs and internal engine parts are available for a wide variety of commercial and consumer mowers—plus piston assemblies, carburetors, electric starters, throttle controls, brake and clutch cables, idler pulleys and tune-up kits. Backed by an exclusive parts warranty that ensures quality and performance, Rotary offers a wide range of power equipment parts for lawnmowers, trimmers, chain saws, brush cutters, pressure washers, snow blowers and garden tillers.
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New Copperhead Mower Blades
Engineered For Protection, Performance
Hundreds of new items are available, including a variety of Copperhead Mower Blades for all the popular brands. Rotary blades are engineered and tested to exceed all OEM standards for operation and are ISO certified for quality, durability and superior craftsmanship. Rotary manufactures nearly 9 million mower and edger blades annually at its state-of-theart facility in Glennville, Ga. including commercial strength and heavy duty blades, commercial mulching blades, flat blades, high and low-lift blades, plus edger and de-thatcher blades. The company’s complete line of blades is featured in a special 150-page section of its parts catalog, which is free for servicing dealers.
Rotary offers all types of air, fuel and oil filters for mowers, professionally designed to protect engines under extreme operating conditions while ensuring maximum efficiency and peak performance. Commercial strength filters from Rotary improve airflow, horsepower and overall engine performance. Oil filters feature a special blend of fibers and resin that create a filter media with exceptional dirt-trapping capacity for maximum protection. Rotary’s 2017 catalog includes a special 55-page filter section with photos and descriptions. 100% of all Rotary foam air filters are manufactured in the U.S. at Rotary’s new facility in Reidsville, Ga. Visit rotarycorp.com; call (800) 841-3989.
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POWER EQUIPMENT TRADE
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2018mowerpreview (Material supplied by VP Racing Fuels)
Lawn Mower Running Poorly? Fix-It-Fuel Saves Equipment thanol-blended pump gas continues to be one of the biggest problems confronting the power equipment industry. Fuel system damage caused by ethanol often renders equipment inoperable and adding insult to injury, such fuel-related problems aren’t covered by manufacturer warranty. Fortunately for consumers faced with paying hundreds of dollars for repairs, a much more palatable solution is available with Fix-It-Fuel, manufactured by VP Racing Fuels. Fix-It-Fuel is a fuel system treatment that cleans and rejuvenates poor or non-running small engines damaged by ethanol. Fortified with Mechanic In A Bottle, Fix-It Fuel cleans and repairs the fuel system without having to remove the carburetor or injectors. It works in five easy steps: Purge, pour, prime, penetrate and pull. Meaning purge the engine of old fuel, pour in Fix-It-Fuel, turn the engine over to prime it, let it sit awhile to penetrate, then pull to start it up. Fix-It-Fuel can bring damaged power equipment back to life,
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and it is packaged in convenient quart-size containers for consumers in addition to 5-gal. pails and 54-gal. drums for commercial users. While Fix-It-Fuel is an effective remedial solution, it would still be better to prevent fuel system problems in the first place. To accomplish that, VP Racing Fuels recommends using ethanol-free VP Small Engine Fuel in power equipment on an ongoing basis. It prevents ethanol-related problems, makes equipment easier to start and helps it run more efficiently. In addition to an ethanol-free gasoline blend for 4-cycle engines, VP offers pre-mixed gas + oil blends for 2-cycle engines. VP Small Engine Fuels are conveniently packaged in quart, 1-gal. and 5-gal. pails, and 54-gal. drums. Each blend will remain stable up to two years in the equipment and five years in the container. Visit VPRacingFuels.com/small-engine-fuels; call (877) 515-1733.
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2018mowerpreview (Material supplied by Masport)
Masport Tradition Builds Quality asport Limited commenced as a family owned manufacturing company in 1910 in Auckland, New Zealand. Masport introduced an iron foundry in 1911 and started manufacturing vacuum pumps and stationery engines for a range of agricultural equipment. After establishing a solid base in the farming industry, Masport started to diversify producing its first hand mowers in 1930 and New Zealand’s first petrol-powered lanwmower in 1938. Masport manufactured munitions for the army during World War II. Post-war the company refocused on its core business, introducing further farm machinery such as ride-on tractors. With a growing reputation for engineering excellence, the company expanded off shore with an increasing range of agricultural, horticultural and lawn care products. Today Masport specializes in power equipment such as lawnmowers, shredders, cultivators and outdoor leisure products such as barbecues and patio heaters. The company continues to enjoy a growing reputation for providing quality products, exporting to over 40 countries worldwide.
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Every lawn is different, which is why Masport has developed a comprehensive range of lawn and garden equipment. Masport mowers have been designed to meet the needs of both landscapers and homeowners, therefore they are tough and built to last. The models in the Masport range are feature rich, innovative and truly high performance mowers. Masport is committed to quality and performance. We back our products. Masport Consumer walk behind mowers have a four-year consumer warranty and three-months commercial warranty. The Commercial walk behinds carry a five-year consumer warranty and a one-year commercial warranty. All other Masport products carry a two-year consumer warranty and three-months commercial warranty. With a wide product range that is durable, hardworking and well-designed, you can trust Masport. A range of quality spares and accessories are available. Proudly designed and engineered in New Zealand and sold all around the world. Visit masport.com
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2018mowerpreview (Material supplied by Sunbelt Outdoor Products)
Spotlight on Quality, Spotlight on Sunbelt XHT, Predator: Tough Mower Blades Sunbelt Outdoor Products Predator and XHT blades are the strongest blades on the market. The secret to their strength and durability is in a patented austempering process called marbain, taking it a step further than competitors. Ideal for professionals, these blades require less sharpening, last longer and are lighter weight than other competing blades.
houses across the U.S., Sunbelt can help you get the parts you need when you need them.
Visit sunbeltparts.com; call (800) 438-0660.
Accelerator Industries Premium Grass Catchers Ideal for professionals working in wet climates or any conditions where it is necessary to bag grass or leaves, the Accelerator Industries line of premium aluminum grass catchers are best in class. The drilled aluminum body provides high airflow that will prevent clogging that commonly happens with other bagging systems.
Earthway Spreaders: The Professional’s Choice The professionals choice for spreaders, Earthway products save time, produce professional results and are tough enough to hold up to daily use. Earthway’s Ev-n-Spred technology ensures an even spread pattern, with higher accuracy than competing brands. Sunbelt Outdoor Products is a wholesaler of professional grade turf products and is celebrating 60 years in business this year. With nine ware-
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2018mowerpreview (Material supplied by Heftee)
Heftee 4000 Mower Lift or 20 years, the Heftee 4000 has been the lift of choice for technicians working on the largest riding mowers and commercial turf equipment. The 4000 safely accommodates equipment up to 87 in. wide and lifts up to 4,000 lbs., to 6 ft., in less than a minute. It’s ideal for shops short on floor space. There is no special installation required and the Heftee 4000 operates on 110 power. Technicians stand comfortably with unrestricted access to service areas, no longer laying on cold concrete floors in awkward positions to perform under-equipment jobs—and it’s freestanding for easy relocation within the shop. The Heftee 4000 standard equipment package comes complete with jacks, boom and extension arms for completing virtually any repair job. Heftee’s revolutionary single-mast design gives unrestricted access to the equipment. There are no crossbars or twisting cables, and the jacks, booms, support arms, and easily adjustable work platforms all integrate with the lift. Making hard-to-service equipment easy to service is Heftee’s business. Any lift can lift; with Heftee the technician can focus on repairing hard-to-service turf equipment and utility vehicles better, faster, safer. Visit heftee.com.
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2018mowerpreview (Material supplied by B3C Fuel Solutions)
Success When Storing Mowers, Equipment he main purpose of proper storage is so your power equipment starts and operates properly when you take it out of storage the following spring. Unfortunately, today’s modern ethanol-blended gasoline starts to go bad in as little as 30 days. It also contains ethanol, which attracts water and causes issues. As a dealer, you often have to resolve these issues caused by bad fuel. The good news is that you can educate customers and provide them the tools for proper winterization and storage so they can avoid these problems in the first place. To prevent the issues, customers can use Ethanol Shield Fuel Stabilizer in their gas at all times (any 2- or 4-cycle engine). The fuel will stay fresh and the ethanol will not be an issue, even during storage. Ethanol Shield fights fuel decay, resists phase separation, envelopes water so it will pass harmlessly through the fuel system, protects rubber and plastic parts, and provides better bonding to oil, gas and ethanol. This is more effective than draining the fuel because that still leaves residual fuel in the carburetor, causing issues. Customers can use a patented fuel drying and stabilization technology, Fuel Life. Similar to desiccant packs commonly used to remove moisture in items like pills or electronics, Fuel Life is like a gasoline desiccant for fuel tanks. Added to the tank, it removes
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water, keeps fuel fresh, and stops phase separation and corrosion. Visit B3Cfuel.com.
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‘Mower Repair Guy’ Seeks Next Level that,’” Cropp remembers. So started his service-only venture, which included working as a service contractor for a local rental company, then doing mobile service from a truck for a couple of years. However, as Cropp’s business and reputation improved, mobile work became untenable and he needed a permanent space. He found it when a customer was able to rent Cropp a steel structure that includes a large service area with four rollup doors, plus office space and upstairs storage—the perfect space to transition to a full sales and service dealership. “We did a lot of marketing the first
that a radio campaign this past spring has also done well. “We offer pickup and delivery, but I don’t do any mobile service work anymore,” he says. “I would have to have BY DAN SHELL another person just to handle the mobile work.” CORVALLIS, Ore. Cropp says that having his own space ometimes you never know just enables him to be more productive: He how or where you’ll end up, and tries to schedule smaller service jobs on for “Mower Repair Guy” Derek the busiest days (He’s open Saturdays Cropp, he’s found himself at the crosstill 2.) and do more involved jobs at roads of a business dream some 16 slower times. “When you’re having a years after he set foot in the U.S. as an lot of interruptions it’s easier to do agricultural trainee. After several job small jobs instead of something like starts and finally nurturing his interest tearing down an engine or larger mower and skill in servicing and reservice,” he adds. pairing small engines in sevIn the evenings he stays eral capacities, he’s now aropen till 5:30 but has been rived at a place where it’s known to stay longer to give becoming possible to take customers time to pick up his service-only business— their equipment. The locaMower Repair Guy Small tion is a couple of miles outEngine Repair—into whole side of Corvallis in an agrigood sales. cultural area. Of course, Cropp was noCropp did Kohler training where near his crossroads in through Power Equipment 2001, when he sold a small Systems (PES) and online dairy farming operation in Honda training through New Zealand after a big upScotsco. Briggs & Stratton turn in the market. Looking to training was through Power stay in the agricultural indusDistributors. try, he headed to Oregon Cropp would like to take State University in Corvallis the first step into wholegoods for a training program, then with a Cub dealership worked several years for grass through PES, but he has a bit seed and row crop operations more organizing to do. in the Willamette Valley. “I have mostly residential He had always been excustomers right now and not posed to and worked with that much commercial Cropp has found a good location and building to take the next step. small engines in his dairy work,” Cropp says. “I’m not days, doing some of his own targeting them at this stage service and repair work as many farm two years after I started, and now we because I’m not where I want to be yet operators do. That continued in Oregon. have real good word-of-mouth in the to have the commercial guys come in While working with a local mechanlocal market,” Cropp says, adding that and really be able to take care of them.” ic Cropp noticed one of the mechanfor two years he ran an ad in every isThe 2017 spring-summer season has ic’s landscaper clients was advertising sue of a local shopper newspaper to get gone well, Cropp says. The turnaround winter mower service and was covered his name out. time update on his web site has stayed up with jobs. “I saw what he was do“We get lots of referrals, and people under 20 days this year. He knows he ing, and I thought ‘Hey, I can do find us on the internet,” he says, noting needs an employee, needs to do some
Going from service-only to wholegood sales.
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Great service building needs a little work and remodeling to become a dealership.
renovation work on the building and then there’s the financing to get geared up and take the step into wholegoods sales. Organizing and operating to reach each goal is a daunting task—especially with a mountain of service work awaiting, making it easy to postpone planning while concentrating on parts orders and completing repair jobs. Standing waist-deep in the service area’s extensive lineup of tagged equipment needing work, Cropp takes a look around and can see the dream: “I want to partition some of
Current clientele is mostly residential homeowners.
this off into a small showroom with parts area, plus some warehouse space in the back,” he says. Even if he replaced one of the roll-up doors with a glass wall and regular customer entry door into the showroom, “I’d still have room for three tech spaces, plus office space. And we’d also have the upstairs for storage.” He emphasizes how he needs an employee and is seeking better overall organization to take his business to the next level. “I am definitely at a crossroads,” he says. PET
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DEALERvoices
The Tale Of Two Both on the same day, one a dream to work with, one not so much BY SAM STEARNS
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ously. As an aside from the story, this is the type of frustrating scenario that you never want to happen. But if it absolutely must happen, you hope it only happens to equipment belonging to customers who have some sort of mechanical intuition. They’re the ones who will understand that the second failure is completely unrelated to the first one, and that you’re not to blame for the second failure. On the other side, as dealers we have customers who have no sense about anything mechanical, and if they have a problem with it after you’ve had it in your shop, it must be because of something you did. Because, after all, “It
thought I’d tell the story of two different customers I encountered on the same day, one right after the other. I expect all you dealers can relate: One customer was of the kind that just makes you want to quit, and the other was of the type that keeps you going, happy that you’re in business. The first customer had a lawn tractor that lost spark on one cylinder, resulting in low ...as dealers we have customers who power. When I picked up have no sense about anything mechanithe mower, I brought him a loaner so he could concal, and if they have a problem with it aftinue mowing while I had ter you’ve had it in your shop, it must be his for a few days. I normally don’t do this. Howbecause of something you did. Because, ever, this customer was after all, “It worked just fine before I instrumental in my acquisition of the property I brought it to you,” they say. bought a few months ago to relocate and expand the business, so I worked just fine before I brought it to like to take the opportunity to treat him you,” they say. Thankfully, this doesn’t especially well in order to show my aphappen too often to me, so it’s not a preciation. After discussing the recomconstant frustration. mended repair and estimate, he directed Back to the tractor at-hand: I brought me to go ahead and replace both ignition it back to the shop and first tested the modules, which I did. PTO switch, the most likely culprit. The As always, I tested the equipment to connections inside the switch were just make sure everything operated properly fine, so I was going to have to probe before I returned it to its owner and took elsewhere to find the problem. When I the loaner back with me. However, plugged it back in to the wire harness, sometimes a piece of equipment seems everything miraculously worked again! intent on making a fool out of you. This Turns out that the connections bewas one of those times. I got a call from tween the switch and wire harness had my customer two or three days later gotten dirty, and the act of disconnectwith the complaint that he wasn’t able ing and re-connecting a few times was to engage the mower deck. I went the enough to clean them off. So I cleaned next day to pick it back up (and to take it more thoroughly, tested the mower the loaner for him to use). multiple times over the next couple of It clearly had an electrical problem, days, and took it back to the customer. perhaps a faulty PTO switch, which did Given the frustration he had experinot act up any time I had used it previenced, I thought it was reasonable to 26
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waive the pickup/delivery charge, and just charge him for a half hour of labor, which is only half of what my minimum charge normally is for a lawn tractor, plus some environmental and shop supply fees. So his bill was just a shade under $40. Well, my customer was surprised that he owed anything at all! Without getting excited, I asked him to explain why he felt he didn’t owe anything. His complaint was that I assured him everything was fine when I brought it back, it wasn’t. I assured him that his frustration was justified, and tried to explain the kinds of things people with mechanical intuition would recognize, but to no avail. In the end, the customer paid half of the already deeply discounted bill. We parted company with a smile and a handshake, as we always have, though I had some undeniable hard feelings about the whole thing. I suspect he did too. I left his house straight for the second customer of the day. She had called me earlier, thinking the battery on her lawn tractor was dead. The repairman she normally used was out of town on vacation, so she started looking on the internet and found Mr. Mower Man. That’s me! I took a battery and a few tools along and was able to fix the mower at her house in just a few minutes, identifying her problem as a worn out battery and nothing more. I gave the rest of the machine a brief inspection, gave her a couple items of helpful advice, and she was happy to pay whatever I charged. I was quite satisfied that I had made a solid impression of professionalism, quite possibly securing some future business. After leaving her house, I was extremely thankful for these types of people who make business run smoothly. The first customer gave me a good opportunity to practice techniques of keeping contentious situations from escalating, so I’m thankful for that. I may have felt better (only momentarily) giving him a piece of my mind that day, but that would’ve only made things worse. Since I intentionally didn’t burn any bridges, there’s still a chance to do business with this more difficult customer in the future, which is more beneficial PET overall, and we all win. 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 those of Hatton-Brown Publishers, Inc.
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SHOWroom FEATUREproduct
Makita XCU03Z Chain Saw Makita has released a new cordless solution for landscapers and arborists with the 18V X2 (36V) LXT lithium-ion brushless cordless chain saw, model XCU03Z. The new chain saw is powered by two 18V lithium-ion batteries, so users get maximum power and run-time—without leaving the versatile 18V battery platform. This new cordless solution is part of Makita’s expanding 18V LXT system, which offers 150+ tools and is the world’s largest cordless tool system powered by 18V lithium-ion slide-style batteries. The XCU03Z features an outer rotor brushless motor with direct drive system that provides high power efficiency equivalent to gas chain saw. It has a 14 in. guide bar and variable speed (03,940 FPM) for increased cutting speed and lower noise. It has zero emissions and considerably less maintenance with no engine oil to change, no spark plug to replace and no air filter or muffler to clean. Simply pick it up, load two charged 18V LXT batteries, and the saw is ready to use. Convenience features include “tool-less” chain adjustments, a front hand guard engineered to actuate the chain brake when engaged and an electric brake for maximum productivity. The XCU03Z features an efficient BL brushless motor that is electronically controlled to optimize battery energy use for up to 50% longer run time per charge than similar non-brushless tools. Electronic controls efficiently use battery energy to match torque and RPM to the changing demands of the application for increased power and speed when needed. And since there are no carbon brushes, the BL brushless motor runs cooler and more efficiently for longer life. For increased durability, the XCU03Z is equipped with Extreme Protection Technology (XPT). XPT is a series of protective seals inside the tool engineered for improved dust and moisture resistance by channeling debris away from the tool’s key internal components. Visit Makitatools.com.
ACCESSORIES Hyndsight Capture System Hyndsight Vision Systems is introducing a recording version of its popular wire-free vision system, Journey. Capture delivers the next step in portable vision and recording systems, where users can enjoy all the benefits of Journey, but with the
ability to record simultaneously. Capture will provide real-time video stream, remote on/off capability, and high definition recording quality that can be stored on a 32 MB SD card for easy removal and downloading. It is perfect for monitoring livestock trailers during transportation. It has a three to four hour battery life, or can be optionally powered by a battery accessory pack or solar pack. Capture is comprised of a custom designed camera and monitor with a sunlight readable screen, antenna set, and two mounts in a solid case. It’s rugged, water resistant and provides a realto-life visual field. The system provides real-time recording and video stream simultaneously through a direct wire-free connection (camera to monitor) and a clear image that can transmit up to one-third of a mile with direct line of sight. One of the highlights of Capture is the ability to be mounted literally anywhere with the ability to pair-up to four cameras per monitor with each camera having separate recording capability. Three different lens angles are integrated into one camera and can be selected with a simple push of a button, offering additional flexibility and options for use in any environment. Visit hyndsightvision.com. POWER EQUIPMENT TRADE
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SHOWroom
HANDHELDS Efco DS 2400 S GSL Trimmer Efco recently released the all-new, limited-edition DS 2400 S featuring Oregon Gator Speed Load. The DS 2400 S also features a 2-stroke engine that delivers 21.7 cc/1.2 HP, providing commercial users the performance they need while remaining lightweight for the toughest jobs. The DS 2400 S includes the easy on starting system, ensuring smooth and quick starts. The clutch housing is made with aluminum for reduced weight and increased durability, as well as a robust outer 24mm tube. The extended 59 in. drive shaft enables operators to work in an upright position, and the transparent fuel tank makes it easy to check fuel levels. Efco supports the DS 2400 S with a five-year residential, two-year commercial warranty. Visit efcopower.com.
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Stihl HL 91 K Hedge Trimmer Joining the Stihl extended-reach hedge trimmer line, the Stihl HL 91 K (0°) is an extended-reach short-shaft hedge trimmer with a fixed angle blade built for professional use, with an overall length of 65.8 in.—with a longer cutting blade users are able to cut a wide swath in one sweep, cutting more in less time. The fixed-angle 0° blade allows users to trim hard-toreach areas for precise cuts of hedges, while the durable double-sided reciprocating blades are ground on both sides, assuring excellent trimming performance with clean, smooth cuts. Innovative control handle featuring Stihl’s Ecospeed throttle set wheel allows users to adjust speed for specific tasks and reduce unnecessary fuel consumption in the process. With the addition of a rubberized ergonomic loop handle, the HL 91K allows for optimal handling for controlled cutting. Visit stihlusa.com.
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TURF EQUIPMENT Billy Goat Next Gen Sod Cutter All new from the ground up, the Next Gen Hydro-Drive Sod Cutter from Billy Goat, model SC181H, is built upon a newly designed superstructure frame featuring 50 more pounds of steel and supports a robust new drive and cut system. The machine’s new heavy-duty gear box and cutting system include oversized sealed bearings, tight shaft mounted eccentrics and a new 1 in. lateral stability bar—all designed to perform in the most rugged conditions providing the next level in durability. The Next Gen hydro-drive sod cutter now features the popular variable speed fingertip control in both forward and reverse, similar to the Billy Goat hydro-drive overseeder and brushcutter controls.
Compared to multiple settings on other machines, the SC181H features the easiest to use “Set and Forget” blade depth adjustment where users can simply adjust depth to 2.5 in. with a single lever from the operator station. The unit comes standard with a rear caster wheel for curved cuts that locks when straight cutting. Drive wheels clear mud and improve grip for added control. Handle isolation mounts absorb vibration and offer smooth, fatigue-free operation. A reliable 133 cc Honda GXV engine, backed by a three-year limited warranty, powers the SC181H, and the machine is warranted by a oneyear limited bumper-to-bumper warranty. Visit Billygoat.com.
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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
Obsolete McCulloch & Obsolete Green Machine Bob’s Lawnmower Service 7632 State Hwy. 7 Maryland, NY 12116-3201
607-638-9297 phone or fax
HOMELITE PARTS BUY & SELL NEW, USED & OBSOLETE
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Stihl * Homelite * Lawnboy * Briggs & Stratton New * Obsolete * Used Parts THOUSANDS OF PARTS!
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POWERworks Ask For Ray 502-228-1462 • Fax: 502-228-7737
POULAN WEED EATER PARTS
WISCONSIN ENGINE PARTS NEW–OBSOLETE • BUY–SELL HARD TO FIND PARTS CLOSEOUT PRICES
H&M Industrial Supply (800) 346-4331 2236
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PETcetera Approach Marketing Like A Quarterback As competition heats up and becomes stronger and more sophisticated, marketers must begin thinking like quarterbacks— becoming smarter not only about the multi-channel plays they call and the messages they serve, but also about their definitions of success. Here’s how marketers can better quarterback the team past the goal line. Line of sight across the whole playing field I was having a conversation with a marketing colleague and we came to the fundamental realization that marketing is like football in many ways. The receiver is equivalent to the decision maker at your target organizations. What makes marketing unique is that it requires reaching multiple stakeholders across a prospect’s organization. Without a clear view of all the individual players on the field, the quarterback and its team can be blindsided by any one of the stakeholders and get sacked. To get that receiver over the goal line, you need the whole team working together. For example, a nine- to 18-month sales cycle can be progressing well with functional stakeholders by meeting their business requirements. But the prospective sale can quickly die if just one stakeholder isn’t convinced of the economic benefits of the solution. Additionally, an influencer within a prospect’s organization may be recommending a competitor based on general awareness or even more relevant, personalized content (e.g., best practices, tips, buying guides) that they were nurtured with across a long period of time. Penetrate with a multi-player strategy Lead generation efforts are all about getting an opportunity to engage with the more direct decision makers. Going back to our football metaphor, that’s the quarterback connecting with his receiver. As mentioned, you need the whole team to get you over the goal line. In marketing, you need to influence the
whole account. While your lead gen program is connecting you with more select audiences, you need integrated awareness initiatives to nurture the entire account. That awareness campaign is reaching the whole team, to help you get the receiver over the line. With a more clear understanding of a target prospect’s needs, marketers are better equipped to call the most appropriate plays and orchestrate the team accordingly. Convert accounts, not individual consumers Marketers must focus on selling to entire organizations rather than individuals. For example, instead of tracking engagements with specific stakeholders, measuring account penetration and engagement can provide enhanced insight into the health and success of your marketing programs. By considering these steps when building integrated marketing initiatives, marketers put themselves in a prime position to quarterback the team to the Super Bowl. Source: MarTechToday, How to approach your B2B marketing like an NFL quarterback, martechtoday.com/b2b-marketing-like-nfl-quarterback-201253
You never know what you might find on the internet.
PETevents AUGUST 10—Iowa Nebraska Equipment Dealers Assn. annual meeting, Stoney Creek Hotel, Johnston, Iowa. Call 515223-5119; visit ineda.com. SEPTEMBER 3-5—SPOGA International Trade Fair, Cologne Köln Messe, Cologne, Germany. Call 773-326-9920; visit spogagafa.com. OCTOBER 18-20—GIE+EXPO, Kentucky Exposition Center, Louisville, Ky. Call 812-949-9200; visit gie-expo.com. NOVEMBER 2-4—Far West Equipment Dealers Assn. annual meeting, Portola Hotel & Spa, Monterey, Calif. Call 707-6788859; visit fweda.com. NOVEMBER 29-DECEMBER 1—Western Equipment Dealers Assn. annual meeting, Scottsdale Resort at McCormick Ranch, Scottsdale, Ariz. Call 816-561-5323; visit westerneda.com. Listings are submitted months in advance. Always verify dates and locations with contacts prior to making plans to attend.
ADlink This issue of Power Equipment Trade is brought to you in part by the following companies, which will gladly supply additional information about their products. ADVERTISER
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Ahlborn Equipment 39 American Honda Power Equipment 15 B3C Fuel Solutions 23 Cannon Bar Works 6 Green Industry & Equipment Expo 7 Heftee Industries 22 Husqvarna Forest & Garden 13 Makita USA 2 Masport 19 Rapco Industries 29 Rotary 17,29,40 Sunbelt Outdoor Products 21 TD Retail Card Services 28 VP Racing Fuels 18 Walbro 20
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DEALERtodealer
GREG GERMAN
Make A Decision Then Move on
No need to stand looking lost and confused, choose something and go with it.
H
aving now my fourth son who has entered his teenage years, I have come to clearly understand that God creates them all distinctly different. Their personalities, interests and how they interact with the world is varied. But one activity has repeated itself thousands of times over in our household throughout this stage of their development; I’ll call it the “the refrigerator stare.” Any parent of boys knows what I am talking about. Multiple times a day, I will see one of my sons walk over to the refrigerator doors, open them up, and stare into the vastness beyond. They have somehow been trained to believe that if they do this often enough that at some point, the perfect morsel of three-day old pizza or leftovers from last night’s roast beef dinner will satisfy all of their cravings. I used to yell telling them to stop opening the refrigerator door and not just stand there looking lost and confused. Make a decision; grab what you want and move on. But I have learned this practice is to no avail because as they repeat this act time and time again, their ability to hear is temporarily halted. It seems that in those moments of need, they forget that they have the power and the ability to create their own feast that would satisfy their hunger. My guess is that if I were to follow you around each day in your dealership, you too would have your “refrig-
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erator moments.” You know what I mean. It is those times and places in your operation where you see something, you stop, you stare, you wish the situation was different, and then you close the door and move on. Let’s be honest, the issues we are talking about aren’t the cataclysmic events like the dealership is on fire and we are all conditioned to react with expediency and thoroughness to put out the blaze. No, I mean those situations where the issue with which you are confronted is not on fire, but is just in the dry kindling
and off, and I came out of my stupor for a moment, and answered, “I don’t know, I guess it is time to make a change.” In our organizations, this issue is repeated time and time again. The circumstances surrounding our “refrigerator moments” aren’t great enough for us to be shocked into change. But, they are issues that if not dealt with, can become culture killers, because our staff and customers have to deal with them everyday and don’t have the power to stock the fridge with what is needed to
My guess is that if I were to follow you around each day in your dealership, you would have your “refrigerator moments.” It is those times and places in your operation where you see something, you stop, you stare, you wish the situation was different, and then you close the door and move on. stage, or maybe is even smoldering. I had one of these recently, and the place that it became evident to me was actually during an interview with a potential candidate for our employ. We were discussing the current status of a particular department at one of our stores and having good banter back and forth. The interviewee was asking a number of probing questions as he was trying to ascertain the situation to which he might one day be leading. After I was done casually explaining a certain practice that we have been doing for some years, his question to me was, “If you don’t mind my bluntness, but why are you continuing to do that?” I think while staring into the refrigerator, the lights began to flash on
change their present reality. My advice is pretty simple; When you find yourself confronted with “the stare,” take note of the problem, get a few of your stakeholders together, get some possible solutions discussed, make a decision and close the refrigerator door. Everybody will be a lot happier and your craving will be satisfied. PET Greg German is the President of German-Bliss Equipment, Inc. in Princeville, Ill., which operates three power equipment dealers that market products for the lawn and garden, industrial and agricultural sectors. He can be contact at P.O. Box 440, Princeville, IL 61559; fax: 309-3852540; e-mail: ggerman@germanbliss.com. The views of Greg German do not necessarily represent those of Hatton-Brown Publishers, Inc.
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