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POWERlines

A Hatton-Brown Publication www.poweret.com

DAN SHELL

New PET Show Features

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fter yet another seemingly ever-shortening trip around the sun, it’s GIE+EXPO time again. It’s an event that offers plenty to see and do, along with multiple ways to improve your business and business prospects. Dealers large and small, rural and urban, and even service-only companies can find plenty of products and services that improve the bottom line.

As you’ll read in the GIE+EXPO preview on article on page 16, the industry’s biggest event coming up October 18-20 at the Kentucky Exposition Center in Louisville is now bigger than ever, with more exhibitors and exhibit space than visitors have seen.

This year, for the first time, PET readers and others can see a nice, live slice of GIE+ EXPO from the comfort of their own computers or personal devices as Power Equipment Trade provides livestream coverage of GIE+EXPO’s new 30-minute business management sessions.

The Dealer Resource Center will be the location of a new series of 10 30-minute workshops for dealers throughout the three days of GIE+EXPO. These sessions will be presented by experts from the Bob Clements team, Equipment Dealers Assn. and United Equipment Dealers Assn.

Topics covered during the three-day show include tax planning, managing family businesses, labor rates, adding a second location, digital marketing and more.

Visit poweret.com for a quick link to Power Equipment Trade’s exclusive coverage of these informative and useful seminars. l This year PET is bringing back the popular “Selfie Safari” new product hunt that highlights the latest in new products on the show floor, posted instantly to Facebook. Follow along at home with the hashtag #PETSelfieSafari. One lucky dealer-attendee that snaps a #PETSelfieSafari photo to PET’s Facebook page will win a prize pack.

New this year, Dan and Jessica will do a Twitter Takeover of @powerequiptrade, Jessica on Thursday, October 19, and Dan on Friday, October 20, each sharing a glimpse of their day on the floor, quotable quotes, new products and the best eats Louisville, Ky. has to offer.

And while walking the miles of aisles at GIE+EXPO, please make time to come by and visit with the PET staff at Booth 4025. See you there!

PET

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 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 Dan Shell, ph: 334-834-1170; fax 334-834-4525; e-mail: dan@hattonbrown.com

Reprint Sales Patti Campbell Tel: (800) 669-5613 patti@hattonbrown.com

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Volume 66

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Number 5

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OCTOBER 2017

Our 722nd Consecutive Issue

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Founded in 1952

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

FEATUREstories

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AMBROSIUS OUTDOOR POWER Wisconsin Family Builds On Tradition

2017 GIE+EXPO

Changes Abound At Annual Event

BATTERY POWER

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Putting Makita To The Test

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TURTLES AND CHAIN SAWS The Most Unique Dealer Ever

VALUEadded Power Suppliers ______________________________ 6 Expo Elite ___________________________________ 18 Industry Voices ______________________________30 Five Minutes With ____________________________36 Showroom __________________________________40 Distributor Library ____________________________46 PowerWorks ________________________________52 Ad Index ____________________________________53 Dealer To Dealer _____________________________54

COVERphoto Ambrosius Outdoor Power, located in De Pere, Wis., is now in its third generation of family ownership moving consumer and commercial products in the greater Green Bay area, beginning on Page 12, plus a full dealer focused preview of the industry’s biggest event, GIE+EXPO, beginning on Page 16. (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 ■ Southern Loggin’ Times ■ Timber Processing ■ Panel World ■ Wood Bioenergy

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POWERsuppliers Generac Expands Wisconsin Facilities Generac Power Systems Inc. recently announced plans to expand its headquarters in Waukesha, Wis. as well as other manufacturing facilities in Wisconsin to create at least 400 new jobs in the next five years. The company will reportedly spend $73 million to expand its corporate headquarters, research and development and produc-

tion operations.

The company will receive up to $10 million in enterprise zone tax credits from the Wisconsin Economic Development Corp. for the project through 2021. These tax credits are awarded to the company dependent on how many jobs are actually created, how much capital is spent on the project and how much is invested in employee training.

Generac will renovate buildings and equipment at its facilities in six com-

munities in Wisconsin: Waukesha, Oshkosh, Jefferson, Eagle, Whitewater and Berlin.

OPEI Purchases HQ Building

The Outdoor Power Equipment Institute (OPEI) has purchased a new headquarters building and will move its offices to 1605 King Street, Alexandria, Va., in the spring of 2018. OPEI President and CEO Kris Kiser says the trade association outgrew its current space, and the new building will be better equipped for the association’s needs.

OPEI closed on its new location on Aug. 15, and the move represents a multi-million-dollar investment.

“As a trade group with members in Europe, Japan, China and across the United States, we have global meetings, and we wanted to be able to host them in person and virtually. Now, we’ll be better suited to host ISO, IEC and other international gatherings,” Kiser says. “Alexandria has been our home for 30 years.

When we looked to make this decision, we considered other locales, and our board of directors chose to reinvest in Alexandria due to its proximity to Washington, D.C., airports, hotels, as well as its historic character and lifestyle.”

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POWERsuppliers

Dixie Chopper Grants Wish Dakota Barker, a 15 year-old from Lexington, Tenn., is the proud owner of a new Dixie Chopper BlackHawk zero-turn mower that he helped build, thanks to the Make-AWish Foundation of Ohio, Kentucky and Indiana and Dixie Chopper.

Barker, who runs his own lawn service, suffers from epilepsy, which, until a recent brain surgery, would cause him to suffer intractable seizures. The seizures complicated his efforts to operate his lawn service, and pushing his mower would exacerbate Barker’s seizures.

Barker asked the Make-AWish Foundation of Ohio, Kentucky and Indiana if he could visit Textron Specialized Vehicles Inc.’s facility in Coatesville, Ind., where Dixie Chopper zero-turn mowers are designed and built. His wish was granted July 31, when he visited the plant and got a firsthand experience in mak-

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ing a Dixie Chopper BlackHawk.

The day began with a factory tour by Plant Manager Rick Judy; afterward, Barker fabricated components with the engineers who design Dixie Chopper products. He then took those parts to the assembly line, where they were used to build a BlackHawk unit.

His local Dixie Chopper dealer, Outdoor Specialties, in Lexington, Tenn. delivered the mower Barker helped build to him.

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POWERsuppliers OEM Group Challenges N. Dakota Law A trade association and several individual lawn and garden and ag equipment manufacturers are challenging a North Dakota dealer protection law passed earlier this year.

The Assn. of Equipment Manufacturers, along with Agco, CNH Industrial, Deere and Kubota have filed suit to block a North Dakota dealer protection

law, the Farm Equipment Dealer Bill of Rights, that was scheduled to take effect on Aug. 1.

The legislation addresses several OEM contract issues and was sponsored and supported by the North Dakota Implement Dealers Assn. Areas covered included the prohibition of mandatory equipment and parts purchases, minimum order requirements, and “purity” requirements stipulating the separation of facilities/personnel/display space/etc.

It also addressed the requirement that manufacturers reimburse dealers for warranty parts, labor and transportation at the respective dealer’s non-warranty customer pay rate.

Other issues addressed by the law include prohibitions regarding dealership terminations, transparent and reasonable performance requirements, limitations regarding warranty and incentive payment chargebacks, and the establishment of a fair process through which dealers may transfer or sell their dealership.

The OEMs claim that the law “creates arguably the most restrictive dealership law in the entire country” and restricts ability of farm equipment manufacturers to enforce new and existing contracts with dealers, maintain their trademark rights, enforce dealership appearance and performance standards, plus the ability to monitor or prevent warranty and incentive payment fraud.

Pacific Stihl Names New Director

Murray Bishop, an 18-year employee of Stihl Inc. has been promoted to Director of Branch Operations at Pacific Stihl, based in Visalia, Calif., responsible for directing and managing the sales, distribution and service of all products, parts and accessories at the company-owned branch. He will also lead the development of advertising and marketing plans for the territory, which includes California, Nevada, Arizona, Hawaii and Guam. The promotion went into effect July 2017.

Bishop most recently served as senior manager of export and logistics at Stihl Inc. in Virginia Beach, Va. Bishop has been instrumental in the development and implementation of strategies to improve distribution and infrastructure. He helped plan for several facility changes, including moves to new buildings for both Pacific Stihl and Northeast Stihl, the merger of Mississippi Valley Stihl and Midwest Stihl and the recent expansion of Mid-Atlantic Stihl.

Bishop succeeds Larry Blamer, who is the new Managing Director for Stihl Australia.

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Family Keeps Tradition Alive

Bryan Rottier and Steve and Barb Nohr follow in the footsteps of Barb’s parents selling quality products in their Wisconsin town.

BY JESSICA JOHNSON DE PERE, WIS. or 58 of the 63 years Ambrosius Outdoor Power has been in business, they’ve been Ariens dealers.

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Co-Owner/Operator Barb (Ambrosius) Nohr says that she remembers when her grandfather, William Ambrosius, Sr., started selling the first Ariens tillers.

Now, she and Dan Ariens, who lives not far and uses the dealership for his Stihl handheld needs, enjoy a passing friendship as their grandfathers did. In 2012 Ambrosius Outdoor Power was given the Ariens Million Dollar Dealer Award, the first dealer to receive the honor in Wisconsin.

Today the dealership employs eight, including Co-Owner/Operators Barb and Steve Nohr as well as Barb’s son fourth generation Bryan Rottier, with three fulltime mechanics, one-full time parts man-

From left Bryan Rottier, Barb and Steve Nohr

ager and one full-time driver/set up person. Nohr says that everyone in the dealership is flexible and it is not out of the ordinary for her husband to be delivering new equipment after hours or her parts manager to be selling wholegoods.

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After noticing that frequently customers would come in looking for a specific part, but called it something employees were unfamiliar with, Rottier found that customers would then huddle over diagrams on the computer, being able to look at the information the DMS system provides on a given part—like the wholesale cost.

That’s when he used his technical background to install a television mounted above the parts counter coupled with the computer. This allows any of the employees to project diagrams visible to customers in a large format; they simply point to the part or area of trouble and the Ambrosius team can take it from there.

When founded in 1953, Ambrosius was a bulk garden seed retailer, and while Nohr and Rottier both say each year that they are going to quit dealing in seeds, the display is still up, year after year, an homage to the beginning of the store and niche market for customers.

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GIE+EXPO Setting New Exhibit, Visitor Records Number of attendees and amount of booth space increase for the third year in a row.

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ealers looking to visit this year’s Green Industry & Equipment Expo (GIE+EXPO) October 1820 in Louisville, Ky. will enjoy an event that’s growing, with 2017 being the third year in a row the trade show and related activites have set records for attendance and space.

The GIE+EXPO is industry’s biggest event and offers dealers a wide variety of ways to use GIE+EXPO to improve their businesses or management skills.

Opportunities range from technician certification and business management seminars to plenty of networking opportunities with other dealers and OEM and distributor reps.

In 2017, GIE+EXPO’s exhibits are expected to cover 50,000 sq. ft. more than last year. More early bird attendee registrations than ever also reflect solid participation from all segments of the industry. Hardscape North America (HNA), a paving and outdoor living trade show, is co-located with GIE+EXPO at the Kentucky Exposition Center.

Overall, attendee registrations are up 13% over 2016’s record-setting numbers, and exhibitor participation is up as well, with about 1,000 GIE+EXPO and HNA exhibits, indoors and out. Some 20% are new exhibitors.

One feature that makes GIE+EXPO truly unique among industry’s trade events is the large demo area where visitors can ride, cut, trim and operate a huge variety of equipment. The Kentucky Exposition Center is the only facility in the U.S. that offers such a large outdoor turf area just a few steps from the indoor exhibits.

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GIE+EXPO 2017 offers more products and exhibits than ever for dealers.

This year, the GIE+EXPO Outdoor Demonstration Area will cover more than 20 acres. Many exhibitors host competitions and games to encourage spirited use of their newest products.

New products take center stage at GIE+EXPO.

Dealer Day The Dealer Resource Center, in a new location adjacent the show floor, will be the hub for dealer education during the show. Dealership guru Bob Clements will host the new “People, Process, Profit Dealer Boot Camp” on Dealer Day, as well as other sessions on Thursday and Friday. In addition, dealers looking to take their business to the next level will find a new series of 0-minute Dealer Workshops, the UTV University, technician training and certification and an exclusive lounge area.

Sponsors of the Dealer Resource Center include Stihl, Gravely, Equipment Dealers Assn., Equipment & Engine Training Council and Fern.

Dealers can enjoy Dealer Day, October 18, which kicks off early in the morning with technician training and certification sessions sponsored by the Equipment & Engine Training Council (EETC). The 2-hour sessions ($30 each) begin at 7:30 a.m. covering electrical systems training, saw chain grinding

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best practices, float bowl carburetors and propane gas fuel systems. Three-hour sessions ($ 5 each) begin at 8 a.m. and cover electrical troubleshooting, hydrostatic transmissions, diaphragm carburetors and electronic fuel injection systems.

Bob Clements International’s first-ever “People, Process, Profit Dealer Boot Camp” has sessions at 00, 10 00 and 11 00 a.m. covering how to deal with conflicting personalities, parts department baBusiness management seminars offer ideas to improve. sics and how to better understand business reports and other vital business signs at your dealership. learning by choosing sessions from each The LatinoLink Dealer Day Breakfast track. Or, dealers who bring their team from 00 a.m. to 10 0 a.m. (pre-regiscan split up and take in all sessions. The tration required, $25 includes breakfast) Dealer Resource Center will be open 00 offers dealers a seminar on the secrets a.m. to 00 p.m. Wednesday and 00 to gaining more Hispanic business. a.m. to 5 00 p.m. Thursday and Friday.

GIE E PO’s second UT University Following the Dealer Day educationstarts at a.m. and covers smart dealeral programming, dealers, retailers, disship management, guiding customers tributors and media will have an excluthrough a UT buying decision and UT sales training. During and after a luncheon ($25, pre-registration required), a roundtable session with UT industry experts offers more opportunities to learn.

A free Dealer Day Kick-Off Keynote sponsored by Gravely and Stihl features October 18 ITR Economics’ Alan Beaulieu, who 7:00 a.m.-3:00 p.m.—Dealer Day will provide a timely snapshot of the Activities economy today, where it is headed over 3:00-7:00 p.m.—Indoor Exhibits the next three years and what it means Open to your business.

5:00-7:00 p.m.—Dealer Reception Dealer Day afternoon sees the debut of a new series of free 0-Minute DealOctober 19 er Workshops presented by experts 9:00 a.m.-5:00 p.m.—Indoorfrom the Bob Clements team, EquipOutdoor Exhibits Open ment Dealers Assn. and United Equipment Dealers Assn. The Dealer Day workshops are at 2 00 and 00 p.m.

October 20 and cover dealer expense cost control 9:00 a.m.-5:00 p.m.—Indoor Exhibits ideas and establishing labor rates.

Open Dealer education programs will run 9:00 a.m.-4:00 p.m.—Outdoor concurrently throughout Dealer Day, and Exhibits Open dealers will be able to customize their

2017 GIE+EXPO Show Hours

Technician certification sessions help boost dealer service capacity.

sive preview of the indoor exhibits from 00 to 00 p.m.

During a welcome reception on the show floor, 5 00 to 00 p.m., many of the exhibitors will host games, food, festivities and prizes in their booths.

More Opportunity Thursday and Friday mornings also feature Bob Clements’ “Power-Up” morning sessions from 8 00- 00 a.m. just prior to the show floor opening. First session covers the basics of how to coach your team and the management skills you and your employees will need to succeed, while the Friday morning session helps dealers understand what an effective dealership culture and vision look like, how to get your team on board and how it will set your dealership apart.

The 0-minute dealer workshops also continue Thursday and Friday, beginning at 10 00 a.m. and cover year end tax planning; bringing family members into your dealership; understanding customer needs when on-line purchasing; selling your dealership; adding a second location; digital marketing; visual merchandising; and dealership “attitude.”

Info GIE E PO’s 201 dates are Wednesday, Oct. 18 (Dealer Day) and Oct. 1 -20 for all industry participants. The annual event is sponsored by the Outdoor Power Equipment Institute, Inc. (OPEI), Professional Grounds Management Society (PGMS) and ational Assn. of Landscape Professionals ( ALP).

For information and online registration for the tradeshow, visit www. gie-expo.com. Other contact points Facebook, info GIE-E PO.com, Twitter( GIE E PO) and 800-5588 /812- 200.

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Even bigger outdoor demo area remains unique GIE+EXPO feature.

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EXPOelite Ahlborn Equipment—Make Ahlborn your first stop at the GIE+EXPO! Let the Ahlborn team assist you with your outdoor equipment and safety apparel needs. We are offering special rock-bottom pricing for attendees of the show! For a limited time stock up on some of the most popular items at prices you won’t see anywhere else.

Ahlborn carries a full line of Forester products offering customers exceptional quality, durability and safety—all things your customers need while getting their job done. The full line of Forester products includes chain saw chaps, chain saw files, bar chains and gloves, as well as face and hearing protection systems. Importantly, all products meet OSHA and ANSI requirements—which means customers are always in compliance with safety measures.

Ahlborn Equipment Inc. began in 1961 as a family-owned business. Second-generation owners Tracey and Woody Ahlborn maintain the same passion, dedication, honesty and loyalty to their customers as the founder, Gene Ahlborn, did.

Ahlborn Equipment prides themselves in offering high quality products, affordable prices and great customer service. They are continually adding new products to ensure you have what your customers are looking for. Ahlborn Equipment Inc. has been proudly serving dealers for over 55 years, and is always looking to add dealers and distributors to the family. Request a catalog today.

Contact us at indoor booth #2024; visit ahlbornequipment.com.

B3C Fuel Solutions—The Carburetor-Life professional lawn equipment dealership service kit is designed to generate additional revenue while saving the customer costly repairs on handheld products equipped with butterfly or rotary valve carburetors. It consists of three key components: The CarburetorLife test kit, which contains a gasoline test kit to quickly identify gasoline issues causing poor product performance; plus a flush and restore chemical, an evolution in cleaning carburetors and fuel systems without removing carburetors on most product. The cleaner is an all-in-one product, restoring the fuel system from the adverse affects of today’s pump fuel, reducing carburetor replacement in most cases. And finally, Fuel Life, a patented in tank fuel drying technology which removes bound water from the gasoline keeping fuel fresh, avoiding lost production and extending product life, to help prevent future issues. Added to the tank, it removes water, keeps fuel fresh, and stops phase separation and corrosion.

Carburetor-Life is manufactured exclusively for Texas Outdoor Power by B3C Fuel Solutions.

Contact us at indoor booth #4004; visit b3cfuel.com.

Briggs & Stratton Commercial Power—Vanguard Engines are defining what it means to be productive day in and day out for landscape contractors who have no time for engine downtime. Vanguard Engines place a premium on combining technology, durability and unmatched support to handle whatever lawn conditions a contractor’s crew is faced with—from thick, wet grass to the dusty, debris-filled dry lawns of mid-summer.

The complete line of Vanguard Engines are designed with productivity in mind. Easier maintenance, 24-hour parts delivery and innovations like Vanguard EFI work together to provide unmatched performance and efficiency. Plus, all engines are backed by a service and support network focused on commercial equipment. Experience the power to get more done—every day.

Contact us at indoor booth #7104; visit briggsandstratton.com.

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EXPOelite C-Systems Software—C-Systems Software, Inc is the premier business management solution for power equipment, agricultural and powersports dealers. For more than 30 years, c-Systems Software has led the industry through innovative technologies, quality programming and unrivaled customer service.

C-Systems strives to deliver exceptional quality, top-level service and creative solutions that fulfill your unique business system requirements. These attributes have gained us the reputation as “the industry leader” in business management software.

Do you have mobile service technicians or mobile service trucks? With Infinity’s mobile application, your mobile service techs now have the capability to check parts stock at the dealership, maintain and update on-truck or dealership inventory and request parts as needed for repairs. While at the job site, techs can initiate a new repair order and post pictures of the equipment to be repaired (including pictures of damaged or broken parts). Techs can easily add parts and labor to the repair and then bill out the repair while on-site with fully integrated credit card or debit mobile processing—making service trucks a full mobile extension of your dealership.

Along with our unrivaled mobile application, c-Systems Software has incorporated an all-new two-way text-messaging feature within the Infinity dealer management system. Two-way texting promotes a new method of communications between dealers and their customers that eliminates unnecessary phone calls, improves communications, and notifies customers of backorders, order updates, maintenance reminders and much more!

As an industry leader in dealer management solutions, we are proud to announce additional new customer relationship management (CRM) tools will be available soon within the Infinity DMS. Enhance customer service and engage with your customers like never before with all-new reminders, notifications, customer information and communications.

Contact us at indoor booth #7004; visit csystemssoftware.com.

Echo—Echo Inc. is offering visitors to the upcoming GIE+EXPO trade show a new way to experience the power of Echo products through a pioneering testing environment.

Hosted in Louisville, Ky., the industry’s largest trade show is the ideal forum to showcase Echo’s X Series of products. Show attendees will experience the strengths of the X Series in a state-of-the-art approach called the Echo Chamber.

The indoor booth will also highlight top-of-the-line Shindaiwa products, the newest aftermarket products, and Echo Bear Cat generators, power washers and wheeled trimmers.

The hands-on experience is carried over to the outside booth attendee demos. Booth #7451D will offer visitors the opportunity to test Echo trimmers, chain saws and blowers in a performance circuit arena. Participants can also test the Power Attachment System (PAS) in unique applications. Those completing the circuit receive a bonus giveaway.

Also housed outside will be the full line of Echo Bear Cat chippers and shredders for trial. Award winning professional carver Jason Emmons will be outside carving four sculptures throughout the two show days. Each sculpture will to be donated to the Make-A-Wish Foundation—Kentucky Chapter for their annual fundraisers.

Contact us at indoor booth #5112; outdoor booth #7451D; visit echo-usa.com.

Fluid Film—Fluid Film is a lanolin-based, solvent free, rust and corrosion inhibitor as well as a penetrating lubricant. Fluid Film provides excellent protection for metal components. The formula is 100% solvent free and will not get gummy or tacky. Fluid Film works as a release agent on the underside of lawnmower decks making clean up much easier. It is nonconductive and will prevent corrosion on battery terminals.

The use of Fluid Film in landscaping helps to extend maintenance schedules, resulting in significant cost savings and longevity of equipment. Fluid Film’s soft, active coating penetrates to the base metal, where it migrates to create a formidable, protective wet barrier that prohibits corrosion on a molecular level by displacing moisture and locking out oxygen. The wool wax formulation is classified as non-toxic and nonhazardous and will not burn greenery when used on cutting devices.

Fluid Film provides excellent lubrication for moving parts like hedge trimmers, chains and gears. The barrier provides powerful protection from atmospheric corrosion in storage facilities. This makes Fluid Film ideal for preparation for off-season storage and keeping infrequently used equipment in top shape.

In harsh climates or conditions, Fluid Film will not readily freeze and retains a slick consistency, keeping chains and moving parts from binding or building up dirt and debris. Fluid Film is ideal for frame and chassis undercoating to protect from salts and brines on vehicles and trailers. With a high flashpoint and exceptional water displacement, Fluid Film is the perfect protectant for endless applications. Fluid Film also brings luster back to sunbaked coatings and helps prevent dirt and mud from caking on surfaces.

Contact us at indoor booth #9156; visit fluid-film.com.

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EXPOelite Gold Eagle—Sta-Bil Storage Fuel Stabilizer keeps fuel fresh for quick easy starts after storage. It removes water to prevent corrosion and cleanses carburetors and fuel injectors. Sta-Bil also protects engines from gum, varnish, rust and corrosion and prolongs the life of any engine, while eliminating the need to drain the fuel of your 2- or 4-cycle engine by treating the fuel with Sta-Bil before storing.

Using Sta-Bil Storage Fuel Stabilizer keeps fuel fresh for up to 24 months during storage; eliminates the need to drain fuel prior to storage; ensures quick, easy starts after storage It prevents gum and varnish build-up; effective in all gasoline, including ethanol blends; for all gasoline engines, including 2-cycle.

Sta-Bil has been recommended by more than 100 OEMs, and has been used and trusted by consumers for over 60 years.

Whether for day-to-day use or during long periods of storage, you can rely on Sta-Bil’s powerful fuel additives to protect your equipment from today’s fuels.

Sta-Bil is made in America by Gold Eagle Co. an 85 year-old family-owned company recognized as an industry pioneer in the production and distribution of aftermarket fluids and additives. Gold Eagle Co. creates products that help preserve, protect and enhance the performance of power equipment and small engines.

Contact us at indoor booth #8172; visit goldeagle.com.

Heftee Industries—For 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 110V. Technicians stand comfortably with unrestricted access to service areas, no longer lying on cold concrete floors in awkward positions to perform under-equipment jobs. And the Heftee 4000 is freestanding for easy relocation within 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. Heftee lifts are equipped with unique features that enhance service. The technician can focus on repairing hard-to-service turf equipment and utility vehicles better, faster, safe.

Contact us at indoor booth #8200; visit heftee.com.

Honda Engines—At GIE+EXPO 2017, Honda Engines representatives will be available at the company’s indoor booth to discuss its full line of engines, their technological advancements and the company’s environmental commitment. The Honda Engines team will showcase a variety of engine models of interest to GIE+EXPO attendees will be interested in, including the GC series, the GX pressure washer optimized industrial series and the GX series v-twin lineup.

With the Honda GC Series— GC160/GC190 (horizontal shaft) and the GCV160/GCV190 (vertical shaft) models, users can expect quiet, efficient engines specifically designed for premium, high volume residential power equipment applications. The horizontal shaft models power a variety of consumer products, including pressure washers, water pumps, compressors, and portable generators; while vertical shaft models typically power lawnmowers (including the Honda HRX, HRR and HRS lawnmower models) and other residential applications.

Introduced earlier in this year, the Honda GX pressure washer optimized industrial series engines were specifically designed for direct-drive pressure washer applications.

The Optimized series is available with Honda GX160, GX200, GX270 and GX390 engines.

GX Series v-twin engines are the most powerful engines offered by Honda, designed to offer customers more power and adaptability with greater fuel efficiency in a more compact package. V-Twin models, including the GX630, GXV630, GX690 and GXV690 (available in both horizontal and vertical shaft configurations) are designed for demanding, power-hungry, commercial applications including commercial turf equipment (zero-turn radius mowers, lawn tractors, trenchers, stump grinders and chipper/shredders); and construction equipment (concrete saws, vibratory rollers, ride-on cement trowels, generators and pressure washers).

Contact us at indoor booth #3118; visit engines.honda.com.

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EXPOelite Husqvarna—As the masters of cutting, Husqvarna is the only power equipment company that can fully equip an entire landscaping and tree care trailer in 2018. For over 325 years, Husqvarna engineers have worked to reduce the gap between man and machine. The result is tools that are powerful, ergonomic and packed with innovation.

New products to be announced at this year’s GIE+EXPO will round out Husqvarna’s portfolio for lawn and tree care professionals with products that complement its existing offerings. For commercial wheeled, Husqvarna will expand its current portfolio with a completely new stand-on mower series that had previously not existed, present an overhaul of its zero-turn lineup, new riding mowers and also add a hydrostatic walk behind mower series as well as a new commercial push mower. Complementing the company’s strong handheld selections, these new products will give professionals the opportunity to equip their entire fleet with Husqvarna products and improve service efficiency and increase fleet procurement savings.

In addition to the new commercial wheeled products, Husqvarna will also debut several products that showcase the company’s high-quality handheld solutions—from chain saws to hedge trimmers and accessories, including the first of its new line of X-Cut saw chains that was entirely designed and manufactured in Sweden.

As the market leader in robotic mowers, Husqvarna will also feature exciting Automower news at the show that will demonstrate the company’s technological innovation and leadership in this category.

Committed to sustainability solutions with dedicated series for commercial and consumer use, the company will also introduce a number of new batteries and battery-powered products on the show floor that will continue to set the bar for eco-friendly power equipment.

Contact us at booth #9094; visit husqvarna.com/us.

Makita—Makita has more power equipment solutions with 4-stroke trimmers and blowers that start easier and require no fuel mixing, using the Makita multi-position lubrication system enabling engine to be inclined to any angle even during continuous operation; and 2-stroke chain saws that start easy and work hard thanks to Dolmar engineering inside delivering a legacy of consistent performance. Makita has chain saws for professional use, farm and ranch, and occasional use—and they all feature the new warm-red trade dress. Makita also offers cordless power equipment powered by two 18V batteries for maximum performance, without the noise, emissions and maintenance of gas equipment. Makita cordless power equipment runs on the same battery platform as over 175 other cordless tools, including flashlights, heated apparel, and more, so users benefit from unmatched compatibility and convenience.

Come visit Makita at GIE+EXPO 2017 at the indoor and outdoor exhibit areas. Makita has a hands-on booth experience, and take away a free Makita hat when you try Makita’s latest solutions. And don’t forget to get to the outdoor area and run the full range of Makita power equipment for cutting, trimming, hardscape and more.

Contact us at indoor booth #11138; visit makitatools.com.

Masport—Masport is a leading manufacturer of lawn and garden power equipment in both New Zealand and Australia and has a proud engineering history dating back 107 years.

Masport was introduced in U.S. for the first time in 2012. A household name in New Zealand, Masport has steadily grown its U.S. dealer base in the past six seasons. It has an extensive range of rotary and cylinder gasoline walk behind mowers, as well as shredders, edgers and cultivators that are also sold in 45 countries around the world.

Power Distributors are the Masport distributors in U.S. and Power Source Canada in Canada. They distribute Masport’s range of consumer and commercial power equipment to servicing dealers across North America. Masport is a “dealer only” brand in North America and is ideally suited to this form of distribution as its products are feature rich and of high quality.

Masport Mowers are available in various cutting widths and are powered by Briggs & Stratton engines. Masport mowers mulch, catch and side discharge, feature aluminum and steel decks, ball bearing wheels and single lever height adjustment.

At this year’s GIE+EXPO Masport will feature its new commercial walk behind mower range which adds to their existing 10 model mulching/rear bagger and side delivery only, consumer model line-up. The Masport Contractor 3N1 professional mower has a very robust 14 ga., 21 in. steel deck, fully professional GT three speed transmission, die-cast aluminum wheels fitted with precision bearings, bolt-in heavy-duty axles and large diameter heavy gauge handles.

Masport offers competitively priced, quality, unique products which are not available in the big box stores. See us at our booth #10180 or contact Power Distributors or Power Source Canada for more details on the Masport 2018 dealer only program: PowerDistributors.com; PowerSourceCanada.ca.

Contact us at indoor booth #10180; visit masport.com.

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EXPOelite OPEI—The Outdoor Power Equipment Institute (OPEI) is the managing partner of GIE+EXPO, and an international trade association representing more than 100 power equipment, engine and utility vehicle manufacturers and suppliers. OPEI is the advocacy voice of the industry and a recognized standards development organization, responsible for the development of safety and performance standards. Currently, OPEI has 17 active safety standards for equipment.

Despite strong growth of the industry and demand for power equipment, there are myriad, often wellintentioned, efforts underway to limit and eliminate the living landscape. These grow out of a desire to deal with specific challenges in the present, but are imposed upon all of us, and can cause unforeseen and often detrimental consequences.

For example, California’s response to its recent drought was to permanently alter the living landscape, and now the state can no longer dissipate heat as effectively, is dealing with significant runoff issues, has seen massive tree die-offs and has effectively eliminated safe spaces for kids and pets throughout the state.

To meet these challenges on behalf of its members and the industry, OPEI created TurfMutt, an environmental stewardship program developed by the association’s education foundation to teach children and their families about the importance of living landscapes and their responsible management.

Since the program’s inception in 2009, it has enjoyed explosive growth, reaching 68 million children, families, teachers, regulators and NGOs through education partnerships with Scholastic, Discovery Education and Weekly Reader.

2017 marks TurfMutt’s third year of partnership with Scholastic, the worldwide leader in children’s publishing and education. This year, TurfMutt was named an education partner of the U.S. Green Building Council and included in its Learning Lab, a global education effort providing science-based lessons focused on the importance of green spaces and the need to care for them responsibly. The program is also an educational resource at the EPA, the U.S. Department of Energy and the U.S. Department of Education.

TurfMutt, along with OPEI’s President Kris Kiser, also appear regularly on key episodes of the CBS program Lucky Dog, airing nationally on Saturday morning broadcast television. Kiser works with families who are adopting dogs to educate them on the importance of green spaces and the living landscape to the family and their new best friend.

Contact us at indoor booth #29048; visit opei.org.

Stens—Visit Stens in booth #7138 during GIE+EXPO and ask about the 2017-18 preseason stocking program that can earn your chance for a dream vacation. Hula dancers will have you thinking about paradise during the dealer reception on Wednesday, October 18th, where you can have your photo snapped and dream of your trip of a lifetime!

Stens will proudly display new items during the 2017 show, including carburetor service kits; an expanded line of snow thrower replacement parts of belts, paddles, skid shoes and shear pins for all major equipment lines; a new line of diamond tipped SilverStreak cutoff saw blades; and a new Franzen BS1000 belt grinder, which is soon to take the industry by storm.

Manufactured with German craftmanship, the easy to use Franzen BS1000 belt grinder is suitable for grinding and deburring all kinds of lawnmower blades, hedge trimmer blades, chain saw bars and steel parts. Featuring a high wear resistant sharpening plate, industrial strength belts are designed to sharpen hundreds of blades with just one belt. With a 110V industrial duty motor, the Franzen BS1000 has a quick setup, low vibration, ergonomic working height, easy service and cleaning, and a small footprint, measuring only 24 in. X 24 in. in diameter.

Two Franzen SA6 chainsaw chain sharpeners will be operational in the Stens booth, #7138. Stop by and learn how this profitable investment can shift your employees to other profitable tasks while the machine professionally sharpens your customer’s chain!

Contact us at indoor booth #7138; visit stens.com.

Stihl—Stihl has been defining the future of power equipment for more than 90 years. This year, we’re continuing this legacy of innovation—providing your customers even more options to “pick their power” within the extensive Stihl lineup of gasoline, electric or battery equipment.

Back by popular demand, GIE+EXPO is providing a day exclusively for dealers! Exclusive access to the show floor on Wednesday, October 18th will give you the opportunity to meet one-on-one with exhibitors and preview new products a day ahead of the crowds.

Join us in the Stihl booth for an Oktoberfest celebration from 3:00-7:00 p.m. Enjoy refreshments, a special presentation and a preview of new Stihl products. One lucky Stihl Oktoberfest attendee will win $5,000! (Must be present to win.)

Contact us at indoor booth #5074; visit stihlusa.com.

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EXPOelite Sunbelt Outdoor Products–Sunbelt is a long time participant at GIE+EXPO and is returning for the 2017 show. Come visit the friendly folks at the Sunbelt booth and check out a sampling of premium Sunbelt Parts.

Sunbelt Outdoor Products has been busy expanding its already large 60,000+ product offering and we remain committed to providing an extensive lineup of replacement parts for much of today’s power equipment. Sunbelt also offers a large and expanding selection of accessories, tools and equipment for all types of outdoor work. We have added well over 1,000 part numbers in the last year alone and have big plans for the year ahead!

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.

Sunbelt Outdoor Products is a wholesaler of premium turf products and is ready to help retailers large and small to meet the needs of their customers. Add Sunbelt products to your business! With nine warehouses across the U.S., Sunbelt can help you get the parts you need when you need them.

Contact us at indoor booth #7010; visit aiproducts.com.

TD Partnership Programs—Want to increase sales? Offer Yard Card Financing to your customers. It’s an industry-leading lawn and garden consumer financing program that lets your customers bring home what they need and helps your business grow.

The Yard Card from the TD Partnership Program, division of TD Bank N.A., gives your customers the purchasing power they need to buy what they want with powerful financing offers. After all, customers want and expect payment options; financing can help close sales; and financing enables repeat purchases and helps build customer loyalty.

The Yard Card’s business-friendly benefits enable you to stand out from the competition with attractive financing offers. Additionally, the program’s strong credit limits help your customers buy more. Other key features include instant online transaction processing and fast funding, customer-centric services and marketing support to drive sales and repeat business. Better yet, your store name is imprinted directly on every card.

Contact us at indoor booth #8164; visit tdpartnershipprograms.com/Yard-Card.

Come see Dan and Jessica in the Power Equipment Trade booth #4025 at GIE+EXPO!

Join in on our #PETSelfieSafari fun!

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EXPOelite TriLink Saw Chain—TriLink is pleased to introduce the first true professional 3⁄8 LP chisel chain for the professional market. This chain was designed from the ground up, not just a modified 3⁄8 LP consumer chain, but a true professional chain.

It is a square-cornered razor sharp chisel chain, which is extremely smooth and lighting fast, up to 15% faster than other 3⁄8 LP chains in the market. Benefits of this chain include taller profile cutters for maximum fast chip clearance; enhanced grind geometry for improved cutting efficiency, as well as out of the box sharpness. Centri-Lube reduces friction and increases the life of the chain, while increased chrome thickness offers longer life for the chain.

Specifically designed for the arborists and other professionals that demand performance and have experience in using a chisel chain, this chain is not ANSI approved. It should only be used by experienced end users who have training and knowledge of kick back and the associated dangers of kick back.

Contact us at indoor booth #21104; visit trilinksawchain.com.

Walbro—With 65 years of experience, Walbro has positioned itself as a global market leader in small engine management and control systems. Our comprehensive gallery of superior products includes ignition systems, fuel injection systems, air/fuel management systems, pumps, valves and fuel storage and delivery systems. With manufacturing and engineering facilities in China, Japan, Mexico, Thailand and the U.S., we at Walbro have reach around the world. And for more than five years, our engineers have developed and tested an amazing innovation designed specifically to address the rising ethanol content found in fuel supplies—the Spiral Metering diaphragm carburetor.

What sets the Spiral Metering diaphragm carburetor apart from traditional diaphragm systems is a radical ethanol-proof membrane that renders the system resistant to the additive.

This advanced technology, along with a stainless spiral support, ensures superior engine performance. It also means consistent fuel delivery and exhaust emission throughout the life of small engine products.

While the performance of inferior carburetors is impacted by climate and moisture, the Spiral Metering diaphragm is reliable even in extreme temperatures, and provides exceptional performance whether wet or dry. Rigorous testing of the Spiral Diaphragm demonstrated greatly reduced variations in fuel metering performance, an important factor in advanced emission control carburetors and newer electronic carburetor applications.

Modern fuel blends like E15 (15% ethanol, 85% gasoline) often prove harmful to small engine carburetors that can’t handle the aggressive chemicals and increased moisture that comes with the addition of ethanol. But the ethanol-resistant Spiral Metering diaphragm carburetor from Walbro succeeds where conventional products fail, delivering reliable starts and consistent performance every time.

Contact us at indoor booth #7212; visit walbro.com/walbro-spiral-diaphragm.

Yamaha Motor Corp.—Yamaha Motor Corp., U.S.A., makes one of the most extensive lines of power equipment for personal and professional use from commercial v-twin engines for zero-turn mowers to a range of generators and submersible pumps.

Yamaha’s vertical v-twin engines for the lawn and garden market include the MX775V-EFI, MX800V-EFI and MX825V-EFI. Purpose built for commercial landscape zero-turn mowers with more power and torque than competitive models; Yamaha’s engines deliver a smooth, even cut with consistent speeds even in difficult high-grass conditions. Three valve hemispherical heads, closed loop EFI with variable ignition timing and low-friction design result in the most fuel-efficient engines in their class saving users both time and money.

Yamaha’s SP20E line of submersible water pumps is designed for multipurpose use with utility in both commercial and residential projects.

Featuring the SP20E, SP20ET and SP20ESM models ranging from 24 to 33 lbs., Yamaha’s lightweight pumps are capable of pumping up to 79 GPM or 4,740 GPH through a 2 in. outlet for quick and easy dewatering.

Yamaha’s versatile and reliable line of generators support a wide range of jobs for household, construction, and outdoor use.

Yamaha’s EF5500 and EF7200 top-performing industrial series generators provide power, durability and portability with convenient wheels and handles. Powered by a durable and reliable 358 cc OHV engine, these tough and reliable generators have been engineered for optimum efficiency, resulting in an eight hour runtime on a full load, and 12 hour half load, saving hundreds in reduced fuel costs. For smaller projects for single use equipment, the EF2600 offers an exceptional amount of power in a rugged and cost effective package.

Yamaha’s generators are designed for optimum noise-reduction and fuel-efficiency while meeting the EPA and the CARB emission standards and regulations.

Contact us at indoor booth #1156; visit yamahamotorsports.com/powerproducts.

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INDUSTRYvoices

Don’t Forget About Profit Per Square Foot One of the key indicators on the health of an independent power equipment retailer is profit per square foot.

BY JEFF WINSPER

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t is not unusual for retailers to use various key indicators to measure success. Profit per square foot is one of a few critical metrics to judge the health of an independent power equipment dealer, such as gross margin return on inventory (GMROI), product turnover rates and asset turnover ratios.

Each represent the downstream outcome from everyday decisions, based on longterm strategies.

Case in point, Tractor Supply Co., is keen on continuing to sell more through its existing stores, while using the formula to help forecast its future longterm growth goal of having nearly 2,500 locations nationwide. A considerable feat, since currently they operate about 1,500. At 2,500, they would have as many, if not more locations than Home Depot and Lowes. Of course, the footprint comparison is different, with Tractor Supply having an average of 15,000 sq. feet per store.

As an independent retailer of one store, or maybe even a few branches, may be asking yourself, “there is no way this is an apples-to-apples comparison,” since Tractor Supply has gross sales of about $258/per square foot. On the surface, this has merit, as the larger branches have greater buying clout and more centralized manpower that can be spread across multiple location, as one highlighted advantage. However, on the most basic level, these fundamental metrics can’t be ignored when managing a store of any size.

Knowing profit per square foot is an easy calculation that you can do on the 30

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back of a napkin, but knowing what the next best decision is takes a deft approach to maximizing all of the available opportunities. Let’s say, for example, you want to think about improving your profit per linear foot of wall space.

With about an average about $100/ profit per square (wall) foot according to industry trainer Bob Clements, how do you stack up? What can you do to continuously improve that?

empirical evidence to make smarter supplier decisions. For example, you may now elect to go single line exclusive and add no more SKUs from them; or expand product SKUs from the same company; or use the remaining wall/floor space for a different product category that exceeds the now defunct supplier. Believe it or not, you probably already have the data from your Dealer Management System (DMS)/POS sys-

Product analytics can arm you with very powerful decision making power, especially when sales reps try to convince you to buy more, without the evidence. Perhaps, you ask them what they drive for average profit per square foot (wall or floor) for other dealers to get some perspective.

Consider taking it one step further than just using general ratios relative to the wall length; consider having a more precise understanding which product SKUs are driving the highest margins for each linear foot. Some may have much higher turnover rates, at lower margins, or vice versa that account for the $100. What if you dedicated more linear footage to the optimal higher turnover ratio, that yielded the maximum profit, and sunset the stagnant, or latent inventory that frankly is dragging down your potential? Sure, you may have a couple customers express disappointment that a particular SKU/ product is not available, but that is not nearly as disruptive as if you don’t have product inventory available for the fastest moving product that most likely represents a broader, high repeat customer base.

Take It Further What if you analyzed which one of the power equipment brand’s total product mix offering drives higher margins to the next adjacent “competitor” per linear foot? This could give ample, yet

tem. But to do this, you need product analytics to make these sound decisions.

These product analytics can arm you with very powerful decision making power, especially when sales reps try to convince you to buy more, without the evidence. Perhaps, you ask them what they drive for average profit per square foot (wall or floor) for other dealers to get some perspective. Or ask them if you decided to add more linear feet, if there is a tipping point for maximum revenue per square foot. If they don’t know the answer, then work with them to help them understand that these are the type of decisions you need to keep up with rising costs, and help build the long-term health of your independent power equipment dealership. In the meantime, leverage your own dealer data to maximize your PET opportunities.

Jeff Winsper is the President of Black Ink Technologies, which helps the power equipment industry sell more, faster and smarter. The SaaS platform provides more visibility across the entire supply chain— from a manufacturing plant, to distributor, to territory managers, to dealers, to the local marketplace. Contact jwinsper@ blackinkroi.com.

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Training To Close The Service Skills Gap

High-quality training programs are necessary to arm dealers with the required skills to keep customers happy.

BY EDDIE ANDERSON

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he need for service staff in the power equipment industry has reached a critical point. In fact, the annual ManpowerGroup survey for 2017 shows a shortage in the skilled labor force persists for the seventh consecutive year. Tackling this problem 32

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will be critical to the growth and success of servicing dealers, and as an industry, we must actively invest in the training and education of the next generation workforce to close the gap.

Service can be a key point of differentiation from your competitors—specifically the big box retailers. In fact, independent servicing dealers are taking market share back from these big box stores. We believe this is directly correlated to offering quality service from qualified technicians, and more than ever, service after the sale is critical for customer retention.

Beyond the ability to offer solutions for your customers, if properly managed, service departments can also serve as additional profit centers for your

business. An uninformed or uneducated service technician is going to spend twice the time in troubleshooting—and fixing an issue. Proper training can mean quicker diagnostics and repairs— thus making your service center more profitable.

Without a pool of qualified job applicants and the resources to keep them trained as the industry progresses, dealerships are unable to leverage service as an asset both from a customer service standpoint and a profit generator.

Igniting Interest The first step in building our workforce is generating interest in the industry. A four-year college degree is not

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for everyone, and by the same token not every student that goes to an automotive program will get a job in NASCAR or at HOT ROD magazine. There’s a happy medium, and it starts with engaging students early.

A study by Randstad North America found that 78% of college students in science, technology, engineering and math (STEM) majors knew that they wanted to pursue a career in STEM in high school or earlier, so it’s crucial that we encourage students to pursue these fields at an early age. That’s why many companies—and industry associations—are supporting education initiatives that promote career and technical training.

Over the past 12 years, I have offered teacher education seminars to small engine instructors, from both high school and post-secondary schools, providing them with up-todate instructional materials for educating their students on power equipment.

I have seen first-hand how igniting interest at a young age can impact future career paths in the industry.

Most recently I had the pleasure of hosting a group of educators from the Equipment & Engine Training Council Inc. (EETC), a non-profit association with a mission to address the shortage of qualified service technicians, as part of their 21st annual conference. The event, sponsored by Stihl Inc., provided training and support to educators that teach future technicians for the industry in their schools’ small-engine or power equipment programs.

Surveys show a shortage in the skilled labor force persisting for the seventh consecutive year.

EETC has implemented an impressive school accreditation program with more than 100 high schools and nearly 50 colleges currently on board. Without EETC, and the companies that support it, the unfortunate truth is that many of these programs would cease to exist due to lack of funding or, in some cases, lack of interest from educational administrators. By committing resources to programs that work to generate interest in STEM careers that feed skilled trade jobs, companies are helping to create awareness and excitement, while encouraging others to do the same.

Emphasize Investment Continuing education is crucial even for the most skilled technicians as our industry is constantly evolving with new technologies advancing at a rapid pace. It’s important for dealers to invest

in tools and resources to make training and education an ongoing part of their business model. All training programs are not created equal, and it is important to seek the program that best fits your employees, their skill sets and the needs of your dealership.

There are three key factors dealers should consider when looking to find the ideal service training and education program.

Range Of Skill Sets Your employees may be at different experience levels, and different skill sets require different programs and resources.

A service technician who’s been in the business more than 10 years may require a more advanced curriculum, while a recent high school graduate with a STEM training background, will likely require a different approach.

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Dealers should seek a program, which offers variant levels of training. Stihl, for example, offers four training tiers. These tiers were designed to give the highest-level technicians an opportunity to further enhance their skills through advanced diagnostic and repair training as well as more indepth product knowledge.

Continual Updates, Accessibility As new products are launched into the marketplace and technologies continue to evolve, training and industry education programs must evolve as well. It is crucial that service-based training programs are continually updated with new information to capture the latest trends and technological advancements—especially as it pertains to advancements in equipment diagnostics.

Accessibility of the program should also be considered. Distance-based learning programs can provide maximum flexibility allowing your employees to log-on either during, or after business hours, at your dealership or remotely as needed.

Face-to-face programs should be considered for more advanced and hands-on training. For example, technicians must qualify to attend a three-day seminar at the Stihl headquarters to earn their Gold or Platinum-level status. Those who qualify to attend must pass a certification exam to earn their certificate.

Well-Rounded Curriculum Technical training is the obvious priority, but dealers should also look for a program that offers basic tips for customer service so that the information they’ve gained can be shared in a concise and helpful manner.

For example, a curriculum designed to educate dealership employees on everything from products to customer service, selling skills, and current topics as they relate to the power equipment industry may provide a more well-rounded resource.

While the industry is moving in a positive direction, it’s up to the power equipment industry, manufacturers, dealers and educators to pull our resources and help foster the next generation of professionals.

PET For more information about the EETC or to find out how you and your dealership can get involved in support of vocational programs in your area, visit eetc.org.

To learn about the various training resources available that may be beneficial to your dealership, contact your regional territory manager or manufacturer representative.

Eddie Anderson is the Technical Training Supervisor at Stihl Inc.

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Five Minutes With Briggs & Stratton’s Todd Teske A fixture in the industry, Briggs & Stratton’s Todd Teske talks dealer initatives, the future.

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odd Teske, CEO of Briggs & Stratton (B&S) since January 2010, has spent 21 years with the dealer-friendly company. During his tenure, Teske has led multiple efforts that have positively impacted how dealers better sell and service B&S powered equipment.

Most notably, Teske was a instrumental part of the 2004 acquition of Simplicity Manufacturing and the 2005 acquisition of Murray, Inc., and most recently Billy Goat, which opened up the opTodd Teske portunity for B&S dealers to sell high end consumer and professional wheeled products.

In the 2017 fourth-quarter fiscal report B&S announced a “business optimization program” that will expand Vanguard engine production and add capacity to Ferris output with a new facility while also implementing new resource planning system and other efficiency improvements. The plan will cost $50-$55 million. This includes expanding production of Vanguard commercial engines at its Auburn, Ala. and Statesboro, Ga. manufacturing facilities, with increases expected to be phased in beginning in late fiscal 2018 through the middle of fiscal 2019. The company will also begin production of its Ferris commercial mowers in a new facility near its Munnsville, NY operation during the second half of fiscal 2018.

We caught up with the father of two to talk about the future for B&S, and for B&S dealers.

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Power Equipment Trade: Hurricane season 2017 is looking like it will be among the worst in decades. Tell us about any impact of Hurricane Harvey on operations, dealers, demand or supply chain. What about Irma?

Todd Teske: The recent hurricanes have been devastating to the impacted regions. We have a lot of experience mobilizing our team to help those in need when these types of storms create such devastation. This year has been no different. As we saw these storms developing, we mobilized our storm logistics and disaster response teams to stage and ship the product to areas that were expected to be impacted. We also began coordinating our support team, including our Answer Center and dealer network to provide help as well. It breaks your heart to see people struggle with natural disasters so we want to be there for them in their time of need.

PET: Looking at the $50-55 million [Business Optimization Program that includes] the production of Vanguard engines in the U.S. and the new, expanded Ferris facility, tell us about the thinking that went into that?

TT: A sizable part of the Business Optimization Program is the continued investment to accelerate our commercial growth. We launched the Vanguard engine manufacturing system in our Auburn, Ala. plant a few years ago when we started to make 810 cc engines so now we are using the system to produce the full line of twin cylinder Vanguards. U.S. based production of these engines will allow us to be closer to our customers to provide better service and support.

Regarding the new Ferris facility, we simply outgrew the Munnsville location given our success in the commercial mower market. Our team has done a great job of making the most out of the current location so I am really excited to see what they are able to do with a more conventional production layout.

PET: What, if any, dealer initiatives or programs is B&S currently pursuing and planning?

TT: The Business Optimization Program is a major initiative to improve our dealer business. We are upgrading our computer system that will serve to be the foundation for business improvements, including making it easier for the dealers to do business with us.

We are refreshing the Simplicity offerings, innovating across the Billy Goat line and expanding our Allmand products to include towable air compressors and generators. We are expanding our InfoHub connected products that will help users better understand what is happening with their equipment while helping dealers more effectively troubleshoot and service the equipment.

We’ve also invested in, and worked closely with, Power Distributors (PD), our North American distribution partners, to evolve our network that provides superior support to dealers and users of our engines and products.

PET: How important is the dealer going to be as cities are moving to mixed use communities and projecting more and more millennials in high rises?

TT: We believe dealers will continue to play an integral part in the power equipment industry whether it is in a city, suburb or rural location. In some ways, we expect products to be more complicated as things like electronics are integrated with mechanical equipment.

It is important for dealers to keep up to date with state-of-the art offerings and to improve their offering with better, faster service. To this end, we have invested in technology to streamline training and support resources that allow the dealer to stay current with new developments.

We view the dealer channel as an integral part of our offerings to the market and will continue to invest in those PET relationships.

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User Tested User Approved Can battery power really compare to gas? One prosumer gives his answer.

XBU02Z Blower

BY MARK ANDERSON EDITOR’S NOTE: Makita provided three products from its new 18V X2 cordless power equipment line to PET for testing and review. All opinions shared here by the tester are his own.

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as neighbors who see me outside in the evenings trimming or blowing but don’t hear me disrupting their evenings while trimming or blowing.

imply put, I love this equipment. A former user of gas powered products, I saw no significant drop off in desired power. I am what my dealer would call a prosumer; I am a homeowner with .35 acre of land in the city, as well as a parcel of 900 acres used mainly for hunting in the county. I took the fleet of products to both locations for general maintenance and clean up. or me, the biggest advantage this lineup offered was the interchangeable and rapidly recharging batteries. It was such a pain to be constantly running to the store to get more fuel or have to siphon fuel from one piece of equipment to another—especially when working on the land where the closest store is miles away. The battery life has been excellent and provides several hours of work on just one charge. Even when I am working non-stop, I find that if I put a backup set on the charger, they have fully recharged before the ones in use are depleted. As a benefit when I am working on our home, the reduced noise allows me to work later in the night without disrupting my children or neighbors.

I have recommended these to my elderly parents as a solution to heavier gas products, as well

This blower has been phenomenal to use. It is every bit as powerful as my handheld gas-powered from a different brand but so much lighter. Both my wife and 12-year-old son can easily operate this blower. And thanks to the ability to adjust the power, I’ve been able to use it in delicate areas of the garden and wide-open spaces on the farm.

The flexibility in tight spaces made last minute chores a breeze, since the lack of exhaust allows me to use the blower in enclosed spaces.

XRU09Z Trimmer Again, I found this unit is every bit as powerful as the gas units I have used in the yard with much less weight and noise. I can edge my entire yard on about half a charge. I recently completely overhauled the design of a portion of the backyard and this trimmer was able to handle weeds, vines and soft bark seedlings without needing special line.

XCU03PTX1 Saw I was shocked at this unit’s power. I didn’t believe that a battery chain saw would have enough power to clear out the overgrown trees and shrubs. I was wrong. I was able to trim through branches and downed limbs that were nearly 1 ft. diameter, as well as fell a tree about 3 ft. diameter with the standard size bar and the 3/8 in. x .050 in. chain.

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DEALERspotlight

Fish, Turtles, Hamsters Trimmers, Blowers, Saws

West Virginia’s Elkins Equipment is one of the most uniquely diversified dealerships PET magazine has ever seen.

BY JESSICA JOHNSON

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lkins Equipment Co., located in Elkins, WV, has a simple motto according to Co-Owner Barbara Wallace: Whether it be a reptile or a lawnmower, Elkins takes pride in being able to service both.

Yes, you read that right: Steps away from the full range of Stihl handheld products, Wallace’s Elkins Equipment Co. stocks birds, fish, small animals and reptiles. Wallace says that before she took ownership, the dealership was already selling both fish and handheld equipment, with a very busy shop in the 38

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mer, Elkins’ mechanic was working back for handhelds as well as wheeled with an eight-week turnaround on repair products, when a fellow business owner jobs, about 200 units from the area. in the town asked if Wallace would be Wallace says she is used to people interested in acquiring her inventory— unfamiliar with her shop to be surprised she operated the local pet store. she’s got pets and gas engines: “People “She had birds and small animals,” always ask me, ‘Is there anything you Wallace explains, “We’ve kept exdon’t have?’” panding. We now sell aquariums and PET animal supplies, and we sell all small animals.”

The dealership keeps a stock of iguanas, frogs, hamsters, snakes, mice, in addition to saltwater and freshwater fish and domesticated birds, to name a few.

And while the pet side of the business is booming in the winter, and steady throughout the year, Wallace says she is still committed to servicing equipment and selling Stihl products. When Not very often that one sees chain saws and pets and pet PET visited in the sumaccessories sold from the same storefront

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SHOWroom FEATUREproduct

Ariens Classic 24 Sno-Thro New this year, Ariens has released a line of snow blowers with a lower price point, allowing dealers a chance to introduce customers to Ariens at a without sacrificing several of the features the brand is known for. The Ariens Classic 24, available with a 24-in. housing, is the ideal machine for homeowners in urban settings where storage space is at a premium.

The unit also features a durable, industry-leading all-steel construction. The steel components of the Classic 24 include the chute, dash and skid shoes, making the Classic a much

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more durable option than other units in this entry-level prince point.

The Classic 24 was also designed with a superior top-loaded aluminum gear case, which helps prevent oil from leaking out of the unit.

The Classic 24 is available at a MSRP promotional price of $699, and can be purchased now at dealers in the U.S. and Canada. The units come backed with a three-year residential warranty.

Visit ariens.com.

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SHOWroom

TECHNOLOGY Black Ink EyeOn Product Suite

you learn what creates the most value and demand for you so you can stock it and track your success.

EyeOn Demand also lets you know when high-value customers haven’t visited your store in some time, so you can quickly target them with incentives and new product advertisements to make sure you keep their value in your store.

Visit blackinktech.com.

INDUSTRIAL MacKissic Mighty Mac

Customer demand is a strong term—it means people want what you are selling, and it means getting more of the right people in your door.

Black Ink’s EyeOn Demand Product Suite is advanced analytics that unlocks the customer insights needed, delivered in real-time. The platform sifts through order history, sales history, customer value and area demographics to show you the best products to attract the highest value customers who will spend time and money in your stores again and again. Black Ink helps

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The MacKissic Mighty Mac 12P series is the right shredder-chipper for the homeowner looking for toughness, versatility and speed for the big jobs.

You’ll get dependable, professional-level operation in a machine that can be used season after season, year after year for debris clean up, gardening and landscaping. The 12P’s 3.5 in. chipping capacity, rotor and flywheel weight, 24 heat treated hammers, large feed hoppers, centrifugal clutch and available assortment of discharge screens, enable the operator to get the job done fast and easily.

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SHOWroom All models have pneumatic tires and are offered with either two wheels and handlebars (12P) or four wheels and a tow bar (12PT). An optional electric start towable unit (12PTE) is also available.

Visit mackissic.com.

PARTS & ACCESSORIES

adjustable angle back rest, lumbar support and flip up arm rests. Operator weight control is easily adjusted with a single knob.

This seat is designed to fit most brands of commercial zero-turn mowers with the standard bolt mounting pattern of 11 ¼ in. wide by 11 in. front to back.

The V5400 offers over 2 in. of suspension travel to give the operator the smoothest ride possible.

Visit seat-warehouse.com.

Rotary Belts

Over 25 new premium quality belts are among more than 9,500 items featured in Rotary’s 2017 Master Parts catalog. Replacements for all the popular brands are included in a special 65-page section of the catalog with photos, illustrations and descriptions.

Rotary offers more than 3,000 different belts for power equipment, including heavy-duty belts reinforced with high-strength aramid fiber and 2-ply construction. Rotary’s complete line of belts is engineered to meet rigid operating standards with excellent resistance to heat, oil and abrasion.

Other related items include belt idlers, flat idlers and v-idlers, as well as belt, spindle, idler and transmission pulleys. Rotary also has edger pulleys and a bushing assortment for idler pulleys.

Rotary’s 2017 master catalog includes over 1,625 pages with many hard-to-find and discontinued parts. The entire catalog may be downloaded in a PDF format from the company’s user-friendly web site.

Visit rotarycorp.com.

Milsco V5400 Seat Seat Warehouse recently introduced the Milsco V5400 air ride suspension seat designed to fit commercial zero-turn mowers. This premium high back air ride suspension seat has a durable, heavy duty waterproof vacuumed formed vinyl covering with an POWER EQUIPMENT TRADE

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USLMRA Celebrates Silver Anniversary USLMRA Driver of the Year Mike Enos

The Sta-Bil Lawnmower Racing Series crowns 25th anniversary champions, celebrates another successful season.

Finals were held Labor Day weekend.

BY BRUCE KAUFMAN

Ore. More than 120 USLMRA races hosted by a network of 40 affiliated clubs and local chapters across the country added to American’s enjoyment of affordable family fun.

The ninth annual induction ceremonies for the USLMRA Lawnmower Racing Hall of Fame saw the high honor of membership bestowed upon Rocket Man Racing and the Organizing Committee of the St. Mary’s County Maryland Sta-Bil National Races during a visit of racers and officials of the British Lawnmower Racing Assn., which will celebrate its 50th Anniversary in 2022.

A 25th Anniversary Regional Championship program, digital archives project, April Fool’s Day “Mower to the Moon” contest and “Greatest Lawn Star” sweepstakes added to the silver

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awnmower racers from 16 states converged in the American Heartland over Labor Day Weekend for the 25th Anniversary StaBil 360 Performance Finals, the culminating event of the 25th Anniversary U.S. Lawnmower Racing Assn.

(USLMRA) season.

With 93 racing lawnmowers in 10 classes, the dirt flew at River Bottom Raceway, in Carlisle, Ia. Home track of the Central Iowa Lawnmower Racing Assn. as USLMRA racers battled for the ultimate prizes that celebrate turning a weekend chore into a competitive sport.

“Our 25th Anniversary Sta-Bil National Lawnmower Racing Series was a grand success,” notes USLMRA President Bruce Kaufman, known as Mr. Mow It All. “ We raced from coast to coast, hosted the British Lawnmower Racing Association, appeared live on Fox & Friends to celebrate our April Fool’s Day birthday and celebrated much of which makes America great: family, fun, mechanical ingenuity and racing lawn mowers at up to 60 MPH.” The 17-race 2017 Sta-Bil National Series saw racing at the Florida and Illinois State Fairs and at dedicated lawnmower tracks in Avon Park, Fla., Carlisle, Ia., Claremore, Okla., Gun Festivities included USLMRA Hall of Fame inductions.

Barrel City, Tex. and Wamic, 44

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Chuck Miller, 2017 BP Class U.S. Champion

anniversary “mowtivation.” USLMRA also welcomed a new sponsor, M.E. Miller Tire Co., and continued with long-time partner K&N Filters.

“Thanks to Sta-Bil fuel stabilizer for creating the USLMRA 25 years ago,” adds Kaufman. “What started out as a short-term project has grown to become a beloved slice of American culture.

Grandpas, granddaughters, husbands, wives, uncles, nieces, brothers and sisters all race together for no money, solely for the love of sport and fellowship, family fun and adventure. Today, we need that PET more than ever.”

Results for the 2016 Sta-Bil 360 Performance Finals can be found online, visit speedhive.mylaps. com/Events/1452614. For information on the USLMRA, visit letsmow.com. Bruce Kaufman, “Mr. Mow It All”, is USLMRA President and Executive Director, responsible for association operations, finance, chapter development and marketing. Kaufman is also Sr. Manager of Corporate Communications for USLMRA Title Sponsor Gold Eagle Co., responsible for public relations, event marketing, corporate communications and company culture development.

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DE,MD,NJ,NY,PA,VA,W.VA,NH,VT,CT,RI,ME

For more information about placing your ad in PET’s Distributor Library Section

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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 Helpful Hacks For Online Marketing Business to business marketing can be tricky for companies trying to break into a competitive marketplace with niche goods and services. Your offering might be practical and useful, but the product itself may seem mundane. Here are four hacks to help you rise to the challenge and convince a business client that you’re the go-to guys with the best solutions.

Get Creative If you’re passionate about your product then use a little imagination to get the message across creatively to potential customers. This is an indirect way of getting buyers on board and displaying your expertise and authority.

Pharmaceutical brand Novartis created a “Beautiful Medicine” campaign that takes potential customers on an inspirational journey explaining how nature has shaped culture and medicine throughout human history. An approach like this works well to convince new customers that you’re committed to what you do and can be trusted.

Blog Writing a regular web site blog can work wonders for engaging business customers in any specialist niche — like agricultural equipment. You can create posts about the latest developments in the industry or innovative products you’ve just started stocking.

A blog can bring personality to your brand by humanizing your business with photos and videos of staff and community events you may be involved in. Regularly refreshed content can also contain keywords that keep you on top of search engine results rankings—blogging has many varied benefits.

they’re on the move. Social media is another way to inject personality into brands—it might not drive sales immediately but it’ll increase awareness and is inexpensive to use.

Your business can boom if you approach marketing from a slightly different angle; these four hacks should help you spread the word about your brilliance.

Source: B2B—4 Marketing Hacks To Help Connect With Business Customers, Endri Hasanaj, customerthink.com/b2b-4-marketing-hacks-to-help-connect-with-business-customers

PETevents 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.

FEBRUARY 5—Northeast Equip. Dealers Assn. regional meeting, Concord, NH. Call 800-932-0607; visit ne-equip.com.

FEBRUARY 7—Northeast Equip. Dealers Assn. regional meeting, Lancaster, Pa. Call 800-932-0607; visit ne-equip.com.

FEBRUARY 8—Northeast Equip. Dealers Assn. regional meeting, Liverpool, NY. Call 800-932-0607; visit ne-equip.com.

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

ADlink

Testimonials Trust is a big issue for businesspeople—if they’re parting with a substantial amount of cash for your offering they want to know they’ll get their money’s worth.

Traditionally, word of mouth recommendations went a long way in the business-to-business community. The digital equivalents are testimonials: Most surveys estimate at least 50% of business buyers rely on peer recommendations before parting with their cash. If any of your existing customers are willing to provide a brief quote and a photo of them using your products, place this prominently on your web site with a great call to action attached. This method engages and convinces customers quickly and drives them towards making a purchase or seeking more information.

If you’re plugged into the Google Local network then good reviews can appear next to your business listing on Google Maps and Search. This means customers immediately get a good grasp of your high service quality.

Social Media Getting a grip on social media is a great way to engage with customers and eventually creates a community of online advocates who’ll help grow your business.

Using Facebook Business services allows you to post interactive content that’s shared in an instant. And as long as your content’s optimized for mobile, then buyers can access it when

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

ADVERTISER

PG NO.

PHONE NUMBER

Ahlborn Equipment 7 800.472.7600 American Honda Power Equipment 11 B3C Fuel Solutions 55 834.347.0482 Briggs & Stratton 14 414.259.5748 C-Systems Software 40 817.649.3100 Cannon Bar Works 27 888.604.9990 Echo 21 800.432.3246 Eureka Chemical 42 650.761.3536 Gold Eagle 5,9 312.376.4400 Heftee Industries 34 800.755.7540 15 800.487.5951 Husqvarna Forest & Garden MacKissic 6 800.348.1117 Makita USA 28 800.4 MAKITA Masport 35 +64 9 571 5888 23 703.549.7600 Outdoor Power Equipment Institute Pferd 41 800.342.9015 Prufrex Innovative Power Products 8 +49 9103 7953 0 Rapco Industries 34 800.959.6130 31,42,56 800.841.3989 Rotary Seat Warehouse 34 855.700.7328 10 800.457.7444 Stens Stihl 2 757.486.9100 Sunbelt Outdoor Products 43 800.438.0660 TD Retail Card Services 41 800.538.3638 Trilink Saw Chain 39 877.492.9829 Walbro 35 520.229.5657 Yamaha 39 800.962.7926 ADLINK is a free service for advertisers and readers. The publisher assumes no liability for errors or omissions.

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DEALERtodealer

What’s That Noise?

Sights, Sounds At GIE DALE STOTTS

Dale Stotts gives a dealer perspective on the popular GIE+EXPO.

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ere you are: It is October and there are loud noises at the GIE+EXPO show. No it isn’t sound of horses hooves; it isn’t the roar of racing engines but instead the mixture of engine noise and folks talking, all at the outdoor arena with numerous manufacturers demonstrating their power equipment.

No matter what changes, and there have been a few since my first visit, there will always be a few constants.

First, and possibly the most important observation, there is an extreme amount of walking. It makes no difference whether you only view and visit indoor exhibits or focus totally on the outdoor hands-on exhibitors. Be prepared with comfortable shoes because your feet will be tired at the end of each day you explore this show. I will also point out; if you are like the normal attendee you will walk both areas, because your interest in something will be piqued, and quite often you will return to take one more look before you return home.

Additionally, there will be many new products showcased, numerous manufacturer “samples” and promo giveaways as well as piles of literature for you to take back and review at your business.

Finally, you will not want for something to eat since there are several areas offering food, depending on your taste as well as your pocketbook. The major point of this show is to offer everyone the premier venue to observe, visit about any product or manufacturer associated with these industries.

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What are some of the changes from the 1990s through this year’s show?

Naturally, the size of the show; but, it no longer is just a show with fossil fueled products. Today, as in a few past years, you will see extreme amounts of battery-powered product and yes, even from traditional gasoline-powered manufacturers. Before you decide to avoid, overlook or even have the predisposition your customer base isn’t interested, you might want to open your mind and not only view but also listen to these manufacturers.

shown at the show, the next step is seeing what educational requirements will be needed for the future as well as current service technicians. Regardless of whether the product is battery-powered or gasoline-powered, all products will need service as well as replacement parts.

Finally, this show has some excellent business advisors who will lecture, demonstrate and answer questions to help a person grow their business in this new century. Whether you are a sales and service dealership owner or service technician, this show is the one place

Whether you are a sales and service dealership or service technician, this show is the one place you can learn about current and new trends in the ever-changing technological society we are living and working in.

In this new age of consumers many are looking for, purchasing and straying away from the use of products which require gasoline power. Understandably so when many of those of the younger generation are more environmentally conscious, have smaller yards to maintain and looking for a way to avoid the repair and maintenance of the gasoline units.

I’m not saying the future is only for the battery-powered products. This is not the total answer when doing large yards, harvesting trees, or working with large landscaping acreage or cultivating large food producing areas. So when looking around at gasoline-powered products you will find some interesting innovations, designed not only for extra power but especially using less fuel, which relates to a significant cost savings to one’s bottom line.

With all the new innovations being

you can learn about current and new trends in the ever-changing technological society we are living and working in.

Now to show my age, when I first started attending this show it was called “The Lawn & Garden Expo.” One of the display areas indoors was held on a basketball court. So now I’ve shown my age, given you some helpful hints, it is up to you how you view this show. Good luck, get plenty of rest and a final note, be sure to bring your business cards. You will want to leave as many as possible so those you are interested in will be able to contact you at a later date.

The time will fly fast during your PET visit.

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

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