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POWERlines

A Hatton-Brown Publication www.poweret.com

JESSICA JOHNSON

They Said It Best

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efore you flip the calendar to yet another year, it’s always best to pause and reflect on the highlights of the previous. Okay, it’s really a good idea to reflect on the lowlights too, but as the blinking twinkle of the Christmas tree shines on my computer it’s hard to think of my failures over the past year. I once read a very powerful essay about how being grateful for just one thing each day and being intentional about that gratitude can be life changing. Seems like a no-brainer, huh?

But other than in the month of November, how often do you stop and intentionally think about something, no matter how mundane, you are grateful for in your life? I do around the beginning of October, when my twin little boys have another birthday. It’s funny how kids symbolize so many things for adults—the passing of time, the ability to do things different, better, or in some cases the same as they were done in our own childhoods. But other than those handful of months? I’m thinking about work I didn’t finish or what I plans I need to put in place for the future.

When I look back on Power Equipment Trade’s 2018 I see more dealer features than ever before and I am grateful. Our issues are not possible without the men and women who open their doors to some dusty, and at times crusty, reporters with notebooks and cameras for a snapshot of their livelihoods.

I’m grateful that across the pages we put out in 2018 we had a fair share of pearls of wisdom. As you reflect on this year, and hopefully take a moment to intentionally be grateful for whatever life might have thrown you this year—let these nuggets sink in. They might just help make your 2019 the best ever. ● “Dealers should be solutions orientated and anticipate the needs of the professional user in order to provide the right solutions before the request even comes up. A solutions-orientated dealer will present you options that you haven’t even thought of yet.”— Jeff Dewosky, Husqvarna ● “We try to explain to people that changing the oil on your mower annually is no different than changing the oil on your car.”—Bill Koser, Brown’s Small Engine Repair ● “Our mission is to be easy and enjoyable to do business with, so that when people think of lawn care equipment they think of us, not Home Depot, Lowe’s or any other home center chain.”—Ray Hedgecock, Powerhouse Outdoor Equipment, Valdosta, Ga. So, this coming year is not a survey year, which means we will all have to wait a while before PET’s “official” results come out regarding how everyone felt about sales this year.

Here’s a look at what over 300 responding dealers said their 2016 compared to 2017 annual sales looked like. How was 2018 for you? I am always interested to know how our dealer-readers are doing: Drop me a line and let me know, my inbox is always open.

As Dale Stotts says in this month’s Dealer to Dealer column, may you have a healthy and successful new year.

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

Co-Publisher/Adv. Sales Manager David H. Ramsey Co-Publisher/Executive Editor David (DK) Knight Chief Operating Officer Dianne C. Sullivan Publishing Office Street Address: 225 Hanrick Street Montgomery, AL 36104-3317 Mailing Address P.O. Box 2268 Montgomery, AL 36102-2268 Tel: (334) 834-1170 Fax: (334) 834-4525 Editor-in-Chief n Rich Donnell Managing Editor n Jessica Johnson Editorial Adviser n Dan Shell Senior Assoc. Editor n David Abbott Associate Editor n Jay Donnell Contributing Writers Greg German, Sam Stearns, Dale Stotts Art Director n Cindy Segrest Ad Prod. Coordinator n Patti Campbell Circulation Director n Rhonda Thomas Marketing/Media n Jordan Anderson Advertising Sales Southern U.S. Randy Reagor Tel: (904) 393-7968 Fax: (334) 834-4525 E-mail: randy@hattonbrown.com Midwest U.S., Eastern Canada John Simmons Tel: (905) 666-0258 Fax: (905) 666-0778 E-mail: jsimmons@idirect.com Western U.S. & Canada Susan Windham Tel: (334) 834-1170 Fax: (334) 834-4525 Email: windham.susan4@gmail.com Europe & Scandinavia Murray Brett Tel: +34 96 640 4165 +34 96 640 4048 Email: murray.brett@abasol.net Distributor Library Kathy Sternenberg Tel: (251) 928-4962 ksternenberg@bellsouth.net Classified Advertising Bridget DeVane Tel: (334) 699-7837 (800) 669-5613 bdevane7@hotmail.com Reprint Sales Patti Campbell Tel: (800) 669-5613 patti@hattonbrown.com

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Volume 67

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Number 6

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DECEMBER 2018

Our 729th Consecutive Issue

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Founded in 1952

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

FEATUREstories

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CASCADE POWER

Log Trucker Turned Dealer

GIE+EXPO SHOW REPORT

All The News Straight From Louisville

TRIMMER, BRUSHCUTTER PREVIEW Wholegoods, Accessories

CAROLINA POWER EQUIPMENT

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One Stop Shop In South Carolina

VALUEadded Power Suppliers ______________________________ 6 Editorial Index _______________________________ 27 Showroom __________________________________30 Distributor Library ___________________________ 32 PowerWorks ________________________________36 PETcetera/Ad Index __________________________ 37 Dealer To Dealer _____________________________38

COVERphoto High school sweethearts Angela and Steve Krause saw a need in their growing Oregon community and filled it with Cascade Outdoor Power Equipment, beginning on Page 8. (Cover photo by Dan Shell; Cover design by Shelley Smith)

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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 ® 2018. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Periodicals postage paid at Montgomery, Ala. and additional mailing offices.

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

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

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POWERsuppliers Exmark VP, GM Retires New GM Chosen Exmark recently announced the upcoming retirement of its vice president and leader, Judy Altmaier, on January 4, 2019. Daryn Walters, director of marketing, has been promoted to the role of general manager for Exmark.

Altmaier has been with The Toro Co., the parent company of Exmark, since October 2009. After nearly four years in operations at Toro, Altmaier returned to her native Nebraska to take over the leadership role at Exmark in July 2013.

Altmaier said she’s looking forward to spending additional time with her husband, David, and their children and grandchildren. She has plans to work with some non-profits and serve on a corporate board.

Walters moved into the general manager role at Exmark on November 1, 2018. Previously the company’s director of marketing, Walters has been with the company since 2006.

New Sales Director For Lastec U.S.

Lastec, manufacturer of residential and commercial turf equipment headquartered in Indianapolis, Ind., has named Ryan Cheek as Sales Director for the U.S. operation.

“This is an opportune time to join Lastec with new initiatives and a growing product range for residential and commercial customers,” Cheek says. “I am honored to be a part of this innovative, employee-owned company that has earned an excellent global reputation in the golf and turf industry for more than 25 years.”

He brings more than 20 years of experience in sales, marketing and operation management for a major power equipment company—with significant experience in growing brands, building strong planning processes, and creating branded experiences across multiple platforms to grow business.

Walker Mfg. Opens Walker Distributing

Walker Manufacturing Co. of Fort Collins, Colo. has announced the formation of a new distribution entity for its brand. Effective October 1, 2018, Walker Distributing Co. began formal operation as the territory distributor for the majority of Texas, Kansas, Tennessee, 6

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Husqvarna Group exhibited at the Pacific Logging Congress near Corvallis, Ore. in late September.

The event featured 40 exhibitors, many with live equipment ranging from the saws seen here to the largest tower yards and log handling equipment. Hundreds of local high school students who toured the show and were given an up-close look at potential career opportunities.

The event drew more than 2,000 overall.

PERC Awards Louisville National Sustainability Prize The Louisville, Ky. metro government was recognized as the 2018 Green Leadership City, a distinction awarded by the Propane Education & Research Council (PERC), a Washington, D.C.-based national non-profit organization. The award recognizes the city for its adoption of clean, propane-powered mowers, among other environmentally-friendly programs that support the city’s highly-regarded sustainability plan.

Mayor Greg Fischer accepted a $5,000 donation from PERC at a celebration event at Sun Valley Park with city officials and Parks & Recreation Department employees, who operate the propane mowers regularly.

Earlier this year, Louisville added 11 propane mowers to its Metro Fleet Division, with plans to continue transitioning to propane equipment as the city’s 68 remaining gasoline mowers wear out. According to the city, it will also cost approximately 25% less to operate a propane mower over the life of the unit because of the lower cost of propane.

“Propane mowers help us improve upon our long-term sustainability goals as a city while also being prudent with the taxpayer’s money,” says Fischer. “Anytime we can make operational changes that improve the community’s quality of life while saving on costs is a win-win.”

Five departments that manage grass growth on city properties, as well as vacant and abandoned private properties, including the Louisville Zoo, the Vacant Lots Division of Codes & Regulations, Parks & Recreation, Public Works and the Metro Facilities Division, use the propane mowers. Because of their lower emissions profile, propane mowers allow city crews to continue mowing on Air Quality Alert Days, when mowing with both commercial and residential gasoline equipment is discouraged to avoid adding to ground-level pollution. all of Kentucky and the Oklahoma panhandle. The new company will be the first stage of two-step distribution in these regions—supplying Walker Mower finished goods and parts to dealers throughout these territories.

In preparation for the new company, Walker hired Alan Metzger as general manager. Metzger is from the Fort Collins area and has a wide scope of sales, marketing and engineering experience from working in various automotive,

power and aircraft industries for over 30 years. Previous employers include General Motors, Woodward Governor and General Electric. He has a BSEE from Colorado State University and a Masters of Theological Studies from Liberty University.

“Our investment in opening this company reaffirms Walker’s commitment to the two-step distribution program we started with over thirty years ago,” notes Bob Walker, President of Walker

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POWERsuppliers Manufacturing Co., “We believe the best way for our dealers and customers to get full value from our product is through the dedication of strong distributors who are focused on supporting sales with service.”

Briggs, Sta-Bil Partner For Education

Briggs & Stratton and Sta-Bil are joining forces to help homeowners protect their small engines and keep them running smoother and longer. Moving forward, Sta-Bil fuel stabilizers will be recommended by Briggs & Stratton for use in all Briggs & Stratton engines.

In addition, the two companies will work together on a consumer education campaign launching in spring 2019. The campaign will focus on reminding homeowners about the importance of using a fuel stabilizer to help combat problems related to stale gas and issues ethanol blended fuels can cause to small gas-powered engines.

The need for extensive education is peaking as a 2018 omnibus survey conducted by Briggs & Stratton of 442 homeowners with gas-powered lawnmowers uncovered a greater need for consumer education about the importance of fuel stabilizer and proper fuel management. More than a third (34%) of respondents who have the primary responsibility for mowing the lawn said they have never used fuel treatment and only 27% reported using a fuel stabilizer on a regular basis.

German Wheel Loader Debuts At GIE+EXPO

German wheel loader brand Schäffer made its U.S. debut at GIE+EXPO 2018. DFD Loaders announced their exclusive U.S. distribution of Schäffer construction wheel loaders on Thursday of the three-day show. DFD Loaders expects a strong entry into the compact wheel loader space, given Schäffer’s global reputation for quality-engineered equipment that fills gaps not offered by current equipment offered in the U.S. Handpicked to meet the needs of the landscape, tree care, construction, snow removal and property maintenance industries, Schäffer’s entire U.S. product lineup meets EPA Tier 4 Final/EU Stage IIIB emission standards and is compatible with most skid steer attachments in the market, due to a universal quick-connect headstock, which comes

Project EverGreen Launches Heroes Helping Heroes An arm of Project EverGreen’s popular GreenCare and SnowCare for Troops, Heores Helping Heroes includes veterans, active-duty military members or first responders who have registered to provide complimentary lawn care, basic landscape or snow plowing services to families of deployed military personnel. For a group of these volunteers, paying it forward takes on a special meaning, especially when they and their families have walked in the same shoes of the people they are helping out each and every time they cut grass, fertilize a lawn or plow a driveway.

“Not only have these individuals proudly served or are currently serving our country, but they are willing to go the extra mile and help military families during their time of greatest need,” says Cindy Code, Executive Director of the Project EverGreen.

Tyler Dixon, owner of Dixon Landscaping & Design in High Point, NC, and a 15-year Navy veteran, is a GreenCare for Troops volunteer and knows full well how valuable the services both programs are to military families. He also knows how meaningful it is for the volunteers.

“Members of the military and their families are used to handling everything on their own, and they are reluctant to reach out and ask for help. They think they can handle it,” says Dixon.

He adds, “The emotional, mental and physical support is gone. The impact of both programs on military families is far greater than a volunteer will ever know.”

Project EverGreen’s Heroes Helping Heroes volunteers serve in Nebraska, Texas, Georgia, Minnesota, Maryland, North Carolina, Pennsylvaia, Virginia, Ohio, Indiana, Florida, New York and New Jersey. They are police officers, active duty military members, veterans and members of the National Guard.

If you are interested in registering to become a GreenCare or SnowCare for Troops volunteer and helping the family of deployed military personnel in call 888/611-2955 or visit projectevergreen.org/greencare-and-snowcare-for-troops. standard. Other notable design features include patented technology, which makes the center pivot considerably stronger than those of competing products and virtually indestructible, as well as original Schäffer axles designed specifically for high thrust forces.

Rotary Adds To Sales Team

Rotary Corp. has expanded its sales division with the appointment of two new territory managers, according to an announcement by Mark Smith, Vice President of Sales and Marketing.

Ben Harman, who has owned a power equipment dealership, joins the company as territory sales manager for Louisiana. Harman has also managed a servicing dealership and has sales experience as a manufacturer’s representative for an engine company.

“Ben brings hands-on experience as a former owner of a dealership,” comments Smith. “He can certainly relate to

the challenges and opportunities facing servicing dealers and we are excited to have him on our sales team. He will be a great addition as we continue to strengthen our longstanding relationships with independent dealers.”

Also joining Rotary is Aaron Schraw, who has been named territory sales manager for the company’s western Kentucky and western Tennessee regions. Previously the manager of an outdoor specialty company, Schraw replaces Jason Wiggins who has joined Rotary’s international sales team.

Both Harman and Schraw will be involved in business development, sales and customer support for dealers throughout their regions.

“Our dealer base has increased as demand for our products continues to grow. Our commitment to dealers ensures long term success through a partnership that is centered on trust and reliability. This business philosophy remains at the very core of our sales strategy,” Smith says.

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Saw Shop Grows, Meets Evolving Market Taking advantage of market opportunities and growth, Cascade Outdoor Power Equipment builds on success.

BY DAN SHELL LEBANON, Ore. hen he started his dealership back in 2009, former log truck driver and new Cascade Outdoor Power Equipment owner Steve Krause knew Oregon’s Lebanon-Sweet Home market needed a good saw shop to work with local timber fallers and other saw users and customers in the re-

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gion. Barely 10 years later and after a move to a better location, the dealership has made good on that objective and is also much more than a saw shop after expanding into wheeled and industrial equipment.

Along the way, Steve and his wife, Angela, have built a thriving and growing business in a market with plenty of upside. Both 48, the couple are high school sweethearts who grew up in nearby Sweet Home.

Steve is a former log truck driver who operated a big rig for 16 years and decided he’d like to do something else.

At the time—2009, bottom of the recession—there were only two small lawn and garden equipment retailers in the Lebanon-Sweet Home area. Steve had seen a need for a saw shop to work with the area’s manual timber cutters and

mechanized loggers who use bar-chain systems on their equipment.

Angela formerly worked at an auto repair business, then was an international logistics coordinator with a large grass seed company for the first few years after they started their own business. In addition to working full-time, she kept the books for the dealership in the evenings and weekends.

The dealership began in a different location, more of a warehouse than a retail facility Angela remembers. In 2011 and 2012, two big events happened: Angela was able to move to Cascade Outdoor Power Equipment full-time as a co-owner along with Steve, and the business moved to its current location.

“This was a former rental company before we moved in, and it already had the parts counter, showroom area and

Cascade Outdoor Power Equipment’s main equipment lines include Stihl, Husqvarna, Honda and Echo.

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service areas built in, so this building was much more conducive to retailing than where we were,” Angela says.

The new facility was away from the city core and out near the airport, and while Angela thought initially the location was a bit out of the way, she’s now realized it’s actually less congested not being along the Hwy 20 corridor in the downtown area. Plus it’s more convenient for customers coming from outside the Lebanon-Sweet Home area, and easier to find and along a state highway truck bypass.

“It doesn’t seem like we have that much more visibility here, but business really exploded when we moved here,” she says The business had started off as a Stihl-only dealership, then added Husqvarna a year later. The two lines were must-haves for a shop that wants to cater to the region’s loggers and manual falling contractors, Steve says.

Yet adding the Husqvarna line also brought new opportunities in the 4-stroke and lawn and garden markets. “Did we know that when we started selling mowers people would start bringing us any machine that cuts grass? No,” Angela says.

“But it did open up new opportunities for us and took us in a bit of a different direction.”

The couple had been wanting to add Honda for a few years with no success until one day a counterfeit Honda generator showed up for service. Steve called the distributor, some Honda reps showed up to take a look at the unit, and Steve took the opportunity to show off the business and service area.

“They liked our shop and what we had overall, so we ended up getting a dealership,” Steve remembers.

Just this year the dealership added Echo products. The dealership also sells Top Gun pressure washers and is a Billy Goat dealer. The business also sells lots of Oregon chain and bars.

Steve and Angela Krause’s dealership has come a long way in 10 years, with additional product lines and a new location.

Local Market The Lebanon-Sweet Home market is made up of two smaller communities 12 miles apart along Hwy 20 and the South Fork Santiam River on the eastern side of the Willamette Valley. Lebanon on the north end is only a 15-20 minute drive to the Albany-Corvallis area, and Sweet Home on the south end is at the gateway of the Cascade Mountains, near two large reservoirs, national forests and lots of recreational opportunities.

The timber industry remains a large part of Cascade Outdoor Power Equipment’s business. Steve worked for years in the regional logging industry, as did his and Angela’s fathers as well, and they all have connections, friends and and acquaintances in the business. The two towns are also home to a large sawmill in Lebanon and plywood plant near Sweet Home that rely on local contractors to deliver logs.

On the edge of a small but growing town, in a rural but well-populated area of the Willamette Valley, Cascade Outdoor Power Equipment has lots of working landowner customers. Angela divides them roughly into two groups: the one- to five-acre landowners who have land to maintain, and the 10-50 acre landowners, who tend to be more serious farmer-types.

“The smaller guys aren’t really farmers, but they still need a trimmer and a saw,” Angela says. “The larger ones are actively looking for mid- to upper-end equipment to manage blackberries and undergrowth.”

The market is really growing currently, Angela says, noting a medical college and hospital in town that’s expanding, and the recent construction of a veteran’s home. “This has spurred some growth downtown and it’s like we’re starting to become a more livable town,” she adds.

Civic leaders are looking to build a trail connecting the

Showroom “saw tree” points to the dealership’s relationships with the region’s loggers and pro timber cutters.

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Service department is truly clean, one of the neatest PET has ever seen.

north and south ends of Lebanon along the river and try to take advantage of the area’s natural amenities, Angela says. “I believe we’re going to see more people living here and commuting to Albany, Eugene or Salem. A lot of them will have two- to five acres, and those are going to be our new customers.”

Operations In addition to Steve and Angela, the dealership employs two full-time service techs, plus a part-time employee

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Cascade Outdoor is targeting growing customer base.

who does mostly chain work and equipment assembly.

Steve helps with service depending on overall work load, manages the service and 2-stroke side of the business and works with sales. Angela does the bookkeeping, manages the 4-stroke side, works with marketing and business web presence—and also finds time to help out at the front counter when needed. Like many who own businesses this size, the couple often find themselves simply doing what needs doing at any given time.

One of the service techs is dedicated to 2-stroke, the other to larger equipment. Angela says they’ve learned that most technicians tend to be better with one or the other due to skill and/or interest, so they try let them specialize as much as possible.

Angela says she’s interested in developing flat-rate packages, but aside from developing some service deals they haven’t done much with it.

Interestingly, the small town traditions in the market are helping hold down the dealership’s posted labor rate,

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keeps that in mind.

The dealership’s web site doesn’t have any “ordering-shopping cart” features, but online sales is one area they are keeping an eye on. They have handled several Stihl online reservation orders that originate online or through Stihl’s dealer locator system.

“I think (online sales) is something that’s coming, maybe more in the long term,” Angela says.

Current location away from downtown has better access and is easier to find.

Visit Update

currently a low $68/hr. “I know it’s a bit low, but if I bump it to $70, we will get push-back from our customers,” she says, adding that it seems like the relatively smaller market is more sensitive to the labor rate than larger markets.

She adds that recent state legislation phasing in a higher minimum wage should provide some room for a small increase in the posted shop labor rate.

After visiting with Cascade Outdoor Power Equipment in late July (at a time when fire season was starting off in full effect and the grass cutting was winding down), PET called back for an update on business conditions.

“With the nice fall weather we’ve had, we are still seeing strong sales in handhelds, mainly blowers,” Angela says. “Our chain saw season is starting to pick up. It’s a little late this year but that’s due to the warm, dry October we have experienced.”

Overall, it has been a good year, she says. “The business is still growing and we are still seeing new faces.” That’s a recipe for success in any dealership. PET

Web Presence Angela does a lot of work with the dealership’s web site and Facebook page, keeping things fresh and updated.

“It’s tough because it’s almost a full-

time job in itself, but you have to have an online presence and keep that presence strong,” she believes.

Cascade Outdoor Power Equipment started out with a Stihl dealer web site, but the couple didn’t like the lack of differentiation. “We decided to do our own web site, and we contracted with a local company, a local guy, and he was great,” Angela says.

“He understood what we wanted, he understood the market, he visited the store to see what we were doing. One thing he told us was talk on the web site the same way you’d talk to your customers,” Angela says. When she’s working up new content, she always

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‘Green’ Future At GIE+EXPO 2018 The 2018 Green Industry & Equipment Expo was green in more ways than one.

BY DAVID ABBOTT LOUISVILLE, Ky. here has never been a better time to be in the power equipment business, declared dealer guru/ consultant Bob Clements at one of his seminars during the 2018 Green Industry & Equipment Expo (GIE+EXPO), held as always at the Kentucky Exposition Center in Louisville, Ky. on October 17-19.

GIE continues to be the industry’s biggest national trade event. Dealers had the opportunity to check out new

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products and innovations for the 2019 line from more than 1,000 exhibitors, both indoor and outdoor. At the outdoor demo area, visitors had a chance to ride and try out a wide array of equipment from multiple OEMs. Bob Clements International hosted a “People, Process, Profit, Dealer Boot Camp” during Dealer Day on the first day of GIE, and other sessions on the other two days. Dealers also had the chance to receive education, technical training and certification sponsored by the Equipment & Engine Training Council (EETC).

Monica and Scott Snider of Snider’s Outdoor Power Equipment in Aurora, Neb., represented many of their peers when they said they traveled to GIE hoping to get new ideas on what to do and what to not do. They attended several of the Clements sessions, where

they said they got many lessons to take back home and put in practice. “It was eye opening,” Monica said. Scott added that what impressed them most was “all the battery powered stuff.”

Batteries Included Indeed, battery powered equipment continued to increase its presence at GIE, in keeping with the trend in recent years, and “green” was a common word attached to many new products and innovations, and to many of the companies producing them. Batteries, Clements said in one of his seminars, are here to stay. He noted that 30-45% of all power equipment products will be battery powered soon.

Among those pushing “green” products was Greenworks, which touts itself as the leader of lithium products. Yen

Dealer features included sessions for technical certification, sponsored by the EETC and key suppliers.

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Chen, owner/CEO of Greenworks, said at his press conference that when he started the company nine years ago, no one believed in battery powered power equipment products, thinking batteries could not offer enough juice for commercial use. “Now, many are joining the trend,” he said, adding, “I am excited to be a part of and leading it.” Noting that in the U.S., 500 counties have noise bans, Chen says that Greenworks offers a complete solution that is both cost effective and environmentally friendly.

Another green company, Mean Green touted its electric walk-behind and riding mowers. The company says it is growing, having signed up dealers and distributors for 2019. Mean Green presented its EVO, or Evolution Series, machines.

The first day of GIE was also for Steel Green Manufacturing the 100th day since the young company started, on July 9. Steel Green has since secured dealers in 10 states. At GIE it announced that it would be starting up production of its stand-on, zero turn sprayer and spreader machines in November, with product deliveries expected by the end of 2018.

At a Briggs & Stratton event, CEO Todd Teske said the company continues to change, retaining its robust residential market while focusing on the commercial side. Teske emphasized that with the advent of EFI and the general electrification of products, Briggs & Stratton is “not just an engine company, but a power application company.”

Stihl held its Oktoberfest at GIE, offering attendees beer, brats and a live Bavarian-style band. Stihl Inc. President Bjoern Fischer spoke to the crowd, saying that the gas and battery handheld battery market is growing faster than was expected and that it must be embraced. Echoing Clements’ thoughts on the subject, Fischer said, “New customers demand convenience and ease of use.” Accordingly, Stihl announced an expansion of its battery products line among its new innovations and options that will be available for customers in 2019. In all, Stihl has rolled out 15 new battery powered products since 2016. Of course, Stihl also displayed new gas powered units.

Rodney Molder won the Stihl giveaway, taking home a $5,000 check.

Other Highlights PERC (Propane Education & Research Council) presented its award to Corey Peterson of Pacific Landscape

Rodney Molder, left, took home the big bucks, congratulated by Stihl Inc. President Bjorn Fischer.

New products and networking opportunities across all segments of industry drew crowds.

Management in Hillsboro, Ore., a company that converted to using propane gas tanks on its mower fleet five years ago.

Fisher Barton, leaders in materials engineering and lawnmower blades since 1973, presented its laser edge self-sharpening blade dubbed Eversharp, advertised with the slogan, “It cuts itself sharp.” It was introduced as a concept at GIE in 2016. Fischer Barton says the product has had exceptional field test results at Main Street Mower in Orlando, a company that tried the product for 60 hours in severe sand conditions. They had a contractor, Chris Eastman of Clearwater, Fla., speak attesting to his experience with the blades, which he tried out after seeing them at GIE last year. He says he now won’t buy anything without it, as he no longer has to replace blades on his fleet of 50 mowers. “I came to GIE last year skeptical about it, and now I am fully

convinced,” Eastman says. Brands now on board with laser edge blades include Kubota, Gravely, Ariens, Ferris, Snapper Pro and John Deere.

Matt Medden, the VP of Marketing for Ariens/Gravely announced that company is rebranding its website to AriensCo.com. New at GIE, Ariens introduced its rapid track wheel track hybrid and Pro-QXT tractor with new attachments, and new zero-turns, including the compact pro, which is good for fenced residential yards. Next on the horizon for Ariens is the EV2T, an electric zero-turn that will utilize lithium ion batteries for commercial performance.

About Time Bob Clements conducted business management seminars for dealers at GIE for the seventh consecutive year, joined by his daughter Sarah Hey. PET

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live streamed each of the sessions the story in your store. Modern from the poweret.com web site. customers like that sort of thing.

As usual, the sessions were Along with the theme of time packed, often standing room only. and convenience, he says, options The seminars had a good energy, like extended service agreements Hey said. “People are excited and will sell because customers who enthusiastic.” can afford don’t want to lose the Most had the future as a topic: time repairing things themselves; the new future of retailing, the serthey want it taken care of for them. vice department of the future, the He adds that it makes good busisales department of the future, parts ness sense for the dealer because Dealer education sessions were well attended throughout department of the future and the fu- the show and livestreamed by PET. extended service agreements are ture of business management. Each 85% profit. asked what will customers look for in the and allowing customers to pay with a In one of her sessions, Hey spoke future? The answer, largely, was convephone app as good ideas—customers about the new generation. She notes that nience. One theme kept popping up: time don’t want to wait in line. “Turn the the “I-generation”…those born after the is of greater value than money to modern computer terminal around and let them mid ’90s, who grew up with smart customers. “No matter how much money look up their own parts, like they do onphone technology…are the first generayou have, you can’t buy more time,” Cleline,” he advises. “Millennials like to do tion that does not want a person at the ments said, pointing to the growing deit for themselves.” The upside for dealsales counter. They prefer to research mand for speedy delivery from merchants ers in this new environment: they can their questions online and trust customlike Amazon. They will spend more mondo more with fewer people. “The techer reviews. She reiterates that compaey to buy more time. “The pendulum is nology exists now; we’re not waiting on nies must embrace technology or beswinging from money to time for customit. Service will become simpler and recome increasingly irrelevant. ers,” Clements continued. quire less skilled technicians.”

Parts, her father said, still continue to Relating the trend to power equipAnother trend, Clements points out: be an integral part of dealer profitabiliment dealers, he advises having the modern customers want to know what ty. Clements predicts fewer people will parts and products customers need when you’re doing for the community. With want to do it themselves, and more will they need it, ready to deliver with quick, the money they spend in your store, do expect dealers to do mobile service. efficient service. He also points to you give anything of value back to the Again, it is not about the money, it is PET self-checkout and parts lookup at kiosks local community? If so, he says, share about the time.

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2019trimmerbrushcutterpreview (Material supplied by Stihl)

Stihl String Trimmers Battery, Gasoline Powered Options

For more than 90 years, Stihl has been defining the future of handheld power equipment. Stihl has applied this legacy of innovation to the line of string trimmers—giving customers even more options with the extensive Stihl lineup of gasoline- and battery-powered equipment.

Stihl FSA 130 R The FSA 130 R is the most powerful battery-powered trimmer in the Stihl line. l Commercial-grade, brushless electric motor offers an energy efficient and lightweight option that delivers low noise, ideal speed and run time—along with optimal performance and durability for a virtually maintenance-free service life.

l Provides landscaping professionals optimal power and durability, comparable to professional gasoline-powered trimmers, while utilizing common components such as gearheads, deflectors and cutting attachments. l Top-mounted motor provides optimal balance while performing trimming tasks and also reduces operator fatigue.

Stihl FS 111 R The FS 111 R is a powerful and fuelefficient trimmer that tackles tough jobs. l Features a low-emission engine (31.4 cc) with a large fuel tank (710 cc) providing long run times for professional trimming tasks. l Semi-automatic choke lever enables simplified three-step start procedure; to start, users simply purge the

pump bulb, set the choke and pull the starter handle.

Multi-function control handle allows easy access to all of the controls on one comfortable handle.

With so many great options for users to choose from, it’s no wonder Stihl continues to be the number one selling brand of power equipment among landscape professionals and consumers in America.* For more information, visit STIHL usa.com. *“Number one selling brand” is based on syndicated Irwin Broh Research as well as independent consumer research of 20092017 U.S. sales and market share data for the gasoline-powered handheld power equipment category combined sales to consumers and commercial landscapers.

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2019trimmerbrushcutterpreview (Material supplied by Sunbelt)

Trimmer Line Styles Explained By Sunbelt Trimmer line comes in several different styles, each with its own advantages and target applications. We’ll review three common types of trimmer line used, to help you better understand the variety of lines produced today and also to help you assist customers in selecting the right type of line for their applications.

Round Line Round trimmer line is a long time standard and works best in situations where it is not necessary to cut through thick growth of grass and weeds. It is less likely to break during contact with concrete and other types of objects.

Square Line Square line provides cutting edges that round line does not.

This makes it better at producing an even cut and allows you to take on areas with heavy weed or grass growth. It is more prone to break if it comes in contact with concrete or fences.

Twist Line Twisted line adds strength and durability to traditional round line; it is commonly used by professionals as it is

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rugged and less likely to break and is also capable of handling thick, heavy weeds and grass.

Sunbelt Outdoor Products offers all three of these styles of trimmer line in a variety of diameters. We carry three of the top industry brands: Professional, Titanium and Rino Tuff line. With variety and selection, Sunbelt is ready to assist dealers in getting the right line for their customers, with fast shipping from a nationwide warehouse network. To add these, and other great Sunbelt products to your business, call today to find out how to become a dealer.

For more information, call 800/438-0660; visit sunbelt parts.com.

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2019trimmerbrushcutterpreview (Material supplied by Rotary Corp.)

Rotary Offers Vast Assortment Of Copperhead Trimmer Line, Accessories A full line of commercial strength Copperhead trimmer line, parts and accessories are among more than 9,500 items featured in Rotary’s new 2019 catalog for servicing dealers and distributors. A special 30-page trimmer section includes photos, illustrations and descriptions, plus a trimmer head application chart.

Featured items for 2019 are the diamondcut, quad-tex, premium quad, precut and Rotary’s best-selling twisted vortex line which produces less noise, requires less operating power and provides longer wear.

Copperhead trimmer line is available in a wide assortment of loops, donuts or spools.

In addition, Rotary offers a variety of fast loading trimmer heads, replacement spools, covers, housing and cam assemblies. Popular commercial trimmer systems with professional bump-n-feed heads are available for easy line advancing and dual line indexing with durable nylon construction and a large capacity spool for easy release.

Manufacturing World-Class Line Using advanced technology and proprietary nylon raw materials, Rotary’s Copperhead trimmer line is setting industry standards for durability, performance and unmatched

quality. Rotary’s trimmer line is produced in the U.S. by Desert Extrusion in a stateof-the art manufacturing facility located in Phoenix, Ariz. Rotary acquired the company in 2017.

Rotary trimmer line products are sold in all 50 states and more than 75 countries around the world.

For quality and performance, choose Rotary trimmer line. l Superior tensile strength l Excellent flex life l High impact strength Outstanding wear resistance Optimum performance in hot, cold, dry or wet conditions

The Leader In Parts Over 9,500 different power equipment parts, including over 300 new items, are listed in Rotary’s 2019 master catalog. It includes more than 1,740 pages complete with photos, descriptions and cross reference numbers for most all brands along with many hard-to-find and discontinued parts. The entire catalog may be downloaded in a PDF format from the company’s user-friendly website at rotarycorp.com.

Founded in 1957, the family-owned company operates eight U.S. distribution centers plus a manufacturing division that produces lawn mower blades, edger blades and air filters at its stateof-the-art facilities in Georgia. Approximately 80% of Rotary’s complete line of parts are made in the U.S. Next day delivery is now available to nearly 85% of Rotary’s customers in the continental U.S. with same day shipping for most orders received by 4 p.m.

EST. For more information, visit rotarycorp.com.

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2019trimmerbrushcutterpreview (Material supplied by Husqvarna)

Husqvarna Product Spotlight 525LST Trimmer

Grass trimming can be a tough, lengthy job that demands endurance from both the machine and the operator. That’s why Husqvarna’s trimmers—along with other handheld products, like brushcutters and clearing saws—combine power and extreme durability with low weight. They are designed to be easy to handle and to deliver the results a user will be proud of.

The Husqvarna 525LST trimmer is a durable and powerful trimmer designed for professional use. This is a robust trimmer with durable components providing trouble-free use and making it easy to maintain. Featuring the patented X-Torq engine, users will have more power with less fuel consumption—increasing fuel efficiency by up to 20%. Exhaust emissions are reduced by up to 60% compared to a conventional engine.

Lightweight, well-balanced and ergonomically designed, users will experience minimal fatigue while handling the machine, but still getting the job done quickly and efficiently.

Other features of the 525LST include: l Intuitive controls, ensuring the choke and purge are easy to reach and understand l Auto return switch, the stop switch that automatically resets to the on position for easier starting l Air purge, removing air from the carburetor and the fuel system for easy starting 22

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l A standalone starter, which makes it easy to change the starter cord if needed l Tap ‘n Go system, a heavy duty twin line cutting system for quick line feed This model’s comfort grip gives users that easily adjustable soft-grip handle for optimum comfort, while the grass bevel gear—designed with high torque and cutting equipment parallel to ground—provides excellent cutting performance with every use. The 525LST weighs in at 10.3 lbs with a 1.34 HP power output, and a cylinder displacement of 25.4 cm³.

This is a powerful trimmer that can withstand high torque levels, and the highly-efficient air filter featured on this particular model provides less cost for service and less engine wear in the long run, giving users a durable, long-lasting trimmer.

Specifications on the 525LST include a maximum power speed of 8500 rpms and an idling speed of 3,000 rpms, with maximum rpm output shaft at 5500 rpms. With its 25cc lineup, Husqvarna offers a complete range of high-performance trimmers to meet any landscaping needs, including versatile models such as the 525LK, which comes with a detachable shaft and can be equipped with 11 different attachments.

For more information, visit husqvarna.com/us.

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Dealership Responds To Town Growth

Considered part of the Columbia, SC metropolitan area, the city of Cayce is sizable in its own right—over 12,500 at the 2010 census. The father-son duo of Mark and Jack Horne established Carolina Power Equipment in Cayce in 1999, after seeing a large hole in the growing community. There was simply nowhere with quality equipment and service that catered to both large (and small) scale homeowners with DIY mentalities and tree care and commercial landscaping contractors.

Now almost 20 years later, Carolina Power Equipment sees returning clients year after year keeping the shop and showroom busy. Jack, left, and his son-inlaw, Aaron, run a tight ship at the expansive location where both Stihl and Echo handhelds are available. Kubota and Scag rule the day on the wheeled side, making the dealership one of the most popular in town. (Jessica Johnson photos)

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2018 Editorial Index February

October

Powerlines Falling Through, Finding Success. Page 5.

Powerlines Ethanol Remains Political Football. Page 3.

Quality Power Is Tampa’s One Stop Florida dealer promises quality products and service. Page 10.

Bossier Power Equipment Adds Second Location When Charlie Williamson decided to expand, he never thought he’d be getting into the gift shop business, but when the perfect piece of property came available al the pieces came together. Page 10.

Winter Product Spotlight.

Page 14.

Five Minutes With…

Husqvarnas’s Jeff Dewosky.

Page 18.

Cart Services Diversifies Into Power Equipment Southern Cart Services growing through lawn and garden diversification, facility expansion. Page 20.

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

Page 10.

April

2018 Chain Saw Specification Charts.

Page 16.

Powerlines Online Sales Topic Looms On Survey.

Page 3.

Second Store Boosts J&I Power Equipment Additional location opened in 2006 gives dealership more reach into sprawling market. Page 8.

2018 PET Dealer Survey Report More than 300 dealers responded to the biennial Power Equipment Trade dealer survey, an endeavor PET has undertaken every other year since 1992.

Page 12.

Spring Products. Page 18.

Five Minutes With… Walker Mfg.’s Bob Walker. Page 20.

June Powerlines Adding Value, Local Support. Page 3.

2018 Chain Saw Products. Page 22.

Dealer Spotlight: New Life For Bama Saw Shop. Page 26.

Five Minutes With…NEDA’s Dave Close. Page 30.

August Powerlines Summer Mower News. Page 3.

Location Change Boosts Brown’s Sales Bill Koser leads Brown’s Small Engine Repair into a new location in South Dakota. Page 8.

2019 Mower Preview. Page 12.

Five Minutes With… OPEI’s Kris Kiser. Page 26.

Greenworks Hosts Open House.

Page 29.

GIE+EXPO Expands Booths, Showcases New Products GIE+EXPO 2018 offers something for all dealers. Page 14.

Irish Dealer Is Small, Dedicated.

Across the pond, brothers Derek and William Inglis run a successful lawn and garden dealership. Page 16.

Expo Elite. Page 18.

Five Minutes With…Stihl’s Lorraine Wagner. Page 30.

December Powerlines They Said It Best. Page 3.

Cascade Outdoor Diversifies Oregon dealer builds business for growing market.

Page 8.

‘Green’ Future At GIE 2018 The 2018 Green Industry & Equipment Expo was green in more ways than one.

Page 12.

2019 Trimmer, Brushcutter Preview.

Page 15.

Dealership Responds To Town Growth. Page 24.

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Is Your Sales Team Fat, Dumb and Happy?

Resting in a place of comfort isn’t always a recipe for success. John Chapin gives three steps to take your organization from sub-standard to stand out.

BY JOHN CHAPIN

O

n a scale of 1 to 10, where 1 is not at all, and 10 is a perfect description, how does your sales organization rate according to the following definitions?

Fat: Enough clients and business to sustain you for the short term coupled with no consistent effort at chasing new business. Everyone is simply living off of current accounts and otherwise kill-

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ing time during the workweek.

Dumb: Mediocre to poor sales skills with no interest in developing good to great sales skills. No training initiatives for professional or personal development.

Happy: Comfortable because everyone can pay their bills and they’re not missing any meals.

A 6 or higher on any one of these is a big problem. A 6 or higher on two of these is a major problem. And a 6 or higher on all three is an extremely urgent problem and a recipe for disaster.

Sales organizations that have problems in the above areas usually also exhibit one or more of the following traits: Top producers are supporting bottom producers No accountability Allowing negativity and slackers in the workplace Very little or no actual sales training

More than content with 1 to 3% organic growth in the largest economy ever created on planet Earth So how did your organization rate? If you have a problem, is it something you want to address, or are you “happy” with mediocrity and simple survival?

Usually at this point I’m hit with something like: “We should improve BUT...” coupled with one of the following, “It’ll be too much work,” “I’m wearing too many hats and I have no time,” and/or “My people won’t change and I can’t force them to.” First, none of those are true. It doesn’t take a Herculean effort or take a ton of time and your people will change if they see a benefit to changing.

That said, step one is to make the decision. If you’re considering staying poor or average, let me give you some food for thought. For starters, we all know it’s better to be at the top, winning. Just ask any of the top sports teams or top organizations in any industry. You might also want to ask the ones at the bottom what it’s like to lose. It sucks. But if you’re fat, dumb, and happy you’re already experiencing anywhere from a little to a lot of suck.

Next, do you feel like you have an obligation and a duty to the organization you take money from? What about your obligation to the people affected by how well or how badly your organization runs? If your organization is sub-standard, the client is being hurt, and you also hurt the people who work at the company and their families. Finally, what about you and the people who are important to you?

If, on the other hand, you’ve decided to change, here are three steps that can go a long way.

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Step 1 Set the vision and ask everyone for his or her help. Ask people what kind of organization they want to be part of. Highlight the fact that we spend more waking hours at work than at home and ask if it might be better to enjoy the process a little bit more. Ask if the whole team has an obligation to clients, our families, and ourselves to do the best job possible and have the best lives possible. Let them choose to get on board and be part of, or not be part of, a new positive, growing organization.

Step 2 Set expectations and hold people accountable to those expectations. When you set the expectations, you have to let people know that sales is not a 9 to 5 job. If they’re going to make it, it’s going to take a ton of work, resilience and persistence—especially in the beginning. Depending upon their sales skills, they may also need to spend a lot of

time developing those. If you’d like, you can delegate this by hiring a great sales coach who can take on the responsibilities of training, monitoring results, and holding people accountable. The key here is to require the slackers to step up or step out.

Step 3 Provide training, tools and resources.

Put the support people and systems in place and provide sales training. You

want producers spending their day on sales activities, not paperwork and administrative details. Also, when they are selling you want them as effective as possible. This is an upfront investment that will return tenfold and make you one of the top organizations around. The choice is yours. You know you need to change. If not now, when? The year 2000 was 18 years ago. Seems like yesterday. Tomorrow is 2036.

Change before it’s too late. It simply takes a commitment to raise your standards, reset expectations and ask others to raise their game: If for nothing else, for themPET selves and their families.

John Chapin is a motivational sales speaker and trainer. For his free newsletter go to: www.completeselling.com.

Chapin has over 29 years of sales experience as a number one sales rep and is the author of the 2010 sales book of the year: Sales Encyclopedia, the largest sales book on the planet at 678 pages. He can be contacted at 508-243-7359; e-mail: johnchapin@completeselling.com.

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SHOWroom FEATUREproduct

Redesigned Honda HRX Premium Mower Series Launched at GIE+EXPO, Honda Power Equipment has completely redesigned its HRX series of lawnmowers. The HRX series, Honda’s most premium residential lawnmower models, now feature the powerful new Honda GCV200 engine that delivers 10% more power and torque than the GCV190 it replaces, along with design and technology features that produce a clean, smooth cut. The redesigned Honda HRX lawnmowers are the first Honda mowers to incorporate the all-new GCV200 engine.

The redesigned Honda HRX series lawnmowers feature three significant areas of technological and operational enhancements, including a streamlined, innovative engine layout that saves time by making it easier for the user to fill the fuel tank, monitor and change the oil, access the sparkplug and air cleaner, allowing for faster, easier and reduced routine maintenance; as well as innovative, modern styling.

Like the original Honda HRX series, the newly enhanced HRX series features the Honda Versamow System with Clip Director. This system features a lever, located behind the engine cowling, that operates a sliding door between the law mower deck and the grass bag, allowing the operator to easily choose—or change—the preferred mowing option. The configuration also offers a setting for leaf shredding that recirculates leaves until they are small enough to pass into the rear-discharge grass bag.

Visit powerequipment.honda.com.

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SHOWroom

MOWERS

Check us out online at

poweret.com

Kubota SZ Series Stand-On Mowers

Kubota Tractor Corp. entered the stand-on mower segment and introduced a new line of commercial mowers at this year’s GIE+EXPO. Kubota’s SZ series is comprised of three models, including the SZ19-36, SZ22-48 and the SZ26-52. The new stand-on mowers are designed for landscapers that mow zero lot homes or commercial properties with narrow lawns that can’t be mowed with zero turn mowers. The SZ series mowers are equipped with Kawasaki FX and FT EFI commercial engines and hydro-gear transmissions and are designed with a low center of gravity for exceptional stability and fast travel speeds, up to 11 MPH, depending on model.

Kubota’s SZ series mowers are engineered with comfort and ease of maintenance as priority features. An ergonomic cushion pad provides maximum comfort to the operator designed to support the upper thigh area and reduce knee and lower back pressure while standing on the mower. The wide and angled operator platform offers ample legroom with the option to flip up the platform and walk behind the mower.

Other features include tool-less front reference bar adjustment, tool-less tracking adjustment, adjustable dampened control levers, easy-access to maintenance points and flat-free tires designed to absorb impacts and mitigate downtime.

Visit kubotausa.com.

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Southeastern U.S. 4331

OR, WA, ID, MT, NV, CA, AZ, AK, HI

TX, OK, AR, LA, NM, MS

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Western U.S.

Do you offer products in the power equipment industry?

Advertise your company to PET’s subscribers nationwide in our Distributor Library section.

Nationwide

Call Kathy Sternenberg 251-928-4962 * Verified Audit Circulation statement

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Nationwide

AR, LA, MS, NM, OK, TX

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

AR, LA, MS, OK, TX 4408

MD, DE, WV, VA, NC, SC, KY, DC, AL, GA, FL, TN

MN, ND, SD, IA, TX, WI

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 Email: sci63468@hotmail.com M/C, Visa and Discover Accepted 3524

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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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

8100

Stihl * Homelite * Lawnboy * Briggs & Stratton New * Obsolete * Used Parts THOUSANDS OF PARTS!

9009

POWERworks Ask For Ray 502-228-1462 • Fax: 502-228-7737

POULAN WEED EATER PARTS

YOU COULD BE READING YOUR AD HERE!!

Contact Bridget DeVane 800-669-5613 for more information

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PETcetera Visitors, Kawasaki Supply 88,000 Meals

Coming in February

Winter Products PETevents JANUARY 28—Northeast Equip. Dealers Assn. regional meeting, Holiday Inn Harrisburg-Hershey, Grantville, Pa. Call 800-932-0607; visit ne-equip.com.

JANUARY 30—Northeast Equip. Dealers Assn. regional meeting, Holiday Inn, Liverpool, NY. Call 800-932-0607; visit ne-equip.com.

FEBRUARY 1—Northeast Equip. Dealers Assn. regional meeting, Holiday Inn, Concord, NH. Call 800-932-0607; visit ne-equip.com.

FEBRUARY 9-11, 2019—Outdoor Power Equip. Aftermarket Assn. annual meeting, The Driskill Hotel, Austin, Tex. Call 703-549-7608; visit opeaa.org.

FEBRUARY 24-26, 2019—Combined annual meeting of Midwest Equipment Dealers Assn. and Deep Southern Equipment Dealers Assn., The Belmond Charleston Place Hotel, Charleston, SC. Call 225-383-5064; visit dseda.org.

APRIL 3-6, 2019—Equipment & Engine Training Council annual meeting, Holiday Inn Portland South, Portland, Ore. Call 888-406-1810; visit eetc.org.

Attendees at this year’s GIE+EXPO helped provide nearly 88,000 meals to people in need across America. Kawasaki’s Engines Division teamed with Feeding America, the country’s largest hunger relief organization, to raise funds supporting the organization’s 200-plus local food banks. Each participating attendee got the chance to stop at various stations within the Kawasaki exhibit, learn something new about Kawasaki, and be rewarded with a hat and the knowledge that Kawasaki would then add to its Feeding America donation. Kawasaki also matched any cash donations given by tradeshow attendees. More than 1,200 of the Louisville tradeshow visitors took advantage of the opportunity to help those in need.

MAY 7-9, 2019—National Hardware Trade Show, Las Vegas Convention Center, Las Vegas, Nev. Call 203-840-5622; visit nationalhardwareshow.com.

OCTOBER 16-18, 2019—GIE+EXPO, Kentucky Exposition Center, Louisville, Ky. Call 812-949-9200; visit gie-expo.com.

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

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DEALERtodealer

Farewell To Another Year DALE STOTTS

For Dale Stotts, reflecting on this year has been, as some would say, feast or famine.

H

ere we are, 2018 is about to end.

For some of my fellow dealers it has been a good year; for others, a frustrating one. And for the rest, “As some will say: Just another year.”

No matter your position on this—the year is ending and it is time for sitting back and taking not only inventory of our wares, but also what went right and possibly wrong.

In some instances, fellow dealers had no control over their business. With floods, tornadoes, wildfires, drought, hurricanes, severe health concerns or some other misfortune many a dealer had an unexpected financially trying year. At times we can do some early planning or even shifting of position to adjust for these adversities. For other dealers they have had a better than normal financial year. “Just part of doing business,” as the saying goes.

So, have you been able to plan for these unexpected problems or will your business suffer to the point of total failure? According to all the so-called experts, any dealer should be able to plan ahead and prepare for any business situations that can (and will) impact your bottom line. When it comes to a weather challenge, it is hard to anticipate Mother Nature. From a drought year to a flood year, one can only trust what they have in past experiences. From a health stand point, regularly seeing a medical professional can be a fair way to hedge yearly health concerns before they happen.

From my own experience in 2015 with a heart problem, I had no clue as to what was to happen to my business. I went from feeling healthy to having a heart attack to open heart surgery all in the span of less than six months. I was

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very fortunate because I’ve have had several fellow dealer friends who have passed on with little or no indications of heart problems. Add to this even a number more who have dealt with cancer— some are still with us, while others have went on to “The Great Repair Shop In The Sky.” Now take health problems out of the equation, and look at Mother Nature. I doubt a dealer woke up one morning and decided, “I think today there will be a fire that will possibly destroy my business or my entire community,” as we have seen this year. When it comes to severe weather situations of flooding, tornadoes, hurricanes or a severe drought, by paying attention to the weather forecasters a dealer can do some amount of preparation—but not always since Mother Nature has her own plan for your financial destruction sometimes. Boy, am I a gloom and doom dealer lately.

Things You Can Control Dealing with our local community, consumers and of course suppliers, are things we have minor control over. Another challenge for business owners but with thought, care and careful planning, a dealer can create a financially stable operation. Dealers can read and listen to what the industry and local consumers might believe the future holds for equipment purchases.

For example, this industry has taken several advancements in making battery power a feasible choice over gasoline-fueled products. For several consumers and in many an instance, today’s battery powered products match their needs.

Granted run time and power of battery-powered versus gasoline-powered products differ, but not every consumer needs the extra power to do their work.

From not wanting to put up with storing fuel to keeping equipment with quality fuel, plus the fact of storage and

fuel becoming stale causing repairs, this group of consumers is the prime target for dealers to sell battery powered products. Then there are communities with air pollution problems and noise concerns causing severe restrictions (and in some cases total bans) on those gasoline-fueled wares. So here is a new market which several of my fellow dealers have started to embrace and are making a new profitable extension of their current business.

A few months ago I visited with a friend who had been a profitable dealer, has since retired, and is now living in a semi-rural area. He has also had heart problems, so using the conventional gasoline-fueled products is out of the question. Yet he must still use a chain saw for light tree trimming, still has an area for yard mowing, plus needs both a string trimmer and blower to maintain his property.

The answer has been the battery-powered products and the ability to have only two batteries to take care of the majority of his required needs. All with little investment and no longer needing to keep watch on fuel quality and storage. From his use he feels the battery-powered products not only meet the required needs but allows him to continue to care for his property. If he had to continue to use all the gasoline-fueled wares he would need to hire all his yard work out.

Now I haven’t given you my crystal ball opinion on ways for you to, as they say, “Hedge your bets,” and make sure you purchase the correct amount of equipment and parts inventory for 2019.

My crystal ball is still cloudy. Only you can review your past five to current fiscal year and determine what works, has failed and why.

Take it from me: There is no “perfect formula” when it comes to this business. One can only digest the past and try to anticipate the future. You never know what new twist a manufacturer may present.

May we all have a profitable 2019 free from any major problems. May you have a less stressful year and may your PET health be kind to you.

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

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