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POWERlines
A Hatton-Brown Publication www.poweret.com
JESSICA JOHNSON
Always Hustling To Stay Relevant
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t’s a been a few weeks since GIE+EXPO wrapped up in Louisville, Ky. but in the offices of Power Equipment Trade as I type this under the glow of our office Christmas tree, I can’t help but think about how much of a blur those three days were, or how much of a blur it feels like 2019 was… and now the blur on the horizon with winter holidays and the doldrums that sometimes creep up after them. Let’s not forget that 2020 brings the official start of an election year—as TD Bank’s Mike Rittler said in our last issue, “We’re entering a period that is historically punctuated by financial uncertainty. But despite sentiment in the market that the economy is slowing, consumer confidence remains high. Interest rates have lowered, people are continuing to spend, and the overall retail environment is continuing to see strong sales in the face of uncertainty.” Uncertainty feels like a great word for how I feel thinking about 2020, and looking back on GIE+EXPO 2019. I am getting to the point where my head is telling me I should be uncertain about how things are going to go, but my heart is telling me everything is going to be fine. I know that even in the strongest and bestest of times, there’s going to be some stagnant periods, but oh my gosh the amount of manufacturers that were showing robotic mowers for example, or the integration of a mower into the “smart home” of the future—it’s all so very exciting. Still it gives me pause. Pause because I feel like the biggest thing I hear from dealers when I show up on their doorsteps isn’t excitement surrounding battery technology innovations or the latest and greatest point of sale solution. It’s that they feel stagnant, that the business has grown stale and those dreaded millennials—the millions of millennials not unlike myself crowding in high-rises and lofts above restaurants who aren’t buying homes with yards. That we don’t have the spending power, or is it spending desire?, that our parents did for power equipment. Or even worse, we millennials are not interested in learning a trade and the small engine tech shortage is going to be so great that the power equipment industry as we know it is going to self-combust like a Die Hard movie. But then I stepped into the Stihl Inc. booth. And as the sounds of the German oompah band played, President Bjoern Fischer and I snagged five minutes together. And I remembered how just a few weeks before while watching CBS SEC Saturday football during a commercial break a giant phrase was on my screen: stihldealer.com. I wanted to talk about that commercial. So, I asked Mr. Fischer if you’re spending a boatload of money on something like that, you obviously believe in the dealer model as a viable and healthy way to sell products. I wanted him to tell me what some words of encouragement for next year should be. Here’s what he said: “We know that things are changing, and our dealers will change with us. We will master this together. If you look, for example, at our online strategy, we’re incorporating them and have just introduced ‘buy online and pick up in store’. Just another way to help end customers and our brick and mortar Stihl dealers, who offer the best service available. These are the kind of methods we use to make sure our dealers remain relevant; our customers learn about their Stihl dealer and make it easy for them to go and visit the Stihl dealer. We spend a lot of effort around marketing the convenience and the added advantage our dealers bring. Even with all the changes and online and everything that’s happening in big box stores if you want good service before, during and after the purchase it still remains, and it doesn’t matter if it’s a gasoline or a battery product, your dealer is the person that provides that. We’re constantly thinking of new products and how to make our dealers relevant and make them stay relevant.” Read that last line again: Constantly thinking about how to make dealers relevant and stay relevant. It reminded me of another quote I often see: Hustle hard. Hustle in the sense that you never settle; you always push; you remain relevant. You work harder than anyone—and let’s face it most power equipment dealers have been hustling for so long they practically invented the term. So, with the uncertainty that a new year may bring, keep hustling, stay relevant in your markets. Have a wonderful holiday season with those you hold dear and get ready to absoPET lutely knock the socks off 2020. Contact Jessica Johnson; ph: 334-834-1170; fax 334-834-4525; e-mail: jessica@hattonbrown.com
Hatton-Brown Publishers, Inc. 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 Publisher/Adv. Sales Manager David H. Ramsey Chief Operating Officer Dianne C. Sullivan Editor-in-Chief n Rich Donnell Managing Editor n Jessica Johnson Senior Editor n Dan Shell Senior Assoc. Editor n David Abbott Associate Editor n Patrick Dunning Contributing Writers Greg German, Sam Stearns Publisher/Editor Emeritus David (DK) Knight Art Director n Cindy Segrest Ad Prod. Coordinator n Patti Campbell Circulation Director n Rhonda Thomas Marketing/Media n Jacqlyn Kirkland 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 68
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Number 6
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DECEMBER 2019
Our 735th Consecutive Issue
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Founded in 1952
Renew or subscribe on the web: www.poweret.com
FEATUREstories
8 CAMAS POWER EQUIPMENT 11 GIE+EXPO SHOW REVIEW 13 TRIMMER, BRUSHCUTTER PREVIEW 23 STRING TRIMMER SPEC CHARTS Father-Son Duo Out West
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Louisville’s Big Takeaways New Models, Accessories
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PET Breaks Down Models
VALUEadded Power Suppliers ______________________________ 5 Showroom __________________________________28 Editorial Index _______________________________31 Distributor Library ____________________________32 PowerWorks ________________________________36 PETcetera/Ad Index __________________________ 37 Dealer To Dealer _____________________________38
COVERphoto Ted Rivas Sr. runs Camas Power Equipment alongside his son Ted Jr.—the duo focuses on top-notch service for homeowners, beginning on Page 8. (Cover photo by Dan Shell; design by Shelley Smith) Member Verified Audit Circulation Power Equipment Trade (ISSN 1063-0414) is published 6 times annually (February, April, June, August, October and December) by Hatton-Brown Publishers, Inc., 225 Hanrick St., Montgomery, AL 36104. Subscription Information—PET is sent free to qualifying industry professionals in the U.S. All non-qualified U.S. subscriptions are $55 annually; $65 in Canada; $95 (Airmail) in all other countries (U.S. funds). Single copies, $5 each; special issues, $20 (U.S. funds). Subscription Inquiries—TOLL-FREE 800-669-5613; Fax 888-611-4525. Go to www.poweret.com and click on the subscribe button to subscribe/renew via the web. All advertisements for Power Equipment Trade magazine are accepted and published by Hatton-Brown Publishers, Inc. with the understanding that the advertiser and/or advertising agency are authorized to publish the entire contents and subject matter thereof. The advertiser and/or advertising agency will defend, indemnify and hold Hatton-Brown Publishers, Inc. harmless from and against any loss, expenses, or other liability resulting from any claims or lawsuits for libel violations or right of privacy or publicity, plagiarism, copyright or trademark infringement and any other claims or lawsuits that may arise out of publication of such advertisement. Hatton-Brown Publishers, Inc. neither endorses nor makes any representation or guarantee as to the quality of goods and services advertised in Power Equipment Trade. Hatton-Brown Publishers, Inc. reserves the right to reject any advertisement which it deems inappropriate. Copyright ® 2019. 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.
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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
Certification For Service Managers Now Available Bob Clements International (BCI), the leader in dealership training and development, in conjunction with the Equipment Dealers Association (EDA), is launching “Dealership Certification,” a series of training courses aimed at creating a benchmark of excellence in dealership operations. With over 30 years of expertise working in dealerships with owners and managers, BCI powers this program with all the information needed to make a shop successful. Service Manager Certification, the first program in the Dealership Certification series, being launched November 1st, 2019. This program trains and enables service managers to run an efficient, profitable shop. A comprehensive curriculum, it is for anyone who currently is or has the potential to become a service manager in a dealership. “This certification program was developed to meet or exceed the certification standards of most manufacturers in the industry,” says Sara Hey, VP of Business Development and Speaker for BCI. “Partnering with the Equipment Dealers Association, BCI has worked to assure that each person who engages in the program will be challenged to learn, apply and retain the concepts taught. This is an associate’s level course; each student will be required to complete assignments and pass a final exam evaluated by industry experts.” This online program allows a participant up to one-year to complete, however it may be completed in less time. Once participants
PERC Donates $5,000 To GreenCare For Troops The Propane Education & Research Council (PERC) donated $5,000 to Project EverGreen’s GreenCare for Troops program as part of an in-booth promotion conducted throughout GIE+EXPO week for contractors. PERC also presented Jim Langendorf, with Olympic Lawns from Springboro, Ohio, as the winner of its trailer giveaway sweepstakes. In addition to the trailer itself, a 16-ft. Big Tex Trailer, Langendorf took home an Exmark Lazer S-series propane mower, a Spartan RTHD 61 in. propane mower, a Stihl cordless blower and cordless trimmer, water cooler and 25 safety vests and pairs of work gloves. Additional donations to Project EverGreen can also be made online at ProjectEverGreen.org/Donate.
New Mid-Atlantic Manager For Rotary
Rotary Corp. has named Alex Phillips territory manager for Virginia, West Virginia and Maryland, according to an announcement by Mark Smith, chief sales officer. Phillips, whose been in the power
have successfully completed all requirements, they will receive a certificate of completion from EDA and BCI. Designed to include every component of a service manager’s role, participants are trained on both the technical side of running a service department as well as the soft skills needed to manage, motivate and retain staff. There are 12 complete sections that cover areas such as the service process, customer service, marketing and growth plans, leading and directing your staff and developing pricing strategies. The online program comes with ongoing support from BCI. Kristen Chavez, Certification Coordinator for BCI, serves as a navigator for students and has worked over the past year with developers to create an interactive and user-friendly application on the BCI Learning Management System (LMS). “Our certification programs utilize the use of our LMS in a way that guides each manager individually through the video-based courses, worksheets and applications. Each participant receives materials at the start of the program and a certificate upon successful completion.” “This program will create an opportunity to join the elite ranks of EDA service managers across North America,” says Kim Rominger, President of EDA, “and we are proud to offer this to dealers and manufacturers.” For more information or to register, go to www.bobclements.com/store.
equipment industry for the past eight years, will be responsible for business development, sales and support for Rotary dealers in his three-state territory. “Alex understands the importance of providing outstanding customer service to ensure the success of our independent dealers,” Smith comments. “He is knowledgeable, experienced and customer-oriented. At Rotary, we build powerful partnerships with dealers and Alex will be an important part of our sales team as we continue to grow our footprint in the mid-Atlantic region.”
Stihl Dedicates New Building
Stihl Inc., headquarters for U.S. operations of the worldwide Stihl Group, celebrated a new administration building and campus improvements during a ribbon-cutting ceremony on Oct. 10. The over $30 million project is part of the company’s continual investment in infrastructure in support of growing U.S. operations. The new 80,000-sq. ft. building brings the sales & marketing, finance & controlling, legal and customer & technical service teams under one roof. During the ribbon-cutting, members of the Stihl family and Stihl executive board from ANDREAS STIHL AG & Co. KG,
as well as local dignitaries learned more about the new facility and campus improvements including a state-of-the-art training center for authorized Stihl dealers featuring an auditorium, training lab and outdoor demonstration area for hands-on product testing and training. A chain saw “Helix” art installation, crafted out of more than 30 Stihl chain saws dating back to 1936, representing how chain saw innovation is part of the Stihl DNA, as well as a new brand experience complete with a Stihl concept store showcasing an ideal Stihl retail space. Since its inception in 1974, the Stihl Inc. campus has grown from a single 20,000 sq. ft. rented warehouse to well over 1 million sq. ft. of manufacturing and administrative space on more than 150 acres.
Archer Hosts Second Conference
PMD International, a parts and accessories supplier, hosted 45 international distributors representing 20 countries of the supplier’s Archer brand of products at its new saw chain manufacturing facility in Jinhua, China in October. This is the second time PMD has hosted their Archer distributors for a conference. During the four-day conference, at-
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POWERsuppliers Husqvarna Announces Virtual Boundary Technology
Husqvarna, which has pioneered and shaped the robotic mowing segment with reliable, high performing, silent and direct emission-free robotic mowers designed to help landscapers maintain healthy lawns and increase productivity, celebrates its 25th year in the mowing industry in 2020. In 2019, Husqvarna introduced its first All Wheel Drive (AWD) robotic mowers, allowing residential and professional users to cover areas with an incline of up to 35°—an importtendees started in Shanghai for a meet and greet before continuing on to Jinhua where Archer has its new saw chain factory, warehouse and large showroom. All distributors were delighted to see the new Archer factory with many new, improved and expanded processes, including the new automatic assembly lines and new heat treatment plant. The completely new facility is housed in new industrial park and is 6,000 sq. meters.
Dealers Win With IRS Development The Equipment Dealers Association (EDA) praises the IRS’ final and proposed regulations that clarify bonus depreciation and interest expense for dealerships with floor plan financing. “To the extent that overall interest expense, including floor plan interest, is below 30% of adjusted taxable income, a dealership will be eligible to take 100% bonus depreciation. Further, eligibility to take bonus depreciation is determined on an an6
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ant step for the professional segment. As the next step, Husqvarna has announced Husqvarna EPOS technology, a high-precision satellite navigation system that delivers an accuracy of up to 1.18 in. It is used to create virtual boundaries for professional robotic mowers. The new system will significantly increase the flexibility and use of professional robotic mowers in green spaces, as virtual boundaries can be adapted to meet the ever-changing needs of sports fields and public spaces. Husqvarna professional robotic mowers with Husqvarna EPOS integrate with Husqvarna Fleet Services, a digital fleet management control system, and make the management of large lawns and green spaces easier and more flexible and efficient than ever before. The new technology is the next step in Husqvarna professional robotic lawnmowing and will be launched with selected professional customers in the U.S, France, Germany and Sweden in 2020.
nual basis. Therefore, even if a dealership has to use the floor plan exception one year in order to deduct all of its interest expense (thereby losing the ability to take bonus depreciation in that year), it may still be eligible to take bonus depreciation in subsequent years if overall interest expense falls below 30% of adjusted taxable income in that given year. This is great news for dealers who may have thought that bonus depreciation was lost forever once they used the floor plan interest exception,” Rex Collins, EDA preferred provider and principal at HBK CPAs and Consultants, explains. EDA had an audience with the House Ways and Means Committee during the development of the bill proposals. Collins and Natalie Higgins, EDA Vice President of Government Relations, were a vital part of the discussions and representation of equipment dealers before the Committee. “As a result of EDA’s efforts and participation, the House version of the bill included language that allowed dealerships with floor plan financing to deduct all floor plan related interest ex-
pense, even if that expense ultimately exceeded 30% of adjusted taxable income,” adds Kim Rominger, President and CEO of EDA. Subsequently, the Joint Committee on Taxation issued a Blue Book interpretation of the interaction between floor plan interest expense and bonus depreciation that was much more favorable to dealerships. Essentially, it suggested that if interest expense including floor plan interest was less than 30% of adjusted taxable income, the dealership would be eligible for bonus depreciation expensing. However, the interpretation also held that once a dealership used the floor plan exception, the dealership would not be eligible to use bonus depreciation in subsequent years.
Maruyama Honors Award Winners During the 2019 GIE+EXPO Maruyama gathered distributors, dealers and customers for a dinner to present awards to those that have shown
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POWERsuppliers excellence. Maruyama’s President, Masaharu Uchiyama, presented the 2018-2019 Executive Choice award to distributor Steven Purdy, President of Oscar Wilson Parts & Equipment—honoring Oscar Wilson for years of dedicated distribution, sales and support of the brand and commercial outdoor power and chemical product equipment. Oscar Wilson, located in O’Fallon, Mo., distributes and promotes the Maruyama brand throughout Illinois, Indiana, Iowa, Kansas, Minnesota, Missouri, Nebraska, North and South Dakota and Wisconsin. The 2018-2019 Distributor of the Year award went to Smiths South Central with Robert Smith, President of Smiths South Central on hand to accept it. Smiths South Central (SSC), located in Springhill, La., has been an amazing, well-respected and dedicated distributor for Maruyama for many years. Smith South Central’s success is easily seen by their wonderful staff and sales support. SSC distributes and promotes the Maruyama brand of commercial, handheld outdoor power and chemical application/spray equipment with pride and
eagerness to Arkansas, Louisiana, Mississippi, Oklahoma and Texas. This is the second year for Smiths South Central to receive the award.
Kioti Donates Custom K9 UTV It was a crystal-clear morning on Oct. 9, 2010 as U.S. 101st Airborne Infantry Division Recon Scout Squad Leader J.D. Williams was on a recon mission in the mountains of Afghanistan. As Williams maneuvered up a trail, he suddenly came upon six Taliban fighters—he was ambushed. Before he could raise his rifle to engage, an I.E.D. exploded underneath him. He quickly realized his legs and right arm were gone. An avid bowhunter, Williams retaught himself how to shoot with a mouth tab and quickly realized the positive effects being outside had on his rehab. Williams says, “I saw how beneficial it was for my own wellbeing, and I realized if there were other warriors with me, we could work together to meet our goals. This led to me creating Mo-
hawk Outdoors.” Mohawk Outdoors takes combat veterans on outdoor adventures that build confidence, camaraderie and lifelong memories. Since its inception, Mohawk has led more than 100 combat veterans on fishing, hunting and shooting trips. “I rely on wheelchairs, and the terrain on these trips tears them up,” Williams explains. “I always thought having a UTV would be a game changer for not only myself, but the other warriors as well.” After learning about Williams and Mohawk, Kioti decided to get involved. Deciding Kioti’s K9 2440 was the perfect vehicle to help the vets get back to the dirt, modifications were made to optimize Williams’experience. Remote-controlled lifts were added to assist veterans getting in and out of the vehicle and in moving from side to side in the cabin, as well as to load and unload wheelchairs and supplies into the bed. Hand controls were added to the left side of the driver’s seat along with a steering wheel adaption for use with a prosthetic. Remote controls direct the winch and dump bed, and can be used outside of the UTV.
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Service, Rechargeables Boost Camas Power Homeowner focus means lots of word-ofmouth service and finding sales niches for small lot market.
Service Sells Currently, the dealership staff consists of the two Teds: Sr. and Jr., with Sr. doing the bulk of the wrench-turning and Jr. manning the counter. However, as most smaller dealers know,
either one could be filling any role needed depending on a given sales or service situation. Camas Power Equipment had a 10year employee who recently left, and like many dealerships and employers everywhere the Rivases are looking for
BY DAN SHELL CAMAS, Wash. unning a small dealership in a large metro market presents several challenges, and longtime dealer Ted Rivas and his son, Ted Jr., are working to serve local homeowner customers with solid service and products that fit their smaller lot needs. Camas Power Equipment dates to 1986 when Rivas purchased a defunct dealership on the edge of town in Camas, which is just on the eastern edge of Vancouver, Wash. and the greater Portland, Ore. metro area. He had operated a dealership in Portland in the 1970s and ’80s, then sold out to operate a candy store. After a while, Rivas realized he didn’t like candy retailing as much as power equipment and got back into the business several years later when the dealership in Camas became available. In a feature article in PET in 1991, Rivas noted that one reason the dealership failed was rock bottom pricing and giving away the store. After holding fast with customers who had grown accustomed to the “great deals” that put the former owner out of business, Rivas developed a solid dealership with a loyal customer base of mostly homeowners. The dealership’s offerings have evolved over the years. Camas Power Equipment’s only handheld line is Stihl. The dealership also carries Honda walk-behinds and generators.
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Ted Rivas Jr. makes another sale at the two-man shop that’s a key resource for local homeowners.
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the right person to fill the role. Complicating things, Ted Sr. says, are competition from larger businesses, plus a general lack of interest among the younger generation for the kind of technical work that dealerships offer. “We’re still looking for the right person, Ted. Jr. says. “Either a technician or a counter person would work for us.” Posted shop labor rate is $70/hr., definitely on the low end for the greater Portland Metro area. Rivas Sr. says he knows the labor rate needs to be raised, but one issue, he believes, is the product mix: “We’re doing mostly handheld, walk-behinds and the smaller riders,” Ted Sr. says. “It’s easier to charge more when you’re working on the big commercial mowers and small tractors, things like that.” The dealership works to educate customers about gas and fueling issues with ethanol, and sells plenty of premixed no ethanol fuel cans. There’s a Star-Tron POP display on the counter, and Rivas Jr. says they use every opportunity to talk up fuel management when gas issues arise. “For the hand-
From left, Ted Rivas Sr. and Jr.
helds, we sell a lot of the Stihl MotoMix,” he adds. Camas Power Equipment serves primarily homeowners, focusing on power equipment end users with smaller lots and their machine and service needs. Ted Sr. notes that the dealership has done a small amount of business with commercial landscapers and mowing contractors, but doesn’t have the capacity to service pro customers like they need to be. “The reason we haven’t done much with commercial customers
Hey, It Was The 90s Ted Rivas Sr. says that soon after this cover photo appeared in 1991, the fairly young Stihl dealership (three years) got a quick visit from some Stihl Northwest reps bringing lots of merchandising materials to counteract the extensive Jonsered presence in the POP counter area.
is we’re too small, not enough labor right now, and we don’t have the space to handle many of the large commercial mowers,” Rivas Sr. says. The dealership has a web site through the stihldealer.net system, and also a Facebook page. Ted Jr. works with the Facebook page, rolling out sales and service notices and also marketing campaigns. A store mannequin dressed in “Jason” hockey mask for Halloween says “What’s scary is buying power equipment from a big box store!” The mannequin turns to “Safety Steve” in time for Christmas, brightly decorated in costume with lights and the latest safety gear. Store mascot Gary the Cat also makes promotional Facebook appearances for the dealership.
Showroom is small but attractive and well-lit, with one handheld line.
Recharging Sales
Ted Rivas Sr. does most of the wrench-turning these days, but both handle service when needed.
Ted Jr. says one sales trend that has worked well and continues to expand in his mostly homeowner market is rechargeable products, and as the technology has advanced they are selling more of the Stihl rechargeable line. “We’re selling more than ever, mainly to people with smaller houses and less acreage— the demand is definitely there,” he adds. The dealership is also selling more Stihl rechargeable mowers, he notes. “It seems like people are just getting tired of gas and fuel problems—and a good sale price this year also helped,” Ted Jr. says.
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While the rechargeable mowers are coming on, the top products remain blowers and trimmers, Ted Jr. says. Most saw customers opt for a gas-powered model, but commercial saw users are picking up on the benefits of batteries as well, he believes. “We’ve sold them to a tree service, home restoration company and also to a tree farm outside town,” Ted Jr. says. “The sound is the main reason they like (battery-powered saws), and the tree farm guys say they can use one battery almost all day long since they make a lot of five and 10-second cuts,” he adds. The dealership is coming up on its 34th year in business in March 2020. “It might take some good luck for us to make it another 34 years,” Ted Sr. says with a laugh, though in a few minutes he’s talking seriously about the importance of his type business to local smallscale small engine end users and taking care of their equipment needs. “We just keep plugging along,” he says, noting the importance of such small businesses to the overall small engine market and in turn to the local PET economy.
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Boomerang Saw This saw returned to Camas Power Equipment some 30+ years after owner Ted Rivas sold it originally. Before he bought the dealership facility in Camas, Rivas had operated a dealership across the Columbia River in Portland, A.R. Chain Saw & Lawn Mowers, in the 1970s and 80s. Earlier this fall, a saw Rivas sold when he was running the older dealership “came back” to him as a service order, and PET grabbed a photo of it in the service waiting area.
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GIE+EXPO Packs Out Louisville Outdoor demos drew crowds
Miss The Education? PET ’s Got Your Back
The industry’s biggest event brought out more than 26,500 people to view new products and participate in free educational opportunities.
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ncreases in both dealer and landscaper attendance blew the roof off attendance records at industry’s biggest event, the 2019 GIE+EXPO at the Kentucky Exposition Center. Dealer attendance increased 8% and landscaper numbers were up 18% as the show covered 675,000 sq. ft. indoors and 20 acres of outdoor demonstration space just outside the exhibit hall. Show officials cited new show features, innovative technology and opportunities to network combining for another record-breaking year for GIE+EXPO. One of the largest trade shows in the U.S., GIE+EXPO drew more than 26,500 people from all 50 states and more than 40 countries. The indoor exhibit floor and the outdoor demonstration area were larger than ever, covering 24,000 sq. ft. more than last year. In addition to the major show attractions—aisles full of new products and technology and a truly unique demo area—special new features keep the
show fresh. Echo sponsored a new social media lounge, providing a place for attendees to network and hear insights from live guests and social media influencers right on the trade show floor. Arborist demos by the Women’s Tree Climbing Workshop gave attendees the opportunity to learn from a group of experts they demonstrated climbing techniques on a 40-ft. tree inside the expo center. The sessions, presented by Davey Tree, were sponsored by Stihl, with support from Shelter Tree. Nick Williams of Power House Outdoors, Hattiesburg, Miss., won the $5,000 Stihl giveaway during Wednesday’s dealer preview. The winner of the Fabulous Friday $20,000 giveaway was Jake Guindon of Lonestar Landscaping & Co., Waterdown, Ontario Canada. Gravely gave away a prostance commercial stand-on mower to winner Chris Thomas, Thomas Lawn & Landscape, Indianapolis, Ind., and
Power Equipment Trade made a splash with daily recap videos highlighting the discoveries of the day at GIE+EXPO. From new technology to puppy dog tails, PET saw it all. During the threeday event PET live streamed 11 Dealer Workshops, which are available to watch on PET’s YouTube channel. The new live stream layout prominently features the workshop speakers’ PowerPoint presentations, making the videos a valuable source of information for dealers. the Propane Education & Research Council gave away a Big Tex trailer that included an Exmark mower and a Spartan mower to Jim Langendorf of Olympic Lawns, Springboro, Oh. Kris Kiser, managing partner of GIE+EXPO and OPEI President, says show organizers will continue to expand the event’s hands-on and participatory events next year with indoor drone training in Freedom Hall and an equipment test track and hands-on edu-
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The Mutts Returned & Everyone Met Mulligan
T
he TurfMutt Foundation has a new spokesdog. Mulligan, a mixed breed rescue puppy, will fill the cape left behind by Lucky the TurfMutt, who recently passed away at the TurfMutt Foundation offices after serving as the organization’s superhero voice for a decade. Mulligan, who was abandoned along with her siblings, was rescued by the Kentucky Humane Society and adopted by TurfMutt Foundation President, Kris Kiser, in Louisville during Lucky’s Mutt Madness, a national dog adoption event that takes place during GIE+EXPO. Mulligan and 14 other dogs were adopt- Representatives with the Kentucky Humane Society accept a check from the TurfMutt Founed at the event. dation’s Kris Kiser and Mutt Mulligan for $10,000. “Adopting a younger dog is a change for me, but I’m thrilled to bring Mulligan home as the new spokesdog for the TurfMutt Foundation. She has big paw prints to fill after Lucky’s 10 years as TurfMutt, who had an extraordinary run,” says Kiser. “We still have a lot of work to do in the years to come as we educate students and families about the benefits offered by our green spaces and how to care for them.” “Mutt Mulligan” will assume spokesdog duties for the TurfMutt Foundation once her puppy training is complete. “She’ll take on more activity with the TurfMutt Foundation as she matures and grows,” says Kiser. “Right now I’m focusing on making sure Mulligan is happy and well-socialized so she is comfortable doing things like meeting students who participate in our annual contest or visiting a television studio.” Animal rescue has always been part of the TurfMutt education equation, which makes Mulligan a perfect fit to fill the superhero cape left by Lucky. Kiser adds, “As adults, we want for kids to grow up to care for the environment and to appreciate the green spaces around them. Delivering a message about environmental stewardship through a dog’s eyes helps because who enjoys your back yard the most? It’s often our pets and children, though we’re finally seeing more adults turning to spending time in green space to destress and reconnect with nature.” For the last two years, at Lucky’s Mutt Madness, the TurfMutt Foundation and GIE+EXPO donated a $10,000 check to the KHS to support their work in animal rehabilitation, rescue and adoption. “The Kentucky Humane Society does a world of good by rescuing neglected, abused, and unwanted animals and helping them find forever homes,” says Kiser. “We are proud to support them.”
cation with the latest in technology and robotic mowers. According to Kiser, the Kentucky Exposition Center is one of the country’s most unique venues because it offers an indoor arena with 70 ft. ceilings. “Unlike other events where attendees sit in meeting rooms, GIE+EXPO offers hands-on training with things like the arborist demos, the outdoor demo area, the social media lounge, engine tech training and live hardscape demos,” Kiser says. GIE+EXPO 2020 is set for October 21-23. PET 12
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Stihl Inc. President Bjoern Fischer presents Mississippi dealer Nick Williams with $5,000.
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2020trimmerbrushcutterpreview (Material supplied by Stihl)
Stihl Trimmers Your Best Line Of Defense For more than 90 years, Stihl has been defining the future of handheld power equipment. We’ve applied this legacy of innovation to our line of string trimmers—giving your customers even more options with the extensive Stihl lineup of gasoline- and battery-powered equipment. Top-Rated Stihl FS 131 Trimmer Packed With Features For Efficient Trimming Long run times, simplified starting and improved filtration help pros tackle tough jobs with ease When looking for more power to cut through landscaping tasks, professionals should turn to the top-rated Stihl FS 131 trimmer for extra muscle. The professional trimmer has powerful low-emission engine, providing 30% longer run times than its predeces“The FS 131 has plenty of sor. The Stihl FS 131 power to cut through the brush and tall grass around my place… string trimmer features a simplified three-step It is very easy to handle.” start procedure enabled HHHHH 5 out of 5 stars. by the semi-automatic User: Drew8708 choke lever, saving users time. The trimmer’s vertical pleated paper air filter allows for better filtration, extended replacement intervals and long service life. Most Powerful Battery-Powered String Trimmer in the Stihl Line The top-rated FSA 130 R offers quiet operation, optimal power and durability No fumes. No exhaust emissions. No disruptions. With the top-rated Stihl FSA 130 R AP series battery-powered trimmer, professional landscaping crews can now count on the same durability of its gasoline-powered counterpart in a batterypowered package. The FSA 130 R’s quiet operation allows crews the flexibility of extended working hours during early mornings, evenings and beyond. With instant starts, a large 16.5 in. cutting width and a commercial-grade brushless electric motor for optimal performance and durability, the FSA 130 R is a powerhouse of convenience features. The FSA 130 R trimmer is designed to tackle professional
landscaping tasks with ease. Its variable speed throttle trigger offers three performance levels, allowing users versatility in selecting the best operation speed for the job at hand, conserving battery energy and allowing maximum run times. “I am able to do my entire yard, The external battery around house, 2 sheds and drainage connection to the ditch on one charge. I like the three Stihl AR backpack power settings to adjust for around battery shifts the batskirting or garden frames or open tery weight from the areas with heavy grass or weeds.” unit to the user’s back HHHHH 5 out of 5 stars. for optimal weight User: BigTurtle distribution and user comfort during long work days. New Stihl FSA 57 Ideal For the Suburban Yard Tackle trimming jobs quickly with the power and convenience of battery power The lightweight and value-packed Stihl FSA 57 batterypowered trimmer is an ideal choice for maintaining suburban yards. This trimmer delivers an 11 in. cutting width at a continuous high speed to tackle yard work quickly and effectively. With the Stihl AK 10 battery, the FSA 57 weighs just 7.5 lbs. and has a run time of up to 20 minutes on a single charge. For comfort and convenience, this unit features an adjustable shaft to customize height for the user, an easy-to-use AutoCut head which feeds noise-reducing line, and a bump guard to help the user trim carefully around obstacles like trees and shrubs. The FSA 57 trimmer is available as a stand-alone unit or as a value-priced bundle with the Stihl AK 10 battery (36 V) and Stihl AL 101 battery charger. Visit STIHLusa.com.
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2020trimmerbrushcutterpreview (Material supplied by Husqvarna)
Professional 500 Series Trimmers
535LK
535LST The Husqvarna 535LST (MSRP: $479.99) is a trimmer in the versatile 35cc class, built for tough commercial use. Top class performance is provided through its raw powered X-Torq engine, unique ergonomics and excellent durability. This powerful trimmer with bevel gear is designed to withstand high torques. The machine has a robust construction with durable components and is easy to maintain—delivering trouble-free usage. The patented X-Torq engine delivers more power and less fuel consumption and exhaust emissions compared to a conventional engine.
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The new 535LK (MSRP: $499.99) is a high-powered, heavy-duty professional combi trimmer with reliable XTorq engine, and quick connection system compatible with existing Husqvarna attachments for maximum versatility and productivity. The anti-vibration system and soft-grip handles ensure comfortable use even during long shifts. Visit husqvarna.com/us/products/trimmers.
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2020trimmerbrushcutterpreview (Material supplied by Aero-Flex Technologies)
Breakthrough Innovations Raise the Bar For Battery Trimmers The shift to cordless technology is easily understood. Cleaner, quieter, lighter, lower returns and more ergonomic are no-brainers to many in our market today. But what if we could improve today’s battery runtimes by 50% or more? What if a game changer at the cutting end gave manufacturers more to market as well as cost efficiencies? Enter Aero-Flex Technologies (AFT): “No one has addressed the excessively high wattage loading requirements (the working power consumed) needed for the trimmer to effectively cut grass. For example, mono string line was not challenged as the leading cause,” Vince Morabit, AFT President states. At the lower speeds needed for longer battery run time, string line becomes limp and cannot cut. AFT’s patent pending AeroSharp line blades cut at lower RPM, are sharper, cut faster and are powerful enough to cut much heavier vegetation. They can also boost run time by two to three times. Better batteries coupled with new, efficient technology at the cutting end of the trimmer can allow the OEM to re-configure the
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battery trimmer for cost efficiencies and user focused improvements. With the four 4 Aero-Sharp cutters, no bumping is needed (energy loss reduced), speeds can be reduced (energy loss reduced) and faster cutting rates with longer runtimes are achieved (more work done per charge). Additional proprietary products from AFT boost energy saving even more. AFT’s GC Glider allows the trimmer to rest directly on the ground, glide in any direction (by way of bearings) and keep cutting height controlled (no scalping, gouging). The GC Glider prevents wasteful head rubbing energy loss. With the AFT trimming system and GC Glider, the perfect battery trimmer is delivered. With the measly 12-15% of the entire battery charge used for trimming grass, wouldn’t waste reduction for the entire trimmer be a noble focus? Improved technologies (including batteries) have changed the string trimmer for the better but oddly, nothing new has improved the “string” of the string trimmer since its inception—the time is now! Visit aero-flex.com.
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2020trimmerbrushcutterpreview (Material supplied by Rotary Corp.)
Best-Selling Copperhead Trimmer Line, Accessories For 2020 A full line of commercial strength Copperhead trimmer line, parts and accessories are among more than 9,500 items featured in Rotary’s new 2020 catalog for servicing dealers and distributors. A special 30-page trimmer section includes photos, illustrations and descriptions, plus a trimmer head application chart. Rotary’s best-selling Vortex line is the number one choice of demanding landscape professionals. The twisted Vortex line requires less operating power and is specially designed for superior performance—with more impact power and excellent wear resistance. Copperhead trimmer line is also available in diamond-cut, quad-tex, premium quad and precut varieties. Choose from a wide assortment of loops, donuts or spools. In addition, Rotary offers a vast assortment 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. All Rotary parts are guaranteed for quality that meets or exceeds all OEM standards for operation.
Manufacturing World-Class Trimmer 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 Extru-
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sion at a state-of-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’s Copperhead trimmer line l Superior tensile strength l Excellent flex life l High impact strength l Outstanding wear resistance l Optimum performance in hot, cold, dry or wet conditions
Rotary—The Leader In Power Equipment Parts The industry’s best selection of power equipment parts are featured in Rotary’s 2020 master catalog. It includes photos, descriptions and cross reference numbers for most all brands along with many hard-to-find and discontinued parts. The entire catalog may be downloaded in a PDF format at rotarycorp.com. Founded in 1957, the family-owned company operates eight U.S. distribution centers plus a manufacturing division that produces lawnmower blades, edger blades and air filters at its state-of-the-art facilities in Georgia. Approximately 80% of Rotary’s complete line of parts is 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. Visit Rotarycorp.com.
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2020trimmerbrushcutterpreview (Material supplied by Sunbelt)
Trimmer Line Styles Explained 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 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 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, fences, etc.
Twist Twisted line adds strength and durability to traditional round line; it is commonly used by professionals as it is rugged and less likely to break and is also capable of handling thick, heavy weeds and grass. Sunbelt Outdoor Products is proud to offer Titanium Power trimmer line—the strongest shield in the field. Titanium Power trimmer line is built with a tough core to minimize breakage and is surrounded by an even tougher shell for maximum strength. Titanium Power in round, square and twist styles with a variety of diameters suitable for any application. What sets Titanium Power apart from others? The shield. Titanium Power trimmer line encases its core material in a layer of 100% virgin resin that acts as a shield against wear
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and tear. The resulting line lasts 30% longer than traditional trimmer lines. State of the art manufacturing delivers the winning edge. Titanium Power trimmer line is produced using a unique extrusion process. Extensive lab tests verify such factors as impact and weld resistance, noise level and humidity absorption. This trimmer line is engineered to stand up to the toughest jobs. To add Titanium Power trimmer line and other great Sunbelt products to your business, call 1-800-438-0660 to find out how to become a reseller. Visit sunbeltparts.com/pd_showcase_titanium.
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2020 String Trimmer Specification Charts Note: Information for PET’s String Trimmer Spec Charts has been furnished by appropriate manufacturers and suppliers. Due to metric-to-non-metric and non-metric-to-metric conversions, some measurements may not be exact. Also, weights were requested “dry, engine only,” but some may include attachments, and where applicable, batteries. The “—” symbol indicates no reply; it does not necessarily mean the feature is not available. We made every effort to make this chart as complete and
accurate as possible; however, those companies marked by a “**” notation did not return changes to us by press time. The models listed for them are the most accurate we had on file. Should manufacturers, suppliers, distributors or dealers spot any missteps, please notify Jessica Johnson, Managing Editor, P.O. Box 2268, Montgomery, AL 36102-2268/334-834-1170; fax: 334-834-4525; email: jessica@hattonbrown.com. Thanks. —The Editors POWER EQUIPMENT TRADE
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Dry
GT-225
21.2 cc
10.1 lbs
Curved
16 in.
GT-225i
21.2 cc
10.6 lbs
Curved
16 in.
GT-225SF
21.2 cc
10.8 lbs
Curved
16 in.
GT-225L
21.2 cc
11.2 lbs
Curved
16 in.
SRM-2620
25.4 cc
12.3 lbs
Straight
17 in.
SRM-2620T
25.4 cc
12.5 lbs
Straight
17 in.
SRM-3020
30.5 cc
13.7 lbs
Straight
20 in.
SRM-3020T
30.5 cc
13.9 lbs
Straight
20 in.
SRM-225
21.2 cc
11 lbs
Straight
17 in.
SRM-225i
21.2 cc
12 lbs
Straight
17 in.
SRM-266
25.4 cc
13.4 lbs
Straight
17 in.
SRM-2320T
21.2 cc
12.2 lbs
Straight
17 in.
DS 3500 S
36.3 cc
15.2 lbs
Straight
17 in.
DS 3500 T
36.3 cc
16.8 lbs
Straight
17 in.
DS 2700 S
27 cc
12.6 lbs
Straight
16 in.
DS 3000 S
30 cc
13.2 lbs
Straight
16 in.
DS 3000 T
30 cc
13.9 lbs
Straight
17 in.
DS 2210 S
21.7 cc
9.0 lbs
Straight
16 in.
DS 2210 T
21.7 cc
10.6 lbs
Straight
16 in.
DS 2410 S
21.7 cc
9.9 lbs
Straight
16 in.
DS 2410 T
21.7 cc
9.9 lbs
Straight
16 in.
DS 4100 T
44 cc
18.3 lbs
Straight
17 in.
DS 5300 T
52.5 cc
20.7 lbs
Straight
17 in.
DSH 4000 S
40 cc
16.1 lbs
Straight
16 in.
DSH 4000 T
40 cc
18.1 lbs
Straight
16 in.
DSi 30
40 V
6.4 lbs
Straight
12 in.
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Echo, echo-usa.com
EFCO, efcopower.com
Greenworks, greenworkstools.com
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48T15
48 V
7.27 lbs
Straight
15 in.
48T16
48 V
8.59 lbs
Straight
16 in.
GT161
82 V
9.47 lbs
Straight
16 in.
GT160
82 V
11.02 lbs
Straight
16 in.
82T16
82 V
9.03 lbs
Straight
16 in.
82TB16
82 V
14.66 lbs
Straight
16 in.
82TB18
82 V
16.2 lbs
Straight
18 in.
STE302
48 V
-
Straight
15 in.
STE456
48 V
-
Straight
14-16 in.
DECEMBER 2019
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Honda, powerequipment.honda.com HHT25SLTA
25 cc
13 lbs
Flex
17 in.
HHT35SLTA
35.8 cc
15.5 lbs
Flex
17 in.
HHT35SUKA
35.8 cc
16.1 lbs
Flex
17 in.
Husqvarna, husqvarna.com/us** 122C
21.7 cc
9.7 lbs
Curved
-
115iL
36.5 V
6.47 lbs
Straight
-
129C
27.6 cc
9.9 lbs
Curved
-
128C
28 cc
9.7 lbs
Curved
-
128CD
28 cc
11.11 lbs
Curved
-
128L
28 cc
10.6 lbs
Straight
-
129L
27.6 cc
10.5 lbs
Straight
-
336LiC
36 V
6.61 lbs
Curved
-
129DJx
27.6 cc
10.3 lbs
Straight
-
322L
22.5 cc
9.26 lbs
Straight
-
128LD
28 cc
11.11 lbs
Straight
-
129LK
27.6 cc
10.3 lbs
Straight
-
128LDX
28 cc
10.8 lbs
Straight
-
325L
27.6 cc
11.02 lbs
Straight
-
525LK
25.4 cc
9.92 lbs
Straight
-
535LK
34.6 cc
12.79 lbs
Straight
-
520iLX
36 V
6.6 lbs
Straight
-
536LiLX
36 V
6.6 lbs
Straight
-
522L
22.5 cc
9.26 lbs
Straight
-
525L
25.4 cc
9.7 lbs
Straight
-
324L
25 cc
11.2 lbs
Straight
-
525LS
25.4 cc
10.14 lbs
Straight
-
525LST
25.4 cc
10.36 lbs
Straight
-
524LK
25 cc
11.9 lbs
Straight
-
430LS
29.5 cc
11.2 lbs
Straight
-
535LS
34.6 cc
12.57 lbs
Straight
-
EM2652LHN
25.4 cc
11.5 lbs
Straight
17 in.
EM2650LH
25.4 cc
10.9 lbs
Straight
17 in.
XRU18PT
18 V x2 (36 V)
13.4 lbs
Straight
17 in.
XRU15PT
18 V x2 (36 V)
10.4 lbs
Straight
15 in
XRU12SM1
18 V
8.6 lbs
Straight
12 in.
XRU11M1
18 V
7.4 lbs
Straight
113⁄4 in.
Makita, makitatools.com
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XRU13Z
18 V
7.3 lbs
Curved
11-3/4 in.
XRU02Z
18 V
6.4 lbs
Straight
10-1/4 in.
XUX01MSPT
18 V x2 (36 V)
10.9 lbs
Straight
17 in.
B23
22.5 cc
12.9 lbs
Straight
-
B27
25.4 cc
13.1 lbs
Straight
-
B30
30.1 cc
12.9 lbs
Straight
-
B42
41.5 cc
18.3 lbs
Straight
-
B23C
22.5 cc
9.9 lbs
Curved
-
B23L
22.5 cc
11.8 lbs
Straight
-
B27L
25.4 cc
12.1 lbs
Straight
-
B30L
30.1 cc
11.8 lbs
Straight
-
B42L
41.5 cc
17.2 lbs
Straight
-
B27L TURBO
25.4 cc
17.2 lbs
Straight
-
B30L TURBO
30.1 cc
12.1 lbs
Straight
-
BT23L
22.5 cc
10.9 lbs
Straight
-
ST 120VX
120 V
12.1 lbs
Straight
16.5 in.
ST 275
40 V
9.4 lbs
Straight
-
BTR250PL
36 V
6.6 lbs
Straight
-
TRZ230S
22.5 cc
10.14 lbs
Straight
-
BCZ230TS
22.5 cc
10.14 lbs
Straight
-
BCZ250S
25.4 cc
11 lbs
Straight
-
EXZ260S-PH
25.4 cc
8.82 lbs
Straight
-
BCZ260S
25.4 cc
10.8 lbs
Straight
-
BCZ260TS
25.4 cc
10.8 lbs
Straight
-
BCZ3050S
29.5 cc
12.3 lbs
Straight
-
BCZ3060TS
29.5 cc
12.19 lbs
Straight
-
SGCZ2460S
23.6 cc
11.18 lbs
Straight
-
FS 38
27.2 cc
9.3 lbs
Curved
15 in
FSA 45
18 V
5.1 lbs
Straight
9 in.
FS 40 C-E
27.2 cc
9.9 lbs
Curved
15 in.
FS 50 C-E
27.2 cc
10.1 lbs
Curved
16.5 in.
FSA 56
36 V
5.5 lbs
-
11 in.
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Maruyama, maruyama.com**
Oregon, oregonproducts.com**
RedMax, redmax.com/us**
Stihl, stihlusa.com
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FS 56 C-E
27.2 cc
11.5 lbs
Straight
16.5 in.
FS 56 RC-E
27.2 cc
10.6 lbs
-
16.5 in.
FSE 60
120 V
8.8 lbs
Curved
14 in
FS 70 R
27.2 cc
10.6 lbs
Straight
16.5 in.
FSA 85
36 V
6.2 lbs
Straight
14 in.
FSA 90 R
36 V
6.2 lbs
Straight
15 in.
FS 111 RX
31.4 cc
11 lbs
Straight
16.5 in.
FS 91
28.4 cc
12.8 lbs
Straight
16.5 in.
FS 91 R
28.4 cc
12.1 lbs
Straight
16.5 in.
FS 94 R
24.1 cc
10.1 lbs
Straight
16.5 in.
FS 111
31.4 cc
12.8 lbs
Straight
16.5 in.
FS 111 R
31.4 cc
12.1 lbs
Straight
16.5 in.
FSA 130 R
36 V
8.6 lbs
Straight
16.5 in.
FS 131
36.3 cc
12.8 lbs
Straight
16.5 in.
FS 131 R
36.3 cc
12.1 lbs
Straight
16.5 in.
FS 240
37.7 cc
15.2 lbs
Straight
16.5 in.
FS 240 R
37.7 cc
14.6 lbs
Straight
16.5 in.
FS 311
36.6 cc
15.9 lbs
Straight
18.9 in.
FS 360 C-EM
37.7 cc
18.7 lbs
Straight
18.9 in.
FS 460 C-EM
45.6 cc
18.7 lbs
Straight
18.9 in.
FS 560 C-EM
57.1 cc
22.5 lbs
Straight
18.9 in.
FSA 57
36 V
5.7 lbs
Straight
11 in.
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SHOWroom FEATUREproduct
HPC Fire Inspired Fire Pit Enclosures First, the problem: Homeowners want to jazz up their backyards with a gas fire pit, but don’t want the messy construction of running a gas line, or the visual distraction of attaching a propane tank. Now for a solution: A series of “small tank” fire pit enclosures that actually can hide a 20 lbs. propane tank inside them, so they can be installed almost anywhere. These “small tank” enclosures, introduced by HPC Fire Inspired, the world’s leading outdoor gas fire pit manufacturer, are CSA-safety-certified, and are ready-to-finish (RTF), which means they can be clad with any non-combustible finishing material, such brick, block, tile or stone. Convenient push-button ignition or simple match-lit models are available. Choice of enclosure shapes include round, square and rectangular. HPC CEO Sean Steimle explains, “Many of our customers have their backyards already hardscaped, but still want an installed finished appearance without adding further construction. These new RTF enclosures do that for them.” Adding, “Customers have also asked to be able to effectively and safely conceal the propane tank. These small tank fire pit enclosures are built specifically for them.” HPC, based in Dayton, Oh., is the leading manufacturer of gas fire features and fire-and-water features for residential and commercial applications. Its products are available through hundreds of specialty retailers and select online merchants, inquire today about how you can become a retailer. Visit hpcfire.com.
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PARTS & ACCESSORIES
Rotary’s 2020 Catalog
mat. The company’s user-friendly website makes it easy to locate parts with comprehensive listings and a convenient keyword search. Rotary also offers a Quick-Cross CD that features the 2020 catalog with an easy index for OEM to Rotary and aftermarket to Rotary parts. Visit rotarycorp.com.
be changed annually, or every 500 hours if the mower is used in cold or harsh weather conditions. Visit wrightmfg.com.
Wright Hydrostatic Oil
Rotary’s new 2020 master catalog features the industry’s most complete line of power equipment parts, tools and accessories. Available for servicing dealers and distributors, it includes over 9,500 different items with photos, illustrations and descriptions, cross referencing and part numbers for every major brand. New for 2020 are a variety of Copperhead mower blades, air filters, commercial strength belts, idler pulleys and ignition coils. Plus Copperhead chain saw bars, tires and deck wheels, blade adapters, throttle and clutch cables, spindle assemblies and much more, including jump starters and snowblower plows. In addition to the print version, the entire catalog is available at rotarycorp. com and downloadable in a PDF for-
All hydrostatic oil is not the same. That’s why Wright engineers recommend that owners of Wright mowers use the same durable hydrostatic oil at changes that’s in the mower when it leaves the factory. Wright dealers can make that easy by stocking genuine Wright hydro oil by the quart or case—part number 36490013. Wright has specified and is offering this synthetic 15W-50 hydro oil because it withstands higher temperatures and has better shear resistance properties than other off the shelf oils. Wright engineers recommend that the oil and filter
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Blowers Makita XBU03 Makita recently launched the 18V LXT brushless cordless blower, the XBU03. This new battery-powered blower provides instant start-up for quick clean-up applications. The XBU03 is the most powerful blower in its class. Power is measured using both air velocity and air volume to determine the blowing force, an industry standard measurement. The Makita built BL brushless motor delivers up to 459 CFM and 116 MPH. A user controls power and manages run time with the variable speed trigger. A new feature for any Makita blower is the cruise control lever and speed lock to set a speed for continu-
ous operation. The variable speed trigger can still be used for more power, while the cruise control speed lock is engaged. This cordless blower is also the lightest in its class, weighing 6.5 lbs. with one 18V LXT battery. Less weight provides increased mobility and is immediately apparent in the user’s hand. Other features include an in-line fan design to provide better balance and improved ergonomics. The pipe is extended closer to the ground for improved operation comfort. A rubberized soft grip also offers increased comfort. The housing bottom has a hole so that the blower can be easily hung in storage. Visit makitatools.com/ope/cordless.
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2019
Editorial Index February
2019 Chain Saw Specification Charts. Page 14.
Powerlines EPA, Trump Making E15 A Reality? Page 4.
2019 Chain Saw Products. Page 22.
Dealer Has Monster First Year Florida’s Sea Breeze Small Engine takes dealer Richard Chaillou on the ride of this life. Page 8. Winter Product Spotlight. Page 14. This Winter, Dealers Gear Up For 2019. Page 16.
April Powerlines Weather That’s Wanted, Dreaded. Page 3. All Season Focuses On Residential Side. Page 8. Five Minutes With… Sara Hey. Page 12. Dealer Voices: Tackling The Tech Shortage. Page 16. Industry Voices: Effectively Using Stay Bonuses. Page 18. Husqvarna Launches New Generation Forestry, Tree Care Saws. Page 19.
BLS Report Details Tech Employment Wage levels, hot markets and more. Page 24. Industry Voices: Equipment & Engine Training Council Holds Successful Annual Conference. Page 26. Stihl Contra Turns 60 With the introduction of the Contra in 1959, Andreas Stihl changed the way forestry work would be completed. Page 30.
August Powerlines Technicians Still Proving Elusive. Page 3. Service Keeps Dealer Moving Dan Robinson first got into small engine repair 30 years ago, working on-site service calls; he never dreamed his business would grow into what it is today. Page 10.
Leisure has been a single location John Deere dealer, focusing on quality support products. Page 10. GIE+EXPO Offers Dealer Education, Showcases Equipment Trends GIE+EXPO offers dealers ample opportunity to explore over 1,000 exhibits and workshops tailored toward enhancing their business. Page 16. Dealer Spotlight: Ed’s Mower & Saw Maintains Market. Page 20. Expo Elite. Page 26. Five Minutes With…TD Bank’s Mike Rittler. Page 36. Dealer Spotlight: Fish, Turtles, Hamsters, Trimmers, Blowers, Saws. Page 38.
December Powerlines Always Hustling To Stay Relevant. Page 3. Service, Rechargeables Boost Camas Power Homeowner focus means lots of wordof-mouth service and finding sales niches for small lot market. Page 8.
June
2020 Mower Preview. Page 11.
Powerlines Politics Never Sleeps Page 3.
Dealer Spotlight: Summer Service: A Nationwide Look. Page 20.
Sedgefield Outdoor Has Staying Power First opened in the 1970s, North Carolina’s Sedgefield Outdoor has weathered ownership changes, product changes and more to thrive under current owners Keith Carmack and Dylan Kiger. Page 8.
October
GIE+EXPO Packs Out Louisville. Page 11.
Powerlines OPEI Gives Us A First Look At 2020. Page 3.
2020 Trimmer, Brushcutter Preview Page 13.
Dealer Stays Hyper Focused Since 1974, Wilmington Lawn &
2020 String Trimmer Specification Charts. Page 23.
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PA, NY, VT, NH, ME, MA, RI, CT, NJ, DE, MD
MN, ND, SD, IA, TX, WI
Do you offer products in the power equipment industry? Advertise your company to PET’s subscribers nationwide in our Distributor Library section.
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Shelby County Implement • Shelbina, MO 63468 Ph: 573-588-4731 • 573-588-2040 Email: sci63468@hotmail.com Visa and Mastercard 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 Homelite Parts 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!
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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 Using The Power Of Habit To Transform Customer Behavior Some customer habits may be useful for your customer experience strategy and some of them may not. Understanding how customers’ habits form and how to identify them is crucial for customer experience. Defining Habits And Triggers A habit is an automatic action. Therefore, our intuitive system, which is fast and emotional thinking, handles them. However, habits are not the only type of intuitive or automatic behavior. Instead, they are a subgroup of things your Intuitive System handles for you. The intuitive system likes to take over repetitive tasks and handle them automatically. However, all automatic behavior isn’t a habit. For example, when you drive your car home from work like you do every workday, sometimes you pull into the driveway and don’t remember driving there. While the driving was automatic and handled by the intuitive system, it isn’t habitual. What distinguishes habits from other types of automatic actions is the trigger or the thing that activates the automated response. Triggers originate in the surrounding environment. When we sense something specific in our physical environment, our intuitive system then says, “I know what is supposed to happen in response to that.” Then, it spools up this automatic or habitual response. It’s useful to think about habit formation from the perspective of the intuitive system and its preferences. The intuitive system is where a lot of our base urges reside, our emotional needs. Habits Are Only For Repetitive Customer Behavior Habits are a result of your intuitive system trying to make repetitive actions efficient. Therefore, forming habitual customer behavior is best for repetitive tasks. If the response in not repetitive, then you can’t make it a habit. Also, the context of the purchase must be similar enough that it triggers a response. In other words, not every customer behavior is habitual, and it will never be so. Therefore, if you are trying to instill habits in your customers, remember the following: If the customer behavior you want to inspire is rewarding from an intuitive system perspective, it’s going to be much easier for that habit to form. If the customer behavior works against short-term pleasure or gain, that’s going to be a much harder habit to form. If your targeted customer already has the habit of doing something else, it can be a real barrier for you. One of the ways of disrupting the pattern is reaching your targeted customers at points in time where they are not around these environmental triggers. Being Better Is Not Enough If you can get the customer to form new habits, it can be a win-win. The first essential thing about changing customer habits is you should identify the trigger or the environmental cue that creates the habitual response. With the technology and data available today, you can also look at patterns of customer behavior and determine if it is beneficial to you. If it isn’t, then consider how you are going to change it. You should groom customers out of that behavior and educate them into the new into a new habit that is beneficial for you. However, it does also need to be beneficial for them. It should be something that enhances the experience for them in
some way. Habits form quickly when they appeal to the intuitive system. When they are already working for you, don’t change anything. However, when they aren’t, it is essential to consider ways to provide benefits to the intuitive system. Doing so will aid in habit formation, even if you do it in stages to make it more acceptable for people. Habits are easy, which is why our intuitive system handles them. In the end, you want the choice to buy your product or service to feel as natural as eating a cookie in the afternoon— especially if you sell cookies. The Remarkable Power of Habit to Transform Customer Behavior, Colin Shaw, Beyond Philosophy Blog, https://beyondphilosophy. com/the-remarkable-power-of-habit-to-transform-customer-behavior
PETevents DECEMBER 19-21—WEDA International Dealer Conference, Westin Kierland Resort & Spa, Scottsdale, Ariz. Call 816-5615323; visit westerneda.com. JANUARY 27, 2020—Northeast Equip. Dealers Assn. regional meeting, Holiday Inn Harrisburg-Hershey, Grantville, Pa. Call 800-932-0607; visit ne-equip.com. JANUARY 29, 2020—Northeast Equip. Dealers Assn. regional meeting, Holiday Inn, Liverpool, NY. Call 800-932-0607; visit ne-equip.com. JANUARY 31, 2020—Northeast Equip. Dealers Assn. regional meeting, Holiday Inn, Concord, NH. Call 800-932-0607; visit ne-equip.com. FEBRUARY 8-10, 2020—Outdoor Power Equip. Aftermarket Assn. annual meeting, The Belmond Charleston Place Hotel, Charleston, SC. Call 703-549-7608; visit opeaa.org. FEBRUARY 9-11, 2020—Combined annual meeting of Midwest Equipment Dealers Assn. and Deep Southern Equipment Dealers Assn., Ritz Carlton, New Orleans, La. Call 225-3835064; visit dseda.org. Listings are submitted months in advance. Always verify dates and locations with contacts prior to making plans to attend.
ADlink This issue of Power Equipment Trade is brought to you in part by the following companies, which will gladly supply additional information about their products. ADVERTISER
PG NO.
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Masport
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PMD International
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Rotary
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Seat Warehouse
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Stihl
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Sunbelt Outdoor Products
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Trilink Saw Chain
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Vallorbe Swiss
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ADLINK is a free service for advertisers and readers. The publisher assumes no liability for errors or omissions.
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DEALERtodealer
Mining For Gold In Your Dealership GREG GERMAN
What if you looked at your business like a miner did? Would you find the small nuggets of gold?
I
n recent years there has been a number of reality TV shows that try to tell the story of those who are searching for the elusive “mother lode” of gold. I’m sure many of you have watched them. The producers do a pretty good job of showing us the good, the bad and the ugly as it pertains to a gold miner’s life. Either they are digging and drilling in the earth, or they are underwater and searching the depths for riches. Some of the gold miners have multi-million dollar operations with a huge fleet of excavators, dozers, wheel loaders and trucks, while others are trying to get by on a shoestring as they begin their careers in seeking riches. One thing that all of the miners have in common, is that they are willing to do what it takes to find the smallest of nuggets. They search and search, to uncover pay dirt. It takes long hours, and often very uncomfortable circumstances, to strike it rich in order to get a good return on their investment. Each of our businesses also have areas of pay dirt that are often covered up with years of built up broken processes, poorly trained employees, lack of accountability and low expectations. For many of us, that area is our service department—I am speaking from experience. In my own dealerships, our service departments are the most under-performing areas in the organization. Even though we have average to good techs and a low rate of “re-dos” on repairs, our bottom
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line profits are nowhere near where they can, and should, be. After coming back from a recent dealer meeting with other Kubota dealers, each dealer in our group had to make a commitment to correct at least
Seldom are the dealer’s and the employee’s realities very close when you have not invested in helping them understand how the sausage is actually made. one key area of underperformance in their dealership. It took all of about three seconds for me to determine where my focus needed to be in the coming season. When I returned, I got together with a couple of our key leaders and made it clear that I needed to change the way that I spend my time in order to have bandwidth to address the issues in our service departments that needed “mining.” So we could remove the layers of underperforming tasks and broken processes that were causing us to have low ROI in our service areas. Within the first 30 days, I was able to begin turning more of my whole-goods selling over to a newer salesperson that has a wonderfully aggressive streak in him. I have and will continue spending a fair amount of time with him to hone his skills, but he is really beginning to gain traction at a much faster pace than if I had not taken the time to train him. In the long-term, that is going to open up a significant amount of time for me to dedicate to other problem areas of our organization that always seem to be creeping up, instead of them being ig-
nored until they are in crisis mode. Our service team has been meeting weekly for about 20 minutes the past couple of years, but I seldom would attend. Not really sure what had been accomplished in those meetings in the past, but that was the second change I made to my schedule. I have committed to spending about an hour each week with the service manager in a formal meeting the day prior to the departmental weekly meeting. We work out the agenda of items to cover and have begun to teach service principles each week on topics such as time management, job prep, write-ups and recovery measurement, to name a few. I found that I have a fair amount of misunderstanding to overcome in regards to a variety of topics. As you can imagine, if you don’t discuss it with your people, they will create their own version of reality. Seldom are the dealer’s and the employee’s realities very close when you have not invested in helping them understand how the sausage is actually made. As we have begun the process, and it’s still early, I really believe that our service team is going to experience a huge amount of growth over the coming 12 months as we all learn new perspective as we mine for buried nuggets. I would challenge you to do the same. You never know, you might actually PET catch that gold fever!
Greg German is President of German-Bliss Equipment, Inc. in Princeville, Ill., which operates three power equipment dealerships that market products for the lawn and garden, industrial and agricultural sectors. He can be contacted at P.O. Box 440, Princeville, IL 61559; fax 309-3852540; e-mail ggerman@german-bliss.com. The views of Greg German do not necessarily represent those of Hatton-Brown Publishers, Inc.
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