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POWERlines
A Hatton-Brown Publication www.poweret.com
Right-To-Repair Only Tip Of Iceberg DAN SHELL
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ooking into some news articles and reports on right-to-repair, I came to the conclusion this is a much bigger can of worms than I initially thought. The issue is fascinating on multiple levels and is much bigger than lawn and garden equipment, OEMs, dealers, repair shops and consumers. In the lawn and garden industry, there are OEMs dead set against many right-to-repair concepts for fully justified safety, performance and competitive/proprietary reasons. Likewise, many dealers who’ve made the investment in people, skills and specialized equipment to represent equipment lines don’t want to see independent repair shops gain the same access and overall capabilities they have without such investments or commitment. Then again, there are thousands of independent repair businesses that seek to gain as much knowledge and access as possible to properly service equipment and meet customer expectations. And there are aftermarket parts and equipment manufacturers—some OPEI members—that are much more supportive of the overall right-to-repair movement than the rank-and-file wholegood manufacturer membership. Taking a look at the big picture issue of right-to-repair, one quickly sees it’s a tricky balancing act seeking to ameliorate consumer rights and demands, competing business interests and proprietary concerns along with a big dose of privacy rights. For example, in case you haven’t noticed and were distracted by all the bells and whistles, a new automobile these days is in many ways a four-wheel app that is online and generates and spews data virtually around the clock. Are the critical software designs that integrate sensors and data handling for meeting high performance and safe operation expectations and emissions control standards to be simply handed over to any repair facility with a diagnostics system plug-in to do with it what they will? What if the person who bought the machine says, “Yeah, that’s what I want to do, to let this guy work on it.”? And what about the data generated during operations: How fast were you going? How often? Where have you been? How long did you stay there? Every second of every hour of operation is recorded and cross referenced with operating conditions. Who owns that data? Doing more research for the article on page 21, I came across a fascinating report on the right-to-repair battleground surrounding big agriculture, farmers and farm tractors. In addition to the same repair and maintenance access issues, tractor- and attachment-based sensors and other systems are capturing things like seed concentrations, row spacing and seed spacing data, cross-referenced with environmental conditions and locations. Some farmers say that data reflects productive and competitive farming techniques and practices developed over generations that are closely guarded and very valuable. The data is also very valuable to big ag suppliers and vendors in developing products and services for farmers—and to the tractor companies that sell it to them. The same issue could apply to lawn and garden equipment as systems grow more complex: If you are a commercial operator with a 10-mower fleet, do you want productive data such as operating hours, refueling, RPM range and other information automatically handed over to the manufacturer who designed that system? Just as the manufacturer doesn’t want key software design aspects handed over to independent repair shops to do what they will, a commercial equipment user doesn’t want such competitive information handed out or re-sold without their permission. Again, who owns that data? I confess to being an old-schooler here: The only computer my high school had was kept under lock and key in a math teacher’s closet. I’m generally sympathetic to the “I bought it, I own it” position, but definitely see the need to maintain integrity of safety and emissions compliance systems and OEMs’ reluctance to allow access to source codes. No matter your position on the issue, right-to-repair offers a fascinating look at our relationship with techPET nology as well as those who supply it and those who service it. Contact Dan Shell, ph: 334-834-1170; fax 334-834-4525; e-mail: dan@hattonbrown.com
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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 69
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Number 6
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DECEMBER 2020
Our 741st Consecutive Issue
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Founded in 1952
Renew or subscribe on the web: www.poweret.com
FEATUREstories
8 CDA TRACTOR 11 2021 TRIMMERS, BRUSHCUTTERS 21 RIGHT-TO-REPAIR ADVANCES Dealer Looks Beyond The Sale
New Tech, Accessories, Models
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Massachusetts Law Opens Platforms
VALUEadded Power Suppliers __________________________ 6 Dealer Voices____________________________ 22 Editorial Index ___________________________ 23 PowerWorks ____________________________ 25 Distributor Library ________________________ 26 PETcetera/Ad Index ______________________ 30 Dealer To Dealer _________________________ 31
COVERphoto The Adams family runs a solid dealership across four locations in Idaho and Washington where it is all about having fun, beginning on Page 8. (Photo by Jessica Johnson; 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 ® 2020. 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 TOP Equipment Takes More Territory Echo has announced the immediate appointment of Texas Outdoor Power Equipment (TOP Equipment) to serve the dealer network previously handled by Rental Distributing Co. After proudly serving the greater Houston, Tex. area for over 50 years, Danny Alley, owner of Rental Distributing Co., has retired and elected to close the business—ceasing distribution of Echo, Shindaiwa and Echo Bearcat products. The company distributed Echo Inc.’s product lines for more than 51 years. “We would like to thank Rental Distributing for many years of excellent and dedicated service to the Echo brands and to the dealer network,” Tim Dorsey, President, Echo Inc. says. “We would also like to thank our valued dealer partners for their ongoing commitment to supporting our brands.” Operating from its headquarters in Georgetown, Tex., TOP Equipment is one of the largest distributors of Echo and Shindaiwa brand power equipment in the U.S. The company became an Echo distributor when they first opened its doors in 1986 and today, TOP Equipment is the premier power equipment distributor in Texas, Oklahoma, Louisiana, Mississippi and Arkansas.
New Briggs CEO Speaks On Future
After emerging from Chapter 11 restructuring as a new company with a new owner and a new CEO in Steve Andrews, Briggs & Stratton, LLC, a company with a 113-year legacy, also has a new beginning. It’s no secret that Briggs & Stratton has had significant hurdles to overcome as of late—but that’s changing. “Many of the external challenges that seemed to hit the company all at once are starting to stabilize: weather is in our favor; the stay-at-home environment has positively impacted our business … and, we’re now a well-capitalized company, unencumbered by past liabilities, so we can focus on growth,” says Andrews. “In the first three months of our fiscal year, nearly all parts of our business globally are performing stronger than last year. In fact, this is a better start than we’ve seen in a number of years.” Briggs & Stratton remains the world’s largest producer of gasoline 6
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OPEI Announces Standard Updates ● B175.1 Chain Saw Standard: The next B175.1 chain saw standard revision proposal is now available for consensus body and public review. The next revision of the standard is expected to be published early 2021. ● B175.5 Edger Standard: The B175.5 edger standard proposal is now available for consensus body and public review. The new standard is expected to be published mid-2021. For information on how to participate in the standards development process for these, or any other OPEI standards contact Greg Knott, gknott@opei.org.
engines for power equipment, but its portfolio of brands and products showcases so much more. Andrews states, “While residential engines and products remain a core part of what we do, we will continue to strategically focus our offerings to include commercial engines and products, lithium-ion batteries and other systems and products that will help make our commercial customers more productive and profitable.” The growth opportunity is significant. Briggs & Stratton has deep roots in the Milwaukee community and that will not change. “The Milwaukee community—and all of the communities within which we currently operate—has been good to us and we will remain a strong community partner that stands behind its products and supports its customers, for many years to come,” Andrews confirms.
Renault Comes Back to the U.S.
Leading global brand owner and licensor, JMM Lee Properties, LLC (JMM Lee), has announced that its Renault brand is available for U.S. license on a selection of home and garden power tools and equipment, including portable and standby generators, snow blowers, chain saws and mowers. “The Renault name represents durability and cutting-edge European styling; qualities U.S. consumers look for in power equipment, tools and lawn equipment,” Michael Lee, Managing Partner at JMM Lee says. JMM Lee’s rights to the Renault brand in the U.S. is specific to power equipment, tools and lawn products. Moreover, JMM Lee is not affiliated with European conglomerate Renault S.A.S., which retains rights to the mark worldwide, including rights in the U.S. in connection with automobiles, bikes, vehicle leasing and more.
To learn more about the Renault brand, visit JmmLee.com/renault.
Kawasaki Names New Manager
Kawasaki Motors Corp., U.S.A. Engines Division has announced the promotion of Todd Sytsma to manager, OEM department. Sytsma, a Grand Rapids native, has worked as an OEM sales manager at Kawasaki for the past four years. Sytsma’s primary responsibilities will include the growth and maintenance of the brand’s business-to-business sales, working with U.S. based companies. He will oversee the day-to-day operations of Kawasaki’s OEM department, while providing guidance and support to the company’s OEM sales managers, administrators, and coordinators. Included in his responsibilities will be regular interaction with the vice president of the division, concentrating on the development and implementation of strategic departmental and divisional initiatives. “Todd’s experience provides him with the perfect foundation to collaboratively grow Kawasaki’s OEM presence,” comments Nelson Wilner, vice president. “His in-depth knowledge of our products, our programs and our ongoing efforts to support industry partners will be a major contributor to future brand achievements.” A graduate of Calvin University, Sytsma previously served in various sales and management roles in the industrial support category prior to joining Kawasaki.
Aided By Social Media, Dealer Recovers Loader
Call it a Facebook assist: After the owners of Messick’s Farm Equipment in Elizabethtown, Pa. posted clear video of thieves stealing a compact track load-
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POWERsuppliers er from the dealership’s Bendersville, Pa. branch in early October, the post quickly garnered 1,500 shares and customers were giving tips and staying on the lookout. Within hours a truck-trailer combo matching the description was spotted broken down less than 40 miles away. Never the brightest bulbs in the first place, the thieves had grossly overloaded their overmatched trailer—also reported stolen along with the truck— with a 9,300 lb. Kubota machine that soon led to suspension and wheel failure. No one was arrested, but the truck, trailer and loader owners were able to recover their property. Messick’s is well-known in the region as a major ag and construction dealership in addition to lawn and garden products at five Pennsylvania locations. The company’s web site boasts more than 250 brands represented across those three industries, and a blockbuster annual Christmas light show at the Elizabethtown location routinely draws thousands of visitors and raises thousands of dollars for charity. Quite active on social media, Messick’s has an extensive YouTube channel where they usually post a couple of videos a week. A video recounting the theft and product recovery has more than 350,000 views and counting since it was posted in mid-October.
COMING IN FEBRUARY • Parts & Service Sells • This section highlights the parts, oil and gas, business management software and mower lift suppliers.
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Deep Rooted Dealer Takes Care Of Customers For the Adams family, their four-location dealership sells products for work and for play. BY JESSICA JOHNSON COEUR D’ALENE, Id. att Adams grew up around tractors. Tractor sales and service, after all, is his
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family’s business, started by his greatgrandfather Don Adams in the late 1920s in Spokane, Wash. After serving eastern Washington for a while, Adams started a legacy of expansion with the addition of Coeur d’Alene Tractor to the fold in 1948 in Coeur d’Alene, Id.; then Boundary Tractor in Bonners Ferry, Id., 1976, and finally Lewiston Tractor in Lewiston, Id. in 2020. There are five generations of Adams in the business that has become one of the premier dealerships in the Inland Northwest. But for Matt Adams, the family business wasn’t what he immediately did. Instead, after spending his childhood learning how to drive tractors with his older brother Chris, and others, leaving Idaho and pursuing a different career was the way forward. After spending years in the business development and technology sectors in Seattle and
Portland, Matt missed his family. When Chris returned to the family business (and the family hometown of Coeur d’Alene) in 2017, Matt says he saw a change in his brother. The slower paced lifestyle, constantly being around their dad and returning the business they grew up around suited him. So, in 2019, Matt followed in Chris’ footsteps and returned
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to Adams Tractor/Coeur d’Alene Tractor to work full-time in the family business after a 30-year hiatus. “I get to see them every day,” Matt says of the family he used to only see once or twice a year. “I enjoy the business part of it; I managed the small engine shop for the last year—wanted to learn the business from the ground up. Things have changed in the industry, new technologies, there’s a ton more to learn, but it’s still tractors,” he says. With his brother, plus many cousins, and dad, the dealership has become a true family orientated business with what Adams says is a ton of potential. “We get to help people be more productive and we get to make their lives easier. What a better industry to be in; wow, I get to make people’s lives easier?” he adds. “We’re making people’s lives easier on the service side, but on the sales side they just light up. I get to have a toy; I get to have fun. My dad calls them therapy machines.” The fun mentality has served the Adams family well. Matt says the number one goal of the sales staff is to make sure that every customer who comes
in feels taken care of. Part of that comes from his marketing background, but part of it comes from the sense of pride he feels in the business. As a self-described optimist to a fault, Adams says he feels lucky to have the position he does. And he feels strongly that the other employees in the dealership feel as invested and he and his family do: “Many of the key players are invested, but when I walk in the door I know this is our place to take care of. Making sure it’s a place people enjoy coming to and that they know they are taken care of.”
Learning The Ropes It was on the service side that Adams says he “cut his teeth” when he came back. Acknowledging he’ll never do an
assembly job or be a mechanic, Adams does have the ability to look at processes critically and figure out ways to do things in possibly more effective or efficient ways. Commenting, “We’ve made some changes that make processes more definitive and make more money that way.” He says he wants to help the business, but he currently knows his weakness is in product knowledge and industry knowhow, so he’s elected to be a sponge in those areas. Adding, “I want to learn as much as I can as a future owner of this business.” Even though he’s incredibly positive about the business overall, and the opportunities in the marketplace, Adams knows that there are challenges in every business, and not everything is perfect. He says
Matt Adams’ goal for each customer that walks into the showroom is that they feel taken care of.
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Showroom stocks a variety of parts and accessories aiming to be a one-stop shop.
he prides himself on paying attention to challenging points and recognizing that he can’t take care of everything himself. He says he’s done it in the past, and he notices managers in the dealership doing it as well. While it might be easier to just go and handle something yourself, it’s better to install trust in the right people and be able to equip others to handle things instead of pushing towards burnout because a single person is relied on for everything. “It’s not all rainbows and butterflies all the time, that’s part of being in busi-
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ness, and as long as you don’t take it personally, it is strategic; it’s fun,” he believes. “There’s a lot of interesting dynamics, from the products to the people to communications to logistics, everything. I like that challenge: The bigger the challenge; the bigger the reward.”
Nuts, Bolts While Spokane is where Adams Tractor started, Coeur d’Alene Tractor has become the flagship store of the group of four. The property has the most space, over four acres, and therefore the loca-
tion receives the most inventory. The dealership then has the ability to send trucks back and forth between locations to move product if needed. Each of the four serves a slightly different market, and carries a slight different lineup of the core brands. For example, Coeur d’Alene is a full line Husqvarna dealer, while the Spokane, Bonners Ferry and Lewiston locations are Stihl dealers. The core brands for the group remain Kubota, New Holland, Toro, Ariens, Gravely and Land Pride. Adams says the sales staff and management group are constantly trying to make sure the lines carried are the right lines for the what the customers needs or requests are. He admits it would be nice to have just one mower line or handheld line to keep it simple, but sometimes putting all your eggs in one basket can hurt you. Considering each of the dealerships are located in a different part of the Inland Northwest, the dealership is able to serve the entire gamut, from large scale ag to somewhat urban. Adams explains, “We can leverage that each location serves a different segment, but we can also pull from each other. I like how the PET business is set up right now.”
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Stihl Trimmers Have A Lot To Offer
STIHL FS 131 “Bought this a few weeks ago for around my land and wow, cuts through tall grass really anything you throw at it, all around great machine don’t hesitate to get one!” HHHHH 5 out of 5 stars. User: Ryan17
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 percent longer run times than its predecessor, the FS 130. The Stihl FS 131 string trimmer features a simplified three-step start procedure enabled by the semi-automatic choke lever, saving users time. The trimmer’s vertical pleated paper air filter allows for better filtration, extended replacement intervals and long service life.
Launching In 2021: Stihl FSA 135, FSA 135 R Professional Trimmers Game-changing battery-powered trimmer performance for professionals Part of the new Stihl 135 professional battery platform, the FSA 135 and FSA 135 R battery-powered trimmers are assembled in America and are true game changers for professional landscapers. With a brushless motor, on-board battery slot and the same drive and cutting components used in proven Stihl professional gas trimmers, these units deliver professional cutting performance comparable to Stihl gas units with zero exhaust emissions and low noise. These trimmers are versatile for different cutting applications. Three performance settings allow maximum versatility and run times, and their quiet operation and weather-resistant design provide flexibility and extended working hours during early mornings and evenings. Available in loop or bike handle design. To learn more about Stihl trimmers, or to check out additional end user reviews for top-rated models, visit STIHLusa.com. POWER EQUIPMENT TRADE
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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.
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VP Racing Fuels 2-Cycle Fuels
Most equipment owners are aware that 2-cycle trimmers run on a mixture of fuel and 2-cycle oil. Unfortunately, not many users are aware of the harm that pump gas causes to their equipment nor do they take into consideration the quality of oil they utilize. The ethanol found in pump gas can destroy rubber and plastic parts as well as gum up carburetors and piston rings. It should also be noted that ethanol is hygroscopic, meaning it will attract water and create additional corrosion. When operating a small engine, you need a fuel that is formulated for the application. Many users take the quality of fuel for granted until mechanical failures occur. Similarly, lower-quality oils create excess carbon that can lead to ring stick, blocked exhaust ports and other problems. For 2-cycle engines, the best full synthetic clean-burning 2-
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cycle oil is necessary for engine longevity and performance. It is the combination of high-quality ethanol-free fuel and oil in a 2-cycle engine that keeps an engine running its best. VP’s solution provides the perfect blend of base fuel components, additives, octane, RVP and oil to meet the needs of small engine applications. VP has a full line of high octane (94+) 2cycle fuels including 40:1, 50:1, 40:1/50:1 Multimix, and an industry-leading 97 octane ProMax for commercial users. These fuels are premixed with a full synthetic JASO FD certified oil for quick starts, maximum performance and extended engine life. VP’s 2-cycle fuels are ethanol-free and consistent batch to batch and formulated to work well in any climate. To inquire about becoming a VP dealer, visit VPRacingFuels.com/PET.
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Copperhead Trimmer Line Produces More Power With Less Drag, Noise Tackle any job in hot, cold, wet or dry conditions with Copperhead trimmer line. Rotary offers a wide assortment of commercial-grade diamond cut, quad-tex, premium quad and precut varieties plus its best-selling Vortex brand. The number one choice of demanding landscape professionals, Copperhead Vortex line features a twisted, aerodynamic design that produces more cutting power at impact with less drag and reduced vibration. Vortex line has superior tensile strength, excellent wear resistance and requires less operating power.
Copperhead Vortex Line Engineered For Pros Full mass line improvement in energy efficiency l Up to 50% noise reduction in larger diameter lines l Increased RPMs allows use of larger diameter lines l
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Available to servicing dealers in a wide assortment of loops, donuts or spools, Copperhead Vortex line ranges in diameter from .080 in. to .170 in. Using advanced technology and proprietary nylon raw materials, Rotary’s Copperhead brand is setting industry standards for durability, efficiency and performance.
Trimmer Heads & Replacement Parts Rotary offers a vast assortment of fast loading trimmer heads, replacement spools, covers, throttle controls, 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. Thousands of parts, tools and accessories for power equipment are featured in Rotary’s 2021 catalog for servicing dealers and distributors. A special 30-page trimmer section includes photos, illustrations and descriptions plus a trimmer head application chart. All Rotary parts are guaranteed for quality that exceeds all OEM standards for operation.
Manufacturing World-Class Trimmer Line Made in the U.S. at Rotary’s state-of-the-art manufacturing facilities in Arizona and Georgia, Copperhead trimmer line undergoes extensive testing to ensure peak performance in a variety of conditions. The Copperhead brand is sold in all 50 states and more than 75 countries around the world. Landscape pros agree, “Nothing cuts like Copperhead.” For more information, visit rotarycorp.com; call 1.800.841.3989.
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Newly Launched Aspen Fuels For 2-Stroke, 4-Stroke Engines Aspen Fuels recently launched in the U.S. market, bringing our premixed Aspen 2 (for 2-stroke engines) and
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Aspen 4 (4-stroke) products to local power equipment dealers. Aspen Fuels are alkylate-based fuels, which are
POWER EQUIPMENT TRADE
among the cleanest and most stable petroleum products that can be produced. As clean high-octane fuels, Aspen provides a much better user-experience and extends the life of power equipment. Over thirty years ago, Aspen first developed alkylate fuel for small engine equipment in order to improve the conditions for forestry professionals and arborists who were experiencing various health problems including frequent headaches and nausea. Aspen’s fuels are not only ethanol-free but engineered to be virtually free of the other harmful substances that are found in gasoline such as sulfur, benzene, toluene and other aromatic hydrocarbons. Aspen 2 is premixed with premium fully synthetic oil and suitable for engines requiring 40:1 or 50:1 mixes. With virtually no fumes or harmful components, Aspen 2 provides a significantly improved experience, especially when working with hand-held machines. Aspen also offers a lower environmental impact thanks to containing minimal aromatics and a biodegradable oil in Aspen 2. Both Aspen 2 and Aspen 4 are ethanol-free with a formulation that minimizes corrosion and engine deposits allowing for longer-lasting engines with less maintenance. Long-term storage stability of five plus years is another benefit. Professionals are among the primary users of Aspen 2 and Aspen 4 as they recognize the benefits for themselves and the improved performance for their equipment fleet. As an engineered fuel, Aspen is offered at a competitive price to help protect users and their equipment and provide superior value to dealers and end-users that are quickly recognizing the Aspen advantage. In the U.S., Aspen’s products are available through Oscar Wilson Engine & Parts, Power Equipment Systems and John E. Landis Co. Aspen 2 and Aspen 4 can be purchased in quarts, 1.3 gal. or larger drums. Dealers can now reach out to our distributors and take advantage of preseason order programs. For more information, visit aspen fuels.us; call 312-283-7347.
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KNK China Offers Variety Of Products KNK China Mfg. Co., Ltd., since its founding in 1996, aims to be a one-stop supplier in the power equipment parts industry. The KNK China products range from chain saws, brushcutters and trimmers, to aftermarket parts compatible with Stihl, Husqvarna, Honda, Briggs & Stratton, Echo and Zenoah. As well as consumables like blades, trimmer line and saw chains. In 2006, KNK developed lines of personal protection equipment for garden and forestry workers under the brand “KNKPROSAFE.” This line includes chain saw helmets, face shields, goggles, anti-cut chain saw clothing, saw-proof chaps, anti-vibration gloves, shin guards, aprons and harnesses for brushcutters. The KNK factory has an ISO9001:2015 quality control system and the company’s main products obtain GS, CE, UL, ANSI certification. With internet selling increasing dramatically, our quality products with comfortable pricing and good service could be your new source partner. Contact Henry Huang for machinery and parts, and Helen Xiang via e-mail, ppe@ knkchinagroup.com, for safety products. Samples and catalogs are available upon request. Visit KNKPROSAFE.com; KNKPOWER.com.
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Archer Offers Parts, Accessories Archer is a 100% Australian-owned, Chinabased manufacturing and trading company offering over 10,000 quality parts and accessories for the chain saw and lawn and garden industry. Archer is located in Jinhua, China and invites all interested people to visit our factory and showroom when it becomes possible again. Archer has a large offering of lawn and garden products—including trimmer line, heads, unique brushcutter blades and spare parts for trimmers and brushcutters. We have developed a new harness for brushcutters, which is featured in the photo. We manufacture saw chain in our modern state-of-the-art factory, where we have a QC program and new laboratory that ensures only the highest quality product is manufactured and is shipped from our factory. Our factory is also ISO endorsed and audited, and some saw chain is UL approved and audited. We pride ourselves on manufacturing high quality saw chain, supplied to pro replacement markets around the world. We also use our laboratory and QC programs to QC audit all parts and accessories that we sell to our many partners and customers around the world. This ensures consistent quality and pro-
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vides our customers with the confidence that they require for dealing with China today. It also enables us to 100% guarantee all products and shipments. Our factory currently sells to over 80 countries worldwide; on all continents. And we have 51 Archer distributors around the world. We have our own in-house packaging department (12 packaging machines) which allows us to offer all types of packaging including private label packaging, bar coding, catering to all customer’s requirements. We also have many special projects with customers around the world where we use our contacts and Chinese experience to develop special products, some in our industry and some in completely different industries. Because of our investment of time, effort and money in our Chinese operation we are able to offer our customers and potential customers an incredible range of products with great quality at extraordinary prices with a guarantee. We will continue to increase our range and improve our quality even further. We offer you risk-free business. Visit pmdintusa.com.
Right-To-Repair Law Passes, Automakers File Federal Suit BY DAN SHELL
W
hile the legislation that passed in Massachusetts during the November election was targeted to the automotive industry, the same principle now applies to all equipment-servicing facilities in the state: When customers buy a piece of equipment (or car) they also buy complete access to the data streams that are generated during technical and diagnostic procedures as part of a service or maintenance job. The new Massachusetts law—which passed with 75% approval from voters— requires manufacturers to equip vehicles with standardized open data software platforms by 2022. The legislation also states that such a standardized open data platform has to give vehicle owners and independent repair facilities direct access and the ability to retrieve mechanical data and run diagnostics through a mobile-based application. Massachusetts voters had already passed landmark right-to-repair legislation in 2012 that required automakers to use a nonproprietary plug-in to access a machine’s onboard diagnostic port so third-party vendors could repair or service it, but that law had specifically exempted data that was transmitted wirelessly. Yet as equipment systems and maintenance procedures have grown more sophisticated since the initial Massachusetts law was passed eight years ago, with more procedures and data now being handled online, right-to-repair advocates had taken up the wirelessly transmitted data exemption as an issue to overturn in future legislation. Within weeks of the November election, automakers filed suit in a U.S. District Court in Massachusetts, primarily claiming that the law’s short timeline is impossible to meet when vehicle development cycles run three to five years. Now, major automakers allege in a federal lawsuit filed after the election that the revised law poses cybersecurity and vehicle safety risks and the short timeline
sets an “impossible task” for compliance. The Alliance for Automotive Innovation — which represents General Motors, Ford, Toyota, Volkswagen and other automakers —filed the suit Nov. 20 in U.S. District Court for the District of Massachusetts, requesting that the court find the law “unenforceable because it is unconstitutional” and conflicts with federal laws. Automakers are right to be concerned. Despite it’s relatively small size, Massachusetts’ requirement passed in 2012 requiring standard plug-ins to data ports was soon extended to cars nationwide, and the industry doesn’t want to see the same thing happen with data platforms. On the face of it, the issue seems clear-cut: I bought it, I own it, and I need access to all hardware and software to repair it. Manufacturers counter that consumers already have or can find all the information and equipment they need to handle all standard repairs and maintenance— but complete access that includes the ability to modify members say they will provide end users with insoftware settings poses seri- OPEI creased resources, but draw the line at allowing third parties ous safety, security and ento alter or change settings on pieces of equipment. vironmental risks. According to the Outdoor Power OPEI members to provide end users Equipment Institute (OPEI), state legislawith increased resources by 2023 that tion on the issue, in Massachusetts and in includes fleet management information, other states where similar laws have been electronic field diagnostic tools and all proposed, is too broad and mixes the related information and materials. more acceptable right to repair with the However, OPEI and its members draw unacceptable “right to modify.” the line at allowing third parties to alter OPEI, as part of a coalition of supplior reset security features such as immoers, OEMs and groups including multibilizer systems, reprogram engine conple dealer associations, has made its potrol units, change any settings related to sition clear in a statement of principles. emissions or safety compliance or access PET This includes a commitment from any embedded software or code. POWER EQUIPMENT TRADE
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DEALERvoices
The Perfect Time To Reflect It’s always useful at the end of a year to reevaluate our practices as owners and managers, planning what we will do in the coming year. BY SAM STEARNS
O
ne of the things we dealers need to look at is our shop labor rates. I was recently in a Facebook conversation with other dealers about labor rates, and one dealer expressed fear of raising his rate because that would put him higher than the dealers around him. I completely understand being afraid to stand out in that way. I remember back when I was new in the industry that an older customer of mine was giving me some counsel about how to do business, since he had been a businessman himself. He told me that hav-
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ing a reputation of being “high” would be the death of a business. And being the young impressionable pup that I was, I took his words to heart. In theory, it makes perfect sense: Have higher labor rates than your nearest competitors, and you’ll drive all your customers to them. For years, I was afraid to exceed the labor rate of my nearest competitor. Shortly afterward, I met Bob Clements, who was giving wildly different advice! I was reluctant at first, but I started raising my labor rates. And as I did, I started to discover that my business wasn’t failing at all! Fast forward to the early 2020, when Bob’s crew advised me to raise my labor rate from $80 to $85 in the spring. That adjustment would make me a full $30/hour more expensive than my nearest competitor, who I believe is still operating (nominally) at $55/hour. And how has 2020 been for Mr. Mower Man? 2020 YTD labor sales are 16% over what it was in 2019. Not a bad reward for pricing myself out of the market! So if you’re confident that your shop provides great value to your
customers, you don’t need to be afraid of raising your rates. Dealers should also look at service billing practices beyond the labor rate. I recently took part in a BCI workshop on this topic, and I saw how much money I have been losing by not implementing better practices! Many of us know that flat rate billing is the way to be most profitable in our shops, but one thing I haven’t been doing well is taking into account the condition of the machine and adjusting the flat rate time accordingly. Let’s say a mower spindle needs to be replaced on a clean, well maintained zero-turn mower, which your technician can do in 20 minutes. Let’s also say that a mower spindle needs to be replaced on a zero-turn mower that has been poorly maintained and abused, where the blade bolt is rounded off and hasn’t been removed in over 2 years, and half the spindle bolts break off when you try to loosen them. Anyone been there? It takes your technician twice as long to do this job. Does it make sense to charge the same amount for the same job on both mowers, when one is clearly going to require more time to complete than the other? This is something that Mr. Mower Man will be doing differently, and maybe I can see another 16% (or more!) increase in labor sales as a result! PET Sam Stearns owns and operates Mr. Mower Man, Scottsburg, IN, 47170; e-mail mr.mowerman@hotmail.com. The views of Sam Stearns do not necessarily represent those of Hatton-Brown Publishers, Inc.
POWER EQUIPMENT TRADE
12/3/20 11:30 AM
2020
Editorial Index February
April
Powerlines Diversity Builds More Than Sales. Page 5.
Powerlines Gearing Up For War. Page 3.
J.R.’s Lawnmower Shop: Diverse Product Line Works Carts, grills, coolers and deer food complement lawn and garden. Page 10. Dealer Speak: Developing Sales Opportunities. Page 14. Winter Product Preview. Page 18. Dust & Rust: February 1995. Page 23.
A Spring Unlike Any Other. Dealers grapple with health
concerns, business impacts as the coronavirus pandemic affects the lawn and garden industry. Page 8. Dealer Speak: Spring Service Challenges. Page 12.
Industry Voices: OEMs Weigh In: COVID-19. Page 18. Dust & Rust: April 2000. Page 19.
June
Powerlines Give Us Your Thoughts. Page 3. 2020 PET Dealer Survey Report. Page 8. Business Maintains Niche, Grows Through Diversity. Once a one-stop logging, Northwest Logging Supply is growing with new markets and customer demand. Page 14.
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2020 Chain Saw Specification Charts. Page 20. 2020 Chain Saw Products. Page 26. Rotary Corp. Makes A Difference With Community Cleanup Effort. Page 24.
August
Powerlines Dealers Deliver Right Hook To Virus. Page 3.
In It For The Long Haul. Morrison Power Equipment is hopeful for life after COVID-19. Page 6.
October
December
2021 Mower Preview. Page 11.
Solid Sales, Service Year For Colorado Dealer. Craig’s Power Equipment customer service focus includes quick turnaround times. Page 10.
Deep Rooted Dealer Takes Care Of Customers. For the Adams family, their four-location dealership sells products for work and for play. Page 8.
Expo Elite. Page 14.
2021 Trimmer, Brushcutter Preview. Page 11.
Survey Says… Service Sells. Page 22. Dealer Voices: Dealers Adapt, Overcome Virus. Page 31.
Powerlines 2020 Is Wild Y’all Super, Super Wild. Page 3.
Dealer Voices: Take Time To Think Ahead. Page 20. Dealer Speak: Reacting, Adapting To Extreme Weather Around The Country. Page 22.
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Powerlines Right-To-Repair Only Tip Of Iceberg. Page 3.
Right-To-Repair Law Passes, Automakers File Federal Suit. Page 21. Dealer Voices: The Perfect Time To Reflect. Page 22.
POWER EQUIPMENT TRADE
12/3/20 2:43 PM
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PETcetera The COVID-19 Vaccine Is Coming Here Are Some Things To Think About With the possibility of a COVID-19 vaccine on the horizon, many employers are starting to ask themselves how they’re going to handle this eventuality. Below are considerations for employers to keep in mind from the perspectives of employment law, employee safety and health, and labor-management relations. Mandatory Or Voluntary? Pre-COVID regulatory guidance authorized mandatory vaccine programs, provided that medical and religious accommodations were honored and free from retaliation. (EEOC guidance, OSHA guidance) With the presumptive public health case for a COVID-19 vaccine being at least as strong as historical vaccines (like seasonal flu, H1N1), one can anticipate that the historical guidance will hold for a COVID-19 vaccine. Vaccines are medical examinations under the ADA and, if they are to be required, must be job-related and consistent with business necessity or justified by a direct threat. Historically, this has meant that flu vaccines can be mandated for employees in a patient care setting where there is interaction with vulnerable populations. Outside this setting, a voluntary program to start may be prudent, with the option to escalate to a mandate in the future. It remains to be seen if the EEOC will say that the COVID vaccines can be mandated on the theory that COVID-19 presents a direct threat in the workplace. Minimizing Political Distraction. Employees may perceive any employer action or inaction regarding vaccines as politicized. Employees’ varied concerns might be eased by building a scientific, business and humanitarian case for any course of action. Focusing on the safety of patients, customers, and coworkers—and avoiding political talking points and justifications—can help to legitimize an employer’s plan in the eyes of employees and defend against novel legal challenges and claims. Employers will do well to set a tone of apolitical safety and corporate responsibility. Rooting Out Malingerers, Fraud. Separating bona fide medical and religious accommodations from opportunists and malingerers is important to workforce planning and employee morale. This challenge presents itself whether a vaccine program is mandatory or voluntary. Employees may seek to avoid work either due to a mandate to take a vaccine perceived to be unsafe or being put to work in an environment with unvaccinated colleagues. Employers should anticipate an influx of accommodation requests and proactively train human resources staff to process accommodation requests involving vaccines or working around unvaccinated persons. Informed by existing disability accommodation and leave laws, employers can map out processes for detecting and deterring employee abuse and fraud associated with vaccine programs and, more broadly, returning employees to the workplace. Business Leaders Rolling Up Sleeves. Unlike annual flu vaccine programs of the past, employees may be skeptical (for various reasons) of any COVID-19 vaccine offered by an employer. Business leaders should consider bold demonstrations of personal commitment to any mandatory or voluntary vaccine program, as a way to build employee trust and compliance. Potential For Tort Or Workers’ Compensation Claims. Employers may face claims of negligence sounding in tort when they decide not to institute vaccination programs; however, a plaintiff’s ability to identify a relevant duty and to 30
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demonstrate an employer’s breach of that duty would likely prove difficult. Whether workers’ compensation laws apply to harm and side effects allegedly caused by COVID-19 vaccinations will vary case-by-case and state-by-state. State systems could cover injuries suffered as a result of employees’ reactions to such vaccinations, particularly where employers mandated or strongly encouraged that employees receive those vaccinations. The Occupational Safety And Health Act. Historically, the Occupational Safety and Health Administration (OSHA) has not mandated employee vaccinations, but has indicated that employers can do so. The whistleblower provision at section 11(c) of the Occupational Safety and Health Act may afford protections to an employee who refuses to be vaccinated under an employer vaccination program because of the reasonable belief that a medical condition may cause a reaction to the vaccine resulting in serious injury or death. Separately, employees may allege that employers without vaccination programs have failed to provide safe and healthy work environments, as required by the OSH Act’s general duty clause at section 5(a)(1). Source: NEDA newsletter, Chicago-based law firm Seafarth Shaw LLP
PETevents FEBRUARY 21-23, 2021—Combined annual meeting of Midwest-Southeastern Equipment Dealers Assn., MSEDA, United Equipment Dealers Assn. and Deep Southern Equipment Dealers Assn., Marriott Riverfront, Savannah, Ga. Visit mseda.com/about/annual-meeting. APRIL 1-4, 2021—Equipment & Engine Training Council annual meeting, Lodge Kohler, Green Bay, Wis. Call 888406-1810; visit eetc.org. OCTOBER 20-22, 2021—GIE+EXPO, Kentucky Exposition Center, Louisville, Ky. Call 812-949-9200; visit gie-expo.com. NOVEMBER 16-18, 2021—2021 North American Dealer Conference, Dallas, Tex. Visit nadealerconference.com. Listings are submitted months in advance. Always verify dates and locations with contacts prior to making plans to attend.
ADlink This issue of Power Equipment Trade is brought to you in part by the following companies, which will gladly supply additional information about their products. ADVERTISER
PG NO.
Aspen USA 18 Central Boiler 7 Heftee Industries 23 KNK China Manufacturing 19 Masport 10 PMD International 20 Prufrex Innovative Power Products 7 Renault Power Equipment 24 Rotary 17,23,32 Stihl 2 Sunbelt Outdoor Products 13 TD Retail Card Services 5 Trilink Saw Chain 1 VP Racing Fuels 15
PHONE NUMBER
312.283.7347 800.248.4681 800.755.7540 +86 574 27888266 +64 9 571 5888 +61 3 8390 3933 +49 9103 7953 0 818.900.1150 800.841.3989 757.486.9100 800.438.0660 800.538.3638 877.492.9829 877.515.1733
ADLINK is a free service for advertisers and readers. The publisher assumes no liability for errors or omissions.
POWER EQUIPMENT TRADE
12/3/20 10:22 AM
DEALERtodealer
GREG GERMAN
Now Is The Time
While winter might be fun and games for kids, for dealers it is time to plan ahead.
A
s a kid, I used to love winter. Playing in the snow, building forts, snowball fights, sledding, getting cold and then solving all my problems with multiple cups of hot chocolate. As my hair has gotten a bit thinner, along with an added coloring of wisdom, my outlook on winter has changed and I don’t look forward to it near as much. Our dealership is one of those that is located just far enough north that we do get snow, but just far enough south that it is not consistent. We really don’t measure our success by the selling of hundreds of snow blowers (more like a few dozen), or dozens of snow plows (more like a handful). We really rely on our traditional business of tractors and light construction equipment, along with steady service business, to provide enough cash to get through those much leaner months. So, when retail activities are less involved, what I do have more of, is time. The question I always have to ask myself is, how am I going to use it. This winter, I have a list of key activities that I was supposed to get completed before last spring’s selling season that I am going to complete.
Key Activities ● It started with the development of a planning tool for our sales team to map out their goals for 2021. On an Excel spreadsheet, I broke down the various manufacturers, by types and series of equipment. Then I projected an average sale price and gross margin % based on historical data. I have presented the sales projection tool to each of our sales team and gave them a deadline to complete. Over the
next couple of weeks, I will meet with each of them and make sure their goal is realistic, but still causes them to stretch in order to reach it. We will couple their goals with our manufacturer’s goals in order to meet their market share requirement. This will then be the driver for our corporate sales budget. By holding each salesperson accountable to the plan on a regular basis through our weekly sales meetings, I am hoping to drive more productive use of their time now that they have individual unit sales goals versus just a corporate sales goal. Individual ownership of the goals is what I’m hoping is dramatically different in our sales team in the New Year. ● Marketing for more technicians is already going at a fevered pitch. Our service business has grown a lot this past year and we simply don’t have enough techs. Our goal was to add four additional techs prior to spring 2021, and as of now, we have already hired two of them. Plus, a more robust compensation plan that is made more affordable by raising our billing rates to attract the right kind of employees who can grow the business. It is imperative that our service departments grow more quickly than our whole goods sales. Our ability to take care of customer’s needs in a timely and efficient fashion will determine our success. If our sales teams introduce equipment in to the marketplace more quickly than our service team has the capacity to repair them, it will cause customer dissatisfaction and will detrimentally affect future growth of the business. Telling a customer, “We are booked out three to four weeks right now,” is not a recipe for success. ● Having the right parts on the shelf at the right price has never been more critical. Today’s traditional brick and mortar dealers are continuing to have our advantages eroded by online marketers who may offer lower prices and faster delivery than what we can even do in our dealership settings. Almost all manufacturers offer some sort of
pre-season programs for purchasing. Dealers should be taking advantage of these programs to make sure you have the right parts on the shelf. Some pre-season programs are better structured than others, but comparing the pre-season to in-season programs are critical. Today, freight costs and other “add-on” costs that are sometimes part of the daily orders that manufactures provide can drastically affect your real gross profit margin. Use your business system and make sure you are stocking those items on your shelf in the proper quantities based on historical data. Plus, if you have had equipment models that have been added in recent years where you are gaining traction in unit sales, you will need to project for replacement parts sales even though your historical data might not show that you have had many past sales. Example: Make sure you have blades, belts, filters and other maintenance items. No better way to lose a new customer than to not have the necessities on the shelf when they come in. Guess what, your online competitor will have it in stock and can ship it to their home in just a few days. I know 2020 has been a good year for many of you and you have had to deal with a lot of extra hassles this season. Take some of the downtime that many of us are feeling this time of year and plan for the 2021 season to make sure that all of your departments and personnel are operating at the best levels possible. Remember, “Expect what you inspect.” Hoping you have a blessed PET Christmas season. 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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