PET Feb 2019

PETFEB19pgs_SS.indd 1

2/4/19 3:01 PM

PETfeb19pgs_cs.indd 2

1/31/19 10:03 AM

PETfeb19pgs_cs.indd 3

1/31/19 10:03 AM

POWERlines

A Hatton-Brown Publication www.poweret.com

EPA, Trump Making E15 A Reality?

JESSICA JOHNSON

A

ccording to the well-respected news service Reuters, the EPA will complete a proposal to expand sales of higher ethanol blends of gasoline in time for summer, despite delays from the partial government shutdown that pressed into late January and the required 45-day comment period on any proposed rule.

During a press conference, Bill Wehrum, one of the assistant administrators for air and radiation, told reporters he believes the E15 rule will be completed and in place by the summer.

Of course, this falls in line with President Trump’s campaign promise to farmers and biofuels producers that his EPA would lift the ban on E15 sales year-round to provide a major boost in demand for corn-based product that wrecks small engines.

Originally, the goal for the EPA had been to finalize the rule by June when use of fuel skyrockets. (Did I hear a few of you actually just groan?) The partial government shutdown that has dominated every major media outlet since December had many speculating the rule wouldn’t be in place in time for the summer rush—as EPA workers were part of the federal employees on furlough. Since a deal between Speaker Pelosi and President Trump has been reached, EPA workers are back at work with the goal of year-round E15 by June.

Of course, this push for E15 flies in the face of the ongoing situation with the renewal of the ethanol mandate in Congress, which is drawing critics from all across the board; including Henry Waxman, a former Los Angeles congressman who fought hard for the passage of the Renewable Fuel Standard a decade ago. He recently told the LA Times, “The law hasn’t worked out as we intended. We made a mistake.”

A White House insider, and advocate for the corn industry in the Midwest, has been quoted in various news outlets saying that President Trump doesn’t intend to not see this particular campaign promise through. Adding, when the president says something, he expects it to be done, and year-round E15 will be done. Unfortunately, these articles do nothing but prove the Renewable Fuel Standard was born as a political football, and it will always be one. It is the one issue you can count on the even the most fiscally conservative conservative to “go green.”

A big problem with the ethanol issue is the advanced biofuels segment of the renewable fuels industry has made no major contributions or advances in drop-in fuels or other non-alcohol based fuel additives—especially no moves toward providing anything resembling the volume targets set out in the initial renewable fuels legislation approved more than 10 years ago. Instead, corn ethanol, with its 100-year-old technology and highly motivated political backers, has proven tough to dislodge from the transportation and political marketplace. As these recent actions so clearly show, ethanol gasoline remains an engineering problem, a consumer pitfall and a real dealer opportunity to do more service, sell more accessories and show PET customers their expertise in battling fuel-related equipment issues.

Co-Publisher/Adv. Sales Manager David H. Ramsey Co-Publisher/Executive Editor David (DK) Knight Chief Operating Officer Dianne C. Sullivan Publishing Office Street Address: 225 Hanrick Street Montgomery, AL 36104-3317 Mailing Address P.O. Box 2268 Montgomery, AL 36102-2268 Tel: (334) 834-1170 Fax: (334) 834-4525 Editor-in-Chief n Rich Donnell Managing Editor n Jessica Johnson Editorial Adviser n Dan Shell Senior Assoc. Editor n David Abbott Associate Editor n Jay Donnell Contributing Writers Greg German, Sam Stearns, Dale Stotts Art Director n Cindy Segrest Ad Prod. Coordinator n Patti Campbell Circulation Director n Rhonda Thomas Marketing/Media n 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

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

PETFEB19pgs_SS.indd 4

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

2/1/19 8:55 AM

Volume 68

n

Number 1

n

FEBRUARY 2019

Our 730th Consecutive Issue

n

Founded in 1952

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

FEATUREstories

8 SEA BREEZE 14 WINTER PRODUCTS

8

16

14

Helps Rebuild Florida Community

Snow Solutions

WINTER ACTION

Dealers Dish What’s Up

VALUEadded Power Suppliers ______________________________ 6 Showroom __________________________________20 Distributor Library ___________________________ 24 PowerWorks ________________________________ 27 PETcetera/Ad Index __________________________29 Dealer To Dealer _____________________________30

??

??

COVERphoto The Chaillou family’s dealership Sea Breeze Small Engine opened two days after Hurricane Michael destroyed their community, to help supply equipment to those in devastated areas.

Ever since then the dealership has gone from 90 to nothing, beginning on Page 8. (Cover photo by Jessica Johnson; Cover design by Shelley Smith)

16

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. 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

PETFEB19pgs_SS.indd 5

1/31/19 11:15 AM

POWERsuppliers Kubota Announces New President & CEO Effective January 1, 2019, Haruyuki (Harry) Yoshida will serve as the new President & CEO of Kubota Tractor Corp. and Kubota North America, based in Grapevine, Tex. Yoshida is a 37-year Kubota veteran who most recently held the position of managing executive officer, GM of farm and industrial machinery domain, at the strategy and operations headquarters in Osaka, Japan, and has previously spent time in the U.S. in various roles.

In conjunction with this announcement, current President & CEO Masato Yoshikawa has been promoted to the position of director and senior managing executive officer, GM of planning and control headquarters, GM of global IT management, and will assume his new role in Osaka, Japan, at the start of the new year. Yoshikawa has served as Kubota Tractor Corp. President & CEO since late 2013 and has successfully led the company through considerable growth, change and technological advancements during his five-year tenure in the U.S. “I’m eager and proud to continue the tremendous momentum Kubota has experienced over the last several years under Mr. Yoshikawa’s leadership, and look forward to leading the company through the next phase of development and growth in the U.S.,” says Yoshida.

“We are committed to diversifying our

Textron Ceases Production Of Dixie Chopper Dealers have been notified that Textron Specialized Vehicles, the company that acquired Dixie Chopper just four years ago, has ceased production of Dixie Chopper and Jacobsen zero-turn mowers and Jacobsen Truckster L/M series utility vehicles.

Textron officials have told dealers the decision was difficult, but pressure from the market and economic circumstances has made it necessary. The Dixie Chopper dealer portal will remain active and plans are currently in place to maintain employees in Greencastle, Ind. to provide service, support and fulfill parts and accessories orders.

All factory warranties on new units, whether currently in a dealer’s inventory or purchased from remaining factory stock, will be honored by Textron. Additionally, Textron reportedly will continue to work with financing partners on dealer floorplan and retail financing programs, to help dealers manage and sell existing inventory. All remaining stock of Dixie Chopper and Jacobsen units in the company’s possession will be sold. product lines and expanding our infrastructure to better meet the needs of our customers and dealers, and I am confident we will continue to further strengthen the Kubota brand in the U.S. marketplace and throughout North America in the process.”

Diamond Mowers Acquires ArborWolf

Diamond Mowers, LLC has announced the purchase of ArborWolf brand skid-steer and tractor-mounted stump grinding product assets from the Minnesota-based manufacturer, WolfDesign. Diamond Mowers will leverage its dealer network, comprised of more than 350 locations throughout the U.S.,

Kohler Engines Expands Distributor Territory Power Equipment Systems (PES) based in Salem, Ore., has acquired distribution rights for Kohler Engines from H.G. Makelim, based in San Francisco. The transition, which goes into effect on March 1, 2019, coincides with the announced retirement of Jim Hess, president of H.G. Makelim. PES has represented Kohler Engines in the states of Washington, Oregon and northern Idaho for decades and now takes on additional distribution responsibilities for the manufacturer’s gasoline and diesel engines as well as service parts in Montana, Wyoming, Colorado, Utah, California, Hawaii, southern Idaho and western Nebraska. PES operates out of a newly constructed 120,000 sq. ft. headquarters in Salem.

6

n

FEBRUARY 2019

PETfeb19pgs_cs.indd 6

n

Canada, Brazil and Australia, to distribute the stump grinding products. Diamond Mowers will rebrand the ArborWolf stump grinders, and is expected to release products under the Diamond brand beginning in 2019. Diamond Mowers will immediately support existing ArborWolf customers. Terms of the agreement were not disclosed.

Honda Seeking Vehicle Partners

After unveiling the prototype Honda Autonomous Work Vehicle (AWV) at the 2018 Consumer Electronics Show, Honda showcased the AWV in some of the applications its has been deployed in during the past year, including firefighting, search and rescue, agricultural activities and even solar farm maintenance.

During CES 2019, Honda officials said they are seeking potential business and technology partners to further test and develop the AWV prototype offroad vehicle, which was designed by Honda R&D Americas.

The AWV project is part of the Honda Powersports Group, and uses a Honda ATV chassis with four-wheel drive system. The prototype vehicle features GPS and sensor-based autonomy capable of guiding the unit in almost any environment. It also has a rail accessory mount system for limitless accessories and attachments and onboard power plug-ins.

Honda says that its compact size and off-road capabilities make it highly maneuverable and perfect for a variety of locations, from dense forests to urban pedestrian zones.

POWER EQUIPMENT TRADE

1/31/19 10:04 AM

POWERsuppliers Echo, MiLB Announce Partnership

Minor League Baseball (MiLB) has struck a partnership with Echo, making it the “Official Outdoor Power Tool of MiLB” and the “Official Outdoor Power Tool of Copa de la Diversión.”

In select ballparks beginning in 2019, MiLB and its teams will present “Power Hour” sponsored by Echo. The events will highlight the uses and functions of Echo equipment at designated “Copa de la Diversión” and other regular season games. Participating MiLB teams will also use Echo products for field and ballpark maintenance.

As the first commercial partner of the Hispanic/Latino fan engagement campaign, Echo will help elevate MiLB’s Copa and Es Divertido Ser Un Fan platforms. Echo, its distributors and local dealers can use all participating teams’ marks and logos in their marketing communications and retail. In addition, Echo will feature Copa- and Es Divertido Ser Un Fan-related content across its web and social channels. The platform is specifically designed to embrace the culture and values that resonate most with participating teams’ local U.S. Hispanic/Latino communities by bolstering their marketing and customer service efforts to create a culturally-relevant gameday experience. After its successful inaugural season in 2018, Copa de la Diversión will be expanding from 33 teams to 72 teams in 2020.

excited to work with AEM to share this resource with equipment dealers across the country. “This toolkit is a tremendous asset to equipment dealers and other industry stakeholders,” says Kate Fox Wood, AEM’s Director of Government Relations who also heads up AEM workforce development initiatives. “We hope EDA’s members can take this resource and make it part of their recruitment strategy, reaching local schools and enticing future employees to join their companies.”

Visit www.equipmentdealer.org for more information on dealer workforce development.

Employer Award Joe Richburg, owner of J.R.’s Lawnmower Shop in Opp, Ala., was recently named Small Business Employer of the Year 2018. Awarded by the Covington County Governor’s Committee on Employment of People with Disabilities chose the large regional golf cart customizer and fabricator for his dedication to running his business in his hometown.

EETC Set For 2019 Annual Conference

Association officials are gearing up for the Equipment & Engine Training Council’s 23rd annual conference and meeting, scheduled for April 3-6. This year’s event is hosted by Oregon Products in nearby Portland, Ore. and held at the Holiday Inn Portland South in Wilsonville.

The three-day conference kicks off with a board meeting and general session, followed by a river cruise and dinner on the Portland Spirit in downtown Portland.

Day two of the conference features a Blount International-Oregon Products plant tour (educators only). In the morning, EETC certification committees meet to discuss the 2- and 4-stroke, electrical and driveline systems certification programs. That afternoon features factory training sessions for MTD and Toro.

Factory sessions continue on day three, with Oregon Products and Stihl technical sessions offered in the morning and afternoon.

EETC’s Annual Conference concludes with a “Wild Bill Casino” night and reception, followed by the EETC awards banquet that includes honors for top manufacturers and distributors who support EETC and its programs, and commit time and money to advance technician training capacity.

Awards are also given to the top service manager of the year, and the top college and high school programs of the year. Special awards—given at the president and board’s discretion—honor individuals who have given exceptional service to EETC and consistently model the EETC’s commitment to the power equipment industry over time.

To find out more about the EETC 23rd Annual Conference, call 888-406-1810; fax: 803-250-3632; email: eetc@eetc.org; visit www.eetc.org

EDA Offering Workforce Development Toolkit

The Equipment Dealers Assn. (EDA) recently announced that EDA members now have access to a free and comprehensive toolkit to assist them in recruiting employees and implementing recruitment best practices in their dealerships.

EDA has teamed up with the Association of Equipment Manufacturers (AEM) to help dealers be proactive in attracting potential employees. The toolkit was designed by AEM to be used by the equipment industry, including manufacturers and dealers, within their local communities for recruiting the next generation of skilled workers.

EDA and AEM officials say they are

EETC meeting features technology updates, awards.

POWER EQUIPMENT TRADE

PETfeb19pgs_cs.indd 7

n

FEBRUARY 2019

n

7

1/31/19 10:04 AM

Dealer Has Monster First Year Florida’s Sea Breeze Small Engine takes dealer Richard Chaillou on the ride of his life.

BY JESSICA JOHNSON

PETFEB19pgs_SS.indd 8

PANAMA CITY BEACH, Fla. hen Richard Chaillou told his wife Crystal their beach community needed to fill the void left by the Echo dealer closing up shop, he had no idea what was truly ahead.

The couple, both active in the community—she, a property manager for some of the seemingly endless amounts of

W

condos on the beach, and he, a landscaper with many commercial contracts on both the beach side of Panama City and in town—knew the need for a reliable and fast small engine service shop was there. Chaillou says that in the years following the closing of his go to dealer a few years ago, it would take as many as six weeks sometimes to get a

2/1/19 12:48 PM

piece of equipment repaired; if it would be repaired at all. Chaillou remembers telling his wife, “We’ve got to open something up. There’s got to be a better way of doing this.”

In May 2018, Sea Breeze Small Engine with its adorable pirate theme and commitment to Echo orange on the building, their shirts and in the showroom opened for business. The dealership started off slow in the beginning as word spread there was a new place in town to take your equipment to get it repaired. The dealership, located on the main drag in Panama City Beach, is bright orange with large signage (including a “Now Open” banner) as well as an array of Scag and Bad Boy mowers out front. The Chaillous believe the dealership’s curb appeal helped word spread as the thoroughfare is well traveled by locals.

“It’s been a whirlwind,” Crystal says.

“We were almost to functioning normally, when the hurricane happened and then everything was turned upside down.”

Just six months into operating the dealership, Hurricane Michael ripped through Panama City. Michael, a category 4 hurricane with sustained winds of 155 MPH, was stronger than 2005’s Hurricane Katrina that devastated Louisiana. It is estimated that Michael, as of mid-January, caused greater than $15 billion in damages.

In the days prior to the storm, the Challou family decided to spilt up.

Crystal and their two small children evacuated to her family in Alabama, while Richard stayed in Florida. Crystal recalls the last conversation she had with Richard on October 10, 2018: “We were on the phone and the last thing I heard was, ‘Oh my god! There’s a tree falling on the transformer across the street.’ The line went dead and I

couldn’t get in touch with him for several hours after that.” From that point forward, it’s been nonstop for the Chaillous, and Sea Breeze.

Hurricane Michael Two days before the hurricane, anyone who brought a generator into Sea Breeze was given free repairs, a move Chaillou made to help out people. The first day post-storm, Chaillou kept the dealership closed and focused on helping a member of his landscaping crew, Landscapes by the Sea. While the Chaillous sustained no major damage to their family home and the dealership— it would become apparent in the coming months there was some minor damage to both with roof leaks and small cracks—members of the landscaping crew did take severe hits.

The second day after the storm, with

The current set-up for the shop has equipment filling every corner.

Crystal Chaillou

Richard Chaillou

The Sea Breeze showroom one week after Hurricane Michael had no mowers, just boxes of essential supplies, four months later it’s back to mowers!

PETFEB19pgs_SS.indd 9

2/1/19 12:48 PM

Sea Breeze loves their beachy, but mechanic branding—complete with a float in the Panama City annual pirate parade.

no power and no water, Sea Breeze opened for business. Crystal worked hard in Alabama to make sure every chain saw she could get her hands on was making its way to Sea Breeze, leaning on a friend (and coincidentally the realtor who helped the Chaillous find their beloved orange building) who had evacuated to Tallahassee, where Echo distributor Florida Outdoor Equipment (FOE) has a warehouse.

Crystal attempted to coordinate with her contact at FOE to have her friend pick up Sea Breeze’s chain saw delivery everyone knew the community would need. But Crystal could never get him on the phone, so the friend went and bought a trailer, drove to FOE and waited while the delivery was loaded. “It was so bad. When she pulled the trailer in, we had to stand out there because there were people in their cars waiting, then taking chain saws straight off the trailer. It was interesting,” Crystal remembers of the chaos.

To add to that chaos, the Chaillous made the decision to allow their friend Chris Jennings, who runs one of the 10

n

FEBRUARY 2019

PETFEB19pgs_SS.indd 10

n

largest Facebook pages in Panama City, to use Sea Breeze as a distribution point for supplies that were donated the first week after the hurricane. As he started getting semi-truckloads of essentials, he sized out of Sea Breeze and moved to a local church.

When the lights did come back on in the building, the POS system was still down—and wouldn’t come back on for several weeks. Chaillou had to run his dealership the old fashioned way, just a pen and a notebook. By the time the POS was back up, he’d filled six notebooks full of customers.

Chaillou’s oldest son Richie, who is Sea Breeze’s parts manager, got a giant piece of plywood and spray painted “chain saws” on it, and every day someone would place the sign on the side of the road.

At first, Chaillou says it wasn’t his regular customer base coming in— mainly out of town tree people buying as many as eight saws at a time. About a week and a half post storm, he estimates, is when the homeowners started coming in and buying saws. About this

time is when he says he started seeing his regulars as well.

Chaillou had bleeding knuckles from cranking so many saws for homeowners.

Richie and the other techs joke that they never knew they would know this much about chain saws—talk about a crash course! It all has an upside though.

Chaillou says, “When I see someone doing storm clean up with an Echo or a Husqvarna, I know they bought that from us. It might be bad to say, but I like seeing our equipment out there helping.”

After about six to seven weeks of constantly selling, the repairs started coming in. “They were working weekends, nights, around the clock. It was nuts,” Crystal remembers of the first few weeks after the storm. Customers began bringing back what the hurricane damaged.

Because of the hurricane Sea Breeze doubled its customer base: Beach Mower, a nearby dealer on the beach side closed up completely, making Sea Breeze the only dealer on the beach now. The Echo dealer in town won’t be open until at least August. Sal Tractor,

POWER EQUIPMENT TRADE

1/31/19 3:21 PM

and installed new fencing. “You couldn’t walk through the shop before,” Crystal explains. “We had so much equipment coming in we didn’t have a place to put it.” While the new fencing has helped expand the shop somewhat, it is still not enough for Sea Breeze’s needs now. The Chaillous had already been batting around an idea of expanding into a nearby building before the hurricane. Now? They feel it is a necessity.

Inside The Showroom

the big Stihl dealer, is only open 50% of the time, and is only fixing their equipment. Beard Equipment in town, the John Deere dealer, sustained major damage to its shop and is only fixing Stihl and John Deere. So that means literally everyone who doesn’t operate Stihl equipment is coming to Sea Breeze.

Chaillou feels the shop is finally caught up, somewhat, from the hurricane rush—just in time for spring to start. He says now the days are a bit slower, mainly with homeowners and landscapers buying chains and repairing small items. Panama City still has a long way to go in terms of cleaning up the aftermath, but strides are taken every day to find normalcy once again.

Chaillou went the opposite direction—he offered discounts on repairs and large sales. “We have hearts and like to help. We teetered on the line. We want to make enough to feed our kids, too,” he explains. “But there were a lot of people who lost everything.”

To handle the influx of equipment repairs, Sea Breeze has expanded its shop

Chaillou’s background as a landscaper drives his desire to be able to cater to anyone, but focus on providing top quality service. His personal experience with equipment drove his product offerings. Sea Breeze is a full line dealer for Husqvarna, Scag, Echo, Shindaiwa and Bad Boy. Chaillou says when he first decided to open the dealership, he knew he wanted Echo handheld products, calling himself an Echo loyalist after running the equipment for over eight years. But when he discovered the previous Echo dealer in the area was also a Scag dealer he was apprehensive. When first starting his landscape business eight years ago, he couldn’t afford Scag he says because they did not have a smaller mower.

Since times have changed and Scag, as Chaillou puts it, aligned their pricing with the market, Sea Breeze was able to open as a full line Echo and Scag dealer.

Sea Breeze added Husqvarna after a residential customer came in with a Husqvarna mower, still under warranty, needing repair, after sending the piece to the closest dealer an hour and a half away. “He didn’t care I couldn’t fix it under warranty. He had tried in Niceville, to have it fixed under the warranty, but it was still broken. He wanted it repaired the ‘right’ way. So, we fixed it and got it out. That’s when I realized there was a demand for a Husqvarna dealer.”

As luck would have it, after signing all the paperwork to become a dealer, Sea Breeze received its first delivery after the storm. The Husqvarna dealer rep brought the saws to the store and as fast as they could be unboxed the saws sold.

“Talk about a great first impression,” Chaillou laughs.

As the area became acquainted with Sea Breeze, Chaillou was finding people walking in the door with the same issue he had originally with Scag—they were too expensive. So, he began looking for a mower that was still high quality, but had a lower price point. That’s

when he found Bad Boy. “For the price point, it is a great piece of machinery,” Chaillou believes, noting it passes the ultimate test in his book—you can stand on the deck without crumpling it.

Sea Breeze aims to take care of both residential customers and commercial cutters. Since the shop has only been open a short amount of time, and in that time a major natural disaster happened, it’s hard to pinpoint the customer base. Best estimates are 60/40 commercial cutters.

Thanks to one of the biggest landscapers in the area bringing their account to Sea Breeze the first week the dealership opened its door, the commercial market has been influenced by word of mouth. “They’ve been incredibly loyal,” Chaillou says of the account.

“They like us so much they’ve referred us to other large landscapers in the area, and now we’re fixing all 45 of one of the condo community’s golf carts.”

Chaillou says the landscaper growth is all thanks to the positive word of mouth.

While his wife has an excellent grasp of search engine optimization and maintains a top-notch online presence for Sea Breeze, Chaillou is still fairly old school in his marketing efforts. “It’s the way you

POWER EQUIPMENT TRADE

PETFEB19pgs_SS.indd 11

n

FEBRUARY 2019

n

11

1/31/19 3:21 PM

is needed, Sea Breeze offers pick up and delivery on service work. Two full-time mechanics staff the shop, supported by two full-time counter employees and Richie, the parts manager. There is a third tech the Chaillous have spoken with and is in “limbo” right now, but anticipate needing the manpower for the season.

While Sea Breeze is willing to use OEM parts, the majority of work orders use Rotary aftermarket parts. “Rotary has been awesome to work with,” Chaillou says. “They have the better pricing and great service. I have some people if I can buy a belt from Scag for $105 and then buy the same belt from Rotary for $40, it’s a no brainer.”

The shop’s goal is to have The addition of Husqvarna was unplanned but has everything looked at within 48 worked fabulously for Sea Breeze. hours. If all parts are in stock, it will be out within four days.

If parts need to be ordered, the shop is at the mercy of UPS and FedEx, which has been a challenge since the hurricane.

Additionally, the shop still struggles with consistent internet access.

Sea Breeze used to get a delivery nearly every day from FedEx and UPS every day.

Since the hurricane, while the town’s infrastructure is being rebuilt, deliveries are spotty at best. FedEx comes just once a week, and occasionally on Saturday. UPS shows up twice a week, Chaillou reports.

“If I order 20 items, half will come Tuesday and half will come Friday,” he vents. “I used to tell my customers that I knew I can get machines out in three days. Now I have to say five to seven days and it’s not us. We’re at the mercy of UPS Chaillou’s goal is to have every piece brought in for repairs and FedEx, too. They don’t looked at within 48 hours. even guarantee two day or treat people,” he believes. “Treat people is he wants to be able to cater to whatovernight anymore.” like crap, you’re going to get crap. Treat ever anyone needs. The shop not only Even with everything that has happeople well, and you’ll get it back in redoes warranty work for his lines, but pened this year, as the dealership has turn. If I do a bad job for you, you’re goalso motor warranty work on Honda, grown and changed and been there for a ing to tell 10 people I did a bad job.”

Kawasaki, Briggs & Stratton and community that is struggling just to surKohler. With the vast lineup of motors vive, Chaillou says he’s having an inwarranty work, while Sea Breeze credible time owning and operating Sea Out In The Shop doesn’t sell any golf carts or ATVs, Breeze Small Engine. “It is exciting. I Being a landscaper, Chaillou has the shop is never without at least a love this.” It’s been a life-changing very specific ideas on how he wants couple for service.

PET year for the Chaillous indeed. the shop to run. The guiding principle As part of the desire to cater to what 12

n

FEBRUARY 2019

PETFEB19pgs_SS.indd 12

n

POWER EQUIPMENT TRADE

1/31/19 3:21 PM

PETfeb19pgs_cs.indd 13

1/31/19 10:04 AM

WINTERproducts Rotary Parts, Accessories

SnowEx UTV Straight Blade Plow

Over 25 new scraper bars along with paddles, shave plates, skids, runners, fasteners and “V” belts are among more than 175 popular snow blower parts and accessories in Rotary’s 2019 catalog.

Other items include bearings, shafts, drive discs, auger and axle bushings, air vanes and ignition sets, plus SnoStik for removing slush and snow from the discharge chute.

Replacement parts are featured for most brands including AYP, Bolens, Gilson, Honda, Husqvarna, Jacobsen, MTD, Murray, Noma, Snapper and Toro.

Additionally, Rotary also offers over 30 different MaxTrac tire chains and TerraGrip traction belts in a variety of sizes to fit most tires. Belts include an innovative traction aid that helps prevent steel from touching the driving surface. Multi-ply rubber slats surrounding the tire tread provide a secure fit for improved traction. They are easily installed with no tools required.

For more information, visit rotarycorp.com.

Measuring 6 ft. wide, with the ability to angle to 5 ft. 4 in. wide for narrower applications, the SnowEx straight blade plow for UTVs is the perfect solution for sidewalks, paved walkways and other tight spaces.

Compact but strong, the UTV straight blade contains four vertical ribs that provide additional reinforcement and stabilizing support. The blade is constructed of high-strength, low alloy steel components that are stronger and lighter than traditional steel.

The plow features a full-trip moldboard to protect equipment when encountering obstacles. A high-strength base angle and A-frame further contribute to reliability. The UTV straight blade has a 5 in. hardened steel cutting edge, while the finish offers maintenance-free protection.

The plow can be angled with just one touch of a button. A responsive direct lift system delivers incredibly fast reaction times to quickly reposition the plow. It also can automatically lock the blade in position to promote clean scraping.

For more information, visit snowexproducts.com.

Toro Power Max HD Commercial The Power Max HD line sets a new standard for size and power in Toro’s snow lineup, offering a range of major enhancements for increased productivity and durability. The larger impeller, larger displacement engines and taller chute increase the throw distance to up to 60+ feet. In addition, the new double deflector design provides a more precise throw at a greater distance, from right next to a fence to as far as the operator needs.

Large clearing widths of up to 32 in. save time by reducing the number of trips up and down the driveway. The auger housing is also tipped back slightly to increase snow intake, helping operators handle more snow faster.

LED headlights are another convenient addition, which are brighter than halogen yet consume 90% less power. The new design repositions the light and adds a custom-designed lens to shine more light where it’s needed, so operators can work anytime. Convenient, one-hand interlock levers allow one-handed operation, leaving the other hand free to shift speed or adjust the chute without stopping the snowblower.

New Power Max HD commercial snowblowers are available in 28-in. and 32-in. clearing widths.

For more information, visit toro.com.

14

n

FEBRUARY 2019

PET_Feb19_bkj.indd 14

n

Ariens RapidTrak Sno-Thro Introduced in 2017, Ariens RapidTrak SnoThro technology, an innovative system designed to combine the best of both wheeled and track Sno-Thro machines, is now available on Ariens Platinum series Sno-Thro machines as the Platinum 28 SHO RapidTrak model.

The RapidTrak system is designed to move fast, matching the speed of wheeled Sno-Thro models. The track design gives users the option of using a full track system for ultimate grip and traction or adjusting the back wheel of the track up, creating a faster, more maneuverable system. In the wheel setting, it is easy to turn the RapidTrak machine at the end of a driveway or around obstacles.

RapidTrak also includes a third setting, which allows the user to tilt the housing of the machine down towards the ground while in track mode, helping to dig into the snow and clean to the pavement. Track adjustments are easy to make; a trigger on the right handlebar allows the user to easily adjust any setting on the go.

For more information, visit ariensco.com.

POWER EQUIPMENT TRADE

2/1/19 8:03 AM

POWER EQUIPMENT TRADE

PETFEB19pgs_SS.indd 15

n

FEBRUARY 2019

n

15

1/31/19 12:06 PM

This Winter, Dealers Gear Up For 2019 Three dealerships work through the end of the fall-winter season, look ahead to 2019.

D

Photo credit: Joe Lee Images

epending on local markets and geography, winter means different things to different lawn and garden power equipment dealers, though all share a need to find products and services that sell in the fall-winter months when the grass isn’t growing.

Here’s a quick look at winter activities at dealerships in Wisconsin, Alabama and Arizona, how each is faring through the end of January, and looking ahead to the challenges and opportunities for 2019.

● In southeast Wisconsin, Todd Hansen, president of Otto Paap Co., says that up until the middle of January snow activity was almost nonexistent for the season, but the last two weeks of the month have seen a nice uptick in snow machine sales and service.

With the onset of snowy weather, the annual “breaking of the snow machines” has just begun, Hansen says, looking forward to some increased service work. He’s also sold a few new units and will sell more as the season progresses.

However, operating a dealership now in its 80th year, Hansen says the consumer side of the snow season is less profitable than years ago as more business has moved to the mass merchant sector. The dealership still does good business with consumer snow machines, but the bigger priority is supporting

landscaper customers who offer snow services, he adds.

Helping commercial customers succeed in the winter means more capital available to upgrade or expand their respective summer season equipment fleets—hopefully through the Otto Paap dealership, Hansen says.

Other than the February snow, Hansen says the dealership is continuing to gear up for a successful spring season, starting with several regional garden and home shows in February where the business exhibits its products and services.

Plus, as a longtime Exmark dealer, he’s excited about Exmark’s new 96 in. batwing mower and growing his business there in different mowing markets.

The Otto Paap dealership is no stranger to PET: The dealership participated in a “technology series” of articles in 2005 as the company adopted the lat-

In Alabama, Richburg says carts, like the one pictured, are one of the best moves he’s ever made.

16

n

FEBRUARY 2019

PETFEB19pgs_SS.indd 16

n

POWER EQUIPMENT TRADE

1/31/19 9:27 AM

est dealership technology at the time with a new business management and parts lookup system.

Hansen says in the years since the dealership has grown to the point a major BMS upgrade is needed, and he’s got some decisions to make soon on that front as well. ● Far away from the snow belt, Joe Richburg of J.R.’s Lawnmower Shop in Opp, Ala. says the dealership’s January service special has taken off this year.

As Richburg says, it’s a great deal: A free set of blades with each service package, plus free pickup and delivery within a 20 mi. radius.

“The service special has got the shop packed. That will take us into the middle of February and by then we’re already into early spring,” Richburg says.

Richburg and J.R.’s Lawnmower Shop have offered plenty of good deals since 1998, when the business went into full-time power equipment sales and service. Starting as just he and his father in 1998 to more than 22 employees now, Richburg is extremely proud his company was recently named one of the top 12 small businesses in Alabama in December by the Chamber of Commerce Assn. of Alabama and the Business Council of Alabama.

Recognizing three companies in four categories from 1-100 employees, the awards highlight the efforts and success stories of small businesses around the state. Winning the Bronze Award in the

In Wisconsin, Hansen is looking to grow Exmark business in 2019.

11-50 employee category, Richburg was in Birmingham at a major awards banquet in December, sharing the stage with successful realtors, bankers, restaurateurs and other business people from around the state.

It was heady stuff for a lawnmower dealer from Opp who started out in his backyard with his father 30+ years ago, and Richburg is quick to credit his employees with much of his success. “We have a great group of people, and we have some who have been with us since we started,” he says.

Going into 2019 he says a goal is to

not only retain key existing employees but also develop younger ones as well.

He recently lost an employee who’d been handling much of the dealership’s social media marketing and communications, but he already has an existing employee groomed to take over.

Asked about winter sales activities and products, Richburg says it’s important for dealers to develop a diversification niche that fits their market, something that customers will buy and use year-round.

For J.R.’s Lawnmower Shop, that niche is golf carts, which the business

In Arizona, Wussow is stepping up rechargeable product promos this year.

POWER EQUIPMENT TRADE

PETFEB19pgs_SS.indd 17

n

FEBRUARY 2019

n

17

1/31/19 9:27 AM

No matter where they are located, “Dealers have got to find something to diversify with,” Richburg says, adding that carts sell year-round. “That’s one of the best things we’ve ever done.

I don’t think we would have ever grown to 22 employees without the golf cart business.” has carried since 2000. Starting as a service sideline, the cart operation has put the dealership on the map as a major regional cart sales and service destination, growing into a big part of the business with extensive custom options and features.

No matter where they are located, “Dealers have got to find something to diversify with,” Richburg says, adding that carts sell year-round. “That’s one of the best things we’ve ever done. I don’t think we would have ever grown to 22 employees without the golf cart business.” ● There may not be much of what most folks call winter in Scottsdale, Ariz.—lows in the 40s, highs in the 60s—but Scotty’s Lawnmower owner Tim Wussow says the dealership is doing really well right now with backpack

18

n

FEBRUARY 2019

PETFEB19pgs_SS.indd 18

n

blowers and also “selling a fair amount” of reel mowers as many lawn and sod owners plant things like Oregon rye, for example, as a winter overseed.

Going into 2019, Wussow is taking a closer look at how battery-operated products perform in the market and stepped up promoting their use.

“The battery products keep growing,” he says, noting that while demand is fair among landscapers and commercial customers, he’s seeing the rechargeable equipment draw in a whole new type of customer.

“I believe we’re seeing more new customers, and that’s a good thing,” he says.

Wussow adds that he’s demoing Stihl’s new iMow robotic mowing system at his house, and he’s impressed with Stihl’s commitment to the rechargeable product segment. “Stihl keeps expanding its battery lineup, and we think it

will grow and be a big part of the future so we want to represent it well,” he says.

Wussow adds that each year he pays close attention to see if a product or accessory becomes a hot item in the local market or among his customer base.

One example is ethanol free 2-stroke fuel cans, a product that fits the local retiree market well, he says. “There’s not a lot of DIY customers in Scottsdale, and we sell a ton of the ‘E-free’ fuel because I believe it gives customPET ers more freedom.”

TELL US WHAT YOU THINK! PET Reader Survey Visit poweret.com Starting February 15

POWER EQUIPMENT TRADE

1/31/19 9:27 AM

PETfeb19pgs_cs.indd 19

1/31/19 10:04 AM

SHOWroom FEATUREproduct

Masport Contractor 21 in. Self-Propelled Mower Masport’s new “Contractor” 3N’1 BBC 21 in. walk behind mower is designed for professionals and is perfect for large yards and commercial landscaping use.

This mower features Masport’s latest development, a blade brake clutch (BBC), a feature that allows the operator to disengage the rotation of the mower blades without the loss of drive or having to stop the engine.

This robust mulch, catch and rear discharge 21 in. mower comes with a choice of either a commercial Honda GXV160 or Briggs & Stratton series 850 engine; a 14 ga., heavy-duty, high arch steel deck; extra wide 8 in. x 9¼ in. die-cast wheels, fitted with precision bearings and synthetic rubber tires. The three-speed commercial transmission features an all metal, constant mesh, oil lubricated, cone clutch gearbox with precision bearings. The bolt-in heavy-duty front axle and secured rear axle feature formed crank links and the 15mm diameter stub axles provide strength and durability against heavy knocks. The axles are linked by a heavy-duty connecting rod, combined with dual compensation springs, allowing the operator to adjust the height with ease using the single lever height adjuster.

Heavy gauge and large diameter reinforced upper and lower handles provide additional durability. Three handle height positions have been provided for the comfort of the user, along with an ergonomic handle grip. A front bumper and engine guard provides protection to the chassis, front axle and engine from damage. The bumper also provides a valuable lifting handle and tie down point to secure the mower during transport.

With a cutting height range of 1 in. to 4¾ in., this mower really takes the hard work out of cutting grass and for peace of mind is backed by a comprehensive commercial warranty.

Visit masport.com, or contact Masport’s U.S. distributor, Power Distributors, powerdistributors.com.

20

n

FEBRUARY 2019

PET_Feb19_bkj.indd 20

n

POWER EQUIPMENT TRADE

1/31/19 2:08 PM

SHOWroom

ENGINES

Briggs Anti-Vibration System

Honda iGX800/iGXV800 Engines

To reduce engine vibration, Briggs & Stratton Corp. created its anti-vibration system (AVS).

Initially available on its premium Intek and Professional series single-cylinder engines, the technology will be expanded to the PowerBuilt series.

Briggs & Stratton’s AVS design is the most effective method to balance a single cylinder engine, offering a handful of benefits to consumers such as increased user comfort. The PowerBuilt series with AVS now boasts a 67% reduced vibration for a smooth and comfortable ride. Additionally, with the reduced vibration, there’s less wear and tear on the engine, the equipment and the rider.

The updated PowerBuilt series with AVS will be available to consumers as early as Spring 2020.

Visit briggsandstratton.com.

Expanding the lineup of Honda V-Twin engines, the iGX800, among three other models in the GX series, offer commercial construction and turf industry customers versatile power and greater adaptability with excellent fuel efficiency in a compact package. Providing enhanced performance and quality, the engines are equipped with fuel injection technology and an integrated electronic self-tuning regulator (STR) governor that delivers drive-bywire remote control capability to manage key aspects of engine operation.

Like the current Honda GX690/GXV690 models, the new iGX800/iGXV800 engines feature cutting-edge design and innovative, technologically advanced elements, including a hemispherical combustion chamber, an integrated cylinder and cylin-

POWER EQUIPMENT TRADE

PET_Feb19_bkj.indd 21

n

FEBRUARY 2019

n

21

1/31/19 1:54 PM

SHOWroom der head, forged steel connecting rods and a 9.3:1 compression ratio, contributing to high efficiency as well as low noise and vibration. In addition, the integrated cylinder and head eliminate the need for a head gasket, resulting in superior cooling and reliable performance.

Visit hondaengines.com.

HANDHELD Husqvarna New Generation Saws

Coming 60 years after the launch of its very first saw, Husqvarna has developed two new 50cc chainsaws specifically for use by loggers and arborists. 550 XP Mark II and Husqvarna 545 Mark II, have been developed to deliver outstanding cutting capacity for handling small and mid-sized

22

n

FEBRUARY 2019

PET_Feb19_bkj.indd 22

n

trees. Cutting capacity is the true measure of the performance of the saw. Through a series of internal tests, with results available on Husqvarna’s website, Husqvarna has shown that the 550 XP Mark II provides best-in-class cutting capacity when comparing to the closest competitor in the 50cc segment.

For the purpose of endurance in tough conditions, the cooling capacity of the Husqvarna 550 XP Mark II and Husqvarna 545 Mark II has been improved by 13%, compared to the previous generation of 50cc chainsaws from Husqvarna. This is made possible by three key improvements such as an optimized airflow; the addition of more cooling fins in critical areas that contribute to more effective cylinder heat dissipation; an insulating heat shield, specifically developed for the new chainsaws, which provide sealing against the cylinder area and minimizes heat leakage. This helps keep the carburetor compartment cool to improve startability in hot conditions. In addition, a completely new muffler keeps temperatures down.

For further endurance, the 50cc chainsaws have a new air filter design. The new design comes from the combination of a redesigned air filter with higher capacity and improved sealing and an upgrade of the air injection. This, in turn means the saws are equipped with a new optimized version of AutoTune, Husqvarna’s ignition module software and carburetor calibration.

The chainsaws are manufactured in Huskvarna, Sweden, and equipped with a Husqvarna x-cut chain and the x-force bar.

Visit husqvarna.us.

POWER EQUIPMENT TRADE

1/31/19 1:54 PM

SHOWroom Stihl FSA 130 R Trimmer With the 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 battery-powered 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 energy and allowing maximum run times. The external battery connection to the Stihl AR backpack battery shifts the weight from the unit to the user’s back for optimal weight distribution and user comfort during long work days.

A top-mounted motor providing optimal balance while performing trimming tasks and also reduces operator fatigue is just one of the many additional features of the trimmer, including compatibility with more cutting attachments than previous battery-powered models, with metal grass blades and brush knives when properly equipped with a deflector.

Visit stihlusa.com.

PARTS & ACCESSORIES Rotary Copperhead Mower Blades The industry’s most complete line of commercial-strength mower and edger blades is featured in Rotary’s 2019 parts catalog including a variety of Copperhead high-lift, low-lift and mulching

models. Tested for extreme performance, Rotary’s Copperhead blades are engineered to exceed OEM standards for operation and are ISO certified for quality, durability and superior craftsmanship.

A special 150-page section of the catalog includes blade photos, illustrations and descriptions plus a specifications chart with OEM number, length, center hole diameter, width and steel thickness. Also featured are adapters, bolts, washers and bushings.

Copperhead blades are made in the U.S. with premium grade American steel. Rotary manufactures nearly 9 million blades annually at its state-of-the-art facility in Glennville, Ga. Backed by an exclusive parts warranty that ensures quality and performance, Rotary offers a wide range of power equipment parts for lawnmowers, trimmers, chain saws, brushcutters, edgers, pressure washers, snow blowers, garden tillers and more! The 2019 catalog is free for servicing dealers and distributors.

Visit rotarycorp.com.

WHEELED EQUIPMENT Billy Goat Stand-On Blower Billy Goat has broadened its world class Force pedestrian blower line with the new addition of the Hurricane X3 and Z3 zero turn radius stand-on blowers for the largest line of blowers on the market—making it ideal for full-size landscapers, schools, parks departments, golf, sport field, estate properties and street departments.

The feature-rich Billy Goat Hurricane boasts an array of distinctive components that set this machine apart from others on the market. A patented quad control handle system offers seamless operation of forward/reverse direction, automatic return to neutral, integrated operator presence control and a self-activating parking brake. The joystick deflector control provides quick and easy adjustment of airflow from left, right or forward directions, eliminating the need to blow in reverse.

The unique blower housing design efficiently draws air from both sides of the housing to move more air faster and quieter, up to 165+ MPH. More features for best in class productivity include a torsion mounted front axle assembly to negotiate curbs with ease and high flotation turf tires for superior hill handling. Max travel speeds of 9 MPH for the X3 and 11 MPH for the Z3 help complete jobs faster, plus an easy-fill 10-gal. fuel tank provides long hours of operation.

The Billy Goat Hurricane X3 is powered by a 627cc Vanguard engine from Briggs & Stratton and the Z3 a 993cc Vanguard.

Visit billygoat.com.

POWER EQUIPMENT TRADE

PET_Feb19_bkj.indd 23

n

FEBRUARY 2019

n

23

1/31/19 1:54 PM

Southeastern U.S. 4331

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

TX, OK, AR, LA, NM, MS

PETfeb19pgs_DL_SS.indd 24

1/31/19 9:26 AM

Western U.S.

Do you offer products in the power equipment industry?

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

Call Kathy Sternenberg 251-928-4962 AR, LA, MS, OK, TX 4408

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

PETfeb19pgs_DL_SS.indd 25

1/31/19 9:26 AM

Nationwide

AR, LA, MS, NM, OK, TX

PETfeb19pgs_DL_SS.indd 26

1/31/19 9:26 AM

MN, ND, SD, IA, TX, WI

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

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

Call Kathy Sternenberg • 251-928-4962

Shelby County Implement • Shelbina, MO 63468 Ph: 573-588-4731 • 573-588-2020 Email: sci63468@hotmail.com M/C, Visa and Discover Accepted 3524

WISCONSIN ENGINE PARTS NEW–OBSOLETE • BUY–SELL HARD TO FIND PARTS CLOSEOUT PRICES

H&M Industrial Supply (800) 346-4331 2236

Obsolete McCulloch & Obsolete Green Machine Bob’s Lawnmower Service 7632 State Hwy. 7 Maryland, NY 12116-3201

607-638-9297 phone or fax

HOMELITE PARTS BUY & SELL NEW, USED & OBSOLETE

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

POWER EQUIPMENT TRADE

PETfeb19pgs_DL_SS.indd 27

8100

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

9009

POWERworks

n

FEBRUARY 2019

n

27

1/31/19 9:26 AM

PETfeb19pgs_DL_SS.indd 28

1/31/19 9:26 AM

PETcetera Why You Aren’t Using Digital Ads Business-to-business (B2B) companies aren’t traditionally big spenders on digital ads. According to eMarketer estimates, B2B digital ad spend makes up only 4.6% of the total digital ad market. To get a better understanding of why the market still lacks maturity, as well as the various challenges B2B companies face, the team at eMarketer spoke to several industry experts for a recent “U.S. B2B Digital Advertising Trends” report.

Heavily Rely On Traditional Channels For many B2Bs, traditional marketing methods like content marketing, email and personalized calls work.

In an August 2018 survey from Informa Engage, 78% of U.S. B2B professionals said email marketing was one of the leading marketing tactics they used in 2018, followed by industry events (70%).

A similar survey conducted by Bop Design also found that personalized calls or emails were used by 79.7% of B2B marketers for lead nurturing, with email campaigns following closely behind at 64.4%. In contrast, just a quarter said they used pay-per-click ads to get leads.

2019: What Needs To Happen Many of the industry experts who spoke to eMarketer emphasized that 2019 would be a year of growth for digital ad spend. It drove eMarketer to increase estimates by more than $500 million from the previous year (in line with larger digital ad spending estimates).

B2Bs in niche verticals, like lawn and garden power equipment, that aren’t traditionally early adopters are starting to spend on digital. “We see the tech, healthcare and financial services companies doing a lot with experimentation, but now forward-leaning companies that are exploring digital ad units are the ones that have a very niche customer to reach,” said Robert Rose, chief strategy advisor at the Content Marketing Institute.

The shift could be credited in part to the larger trend of better alignment between sales and marketing teams, along with a desire to understand how marketing functions help sales teams close deals.

As the market evolves and data pools and targeting capabilities become more advanced, it is likely that the shift to digital advertising will pick up steam.

B2Bs Aren’t Spending Big on Digital Advertising (Yet), Caroline Cakebread, eMarketer, emarketer.com/content/b2bs-aren-t-spending-big-on-digital-advertising-yet.

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

FEBRUARY 25-26—Iowa-Nebraska Equipment Dealers Assn. annual conference, Embassy Suites Hotel & Conference Center, La Vista, Neb. Call 515-223-5119; visit ineda.com.

APRIL 3-6—Equipment & Engine Training Council annual meeting, Holiday Inn Portland South, Portland, Ore. Call 888406-1810; visit eetc.org.

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

JUNE 18-20—Outdoor Power Equip. Institute annual meeting, Stein Eriksen Lodge, Park City, Utah. Call 703-5497600; visit opei.org.

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

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

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.

PHONE NUMBER

Cannon Bar Works

18

Heftee Industries

22

800.755.7540

Masport

15

+64 9 571 5888

Rotary

888.604.9990

18,22,32

800.841.3989

Seat Warehouse

11

855.700.7328

Stihl

2-3

757.486.9100

Sunbelt Outdoor Products

31

800.438.0660

TD Retail Card Services

13

800.538.3638

Trilink Saw Chain

21

877.492.9829

Vallorbe Swiss

19

+41 21 843 94 94

ADLINK is a free service for advertisers and readers. The publisher assumes no liability for errors or omissions.

POWER EQUIPMENT TRADE

PET_0219_ASM.indd 29

n

FEBRUARY 2019

n

29

1/31/19 9:39 AM

DEALERtodealer

It Is A New Year: Are You Optimistic?

SAM STEARNS

What does the new year mean for you, optimism or dread?

BY SAM STEARNS

2

019—how do you react to that number? Are you brimming with hope and optimism? Are you weighed down with dread and gloom at the prospect of the new year? Or are you somewhere in the middle, possibly even a little cynical, thinking, “I reckon ’19 will be about the same as ’18...which was a lot like ’17...which, now that I think about it, was a lot like ’16. I have no reason to believe anything is going to change.”

If I had to gauge myself, I’d say I’m probably more of an optimist than anything else. No, things aren’t going to be completely different from last year. The guy looking at me in the mirror hasn’t magically become a brilliant, industrious business owner. But there is sufficient reason to think that things will improve this year. Maybe if I tell you some things I’m doing differently, other dealers out there might get an idea of something you can try that will enhance your own business this year.

The first difference is a labor rate increase. I raised my shop labor rate to $70/ hour five years ago, and it’s been there ever since. So I got crazy last month and raised it to $80/hour! I’m excited about the extra money this is starting to bring in.

Where is your labor rate, and how long has it been there? Leaving mine in the same place for five years was a mistake.

If you have done something like that, please consider raising your rates. You do know your expenses have gone up, right?

I was reluctant to do this for a while, since my nearest and largest competitor (much larger than me) has a labor rate of $55/hour. I was already higher than them,

30

n

FEBRUARY 2019

PETfeb19pgs_cs.indd 30

n

and I felt that going even higher was not a good idea. Are you afraid of having higher labor rates than your competitors? I was, but I am now completely comfortable with the idea, for a couple of reasons.

First of all, I rarely get asked what my hourly rate is. But when I am asked that question, my response is always, “The hourly rate isn’t nearly as important as the cost of a job. Someone else’s hourly rate may be lower, but that’s no benefit to you if they are just going to charge you for more time than I would.

Let me give you the average cost of the work you need, and that will give you the information you need the most.”

It simply is not true that higher prices will put you out of business, no matter how afraid you are that you will lose your customers.

Secondly, I believe I give my customers better service than my competitor does. Arrogance? Wishful thinking? No, I’ve learned by hearing from their former customers, and even their employees!

Also, I have a new goal of contacting every service customer within 36 hours of them dropping off their equipment. This will be a bit of a stretch for me, since I really don’t enjoy making phone calls. But customer communication is important, valuable, and something else that will further separate me from my competitor. My service will simply be worth more, so I should be able to charge more.

Are you doing things to set yourself apart from your competition? If so, doesn’t it make sense to charge more?

This goes against the grain of many of you reading this. Trust me, I understand. I still have to fight my innate tendency to charge too little and give things away. But it simply is not true that higher prices will put you out of

business, no matter how afraid you are that you will lose your customers. You may lose cheap customers, but is that so bad? They’ll be replaced by better ones anyway. At least that’s my experience.

So the moral of this story: Bite the bullet and raise your rates with confidence!

Another addition to the business this year, which produces optimism, is the sale of mini-barns. I will start displaying them later this month! This is an exciting development here at Mr. Mower Man. It’s a different product that will give me a wider customer base, but it’s related to what I’m already doing. One of the best parts about it for me is that there is minimal financial investment; I do not purchase the inventory, but I get a commission on every sale. I wish the power equipment industry worked like that!

Have you ever thought of selling minibarns? It fits with a power equipment business very well. If you have the ability to add that to your business, seriously consider it!

I also have a plan for improving wholegoods sales this year. One thing I intend to do this year is take a new unit for my service customers to demo whenever I pick up or deliver their equipment. Maybe they’re not looking to buy right now, but it will plant the idea in their head. At the very least, they probably know someone who is looking to buy, and I need to make sure I’m creating opportunities to make a sale. Maybe you could start using pickups and deliveries as ways to enhance equipment sales. Hey, it’s something new to try, right?

Maybe none of these specific ideas will work for you. But, the point is to try something that will make 2019 better than PET 2018. What will that be for you?

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 the views of Hatton-Brown Publishers, Inc.

POWER EQUIPMENT TRADE

1/31/19 10:04 AM

PETfeb19pgs_cs.indd 31

1/31/19 10:04 AM

PETfeb19pgs_cs.indd 32

1/31/19 10:04 AM