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POWERlines

A Hatton-Brown Publication www.poweret.com

DONN LARSON

Ethanol Is Not The Problem

EDITOR’S NOTE: The following is a submitted opinion from Donn Larson, Owner and President of Larson Sales, Inc., a power equipment distributor in Hudson, SD. He was invited to share this opinion after a particularly lively conversation with PET Managing Editor Dan Shell.

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purchased a new Poulan 3400 chain saw back in 1978 and have used nothing but approved ethanol blends in it since. To this day, the only repair I’ve had to make, aside from those to the chains and bars, was replacing one carburetor kit. It still starts and runs great today.

As the owner of an outdoor power equipment store, I support ethanol. I have successfully used it for many years and have not encountered a single issue. This may be surprising to those of you who have heard the false ethanol warnings spread by “Big Oil.” They have spent millions on a campaign of fear and misinformation to mislead the public and maintain their monopoly on the liquid fuels market.

Instead of just accepting this misinformation, the public needs to ask questions and do research of their own. We cannot simply believe information that “someone told us” or that “we read on the internet.” It is our duty to know where information comes from so we can understand the implications of the remarks. A great analogy would be, are you willing to accept negative accusations against your family members without knowing where they came from or if they were accurate? Of course not. It is critical to find the source and evaluate it.

More than 95% of U.S. gasoline contains up to 10% ethanol to boost octane or meet air quality requirements. Ethanol has helped to lower the price of gas simply by lowering our dependence on fossil fuel. It’s also renewable and improves the environment—Big Oil can’t claim that!

Instead, Big Oil claims that ethanol has driven up the food prices, which couldn’t be more incorrect. If that were the case, now that gas is down in price,why are you not seeing a similar drop in your grocery bill? Because the excuse was falsely used to blame ethanol for problems it has nothing to do with.

The owner’s manual for my chain saw states that any use of alcohol would void the warranty. I knew that using ethanol would be just fine and I have proven that to be true because as I said, it still runs great today and starts on the second pull!

I also use ethanol in most everything that I own—my over the road vehicles (they put on well over 125,000 miles per year collectively), my boat, mowers, blowers, etc.—and have never had a single problem. I also properly maintain my equipment and use fresh gas.

While ethanol will not kill an engine, poor maintenance, old gas and misinformation just might. Make sure you have those three things straight and your small engines could be PET around for over 30 years too.

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 Dan Shell Senior Assoc. Editor n David Abbott Associate Editor n Jessica Johnson Associate Editor n Jay Donnell Contributing Writers Dale Stotts, Greg German Production Manager n Cindy Segrest Ad Prod. Coordinator n Patti Campbell Circulation Director n Rhonda Thomas Advertising Sales Southern U.S. Randy Reagor Tel: (904) 393-7968 Fax: (904) 393-7860 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 Bill Albrant Tel: (951) 696-1473 Fax: (702) 442-2920 Email: billa@wgholdsworth.com Europe & Scandinavia Murray Brett Tel: +34 96 640 4165 Fax: +34 96 640 4022 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

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

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Volume 64 n Number 2 n MARCH 2015 Our 705th Consecutive Issue n Founded in 1952

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

FEATUREstories

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GREEN EQUIPMENT

Low, No Emission Products

LANIER POWER EQUIPMENT Multi-Generation Dealer

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DEALER VOICES Late Season Snow

VALUEadded Power Suppliers __________________________ 6 Distributor Library ________________________ 24 PowerWorks ____________________________ 28 PETcetera/Ad Index ______________________ 29 Dealer To Dealer _________________________ 30

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COVERphoto

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Even though it might not seem like it after this long winter, spring is just around the corner! Preview the latest low and no emission products beginning on Page 10. (Photo courtesy of SnowEx, design by Shelley Smith.)

Member Verified Audit Circulation Power Equipment Trade (ISSN 1063-0414) is published 10 times annually (January/February and July/August issues are combined) 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 ® 2015. 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 EETC Joins OPEI ‘Pump’ Campaign OPEI recently announced the addition of the Equipment Engine & Training Council (EETC) to its already fairly extensive list of Look Before You Pump campaign supporters and partners. The campaign reminds consumers to always use fuels containing no greater than 10% ethanol (E10) when powering their outdoor power equipment or other nonroad product, such as boats, snowmobiles and motorcycles, not designed for higher ethanol fuel blends.

The EETC is a non-profit association addressing the shortage of qualified technicians in the outdoor power equipment industry. Under the partnership with OPEI, EETC will distribute Look Before You Pump messaging and materials to its membership and other stakeholders.

“Our ethanol education campaign has made great strides in educating consumers about proper fueling behavior,” Kris Kiser, President and CEO of OPEI, says. “People need to use the right fuel in the right product. But the fuels marketplace is changing and mis-fueling is more possible than ever. The Look Before You Pump campaign is designed to mitigate that risk.”

According to Erik Sikes, Executive Director of EETC, “It just makes sense to partner with OPEI in educating the consumer on proper fueling of outdoor power equipment. EETC member dealers, distributors and technicians will be the ones diagnosing and repairing the equipment that was mis-fueled.”

OPEI, EETC, ISMA and NMMA urge consumers to read their equipment operating manual before fueling engines to ensure they use the right gasoline.

For more information, visit www.

LookBeforeYouPump.com and search for #LookB4UPump on Twitter and Facebook.

Isobutanol Marine Test Yields Positive Results

A consortium of leading organizations from the recreational marine industry recently completed more than four years of testing renewable isobutanol in marine engines. Thousands of hours of testing showed that gasoline-isobutanol blends of up to 16.1% can be used in marine engines without deterioration of engine or boat performance. The tests were performed in collaboration with the National Marine 6

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Manufacturers Assn. (NMMA), the American Boat and Yacht Council (ABYC) and several engine and boat manufacturers across the industry. The project was also supported by U.S. Department of Energy (DOE), Office of Energy Efficiency and Renewable Energy (EERE) and Argonne National Laboratory (ANL).

The consortium tested many engine technologies from several engine and boat manufacturers, and included measurements of gaseous and particulate engine exhaust emissions, combustion analysis, cold start, run ability, durability and more. No engine exhaust emissions failures, durability issues or run ability issues were experienced during the multi-year test program.

Marine manufacturers have been on the front lines of the E10 and E15 ethanol issues along with the OPEI for years. The isobutanol the test as provided by Gevo, which operates a biorefinery in Texas. In 2011, Gevo provided isobutanol for a Briggs & Stratton engine test project that showed the fuel was a quality additive that did not harm small engine performance or components.

Honda Power Wins MarCom Award

Honda Power Equipment, a division of American Honda Motor Co., Inc., has received a Gold MarCom Award in the print design and packaging category of the program for its all-new Honda HRX lawnmower carton. This represents the first award the division has earned for product packaging.

The new carton has been redesigned to include more stylized and descriptive product images, providing more information to consumers considering lawn mower purchases. Additionally, a more appealing and attractive design was implemented to distinguish the product from others in the marketplace.

Administered and judged by the Association of Marketing and Communication Professionals, the MarCom Awards program recognizes outstanding creative achievement by industry professionals whose talent exceeds a high standard of excellence, and whose work serves as a benchmark for the industry.

Winners are selected from more than 6,000 entries within 200 categories, covering seven forms of media and communication efforts including: marketing, publications, promotions, public

service/pro bono, creativity, and electronic/interactive.

“We are honored to have one of our newest point-of-purchase materials recognized for excellence in product packaging,” Alex Torre, Market Research and Marketing Manager, Honda Power Equipment, says. “The Honda Power Equipment division works closely with our dealers and business partners in developing marketing materials that best meet the needs of their customers for product information.”

Efco Announces 2015 PowerSharp Promotion

Efco, makers of Italian outdoor power equipment, is excited to announce the new PowerSharp promotion for 2015.

With every purchase of Efco MT 3500, MT 3750, and the MT 4100, people will receive the free PowerSharp system.

PowerSharp system includes chain, bar, and sharpener. The PowerSharp system is easy to use and much faster than traditional means of sharpening. Instead of manually sharpening the chain on the saw or taking it to a dealer to sharpen it, simply attach the sharpener and press the tip to a solid surface for 3 to 5 seconds. The dull chain is sharpened that quickly. Make sure to remove the sharpener from the end of the bar before resuming cutting.

The product range includes an outstanding assortment of commercial grade chain saws, string trimmers, blowers, hedge trimmers, pole pruners and earth augers. Efco supports all of its products with a 5-year consumer, and 2-year commercial warranty.

Exmark Site Delivers Better Experience

With an eye toward giving customers more valuable information and easier navigation, Exmark recently launched its new website: www.exmark.com. The new site provides an improved user experience, better supporting the relationship between local dealers and their customers, and offering tools to help customers make the best possible purchase decisions.

The new site better highlights the benefits of the unique features Exmark designs into its machines. Enhanced research tools allow users to quickly decide on the best Exmark model for them. Visitors can compare models, view local specials, get a price estimate,

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POWERsuppliers find a local Exmark dealer, or request a product demonstration to help them focus in on the Exmark machine that best suits their needs and budget.

A new feature of the site, user reviews, gives customers the ability to share Exmark product and dealer experiences with other site visitors.

Stihl Merges Longtime Midwest Distributors

Stihl Inc. officials recently announced consolidation of distributor operations Mississippi Valley Stihl of Peoria, Ill. and Midwest Stihl of Hayward, Wis. and establishment of a new single distribution site in Cottage Grove, Wis. The new operation, known as Midwest Stihl, a division of Stihl Inc., serves Stihl dealers in Iowa, northern Illinois, Minnesota, Wisconsin and Michigan’s Upper Peninsula.

According to Stihl President Fred Whyte, the new location allows Stihl to better service its dealers in the region.

“We are also happy to announce that all employees from both locations will be

offered employment and many are looking forward to joining us at the new location,” he added.

The Cottage Grove location has good access to the Interstate 90 and Interstate 94 corridors, which are main routes for deliveries to Stihl dealers, Whyte said.

Streamlined services from the new branch will allow for one-day shipping service to most of Stihl’s 1,000 dealers in the region.

Joe Hickey, current branch manager for Mississippi Valley Stihl, is manager for the new operation. The new Midwest Stihl facility will occupy almost 10 acres and the consolidation of operations will take place over the course of 2015.

Schiller Expands Willand Into Northeast

Officials with Schiller Grounds Care, Inc., recently announced the company has awarded distributor Steven Willand Inc., with the Northeast region for Schiller’s Bob-Cat, Classen, Little Wonder, Mantis and Ryan brands.

Steven Willand Inc. (SWI), located

in Augusta, NJ, has been a distribution partner of Schiller brands in the Mid-Atlantic region for more than 40 years, a territory that includes West Virginia, Maryland, Delaware, New Jersey and Pennsylvania. In all, Steven Willand distributes more than 20 brands of equipment to dealerships from DC to Maine and will now represent Schiller brands throughout this territory as well.

To learn how to become a Schiller Grounds Care brand dealer in the Mid-Atlantic and Northeast regions, contact Steven Willand Inc. at 888-2294561. To learn more about the family of Schiller Grounds Care products, visit www.schillergc.com.

Kubota Expands Leadership Roles

Kubota Tractor Corp., as it enters new markets and experiences steady growth in the U.S., is expanding the roles of several of its senior leaders. The changes are effective immediately and reflect the company’s vision of

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POWERsuppliers strategic, customer-focused product and market expansion. Leading the company’s national product and operations strategy is Todd Stucke, who has been named Vice President, Sales, Marketing & Product Support.

Overseeing the company’s division operations is Alex Woods, who has been promoted from Southeast Division Manager to Vice President, Divisional Operations. Assuming responsibility for

Kubota’s personnel, administration and legal functions as Vice President, Human Resources, Legal & Administration is Dan Jones.

Pacific Stihl Announces Second Expansion

Pacific Stihl, a division of Stihl, Inc., which serves California, Arizona, Nevada, Hawaii and Guam, recently an-

nounced its second facility expansion in five years. Larry Blamer, Branch Manager, says, “Our last move was meant to carry us through 10 years of anticipated growth. We’ve outgrown it in five.”

The new facility, slated to open June 1, nearly triples the square footage available to Pacific Stihl to approximately 140,000 sq. ft. on eight acres, more than doubles its dock doors from eight to 18, continuing same day fulfillment of dealer orders.

The design of the new regional headquarters will take advantage of energy efficiencies and incorporate the latest in warehouse distribution technology. It will also expand training facilities for sales and service training from the territory, including new dealer orientation, introductory service technician training, and Silver Level Stihl MasterWrench Service Training.

PERC Program Tests Alternative Fuel Use

Eight renowned U.S. golf courses are testing alternative fuel turf equipment through an inaugural research program with the Propane Education & Research Council (PERC). The 12-month demonstration program will lease propane-powered turf equipment to participating courses chosen for their commitment to environmental practices, including Stone Mountain Golf Club, Stone Mountain, Ga.; Fernandina Beach Golf Club, Fernandina Beach, Fla.; Marriott Desert Springs, Palm Desert, Calif.; Renaissance Vinoy, St. Petersburg, Fla.; Columbus Municipal Golf Courses, Columbus, Oh.; Reston National Golf Course, Reston, Va.; George W. Dunne National, Oak Forest, Ill.; Willows Run Golf Course, Redmond, Wash.

Each course will receive four pieces of R&R Products’ propane-powered equipment, including the Reel Max 331LP finish cut reel mower, Reel Max 744LP 5-gang fairway mower, Versa Green 2200 riding greens mower and Sand Max 521LP utility vehicle. R&R Products is the first to manufacture and commercialize propane-powered turf equipment for the golf industry.

The participating courses will record and report performance data, such as fuel savings, to PERC throughout the trial period. Data from the program will inform future R&D and commercialization efforts as the propane industry looks to expand the use of clean, cost-effective propane to new 23 8

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GREENproducts Honda Mid GX Engines Honda mid GX engines– GX120, GX160 and GX20– are single-cylinder, horizontal-shaft models that meet current EPA Phase 3 exhaust and evaporative emissions standards. These engines are an ideal fit for commercial turf applications and equipment including generators, construction/industrial equipment, agricultural equipment, water pumps and pressure washers.

The mid GX models are equipped with a number of design enhancements including a new carburetor chamber coating, a recoil rope design change, the addition of a carburetor filter and an improved fuel tank guard. All of which improve their fuel economy, reliability and durability.

Call 770-497-6400; visit engines.honda.com.

Oregon BL300 Cordless Blower

early morning landscaping work or communities with low noise requirements.

Call 888-313-8665; visit oregoncordless.com.

Kohler 30REZGT Generator Kohler has expanded its mobile generator product line with the addition of a fourth model that is able to run on clean, efficient propane.

Like its predecessors, the 30REZGT was developed in cooperation with the PERC. The 30REZGT (30 kVA) features a 3-liter industrial powertrain engine; including an onboard LP tank that offers up to 24 hours of run time when the generator is used at sites without a dedicated propane supply. Operators can switch to an on-site propane supply when one is available. Because propane burns cleaner than diesel, Kohler’s new propane-powered mobile generators produce fewer emissions, toxins, and smog than diesel models. When using the 30REZGT on a jobsite, there’s virtually no risk of groundwater contamination because propane vaporizes at atmospheric pressure.

Call 920-457-4441; visit kohler.com.

Ecopro Transformer Series

Oregon is expanding its zero emissions 40V MAX lithium ion cordless tool system with the new BL300 blower. Designed with the power needs and run times of landscaping and green industry professionals in mind, the BL300 offers power and performance in a lightweight, easy-to-use and environmentally friendly package. Powered by Oregon’s premium lithium ion battery technology, the blower features a variable speed trigger with a turbo button for added power.

With a max volume of 507 CFM and a max speed of 131.5 MPH on turbo, the BL300 offers gas-like performance in a convenient cordless package. The non-turbo high setting offers a volume of 400 CFM at 105 MPH. The variable speed trigger allows users to determine the proper airflow for the job. At its lowest speed, the BL300 offers run times as long as 90 minutes. The BL300 is available with Oregon’s professional grade, cylindrical cell 4.0 Ah and 2.4 Ah battery packs, interchangeable with the full range of the Oregon 40V MAX cordless tool system. The BL300 is also quiet, silent between trigger pulls and compliant with community noise standards, making it ideal for 10

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Ecopro Tools would like to introduce our exclusive transformer series of 40V lawn and gardening tools. Our system features our innovated multi-task snap design system, which can easily be converted into five different tools for multi-task application. It can be converted into the following applications: chain saw, pole saw, hedge trimmer, pole hedge trimmer and string trimmer. This allows you to lower the total ownership cost of many tools and buy only the tools that you need!

Call 855-326-7768 visit ecoprotoolsusa.com.

TSA 230 Stihl Cutquik The new battery-powered TSA 230 Stihl Cutquik cut-off machine starts with ease and changes the game for the jobsite, delivering maneuverability and solid cutting performance in a lightweight, compact package. With zero-exhaust emissions, the TSA 230 enables indoor cutting in enclosed spaces and other jobsites where users are not permitted to use traditional gasoline-powered cut-off machines.

Wet cutting is made easier with onboard water connection and control, which suppresses dust.

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GREENproducts capabilities. These mowers provide gas-like power performance and mow 8,500 sq. ft. and 9,400 sq. ft. (WG771) on a single battery charge. In perspective, a full-size regulation tennis court is 7,200 sq. ft. The all new NutriCut system features dual edge mulching blades to help provide natural lawn fertilization. Also, the Worx Power Share mowers are equipped with Intellicut, which is a torque-on-demand system that monitors the mower’s need for torque.

Visit worx.com.

DeWalt Brushless Trimmer The new cut-off machine is fueled by a low-maintenance, brushless, commercial-grade high torque electric motor, creating little noise. Low vibration and the lightweight design help reduce operator fatigue and increase maneuverability, while providing the power needed to get light hardscaping and construction jobs done. The breakthrough battery technology of the cut-off machine provides operators with up to 15 minutes of quality and high performance with no gradual drop in power.

Call 800-467-8445; visit stihlusa.com.

SnowEx Electric-Powered Sprayer SnowEx offers its SL-80 and SL-80SS push sprayers for ice management on sidewalks and other small areas. Available with a powder-coated steel frame, or stainless steel frame, both sprayers, are completely electric-powered with inline filtration and have a corrosion-resistant polyethylene tank. Each model includes an adjustable boomless nozzle, which sprays most salt brine and liquid ice melters up to 48" wide. The units also come with an adjustable spray wand, a 12V electric pump and rechargeable battery. The pump is rated at 2 GPM at 60 PSI. The sprayers are covered by a two-year limited warranty.

Call 800-725-8377; visit snowexproducts.com.

Worx 56V Lawnmowers Worx is launching two new 56V MaxLithium, 19", 3-in-1 Lawnmowers with Intellicut technology; each mower is equipped with two 56V battery packs.

The move sends a clear signal to the gas-powered lawnmower industry that battery-powered mowers are here to stay and are viable alternatives to homeowners seeking cost-effective, environmentally friendly solutions without sacrificing features or performance. The Worx 56V lawnmowers feature 19" steel decks with premium mulching

DeWalt’s 40V Max* Brushless String Trimmer comes with either the 4.0Ah Lithium Ion battery or the 6.0Ah Lithium Ion battery for 50% more battery capacity. The String Trimmer features a 15" cut swath, dual-line bump feed head, and a patented gear drive design that provides amplified torque and maintains cut speed under load. A variable speed trigger allows the user maximum control over speed and runtime while a padded auxiliary handle offers comfort for long use. The DeWalt 40V Max* Brushless String Trimmer features patented gear drive design for more torque, speed control that allows operator to control speed, noise and run time. A 15" cut swath provides a faster job completion along with dual line bump feed head designed for .080" line but functional with larger diameters.

Metal gear case delivers better durability for heavy-duty use, and pro-style guard allows more cut access and better visibility. (*Maximum initial battery voltage measured without a workload is 40 volts. Nominal voltage is 36.)

Visit dewalt.com.

Husqvarna Hedge Trimmer

The Husqvarna 536LiHD60 Hedge Trimmer is equipped with a high-capacity Li-Ion 36V battery that offers the performance of a gasoline powered engine with a cleaner and quieter experience; and also features SavE mode technology, which can be activated with the push of a button to lower output performance and increase battery life in less demanding situations (e.g., light grass trimming or small branch cutting). The 536LiHD60X Hedge Trimmer delivers 100 minutes of run time, it features a pivoting rear handle to make it easier to cut the sides and tops of tall or low hedges; a professional-grade laser-cut 60 cm blade; and minimal noise and vibration levels in comparison to gas powered products. This new battery-operated product is among Husqvarna’s many product line offerings that provide new options to help complete projects more efficiently. Weight with battery is 11.24 lbs.

Visit husqvarna.com.

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Strong Reputation Builds Year-Round Sales Georgia dealer keeps growing, hopes for another good year.

BY JAY DONNELL BUFORD, Ga. n 1944, Brandon Moss’s great grandfather, Tom Moss, opened Moss Equipment, a farm equipment dealership in Buford, Ga. For almost 60

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years and four generations, the Moss family serviced north Georgia with all of its equipment needs. In 2003, as Brandon’s family closed their equipment business, he teamed up with Tapp Lumber Co. to open Lanier Outdoor Equipment. Today, the business offers an extensive line of products including Husqvarna, Cub Cadet, Echo and Ferris.

The company has grown into one of the largest Husqvarna dealers in Georgia.

When the business first started the store was at an abandoned lumber yard about half a mile down the road from

the current location, but Moss knew that wouldn’t last. “We were there for the first year and grew out of it really fast,” he says. The company moved into their 8,000 sq. ft. location in 2004. They bought the lot, which was just woods, behind them a year later.

Husqvarna has always been the key ingredient behind Lanier Outdoor Equipment’s success. They represent 75% of the company’s sales. Moss likes fewer lines and he believes in consolidating as much as possible. “My grandfather sold those out of our old store so we’ve kind

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of grown with them through the years,” he explains. “We’re really looking to consolidate even more if we can.”

The company sold tractors when they first opened, but the surrounding area is a lot different than when the business first started out. “It’s hard to sell tractors around here anymore because it’s all neighborhoods now,” Moss says.

Moss has a broad customer base.

They’re about 70/30 commercial so they’re tailored more towards the commercial end user. “We do a fair amount of trade because a lot of it goes back to having that store in the community for so many years,” Moss says. “A lot of those customers followed us.”

The business has a few different financing options for consumers.

Smart Factory financing is available with Cub Cadet. Synchrony Bank financing is available with Husqvarna (as well as special financing offers for other product lines by Synchrony) and Ferris offers Sheffield Financial. The company uses Charter DealerWin business software.

Employees The dealership has 15 full-time employees and six full-time service techs. Most of the employees don’t live near the store and have to drive 30 miles or so to get to work. All of the service techs are factory certified. The labor rate is $76 an hour and hasn’t changed in recent years due to the recession.

One of the biggest challenges facing the company is finding more good service technicians. “It’s really tough finding good technicians, but our big thing here is we always hire good people first in the shop,” Moss says. “If there’s a good person that’s a good fit for us and they’re mechanically inclined we’ll train them, but we believe the service techs we have right now

are the best in the business.”

The business has flat rate pricing for all jobs and service technicians are paid a performance bonus. If they bill out 30 hours they get a $100 bonus and if they bill out 40 hours they get a $200 bonus. “I think the performance bonus is helpful in retaining the employees we have, but it doesn’t necessarily help us find new employees,” Moss says. “We always keep our eye out for new employees even if we don’t need them because there’s such a shortage in this industry.”

Marketing Efforts Lanier Outdoor Equipment does a lot of direct mail and plenty of internet advertising. They do billboard advertising and newspaper advertising as well, but

Lanier Outdoor Equipment is a leading Husqvarna dealer in Georgia.

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they’ve recently slowed down the newspaper ads. “We’ve done full page ads on contract, but we’re kind of getting away from the newspaper because it doesn’t seem like anybody reads them anymore. So we’re shifting towards internet advertising.” Moss explains. The company does a lot of sales through their website and they have an extensive collection of parts to choose from.

Lanieroutdoorequipment.com is important to Moss as he believes he must adapt to the computerized twenty-first century.

The website is constantly updated, in order to stay current with the large amount of parts for sale on-line. Available on-line are Ariens, Briggs & Stratton, Cub Cadet, Echo/Shindaiwa, Ferris, Honda Engine, Husqvarna, Kawasaki, Kohler, MTD, Oregon, Poulan/Weed Eater and Troy Bilt. Lanier offers free shipping on on-line parts orders of more than $100.

The company’s Facebook page provides updates on deals, services and promotional events. It currently has more than 350 likes. The page is relatively new and the company is still trying to figure out how to effectively utilize social media in order to promote the business. “We don’t really know how to effectively advertise on there yet, but that’s something we’re working on,” Moss says.

Lanier Outdoor Equipment will host an open house on March 28. There will be a bluegrass band and they’ll cook barbeque for everyone to enjoy. The company didn’t have any open houses during the recession so this will be their first open house event since 2008.

Husqvarna’s wide-ranging dealer support programs have been great for Lanier. Brandon regularly takes advantage of Husqvarna’s robust, pre-approved marketing programs, such

Brandon Moss hopes Lanier Outdoor can keep thriving in 2015.

as co-op advertising dollars and merchandising materials. In fact, the eye catching timber displays and gondola shelving in Lanier’s showroom were installed by Husqvarna.

Looking Ahead Brandon hopes the business can keep growing and he has set some serious goals for the company. “We’re very cautious, but our goal is to get to $5 million,” Moss explains. “Our goal is to get there with the right mix on service and parts so we want to do a million in parts, a million in service and three million in sales. We do 100% absorption rate so our parts and service carry the expenses and if we see that getting out of line we’ll slow that down.”

One of the mottos of Lanier Outdoor Equipment is “Concentrate on what we can control,” but weather often plays a major role. “We monitor the weather really close to look at the annual rainfall,” Moss says. “The last two years have actually been good weather years for us and sales have reflected this with over a million dollar increase in total volume.”

While Lanier Outdoor Equipment is going strong, Moss still has concerns about the future of the power equipment industry. “The biggest challenge is finding more good service technicians, but it’s the industry as a whole, there’s just nobody getting into it,” Moss explains. “There just aren’t a lot of young people getting into it and we’re competing with automotive shops, diesel shops and all kinds of things.”

There’s a big difference between the kind of shop Moss’s grandparents owned and the one Moss owns today. “Partnering with Tapp Lumber Co. has given me the opportunity to grow and they have taught me the best practices of running a business such as monitoring the income statements, balance sheets and inventory levels, but I will always hold on to the PET small town values my grandparents instilled in me.”

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DEALERvoices

Northeast Gets Record Snow Midwest Still Waiting February snow and ice eliminate winter downtime in certain regions.

I

t’s no secret that the snow has hit hard this year—nearly everywhere.

In fact, Boston and most of the Northeast is reaching record amounts of snowfall. In mid February snow and ice were even ac–cumulating in the Deep South!

More snow means a higher demand for snow removal machines, something dealers over the last two winters have seen across the board. But with these large amounts of snow, so late in the winter season?

Gone are the days of the winter slowdown for many.

Stewarts Power Equipment in Holbrook, Mass. just south of Boston had a message stopping callers in their tracks: “Due to extremely high call volume we can’t answer the phone.” The message also stated snow machine sales were out of the question, with orders being taken in August. The message cheerfully ended by adding if the caller wanted to contact the dealership, he or she needed to show up in person.

Here’s a 25-second interview/call to Gauvin Supply in South Grafton, Mass., just west of Boston: “We’re totally out of machines, not getting any till next season…look I got customers lined up at the counter I gotta go….Service? Out one week…Look, I really…yeah, it’s been a good winter for us, sorry I really gotta go.” Click.

Echoing Gauvin Supply, is New Hampshire’s Granz Turf Depot. When a local TV station dropped by the dealership, they were selling nearly 70 machines a day. Nearly as fast as service techs, and sales personnel, could assemble machines, they are being wheeled out the door. Steve Herbert of Granz said that everyone is experiencing 16

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snow fatigue. “They’re cold. They’re sore. They’re sick of it. What was an expensive, out-of-reach purchase is something that’s a little more doable,” he told the reporter. When contacted in mid February, the dealership had Ariens machines in stock and were expecting another truck with between 200 and 300 more machines.

While dealers in the Northeast are dealing with snowfall measured in feet

and overwhelming demand, parts of the Midwest that are traditionally big snow machine markets were still looking for decent snowfall as of Valentine’s Day weekend.

Mike Frattallone of Frattallone Hardware in Arden Hills, Minn. was in the news in late January in a local paper article wondering if Bloomington-based Toro was going to need some of his inventoried snow machines to ship to Northeast retailers, which happens fairly often if a different region needs extra units. A Toro spokesperson quoted in the paper said 1,000 machines had been redirected earlier in the year.

Contacted in mid-February, Frattallone said the call still hadn’t come, and he was “still looking for snow” in Minnesota. “We’re still about 10 inches low for the year,” he said, adding that each day without snow is a step closer to a poor snow machine season for him. (He did note that last year Minnesota dealers were looking for extra units from other regions during a good snow year.) “”You do what you gotta do, but the big thing about this business is you can’t control the PET weather.”

Snowblowers, Fingers Don’t Mix Over the last decade, roughly 9,000 Americans have lost a finger or two to a snowblower related injury, according to CPSC data. About 15% of people who visit the E.R. as a result of a snowblower injury end up getting fingers amputated, according to the National Electronic Injury Surveillance System (NEISS).

The average snowblower amputee is about 50 years old and male. In fact, of the 197 snowblower-related amputation cases over the last decade, only seven involved women. This reflects a couple of things, first, that men are probably more likely to operate snowblowers than women, and second, that women are typically more sensible about these things than men.

Why are men losing their fingers? For the simple reason that they keep sticking their hands in snowblowers while they are running. Here are a few recent cases: 36-year-old male: cleaning his snowblower while it was running and got right fingers caught in it 57-year-old male: thought his snowblower ‘disinlodged,’ stuck hand in and got fingers caught in blade 52-year-old male: reached into snowblower to clear snow and amputated two fingers and brought finger pieces into the hospital You get the picture.

On average about 5,700 people hurt themselves snowblowing each year. Aside from amputations, snowblowers cause burns (64-year-old male in shorts draining case from snowblower when it ignited and burned lower legs), hand fractures, garden-variety lacerations to general aches and pains.

Source: http://www.washingtonpost.com/blogs/wonkblog/wp/2015/01/27/people-keepsticking-their-hands-in-snowblowers-without-turning-them-off-first-data-show/

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Service, Market Share Have Direct Link Customer service is an attitude that must be displayed by every employee within the dealership.

BY JOHN WALKER

C

ustomers, and prospective customers, are the absolute life blood of any dealership. There is little chance for survival in today’s market place for an equipment dealer without a culture of customer

satisfaction. Once a dealership loses the focus of providing a high level of customer satisfaction, remorse begins to creep into their minds. This focused culture must be expressed by everyone within the dealership, from the receptionist to the president. No one is exempt from the development of a strong and loyal cadre of customers.

The term “market share” is the loosely worded formula which measures the performance of a particular dealer’s unit sales in that dealer’s given area of prime responsibility versus the same units being sold by the dealer’s competition. Herb Kelleher of

Southwest Airlines is quoted as saying, “Market share has nothing to do with profitability. Market share says we just want to be big and we don’t care whether we make money doing it!” Too many times for the dealer to achieve his manufacturers’ required market share the sale will be made at a reduced price.

We strongly recommend to any dealer who is interested in understanding more about market share to read Richard Minter’s book, The Myth of Market Share: Why Market Share is the Fool’s Gold of Business.

Over the years market share has become the sword that manufacturers

The customer’s number one concern when buying a piece of equipment is unscheduled downtime!

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hold over dealers’ heads. We contend that this does not have to be. If manufacturers would be patient and work harder with their dealers to develop a culture of customer satisfaction, then market share would follow. The dealer would then see the profit opportunities necessary for them to grow and survive. Industry surveys have indicated that in the equipment market, customers and potential customers are willing to pay a bit more for a product if the customer can be assured that they will be treated as a customer. The surveys also indicate that this customer will see a continuation of this treatment and culture after the sale has been consummated. Despite all the seminars, books and discussions on customer service, indifference continues to lead the list of reasons why customers continue to leave one supplier for another.

So where do we begin? Superior customer service develops strong customer satisfaction. It is what makes the customer want to come back time and time again for the dealer’s superior service— a genuine feeling that the dealership cares for the customer after the sale has been made. It is a caring attitude expressed by the dealership and all the dealership’s personnel toward the customer.

Customer retention is earned through customer satisfaction and builds customer loyalty toward the dealership.

It has been estimated that equipment dealers spend six times the amount of money to capture a new customer versus what they spend in keeping that same customer loyal to the dealership.

Is this emphasis misplaced? Customer retention means financial success for the equipment dealer. Losing a customer carries a cost five times the annual value of that customer’s yearly account to the dealership. We maintain that how you satisfy the customer’s needs after the sale determines customer retention over the long run.

Believe it or not, I once met a service manager who absolutely loved his job, and the only thing he disliked about it was he constantly had to deal with unhappy customers. Talk about a square peg in a round hole situation. In most cases, absolutely no one has more employee and customer contact over the phone or face-to-face than a service manager. If a potential hire for service management has poor people skills don’t hire him— no matter how great his technical skills are.

When a dealer is hiring or replacing a

Superior customer service develops strong customer satisfaction.

service manager, the greatest concern should be finding an individual with people skills, while at the same time is able to develop throughout the department the customer service and customer satisfaction culture with all employees.

Many times in discussions with equipment sales personnel we ask why they don’t discuss the dealership’s ability to provide quality service to the customer. Understand that the customer’s number one concern when buying a piece of equipment is unscheduled downtime! Customers want to know that your dealership is going to be there for them after the sale.

Surveys consistently express the fact that customers want to know that their equipment is going to be fixed right the first time, on time and at a competitive price!

Customer satisfaction, customer loyalty and customer retention all lead to the equipment dealership’s financial strength and lead to those so loved words manufacturers like to throw at dealers: increased market share. All are interrelated to that single phrase: customer service!

Those equipment dealers who have achieved world-class service status recognize that customer service is not a department. It is everyone from top to bottom within the dealership working together to create that culture that defines true customer satisfaction.

Special Offer to Readers: We have a publication entitled “Enhancing the Customer’s Buying Experience.” This document shows you how to create a customer for life culture within your dealership, how to bring customers back time and time again to buy from your dealership and provides basic but profitable ways to create market share.

Along with this document we will email you, free of charge, a second document entitled “Customer Satisfaction is Customer Loyalty, is Customer Retention is Dealer Financial Strength, and Higher Market Share.” Simply e-mail your request for these two publications, stating your name, your dealership and your dealership’s location, as well as your product lines.

We will then e-mail you the documents, an invoice in the amount of $16.99, which you will pay after the material has been received. If, after receiving the materials, you are not satisfied, simply e-mail us telling us of your dissatisfaction and withhold any payment whatPET soever… simple enough?

John Walker is President of Aftermarket Services Consulting Co., Inc., a Fort Mill, SC-based international training and con– sulting company working with manufac– turers, dealers and associations in parts and service marketing, managing and merchandising techniques. For more information contact AMS, 817 Stockbridge Drive, #399, Fort Mill, SC 29708; e-mail amsconco@aol.com; visit amsconco.com.

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SHOWroom Ariens Power Brush

with 30" wide aeration and speed up to 4.3 MPH, patent pending flextech arms provide flexible limb reciprocating action, driving plug depths up to two times that of drums, even in dry soil. Intuitive hydro drive controls allow feathering the speed in both forward and reverse, affording maximized productivity and minimized operator fatigue. The AE1300H is powered by a 390 cc Honda engine.

Call 816-524-9666; visit billygoat.com.

ECO 150 Compost Spreader

The Ariens Power Brush minimizes facility and contractor liability for ice-related accidents by clearing up to 6" of snow from pavement, pathways, parking lots and other exterior areas in a single pass. The strong and durable polypropylene brush has flexible bristles adapt to the surface contour and will not damage or discolor decorative surfaces and landscapes.

Designed and built by Ariens, the machine has a Subaru engine. A choice of three different models with brush sizes ranging from 28-36" and lets customers choose the unit that best fits their individual needs. In addition to snow removal, the Ariens Power Brush has multiple uses for other maintenance tasks throughout the year. It can be used for debris removal, lawn thatching, turf fluffing, parking area maintenance, leaf removal, and general cleanup.

Call 920-756-4688; visit ariens.com.

Billy Goat Hydrostatic Aerator

Ecolawn’s new generation applicator is a self-propelled, forward broadcast compost spreader. The ECO 150 is 34" wide and weighs in at only 290lbs. The spreader features a wider conveyor belt and the Vanguard 6.5 Briggs & Stratton engine that offers a three-year warranty. The ECO 150 comes equipped with an all-new, improved polyurethane hopper designed to eliminate bridging.

Call 802-673-9077; visit ecolawnapplicator.com.

Rotary Copperhead Mower Blades

Billy Goat Industries announces its new hydrostatic drive 30" reciprocating aerator, featuring variable aeration density, in-ground turning and patent pending flextech arms. Combined 20

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Rotary is offering 30 new Copperhead mower blades in its new 2015 master parts catalog, including high-lift, low-lift and commercial strength mulching models. The new blade assort-

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SHOWroom ment is available for many popular brands including Bobcat, Dixie Chopper, Exmark, Ferris, Gravely, Husqvarna, John Deere, Kubota, Murray, Snapper, Scag and Stiga. All Copperhead blades are manufactured in the U.S., including commercial-strength and heavy-duty blades, commercial mulching blades, flat blades, high and low-lift blades, edger blades and dethatcher blades.

Call 800-841-3989; visit rotarycorp. com.

Water Cannon GPM industrial package—the 17K12 features a Kohler CH750 electric start 30 HP twin cylinder gasoline powered engine, 15 gal. fuel tank, roll cage protected, poly chain drive, TSF Series General Triplex Plunger Pump, 12.0 GPM-2800 PSI, lifetime manufacturer’s Warranty, 50' hose, trigger gun, wand and QC nozzles with quick disconnects. The 12GPM and 2800 PSI has the ability to

blast grime with effective cleaning units. This series has an optional portable wheel and push handle kit. Fuel caps do not vent externally to the atmosphere and do vent to the engine air cleaners as required by law. Water Cannon does include an appropriate sized carbon canister as required by the state of California.

Call 800-333-9274; visit watercannon.com.

Stens 2015 Catalog

Stens announces 2015 as the Stens “Year of the Customer.” The 2015 catalog features many pictures, comments and testimonials from our customers, as well as pictures of Stens employees.

Also included are numerous additions to the product line-up, including expanded offerings of cylinders and spindles, new True Blue fuel line, maintenance kit additions, expanded industrial/rental parts, additional mower blades, new belts for unique and hard to find sizes and new Stens cart and course branded golf cart accessories.

Call 800-457-7444; visit stens.com.

Water Cannon GPM

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SHOWroom Topsaw Tool

Polaris Spreader Attachment

The newest version of the TopSaw Tool, now 12 tools in 1 with new improved sheath. Contains 19mmx10mm socket (reversible), 21mmx16mm socket (reversible), 13mm socket, T27 torx, T25 torx, 4mm hex ball drive, large screw driver, small screw driver, bar groove clean out tool and when folded it can be used as a file handle. Works on all major brands of chainsaws, cut off saws, fire and rescue saws, trimmers, blowers and even most lawn mowers.

Call 608-230-1000; Visit topsawtool.com.

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The all-new cargo box utility spreader is designed for application of dry, free-flowing granular materials such as sand and salt. The spreader holds up to 7.8 cubic feet struck/10.6 cubic feet heaped, while dash-mounted controls enable the driver to comfortably make application adjustments directly from the cab. The 2015 Brutus HDPTO and HDPTO deluxe are compatible with the spreader.

Call 888-704-5290; visit polaris.com.

All product development news releases are provided by the manufacturer/supplier and all statements/claims are attributable to the manufacturer/supplier.

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POWERsuppliers 8 turf maintenance sectors. The courses received equipment between October 2014 and March 2015.

OPEI Expands TurfMutt Partners With Scholastic TurfMutt, an environmental stewardship and education program funded and managed by OPEI, recently announced an expanded TurfMutt program for schools and families. Designed to help children learn about science and the environment from the perspective of the backyard, community and personal green spaces they enjoy everyday while gaining an understanding of their benefits to the planet when cared for in a sustainable way, the new TurfMutt program was created in conjunction with Scholastic. It includes lesson plans for teachers, take home sheets and learning activities for families, a website and blog, interactive games and a digital storybook. The program’s materials, available at www.TurfMutt.com, are free and are aligned to Science, Technology, Engineering and Math (STEM) standards for grades K to 5.

The environmental program is built around a real-life rescue dog named Lucky who is “behind the cape” of TurfMutt. After being rescued from a busy highway, Lucky is “pawing it forward” by fighting environmental villains with the help of his team of cartoon superheroes, “The Outdoor Powers.” TurfMutt uses this unique cartoon-based story-telling format to make science accessible, entertaining and engaging for children and their families.

“We have found that children iden-

tify with the TurfMutt character, and now he is larger than life with additional materials and characters, thanks to Scholastic,” Kris Kiser, President and Chief Executive Officer of OPEI, and most importantly, Lucky’s adoptive dad, says.

In the classroom materials, TurfMutt and The Outdoor Powers are on a mission to “Save the Planet One Yard at a Time” and they invite children to join them on their adventures and chip in.

In the process, children learn how a green space benefits their community.

Backyard science activities explore how grass keeps water and air clean and the planet cooler, how plants make rivers and lakes healthier, and how grass helps to prevent water pollution.

Since its inception in 2009, the TurfMutt program has reached 38 million students, teachers and families since 2009.

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POWERworks AR, LA, MS, OK, TX

4408

MN, ND, SD, IA, WI, TX

Nationwide

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POWERworks OH, MI, IN, KY, TN, SC, NC, VA, W. VA, PA, NY, VT, NH, ME, MA, RI, CT, NJ, DE, MD, FL, GA, LA, MS, AL, AR

Nationwide

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Western U.S.

TN,GA,AL,NC,SC,S.VA,SE WV

Southeastern U.S.

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Nationwide

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MS, AR, LA, TX, OK, DE, MD, VA, W.VA, NC, SC, IN, KY, TN

ND, SD, MN, WI, MI, IL

DE, MD, NJ, NY, PA, VA, W.VA

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

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Busy lawnmower, trimmer, snow blower and chainsaw sales, service and repair shop in business since 1965 includes all inventory, parts, equipment and a list of over 1700 current customers. Lots of traffic and tons of room for expansion and growth into new products. The business is on a 26 acre parcel and operates out of 10,000 square feet of interior space comprised of 3 buildings - a 42x90 clear span steel building for storage and work space, a 20 x 40 storage building. And a third building with a 32 x 60 showroom, office, additional storage area and a 24 x 80 service shop. 5454 Route 32, Catskill, New York.

Come take a look ............... NOW ONLY $385,000

Call Steve at Steve Hubbard Real Estate 3821 Services. 845 246-2022

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PETcetera

Source: https://www.americanexpress.com/us/small-business/ openforum/articles/5-tips-for-responding-positively-to-negative-online-comments

PETevents APRIL 8-11—Equip. & Engine Training Council, Lake Zurich, IL. Call 888-406-1810; visit eetc.com.

MAY 5-7—National Hardware Show, Las Vegas Convention Center, Las Vegas, NV. Call 203-840-5622; visit nationalhardwareshow.com.

AUGUST 30-SEPTEMBER 1—SPOGA International Trade Fair, Cologne Koln Messe, Cologne, Germany. Call 773-326-9920.

OCTOBER 7—Ohio Equip. Dist. Assn., C-TEC, Newark, OH. Call 614-889-1309; visit oedanet.org.

OCTOBER 21-23—GIE+EXPO, Kentucky Exposition Center, Louisville, KY. Call 812-949-9200; visit www.gie-expo.com.

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

ADlink

s

The internet is a free-for-all of consumer commentary and reviews—and some of these comments, inevitably, can be negative. In business, you can’t get ahead by ignoring what’s being said about you online. As a business owner, however, it’s sometimes difficult to know how to respond to these comments, and when to just let them go.

If you’re at a loss for how to go about jumping into the fray of social media commenting, here are five tips to help you respond in a way that reflects favorably on you and your business: 1. Respond Appropriately Reading a negative comment about your business, your employees, or your products or services can make you want to justify yourself and claim that the commenter is just plain wrong, misinformed or simply off-the-mark. While these are natural reactions, they won’t help your brand or your social media presence.

Whatever you do, don’t say that the problem is a result of something the commenter has done, even if you think that’s true. Also don’t blame the commenter for a false or misleading comment. Never take a comment personally and write something emotional or accusatory in return. Instead, pay attention to what’s been said, then respond in a balanced, appropriate and professional way.

2. Be Brief You don’t want to reveal too much in your response to a negative comment. Social media is a public space, and airing dirty laundry isn’t going to help your business or your customers. Try a simple “We’re sorry you’ve had this experience.

Please call our customer service line if you’d like to talk about the specifics of your situation.”

In some cases, revealing too much can have serious consequences, particularly with personal or medical information.

Keeping it brief will help avoid problems down the line, and it will also encourage the customer to contact you directly to resolve the problem.

3. Consider Comments as Free Research The comments you receive on social media are a kind of consumer research, and it can help both you and your business to look at them this way. Keep a record of comments as you respond to them, and make a note of any suggestions, tips, questions or problems people mention. After all, your customers might be giving you some valuable information that you’d normally have to dig to receive.

Yes, it’s hard to look at negative comments in this light when you’re in the midst of trying to think up judicious responses to them, but this perspective will help you to see the value in what can otherwise be a maddening part of maintaining a social media presence.

4. Remember That Everyone’s Reading Your Responses Probably the most important reason to respond to comments—both negative and positive—is that everyone else is reading them. Although many people won’t comment themselves, they’ll read the comments of others, and they’ll pay close attention to how your business responds.

Responding to negative comments is a chance for you to demonstrate how caring, thoughtful and engaged your business is, and how it solves potential problems. If you show that your business listens to and responds to feedback in an appropriate manner, you’re creating a sense of trust that will go far

beyond the particular commenter you’re dealing with at any given moment.

5. Hire Someone to Do Your Responding To really get the most out of social media, you might consider hiring a social media manager to stay on top of interacting with the public. If you do go this route, make sure to set a clear, consistent policy about commenting and responding to comments, so your social media person is on the same page as you.

Having someone to manage your social media presence is perhaps one of the best ways to keep negative comments from ruining your day. Just make sure to check in now and then to see what comments are being made and what helpful information they’re revealing.

If you’re not chiming in, when relevant, to customer feedback online, you could be hurting your business’s image. It’s time to get involved and speak up.

Easy access to current advertisers! www.poweret.com/adindex.html Don’t forget to bookmark this link!

s

Tips For Responding To Negative Social Media Comments

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

B3C Fuel Solutions Billy Goat Industries Briggs & Stratton Service Cannon Bar Works Desert Extrusion Husqvarna Forest & Garden Jungle Jims MacKissic Masport Morbark Rapco Industries Rotary TD Retail Card Services Tilton Equipment

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

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DEALERtodealer

It’s A New Year Has Anything Changed?

DALE STOTTS

This month Stotts asks why, even though it is a new year, policies seem to be right in line with years past.

I

t is now 2015 and there are still two major complaints I have with the power equipment industry. As another new year begins, dealers and technicians are now attending update schooling either in-house, at a central location or via the internet. There is still one factor that never seems to change— charging fees to the dealer or technician to attend or study updated information.

The other item other dealers, and myself, find offensive is the refusal of suppliers to allow the return of parts, if not purchased from them, if older than two years in inventory. These two observations should be buried with the dinosaur.

Charging For Education Now I’m not against expanding my knowledge each year. As this industry is changing we all need to keep up, not only with engine changes, but several others that drastically effect ones busi– ness venture: From new EPA regula– tions to changes in fuel and emissions to warranty policy changes, these all affect an operation. The major engine manu– facturers still insist on charging each and every year to educate industry technicians. What is really upsetting is that a lot of this information is repeated from the previous year but it is still a requirement for one to continue to be paid when a warranty situation occurs!

I can’t count the times I’ve sat through several lectures on installation, use and repair of propane systems on current and previous designed engines.

Granted propane—in some areas—is becoming the up and coming fuel 30

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option, but what is new? Oh, I know, only agree to accept those items they are talking to a new group of purchased from us during a period of no technicians. If this is the rationalization, more than two years or less.”

Now here is where the rub comes in: then why don’t they conduct a school Dealers, like myself, have been in for only those who have never been operation for several years. During this educated and are going to be involved time we’ve endured several changes in in repair of those propane units? Instead suppliers and never once were we we bore to death those in attendance consulted about these. One day the who have sat through this lecture manufacturer says you now must deal before. If you don’t, then you don’t with Supplier D and receive full credit for no longer with attending, even though Why must we pay to Supplier C so it is you, or your done. Yet, dealers are employer, have paid keep any manufacturnot given the chance for the update ers’ engines and/or to return unneeded seminar. inventory because Which brings me to equipment properly items in stock were the long standing operating in the condealer “question:” not purchased from Why must we pay to Supplier D—A nice sumer’s hands? keep any Catch 22. manufacturers’ Now let’s take this engines and/or equipment properly supplier’s statement and break it down operating in the consumer’s hands? and see if they have a valid point. A Without properly educated and dealer is returning parts that are new, knowledgeable service technicians the current part numbers, in original engines and equipment have no value to packages, with the agreement to the consumer. If it is broke who is going purchase back double to triple the to fix it? Dealers know manufacturers amount returned. So what is the don’t have the ability to deal with all of problem? The supplier has useable, their consumers! sellable inventory returned and sells the dealer double or triple the amount, incurs no return freight and often Parts Return Policies charges a restocking fee. But this is Can anyone explain to me why there detrimental to his financial health? I are restrictions on returning parts to the don’t understand the math here. supplier? I’m not talking out dated, not I could go further but I think I’ve current numbers, or even parts not in made my points on both subjects. I’m original packages. What I’m talking sure several of the manufacturers and about are parts dealers have that are their suppliers are going to challenge new, current part numbers, in original this, and most will take great offense of packages but are for items a dealer no my even discussing these subjects. As I longer sells or parts that a dealer has in asked in the beginning, will changes ever excess. Dealers are willing to agree for be made? A few have but from where I every dollar of inventory they return to PET sit—we’ve got a long way to go. purchase two to three equal dollars Dale Stotts owns and operates Stotts worth of inventory back. Dealers are Engine Service, Monett, MO 65708; fax: 417-235-1156; or e-mail: djstotts@ even paying for return freight and, in sbcglobal.net. The views of Dale Stotts do extreme cases, agree to pay a small not necessarily represent those of Hattonpercentage as a return fee. Instead Brown Publishers, Inc. dealers are told: “We, the supplier, will

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