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POWERlines

A Hatton-Brown Publication www.poweret.com

The Ethanol Problem Is It Or Isn’t It? JESSICA JOHNSON

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hen I was in college, we learned just a few things about responsible journalism.

One of those things was along the lines of when you print controversial or nonmainstream viewpoints on a current hot topic, prepare for some blowback. And angry phone calls. And lengthy e-mails.

Which, my goodness! I wish I had been paying attention in that dusty old basement room, because, wow, PET readers sure had a lot to say about the recent opinion I placed in this section of the magazine last issue. Curious? Check your March issue of PET, page 3.

I would like to reiterate that Donn Larson is a member of the industry, not the PET staff, and he shared his opinion and personal experience. I felt it was an opinion we needed to share because while we spent lots of time covering the downside to ethanol and the havoc it can wreck on small engines, we never let the other side speak. As one reader e-mailed in asking for Larson’s qualifications for making such claims, I would also like to reiterate that since Larson is a long term member of the industry, he knows how to take a little bit better care of his equipment compared to the average homeowner. Like many, I have confidence that he could rebuild a carburetor blindfolded—especially a 1978 Poulan.

What I thought was most interesting about the reactions to his opinion was the flat out passion everyone has showed. Which, by the way, thank you readers who took the time to call or e-mail, you made this the most responded to element of the magazine PET has ever printed. As of the middle of March, I’ve gotten three phone calls and 11 e-mails, with more coming in every day!

I thought about printing some of my favorite responses in this space, but decided instead to hit the highlights.

Yes, Donn Larson is a real person, and I was not simply playing an early April Fools joke or checking to make sure you were reading our editorial every month.

No, I personally neither have a Poulan chain saw nor does my husband run high amounts of ethanol gas in our outdoor power equipment.

Yes, the area of the country you are in greatly affects the quality of your “fresh gas” and what kind of gas is actually at your pump. For example, the PET staff is located in the Deep South, in Alabama, which is known for being a high humidity area. However, our gas stations have E10 (or less) at the pump. Many stations in our area offer ethanol free gas.

From Virginia to Texas the humidity is so dense you can practically swim in it.

Yes, older style carburetors have high and low adjustment screws that can sometimes be adjusted to compensate for the varnish, but the new models do not.

No, I’m not suggesting that ethanol is actually good for power equipment dealerships because it means more work for the service department.

Yes, I understand that many power equipment dealers support ethanol only because it keeps them busy, and as E15 makes its way into the mainstream marketplace they will only become busier.

Yes, I know that most (if not all) OEMs refuse to cover fuel related issues, like those pesky problems caused by ethanol, under warranty.

No, I’m not advocating for the burning of food as a fuel while people in the Third World are starving.

As Ozzie from Texas writes, “The argument over ethanol will rage on, but all the evidence I see points to new ‘challenges’ with our industry and the use of ethanol.”

I hope that over the years, PET has supplied you with well-researched, understandable information about ethanol, and will continue to as the Renewable Fuels Standard continues to evolve and change. But, in the name of responsible journalism, every now and then we have to give the other side a platform, even if it might be a little controversial and in the minority.

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

Co-Publisher/Adv. Sales Manager David H. Ramsey Co-Publisher/Executive Editor David (DK) Knight Chief Operating Officer Dianne C. Sullivan Publishing Office Street Address: 225 Hanrick Street Montgomery, AL 36104-3317 Mailing Address P.O. Box 2268 Montgomery, AL 36102-2268 Tel: (334) 834-1170 Fax: (334) 834-4525 Editor-in-Chief n Rich Donnell Editorial Adviser n Dan Shell Senior Assoc. Editor n David Abbott Managing 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 Reprint Sales Patti Campbell Tel: (800) 669-5613 patti@hattonbrown.com

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Volume 64 n Number 3 n APRIL/MAY 2015 Our 706th Consecutive Issue n Founded in 1952

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

FEATUREstories

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OREGON’S ALL-SEASONS Former One-Line Dealer Grows

SERVICE PRODUCTS Preview Latest Technology

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EMV TECHNOLOGY Credit Cards Are Changing

VALUEadded Power Suppliers __________________________ 7 Financial Services ________________________ 16 Business Management ___________________ 18 Showroom ______________________________ 21 PowerWorks ____________________________ 23 Distributor Library ________________________ 24 Product Literature Review _________________ 28 PETcetera/Ad Index ______________________ 29 Dealer To Dealer _________________________ 30

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COVERphoto All-Season Power Equipment relocates and goes big with multiple product lines, beginning on Page 10. (Cover design by Shelley Smith, Dan Shell photo.)

Member Verified Audit Circulation Power Equipment Trade (ISSN 1063-0414) is published 8 times annually (January/February, March, April/May, June, July/August, September, October and November/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 888-6114525. 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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Ethanol Education Required In Engine Maintenance While warm weather usually puts people in a positive mood, there is one thing that Americans dread this time of year— getting small engine equipment out of storage and ready for use.

BY TOM BINGHAM

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And while ethanol has its benefits, including fuel system cleaning properties, less greenhouse emissions and extends the U.S. fuel supply, it can wreak havoc on small engines if not treated properly. Ethanol has been known to attract moisture in an engine, especially on open system engines like outdoor power equipment, which could result in phase separation of fuel. Once phase separation occurs the fuel must be disposed of safely.

By using an ethanol treatment regularly, consumers can guard against phase separation. Many also help prevent corrosion and clean the fuel system. Stabilizers, like Sta-Bil 360 Small Engine Formula, are useful be-

Sta-Bil 360 helps eliminate deposits that

easonal preparation of small form on critical fuel system components. engine equipment can be challenging, time consuming and If you don’t maintain the components that help to properly expensive if not done correctly. It’s important to thoroughly inspect, clean distribute fuel at the right time and in the right quantity, the and properly lubricate equipment before equipment won’t perform and often won’t run, period. flipping the on switch or owners could find themselves at a standstill. Dealers can help customers by sharing cause they stabilize fuel that insight and preparation tools to begins to degrade 30-45 days help offset engine issues before after it is produced and helps they strike. eliminate deposits that form on Remember that engines, big critical fuel system components. and small, need three basic By using Sta-Bil 360 Small elements to work: air, spark and Engine Formula, consumers can fuel. Clean air will always be enjoy the following benefits: available if the air filter is cleaned Restores performance and or replaced. A clean, properly power gapped spark plug usually takes Vapor technology that protects the fuel system above care of the spark. But what about and below the fuel line the fuel? If you don’t maintain the Improves fuel economy components that help to properly Reduces emissions distribute fuel at the right time and Reduces operating costs in the right quantity, the Increases engine life equipment won’t perform and (maintains gasoline freshness for often won’t run, period. up to 12 months) This brings me to the most Quick & easy starts after common issue small engine storage equipment owners have experienced and it relates to the While it’s near impossible to most important part of the prevent all engine issues, using machinery—the engine. Many an ethanol treatment and fuel engine-related issues can be stabilizer is a great first step. It connected back to the fuel. On can help to reduce the chance for this note, it’s important that problems and extend the lifespan dealers educate customers about of small engine equipment. PET fuel and what they should know.

This article is provided by Gold Most fuel today is made of an It’s important to educate customers on what type of gas to use Eagle Co. ethanol blend of 10% (E-10). (and not to use) in small engines.

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POWERsuppliers Longtime Leader Mike Ariens Dies

line revolved around two-wheeled and four-wheeled tractor Longtime Ariens Co. leader, Michael (Mike) Ariens died products. “As a leader, one of his most endearing qualities at his home Saturday. Grandson of company founder Henry was the one-on-one relationship he had with each member of Ariens, Mike was President from 1969-1992 and Chairman Ariens Co.,” says Dan. “Many remember his personal visits of the Board from 1992-2014. “Mike leaves us with a legacy on the day of their company work anniversary. Through his of his personal leadership style, a strength of character that entire career, Mike spent part of each day thanking employpeople who work with him want to emulate. As a leader he was ees at their workstations for their years of commitment to the thoughtful, and insightful with a great sense of humor,” says company. He continued this ritual through his last day on the Dan Ariens, Chairman & CEO. “As a businessperson he was job in late 2014. pointedly committed to the company’s purpose: to care for our Mike was active in the industry. As one of longest-serving customers like they are part of the family.” board members on the board of the OPEI, he held various He managed the business through several acquisitions, leadership positions over his career including Chairman, hundreds of product launches, Vice Chairman, Secretary and maturing market shifts and, of Treasurer. He also chaired a course, the un-predictability number of committees and of the weather. One of the task forces for the organizamost successful and enduring tion. “Mike was a diplomatic, product introductions under fair negotiator and respectful his direction was that of the of everyone he worked with Ariens Sno-Thro. “Those over his career,” says Dan. who knew my father, knew “He loved this outdoor power he loved nothing more than a equipment industry and was great big snow storm, espegrateful for all the relationcially in Boston,” says Dan. ships he shared over the In 1982 he led the acyears with his extended OPE quisition of the Gravely Mike Ariens was known for his deep love of the Ariens Co. employees, family.” brand when the product Mike Ariens was 83. making sure to thank them at their workstations throughout the day.

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3/25/15 9:19 AM

POWERsuppliers OPEI, NAEDA, Others Speak On H-2B Visas In response to the respective decisions by the U.S. Departments of Labor (DOL) and Homeland Security (DHS), Kris Kiser of OPEI was joined

by NALP, NHLA and NAEDA asking for the immediate resumption of H-2B visa applications. Many small businesses in the landscape sector, including dealers, distributors and contractors, rely on the program as a legal resource for temporary seasonal employees, and as a critical key to their businesses’ success. While the decision was prompted by a recent U.S. District Court ruling, the organizations see nothing that would stop the DHS from resuming the processing of these important visa applications, and urge people to contact their Congresspersons and Senators and ask for them to call for immediate DHS resumption of H-2B visa processing.

“The Department of Labor’s decision was no small thing,” Kris Kiser, CEO and President of OPEI, said in a statement. “The H-2B program is critical to the workforce needs of many U.S.

industries—including ours.”

Ralph Egües, Executive Director of the National Hispanic Landscape Alliance (NHLA), said, “Today more than 500,000 U.S. Hispanics are employed in the landscape industry, many in supervisory, managerial, and administrative roles made possible by the yearly hiring of foreign workers needed to meet seasonal demand. Since 2008, DOL has attempted to burden the H-2B program with rules that make it a more expensive and less predictable option for employers, placing the jobs of many U.S. Hispanics at risk.”

“The H-2B program is of utmost urgency,” said Richard Lawhun, President and CEO of the North American Equipment Dealers Association (NAEDA). “There is a short window of time for our dealers of outdoor power equipment and their customers to receive workers for a season which starts NOW.” If you have further questions, each organization is available to help: Contact OPEI, (703) 549-7600; Contact, NALP (703) 736 9666; Contact NHLA, (877) 260-7995; Contact NAEDA, (636) 349-5000.

OPEAA Elects Officers, Directors

The Outdoor Power Equipment Aftermarket Association (OPEAA) recently announced its 2015-2016 Officers and Board of Directors during its Annual Meeting held February 7-9, 2015, at the Omni La Mansion Del Rio Hotel in San Antonio, Tex. OPEAA officers for 2015 are President Franck Sogaard, Jarden Applied Materials; Vice President Scott Harris, Blount International; Secretary/Treasurer Mitzi Kiefer, Stens Corp. and Immediate Past President Jeff Andrews, Desert Extrusion.

Rodney Deloach, Rotary Corp.; Britton Harold, Husqvarna; Jim Paugh, NGK Spark Plugs and Bob Wehmueller, Prime Line were elected to the board.

Jerry Alexander, HBD/Thermoid, is continuing his service on the board.

Stihl Timbersports Celebrates Anniversary

The Stihl Timbersports Series turns 30 years old this season, and as part of the celebration, the sport is coming to America’s biggest city. For the first time in the event’s history, the U.S. Pro and 8

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Collegiate Championships will take place at Central Park in New York City on Saturday, June 20.

Since 1985, Stihl Timbersports has grown from a small, niche sport for professional lumberjacks, to a sport with global reach. Professional athletes compete in six lumberjack disciplines: hot saw, single buck, springboard chop, standing block chop, stock saw and underhand chop.

Exmark Begins Video Contest

Set to begin April 1, 2015, and running through June 30, the Exmark “Take Back Your Weekends” video contest gives entrants the opportunity to show what they would do with the extra free time a more productive mower would give them. Entrants are required to submit a video depicting how lawnmowers can save time along with a story on what they might do with the extra time.

Videos must be original and not previously-published work and will be judged on three weighted criteria: creativity (50%), authenticity of the person/story presented (30%), and demonstration of lawnmower’s time saving ability to “take back your weekends” (20%).

One lucky winner will take home the grand prize, a top-of-the-line Exmark Lazer Z X-Series commercial zero-turn riding mower. First prize is a Delaware River fishing trip with professional tournament fisherman, Mike Iaconelli.

Other prizes include The Masters Golf and Spa experience trip for the winner and one guest, and hunting or fishing prize packs. Visit Exmark.com/weekends for complete “Take Back Your Weekends” contest rules, or to enter a video in the contest.

GIE+EXPO Announces 2015 Concert Line-Up

The lawn and garden industry’s most popular trade show, GIE+EXPO, recently announced the return of the popular evening concert series—show visitors will be treated to three nights of free, top-notch entertainment, featuring country music singer Kellie Pickler, blues rock band Grand Funk Railroad, and The Rigbys, a Beatles tribute band.

The concerts are at 4th Street Live! in downtown Louisville during the show, October 21-23.

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POWERsuppliers Kubota, FVC Launch Veteran Giveaway In conjunction with National Ag Day, Kubota Tractor Corp. announced the launch of “Geared To Give,” a new program in partnership with the Farmer Veteran Coalition (FVC) that will provide financial support and donated Kubota equipment to U.S. military veterans pursuing a future in farming.

Kubota and FVC jointly launched their partnership at the California State Capitol during the Department of Food and Agriculture’s Ag Day festivities.

Beginning this spring, FVC will select qualified veterans who are pursuing a future in farming to receive donated Kubota equipment and other support for their respective farming operations.

Farmer veterans who are FVC fellowship members can apply for the “Geared to Give” program and be considered for the donated equipment. Kubota has selected its versatile and efficient Standard L-Series compact tractors, which are proudly built in the U.S., to meet the varying needs of many small and medium-sized farming operations.

“We mobilize veterans to feed America through funding, equipment, counseling and resources to help guide the passion of our veterans so that they may earn for themselves a meaningful, financially sustainable place in the agricultural community,” Michael O’Gorman, Executive Director of FVC, says.

For more information about the “Geared to Give” program, visit www.

KubotaCares.com; to learn more about FVC, visit farmvetco.org.

TurfMutt Opens Essay Contest

Children in grades K-5 have the power to improve the outdoor green spaces at their schools by participating in the “Be a Backyard Superhero” essay contest with Scholastic and TurfMutt. The contest is part of the TurfMutt environmental stewardship and education program—where children learn they can be backyard superheroes by taking care of green spaces, inspired

by TurfMutt and his friends, the Outdoor Powers. The program is funded and managed by OPEI’s Research and Education Foundation. They can enter the contest by writing and illustrating a story.

Teachers and parents may submit the essays and illustrations on-line. In

NEDA Holds Annual, Regional Meetings

Members were also treated to various speakers during the annual meeting.

Held in early February, the Northeast Equipment Dealers Assn.’s (NEDA) annual and regional meetings were well received by all the dealers and their staffs, according to Ralph Gaiss, NEDA CEO-EVP. Gaiss started each meeting by quickly summarizing the association’s 2014 activities benefiting member dealers and their crews, including advocacy results that the association conducted—in addition to efforts to amend state dealer protection laws in New York, Vermont, Maine and Pennsylvania. In Vermont enhanced sales tax audits conducted by inexperienced and poorly trained personnel resulted in over $2,000,000 in denied exemptions, costly appeals, legal fees and lost time at dealerships. NEDA and other Vermont partners are working hard to update the Vermont state tax code legislation to offer long term solutions as well as pursuing short-term resolutions. Massachusetts “Hoisting Law” along with its licensing requirements has proven to be a challenge for equipment dealers, particularly those operating rental fleets. NEDA believes the regulation is unreasonable and confusing and is working toward amending the law with help from dealer members.

150–200 words, students in grades K-5 will describe how they are “Backyard Superheroes” and, along with TurfMutt and the Outdoor Powers, combat the environmental villains (Carbon Creep, Dust Demon, Dr. Runoff and Heat Freak). Students will draw pictures of their missions and attach the character cutouts to their drawings. Two Grand Prize-winning schools will win $5,000 to improve outdoor green spaces.

To learn more about the contest, visit scholastic.com/turfmutt/contest/.

Altoz Launches New Web Site

The responsive design of the new Altoz.com provides visitors with the opportunity to interact with a full 360° view of an Altoz zero-turn mower,

go in-depth into the various features, locate an Altoz dealer and learn about the origins of the brand. Altoz.com positions the brand’s innovative product lines at the forefront of the viewing experience with compelling and engaging imagery that has been optimized for viewing on both desktop and mobile devices.

“Oftentimes a website is a brand’s first opportunity to present itself and connect with its customers,” says Karl Bjorkman, Sales and Marketing Director. “So it’s important that this first experience be as engaging, informative and intuitive as possible.

With the new Altoz site we feel we’ve achieved all of these objectives, while providing visitors with an experience that is as enjoyable as riding one of our zero-turns!”

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All-Seasons Changes Business Philosophy Former ‘keep it small, keep it simple’ one-line dealership relocates and goes big.

BY DAN SHELL EDITOR’S NOTE: Five years ago Power Equipment Trade featured All-Seasons Power Equipment in Eugene, Ore., where owner Marvin Cowley and his son, Jon, operated a successful dealership that offered an amazing policy of next-day ser-

vice for all handheld equipment repairs.

Of course, at the time this was possible mainly because All-Seasons only carried one handheld line, Stihl, and no wheeled equipment. The dealership’s small building offered very little room in any area, as showroom, counter area and service area were all “space-challenged.” But that’s changed completely now: Back in mid-February PET technically wasn’t on the road or even in town, with no lawn and garden appointments planned on a West Coast trip mainly to visit the Oregon Logging Conference in Eugene and do some work for other publications. But after finishing up a timber magazine in-

terview and driving through west Eugene on Hwy 99, I was looking for the All-Seasons storefront. After passing through the area where I remembered the store was located, I assumed I had overlooked it—it was seriously small, after all. Then, right where Hwy 99 splits into 6th and 7th Avenues, I was shocked to see a large All-Seasons Power Equipment sign in a huge former car dealership building a few miles from the former location. After slamming on the brakes and turning around, I rummaged through my camera bag and found a well-worn PET hat, plopped it on my head and in seconds PET was in the house!

New facility offers plenty of space for all departments. Old store checkout counter, inset at right, was cluttered and space-starved for additional products.

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EUGENE, Ore. erhaps the biggest evidence the dealership had gone through a major change was the line of Mahindra tractors smartly displayed out front. After all, when PET visited in February 2010 the Cowleys were firmly following the principle of “keep it simple, keep it small” when it came to business operations and company growth.

Of course, having only one product line definitely kept things simple—and allowed All-Seasons to do things like offer the next-day service pledge.

At the time, the Cowleys were committed to staying small, which was easy in such a small building that made carrying wheeled products especially unlikely.

Yet Cowley soon found the need to change, thanks to more handheld dealers opening in the upper Willamette Valley market in and around Eugene.

He decided long-term viability (not necessarily ability to grow) dictated that the business needed to carry more than one handheld line—and that required a new building.

“This place is really a lot bigger than what we were looking for,” says Cowley of the former GMC/Pontiac/Buick building the dealership moved into in 2011. “We bought the building, and

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Formerly handheld-only, All-Seasons Power Equipment’s new location has enabled major expansion in product offerings.

once we had this much asphalt we had to find a way to pay for it so we got into tractors,” he adds with a smile.

Cowley had been looking for a product line outside the traditional mower-trimmer-blower-saw offerings at many lawn and garden dealerships, and Mahindra’s compact and mid-sized tractors fit the bill, he says.

Oregon’s Willamette Valley is one of the most diverse farming areas in the world, filled with a variety of row crop and other agricultural operations—plus those occasional farmers looking to fit in.

“One of our top markets is what we call ‘gentlemen farmers,’” Cowley says.

Those are the folks who moved from the city or California and bought maybe three to five acres and want a tractor to go with it. “The other day I delivered a tractor to a guy who barely had room to park it but he had bought all the implements because he wanted to be a farmer and had to have a tractor,” he adds.

Other key tractor markets in the region include vineyards, nurseries and grass farms. “We have a broad spectrum of tractor customers,” Cowley says, noting that Mahindra has been great to work with. “The brand is new in this market, and we have a nice area to sell in. It’s not really a protected territory

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Additional space allows for plenty of wheeled service, plus storage.

Handheld pledge remains in place.

but the dealers are far enough apart they can do pretty well,” he adds.

For years, the dealer had told prospective product line reps he didn’t have room to take on another brand in such a small facility. “But once we moved, it was natural to take on a number of brands in this much bigger store,” Cowley says.

Keeping longtime line Stihl of course was a given in the new location: “They are number one in chain saws, and we wanted to sell the top of the line product,” Cowley states.

The dealership also added the full Husqvarna line, and Exmark and Scag mowers. Billy Goat and Oregon whole goods are also carried, along with Briggs & Stratton, Kawasaki and Kohler engines.

To ease the transition to a much larger operation, the dealership hired a former

on turnaround in a day—they do it a few minutes at a time over weeks or more.

The result is a serious case of cash-flow crunch as service orders remain open.)

In the larger location, All-Seasons has two technicians dedicated to 2-stroke equipment, three people doing 4-stroke work and one service assistant who sets up equipment, unloads trucks, sharpens chain and does other service-related odd jobs. Service manager Juan Reyes is also a skilled technician if needed.

One service twist Cowley is implementing is re-routing service work (and incoming and outgoing machines) out of the showroom and to a dedicated service entrance on the side of the building. He says he’s dragged his feet in doing so partly because he believes running everything across the showroom counter means more add-on sales.

To help ensure customers don’t leave without everything they need, the dealership is adding a separate accessory product display in the service checkout area.

“What we’re doing is adding a secondary display in Juan’s area, so when we get a machine out to the customer and he asks if they need any oil or extra chain, he has the product right there and doesn’t have to go get it, and the customer is less likely to say they’ll come back and get it later,” Cowley says.

The dealer laments that his biggest growth restriction is hiring enough quality technicians to handle a growing volume of work.

“We just can’t find the good ones we need,” says Cowley, blaming the education system in large part for downplaying those type jobs and promoting white collar occupations instead. “Not everyone can be a computer person, and a lot of students need to realize if they want to make a living in the real world they need to learn a trade.”

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Lucky Distributing rep, Ron Burchfield, as sales manager. He’s done a great job with Mahindra and management in general, Cowley says.

Service Pledge The dealership still offers its next-day service pledge on Stihl and Husqvarna handheld equipment, Cowley says.

They’ve tried to implement a next-week pledge on wheeled equipment but it’s more problematic, he notes: “It’s a lot tougher to do because you just can’t stock all the parts you need for all the stuff that’s out there.”

(Parts, knowledge and know-how are how Cowley described the ability to offer a next-day service pledge back when PET visited in 2010, and he also offered a great insight then that’s worth repeating here: Dealers don’t get behind two weeks

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Springing Ahead Through late winter the big weather story was the snowy Northeast and Boston getting 10,000 feet of snow this year (or maybe it just seemed like 10,000 feet). If not for the harsh winter hitting that heavily populated region, the big weather story no doubt would be the balmy temperatures and spring-like weather all along the West Coast and even into Alaska. “It’s almost like the middle of June here and it’s been going on for a month,” Cowley said when contacted in mid March, noting a lot of repair work and showroom looking that usually occurs a bit later.

“I just got back from a Stihl dealer meeting and talking to a bunch of dealers who are excited about getting an early spring, but I’d almost rather see it taper along a bit and spread the season out instead of getting slammed so early,” Cowley says.

Background In 1996 Cowley sold an Illinois retail landscaping business that carried 15 product lines (including Stihl) and

New building layout allows for large displays, lots of product on the floor.

moved to Oregon to retire. Looking to stay busy, he found a job working for a local tractor and lawn and garden dealership that sold him its Stihl dealer agreement after he’d worked there a few months. Cowley opened a small shop in 1997, then moved to All-Seasons’ second location on Hwy 99 in west Eugene in 2000. The business moved to its current location in 2011.

When PET visited in 2010, Cowley’s son Jon was working as general manager, but as a Navy veteran he’s recently taken advantage of GI Bill benefits to return to college. Though it’s early, grandson Brayden has joined the All-Seasons team as assistant sales manager and is doing a great job, Cowley says, and has expressed an interest in continuing in the business.

PET

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SERVICEproducts Heftee 4000 Mower Lift

The Heftee 4000 is the ideal lift for servicing dealers, landscapers and golf courses that repair small to large turf equipment and utility vehicles. The lift safely accommodates equipment up to 87 in. wide, but is nimble enough to lift smaller, consumer-type riding and walk-behind mowers.

It lifts up to 4,000 lbs., to six ft., in less than a minute. It’s ideal for shops short on floor space, and no special installation is required.

The Heftee 4000 is freestanding and comes complete with jacks, boom and extension arms, so virtually all repair work can be performed with the equipment on the lift. Heftee’s revolutionary single-mast design gives unrestricted access to the equipment. There are no crossbars or twisting cables—making hard-to-service equipment easy to service is Heftee’s business.

Any lift can lift: Heftee lifts are equipped with unique features that enhance service. The technician can focus on repairing hard-to-service turf equipment and utility vehicles better, faster, safer.

Call 800-755-7540; visit heftee.com.

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Walbro Carburetor Service Video

Walbro’s aftermarket division has released an all-new diaphragm carburetor service video. The 21-min. video demonstrates the proper techniques for servicing Walbro butterfly valve and rotary valve diaphragm carburetors. Service procedures are illustrated with hands-on close-ups, including initial inspection, carburetor disassembly, inspection, testing and reassembly of butterfly and rotary carburetors. Of special interest are detailed demonstrations of pressure testing, metering lever adjustment, Welch plug removal and installation, use of special tools and proper cleaning methods.

In addition to service techniques, the video includes an animated explanation of how a diaphragm carburetor functions, and discussions by Walbro personnel on important topics such as ethanol fuel and tamper-resistant carburetors. The video should be of value to dealers, service technicians and even technically-oriented consumers. The new Walbro diaphragm carburetor service video (part number 500-525) is available on a USB flash drive through authorized Walbro distributors.

Call 520-877-3000; visit walbro.com.

B3C Fuel Solutions As a dealer, you often have to resolve these issues that are caused by bad fuel. Bad fuel is not your fault…but it is your problem! There is good news, however, when dealing with the nemesis of bad fuel: dealers can test, fix, and prevent fuel related issues.

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SERVICEproducts

Knowing your fuel quality is the first step to fixing and preventing your fuel related issues. Now dealers can check the gas in a customer’s unit to see if it is a fuel related issue by using Gasoline Test Swabs. The Test Swabs will check the gas to see if it is fresh, marginal, or bad and if there is water present. The great part of the Test Swabs is that it only takes a few minutes to perform the test and can be done right in front of the customer, so there are no questions.

Mechanic In A Bottle synthetic fuel additive works in 2-cycle and 4-cycle gasoline engines. It removes all varnish in the fuel system without having to remove the carburetor, removes carbon deposit and water, reconditions rubber and plastic components and revitalizes old fuel. Mechanic In A Bottle rejuvenates fuel systems so they start efficiently and operate in top condition.

By using Ethanol Shield fuel stabilizer, the fuel will stay fresh and the ethanol will not be an issue. The fuel will not be the reason the engine will not start.

Call 616-916-6284; visit b3cfuelsolutions.com.

c-Systems Infinity 6.0 c-Systems Software, Inc. is delighted to present Infinity 6.0, our most robust business system to date.

The latest release of Infinity contains many significant enhancements that provide dealers with a phenomenal range of tools to run and manage their businesses. Leading these advancements is the ability to automatically transmit warranty claims to even more vendors. The Infinity iWarranty feature is not available from any other competing system. Infinity cap-

tures the warranty claim information from within the repair order, including all parts, labor and appropriate remarks, and immediately transmits the data electronically to the vendor.

Unique within the industry is Infinity’s exclusive integration of vendor flat rate times (FRT). Infinity’s FRT feature provides dealers with an easier way to enter labor times on repair orders, add professional descriptions to labor repairs and customize non-warranty with a flat rate multiplier option.

Other Infinity features include employee time card administration, equipment rental module, more comprehensive pickup and delivery scheduling, integration to eBay and Amazon, plus full compatibility with ARI’s WebsiteSmart, PartStream. In the future, Infinity will offer full compatibility with ARI’s new endeavor web site platform.

Call 800-334-3114; visit csystemssoftware.com.

WD-40 Degreaser Foaming Spray WD-40 Specialist machine and engine degreaser foaming spray makes equipment run smoother, last longer and look like new. With deep foaming penetrating action and a powerful stream that sprays up to five feet, it quickly removes grease, oil, dirt and grime.

In ASTM tests, WD-40 specialist machine and engine degreaser foaming spray out performed the leading competitors. It is VOC compliant in all 50 states and is an ideal engine cleaner and industrial degreaser for use on tractors, gears and chains, industrial machinery, farm and power equipment and other metal tools.

Call 800-448-9340; visit wd40 specialist.com.

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FINANCIALservices

TD Retail Card’s Yard Financing With partnership support from over 35 manufacturers in the lawn and garden power equipment industry, the yard financing program from the TD Retail Card Services offers multiple payment options for consumer and business customers at well over 6,000 dealerships throughout North America.

In response to manufacturer and retailer demands, the Yard financing program has evolved over the years into a suite of financing products for dealers consisting of Yard Card, Yard Card Plus, Yard Installment and Yard Installment Plus. “Yard Financing will grow your business by enabling you to offer flexible payment options to both your consumer and commercial customers,” says Michael Lupo, Vice President, Merchant Relations at TD Retail Card Services.

The Yard Card and Yard Card Plus programs are revolving private label credit card programs created specifically for consumer and small business customers respectively.

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Each offers multiple financing options for dealers and their customers. The cards can be used for new and used equipment as well as parts and service at participating lawn and garden dealers.

“Yard Financing’s credit card programs create loyalty and repeat purchase opportunities by providing your customers with a dedicated line of credit and your store’s name embossed on the card,” notes Lupo.

As a close-ended promotional financing product, TD’s Yard Installment program allows dealers to offer consumers additional financing options to help close more sales. The program’s Yard Installment Plus extends installment payment options to commercial customers.

“For both consumer and small business customers, our installment products are easy to use, with quick credit decisions and fast funding,” says Lupo.

Call 800-538-3638; visit TDRCS.com/yard.

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When Hiring Always Get The Best Successful equipment dealers discovered long ago that their employees are the dealership’s most important assets! Successful dealers know that results are only achieved through and with their personnel.

BY JOHN WALKER

T

here is an old adage that advises successful equipment dealers to “always be looking for good people.” Like the U.S. Marines, dealers Preparing in advance for technician retirement keeps dealers from entering into ”panic mode.” should always be looking for great people to fill their ranks. No one needs cessful equipment dealers try to The practice of always looking for to tell today’s equipment dealers the maintain their technician staff during talented personnel eases the burden of difficulty in hiring technicians. It is a any business recession. replacing personnel within the task that we will continue dealership. It provides a to face well into the starting point in the search coming years. for qualified candidates.

Hiring technicians is a Your dealership should tough job, hiring qualified prepare in advance for technicians is an even hiring new personnel, tougher job. Successful which will help everyone equipment dealers recogenter into an “action mode” nize that it is a task that instead of “panic mode.” It must be constantly worked will put the hiring task in on to achieve results. It is a reasonable perspective with task that requires planning its true importance to the and projecting into the dealership. Planning in future. Successful dealers advance will result in job do not wait until the shop evaluations and personnel is filled with work to hire needs. This, in turn, will technicians; this happens to strengthen the probability too many dealers and is a of doing a superior job of lack of planning and hiring. It will further particularly projecting what establish a better base for their labor sales will be one stronger controls over the year, three years or even entire hiring process.

Many dealers are recruiting technicians out of state. five years in advance. SucThis entire preplanning 18

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process encourages management to think about specific job requirements and about the type of personnel required. Once such preplanning is done, management has specific reference points for evaluating a candidate on an objective basis.

While in the preplanning stage, consider developing checklists, including requirements for specific jobs and in-depth job descriptions— including the technical and personal requirements of the position. A well thought up list helps identify more clearly what to look for in considering candidates for the position.

Source of candidates is no longer just a local matter. Many successful equipment dealers are recruiting out of state for personnel. No longer is it a local matter or a case of promoting within the dealership. The important thing is to try several methods rather than just one or two. Try methods such as: word of mouth, asking present employees for suggestions, advertising both locally and out of state and using both local and national associations.

Once candidates begin to respond, the next important action is having them complete an application or forward a resume—which is a time saver for management, allowing you identify skills and weaknesses. It becomes a guide for the in-person interview and provides reference information for follow-up.

We, of course, caution anyone in developing a job application to be aware of the numerous laws and regulations concerning what can and cannot appear on the application form.

From application, the next step is the interview process. We suggest using the application as a base for interview questions. After the interview consider writing some summary notes and keep them with the application to help management make a decision regarding the candidate.

Using the notes from the interview, the predetermined qualifications for the position and any notes from calling the candidate’s references, a final decision can be made. Once the decision has been made it should be communicated to the candidate promptly, allowing for arrangements to be made regarding starting work. Likewise, candidates not selected should be advised that a decision has been reached.

Better hiring practices build stronger dealership teamwork and this all starts with the hiring process—make this process the best you can!

We have two manuals on special this

month for our readers: Technicians, Field & Shop (covering numerous techniques for finding and hiring technicians) and Technicians— Article We Have Written. Simply e-mail your request for these two publications, stating your name, your dealership and dealership’s location, as well as your product line, and the documents will be sent via email. Included in the e-mail will be an invoice for $16.99, which you pay only after the materials have been received. If, after receiving the materials, you are not satisfied, simply

e-mail us telling your dissatisfaction and withhold any payment whatsoever.

Simple enough? Our e-mail address is PET amsconco@aol.com.

John Walker is President of Aftermarket Services Consulting Co., Inc., a Fort Mill, SC-based international training and consulting company working with manufacturers, dealers and associations in parts and service marketing, managing and merchandising techniques. For more information contact AMS, P.O. Box 541, Fort Mill, SC, 29716; e-mail: amsconco@ aol.com; visit amsconco.com.

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CHARTERsoftware

Ready Or Not EMV Is Here Already accepted in other countries, there’s a new kind of plastic hitting U.S. markets, and by the end of 2015 it’s slated to completely replace the current system.

BY TAI TELESCO

T

here’s no getting around it. EMV, also referred to as “smart cards” or “chip and PIN”, is well on its way to the United States. Widely used in other countries, EMV is the global standard for secure transactions, slated to replace the current signature-based credit and debit card system by the end of 2015. The key element of EMV involves using dynamic digital data in every transaction, greatly increasing security and reducing the risk of fraud.

As a dealer, if you haven’t given EMV much thought, or if it seems too far in the future to worry about, here’s a word to the wise: The future is here. Now is the time.

Now, more than ever, customers expect their transactions to be safe, secure and protected. High profile, highly publicized breaches, like the ones that occurred at Home Depot and Target, have put them on high alert.

In addition to minimizing the very real risk of a security lapse, taking early steps toward EMV also delivers business benefits.

“As customers are on alert, merchants are expected to have the technology in place to protect customer data and provide peace of mind. EMV is such technology, making it significantly harder for hackers to gain mass access to account information,” says Philip Telesco, President of ChargeItPro, a payment-processing provider.

Dealers should prepare now for implementation of EMV, so they don’t see a large disruption of daily business when the deadline sneaks up.

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Although EMV will not come into effect until October 2015, delaying migration could be risky business. Many are taking steps to adopt the technology now. Since the U.S. is one of the last countries to make the shift—and as fraud becomes harder to commit in countries where EMV is more advanced—fraudsters will likely focus their efforts on non-EMV targets here.

Adoption of EMV technology can help dealers avoid risk and liability for losses in the event of a breach.

In addition to minimizing the very real risk of a security lapse, taking early steps toward EMV also delivers business benefits. By preparing now, the transition can be relatively painless and hassle-free.

Dealers can budget for the cash outlay necessary for EMV hardware purchases, plan for IT infrastructure changes and

avoid the chaos and disruption to day-today business operations that are inevitable if the EMV deadline sneaks up and catches them unprepared.

Reliable, trusted partners are critical to a smooth migration. “Ideally, your dealership business management system will have a close partnership with your payment processing provider,” says Telesco. Anne Salemo, President of Charter Software, is confident that their Aspen customers will experience a smooth transition to the new technology because of the solid relationship they have with ChargeItPro. “We know this will be an easy roll-out for users of our Aspen dealership system because of our integration with ChargeItPro’s payment processing solution, and because of our reliance on ChargeItPro’s expertise,” she says.

As dealers prepare for this shift in payment technology, they should be sure to ask their payment processing provider if their solution and their devices are PCI compliant, EMV-ready PET and NFC capable.

To learn more about EMV options for dealers, contact ChargeItPro, 800.989.2135; e-mail: sales@chargeitpro.com; website: chargeitpro.com. ChargeIt Pro is a trademark of Payment Processing Partners, Inc. Payment Processing Partners, Inc. is a registered ISO/MSP of Wells Fargo Bank, N.A.

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SHOWroom FEATUREproduct

Masport Utility 21" Mower This season Masport adds a heavy-duty side discharge model to their existing seven model mulching/rear bagger line up. The Masport Utility side discharge only, walk behind push mower is made of 14-ga. steel and comes in a 21' cutting width. Masport have achieved a strong, sturdy design suitable for use as a trim mower or a medium sized yard walk behind push mower without adding extra weight. The Masport Utility weighs just 67 lbs. Like all other Masport walk behind machines, the Utility is fitted with a single point height adjuster for easy cutting height adjustment. Powered by Briggs & Stratton’s 675EX engine and featuring ball bearing wheels for ease of pushing, this mower is a welcome addition to Masport’s quality walk behind line up.

Visit masport.com.

Husqvarna Z200 Series Mower

The Z200 models add depth to Husqvarna’s already-extensive line of lawn and garden equipment, thanks to improved ergonomics, functionality, refinement, deck options and other features that improve and simplify the mowing experience. A key addition to select models of the Z200 zero-turn mowers is SmartSwitch technology, an innovative operator interface offering one-touch starting, real-time feedback and keyless security. The Z200 zero-turn mowers will be available in the MSRP ranges of $2,699 to $3,499. All Z200 models can be purchased at a Husqvarna dealer, while the Z246 model will also available at Lowe’s.

Call 704-921-6844; visit Husqvarna.com.

Classen Pro Sod Cutter The Classen HSC18 Pro Sod Cutter is one of the fastest models on the market due to its hydrostatic transmissions and powerful engines. The Hydro-Gear T2 hydrostatic drive transmission ensures smooth, consistent power flow and its power reverse assists in efficient transportation. The HSC18 Pro Sod

Cutter has two engine options: a 5 HP Honda GX160 engine or an 8 HP Honda GX240. The transmission and engine allow the operator to achieve transport speeds as high as 4.7 MPH— 35% faster than competitive models. Coupled with the powerful cutting blade located at the center of the machine, it is fast and extremely efficient at producing sod mats that are easily rolled up after the cutting process is complete.

Call 877-596-6337; visit classenturfcare.com.

Efco DS2400H Hedge Trimmer This year, Efco is introducing a new professional shaft hedge trimmer—the DS2400H, designed to meet the needs of users who have to work on hedges, plants and bushes of above-average height. The POWER EQUIPMENT TRADE

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SHOWroom cutting system adjusts to 12 unique positions through 180° angles that will make any job a simple task. Includes the “Easy On” device composed of a double spring in the starter cover and a driver with two ratchets that allow for easier start up and a rear handgrip with readily available controls for user.

With a steel blade length of 19.6 in. and total machine length of 71 in., the DS2400H offers professional-grade drive shaft and anti-vibration bushings

that provide more comfort for long jobs.

The 21.7 cc engine delivers 1.2 HP, ensuring high power output, low fuel consumption and low pollution.

Call 800-800-4420; visit efcopower. com.

Hustler FasTrak SDX Hustler Turf Equipment recently introduced the new FasTrak SDX, equipped with a full commercial Kawasaki FX engine that provides strength and reliability. It also features a heavy-duty commercial clutch, commercial-duty Hydro-Gear ZT 3400 drive system, upgraded custom seat with operator isolation, large 23 in. tires and a top speed of 9 MPH. The FasTrak SDX is backed by Hustler’s 4-year/1000 hr. limited warranty and lifetime limited warranty on the frame and leading edge of the deck.

Visit hustlerturf.com.

Worx 56V Blower

The new Worx 56V MaxLithium blower is lightweight, powerful and efficient with a turbo boost option.

The 56V MaxLithium blower makes quick work of blowing leaves, grass clippings, dirt and other debris off any surface. The machine is designed so that as much air as possible can freely move across its axial fan to a maximum air velocity of 480 CFM. Its multispeed control provides a light breeze option when working in sensitive areas or the wide-open turbo boost feature to blast debris out of the way. The turbo mode is great for removing wet leaves that are stuck to the driveway or moving them across the lawn. The blower’s air speed is in excess of 100 MPH and features a large diameter nozzle for greater airflow. The 2.0 AMP hour MaxLithium battery recharges in approximately 90 min.

Call 866-354-9679; visit worx.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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POWERworks 9009

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

607-638-9297 phone or fax

SMALL ENGINE REPAIR/PARTS SALES BUSINESS OPPORTUNITY Located in growing, beautiful, warm coastal community in south Texas (population 10,000, market area population 30,000+). The business is offered with real property or lease (3/4 ac) and on a busy highway with ample parking, expansion, and a shop/retail/office space of about 2,900’. Warranty service provider for many OE manufacturers. Short term training as part of transaction and owner will consider staying longer. Cheaper than start-up with a long list of loyal customers!

Historical revenues point to opportunity to significantly increase sales. Fragmented competition, excellent reputation, excellent location, great potential!

Other: Motivated owner retiring, will assist short or long term. Some seller financing may be available for a qualified buyer.

13036

9830

Asking price $407,800 with real estate OR $158,000 as lease back.

Direct all inquiries to: David McCready Transworld Business Advisors of South Texas Corpus Christi, TX Tel: 361.885.0318 Email: dmccready@tworld.com 13084

WISCONSIN ENGINE PARTS

BUY & SELL NEW, USED & OBSOLETE

8100

HOMELITE PARTS Ask For Ray 502-228-1462 • Fax: 502-228-7737

POULAN WEED EATER PARTS BUSY LAWNMOWER, TRIMMER, SNOW BLOWER, CHAINSAW SALES, SERVICE AND REPAIR SHOP!!!

PRICE REDUCED

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

Shelby County Implement • Shelbina, MO 63468 Ph: 573-588-4731 • 573-588-2020 Fax: 573-588-4264 • Email: sci63468@hotmail.com M/C, Visa and Discover Accepted 3524

DEALER DOWNSIZING

Over $10,000 in parts at dealer cost...NEW, boxed, bagged & tagged-riding lawnmower parts Briggs & Stratton, Kohler, AYP MTD, Murray, Rotary Make us an offer!!!

Wells Lawnmower Dothan, AL 334-702-9566 13082

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

13036

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

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 POWER EQUIPMENT TRADE

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POWERworks AR, LA, MS, OK, TX

4408

MN, ND, SD, IA, WI, TX

Nationwide

AR, KS, LA, MS, NM, OK, TN, TX

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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

8690

WI, MN, ND, SD, TX, OK, AR, OR, WA, AK, MT, ID, WY, UP of MI

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Western U.S.

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

Call Kathy Sternenberg 251-928-4962 Southeastern U.S.

4331

NJ, VA, WV, SC, NC, MD, DE, TN, PA

Nationwide

5417

3376

MN, WI, IA, ND, SD

Nationwide

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Nationwide

Nationwide

TX, OK, AR, LA, NM, CO, MS

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ND, SD, MN, WI, MI, IL

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

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

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

Call Kathy Sternenberg 251-928-4962

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PETcetera It’s Not A Chain Saw, It’s A Saw Chain!

Though the staff at WLWT-TV in Cincinnati didn’t get it right—it’s definitely not a chain saw—the footage of a utility trimming trees along a powerline corridor with a chopper-suspended gang of 10 circle saws making short work of large and high altitude hardwood limbs is quite impressive. The news item came over the popular OPEI Smartbrief on March 16, and a quick Internet search shows at least two companies doing this kind of work.

According to a gizmodo.com article, “The Haverfield Aviation system, for example, has been in use since 2008. According to the Haverfield website, the “buzz saw chain” consists of “10 circular, carbide-tipped blades—2 ft. in diameter—suspended 120 feet below the helicopter. A low-emission engine drives the saw, which a pilot operates from the cockpit. The length of the aerial saw can be increased or decreased by adding or subtracting sections of aluminum poles. A similar setup from Aerial Solutions in Tabor City, NC utilizes 11 24 in. blades strung along a 40-foot aluminum bar and spun up to 5,800 RPM by a 45 HP, 2-stroke gas engine controlled by the pilot. Of course, now that gizmodo mentioned it, the PET editors would love to see a 45 HP 2-stroke in action!

10 Conversations Killing Performance Is what your employees are saying more damaging than what they are (or aren’t) doing? Yes, says Dan Prosser, author of Thirteeners: Why Only 13 Percent of Companies Successfully Execute Their Strategy—and How Yours Can Be One of Them. He explains how damaging conversations can kill performance and sink your organization. “Words are far more powerful than most people realize.”

Here, he spotlights 10 performance-killing conversations your employees may be having within your company without your knowledge.

“It’s not our strategy.” If this persistent conversation is being repeated (albeit in the background) throughout your organization, your employees feel that they have no say in the direction of your company, and therefore, they disconnect themselves from its future.

“They don’t appreciate us.” So many leaders believe that if they acknowledge someone, it will come back to haunt them. Perhaps the employee will take advantage of the comment when the time comes to review his or her performance and salary. So leaders think, They get a paycheck, and that ought to be enough acknowledgment and appreciation. Nevertheless, employees may still feel exploited.

“They’re always making excuses.” Employees learn from their leaders. When leaders use ready-made excuses, point the finger of blame at peers or other team members, or cite circumstances beyond their control as reasons for failing to deliver, employees will find their own excuses for not doing what they said they would do.

“Did you hear what (Team Member A) said about (Team Member B)?” Gossip and stories that degrade others in the organization create a toxic workplace environment. If your employees are experiencing the scorn of another employee, or if management knowingly tolerates gossip about others, then you have employees who will give just enough effort to get by.

“What mission statement...and why should I care?”

Have an unannounced conversation with all members of your team and ask them to tell you the mission or vision statement

of your company. If you’re lucky, maybe 5% will be able to give you a credible answer.

“They treat us like crap.” If there’s mistreatment, rudeness, and nastiness toward employees, leaders will surely take action to stop it, because they know that no company can execute its strategy with that going on, right? Apparently not. In a study that spanned 14 years, researchers found that 98% of employees surveyed reported experiencing rude or uncivil behavior either toward them or toward another in their presence.

“It’s the same old story.” Grandiose pronouncements for new initiatives that are intended to provoke a new battle cry are falling on deaf ears. That’s because employees have heard it all before. Bringing your employees together to build new initiatives for a goal or challenge is usually received with rolling eyes and sighs of annoyance and anguish.

“Because he’s the boss. That’s why.” A patriarchal and paternalistic culture exists in far too many companies. In this type of business culture, there are the haves, and they have all the answers; and there are the have-nots, who have no power.

“We’ve always done it this way.” Old paradigms, nonexistent “visions,” and limiting business models that are fixed on past performance keep your employees from moving your business forward. A rigid belief system that creates inflexible boundaries around what is possible for the future makes employees feel stifled. When employees can’t see how or where they can improve their position in life and can’t perceive a future for themselves that doesn’t look and feel a lot like the past, they become apathetic.

“The boss is watching, so just don’t screw up.” Leaders who focus on “not losing” rather than on working to build something they can share with their employees end up sabotaging their own organizations. For an employee, there’s no benefit to coming to work each day for a leader whose fears dominate the working environment. Because a boss operating out of fear takes it out on his or her employees. Those employees just put in their time, but not their best efforts, as they focus on placating the boss.

Source: Dan Prosser, Thirteeners: Why Only 13 Percent of Companies Successfully Execute Their Strategy—and How Yours Can Be One of Them (Greenleaf Book Group Press, March 2015, $22.95; thirteenersbook.com).

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DEALERtodealer

GREG GERMAN

The Season Ahead Are You Ready?

For some, the winter was a bonanza of business because of the continued powder that fell from the sky; for others, it was just a time where we tried to keep from falling too deep into the red. But for all, it should have been a time of planning and preparation.

A

t our dealerships we were spending a great deal of time and resources on re-working our web sites and trying to drive more business through that medium—still have lots of work to be done in that area, but it is truly never-ending.

We added some new people to our employ in the areas of parts, sales and service. I am very pleased with the new additions that are now part of our team.

What felt better with these recent hires is that even though the pool of applicants wasn’t plentiful, having patience really paid off. We were able to bring on some seasoned people for key positions where we had either made a change in personnel or needed extra hands. Sometimes when we are adding folks in the middle of the season, we make some really bad choices because we didn’t follow due diligence and settle for less. By waiting for the off-season, I believe the pool was a little larger and we were much more strategic in our thinking of the kind of people we really needed in order to meet our goals.

I have spent a great deal of time planning events for all of 2015. This year is our 75th anniversary and we are having

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a number of customer-targeted events in order to best reach our core audience.

Normally we would do one big event for something like this and say a lot of thank yous, but we worked with our advertising agency to have smaller events that would allow us to get more face-toface time with our “real” customers and spend our dollars wisely. We have planned some homeowner open houses, trade shows, owner dinner meetings, a construction equipment rodeo, a power sports demo day and more. In addition, we are doing a joint Mother’s Day promo with one of our landscaper customers where we give away a “Backyard Makeover”—this should be a fun event.

uct is so much better.

Keeping up with needed changes in technology, hiring the right people, and marketing are all very important, but the majority of my time this winter has been working with our CFO in developing better processes, training employees and holding our managers accountable to their branch business plans. Some of our employee changes were necessitated by the need to have personnel that truly bought into the goals of the company.

Making those goals known upfront makes life so much easier versus trying to persuade someone to change who has no desire to make the necessary improvements. It is hard to say goodbye,

Keeping up with needed changes in technology, hiring the right people, and marketing are all very important, but the majority of my time this winter has been working with our CFO in developing better processes, training employees and holding our managers accountable to their branch business plans.

We are planning a few contests and promotions that center around the number 75, like the first 75° day wins tickets to see Alan Jackson; $.75 blade sharpening; and 75% off of pickup/delivery (for a 30-day period). This is helping build up our followers on Facebook and gets a little chatter going. Utilization of our advertising agency has relieved much of the responsibility that I would normally have in planning these types of promotions and events. I am still very involved, but frankly, most of this would never get done without them continuing to push the ball down the court. If you don’t have someone assisting you in this way, you need to consider it and bring a couple of advertising agencies in to make a presentation. I spend very little additional out of pocket to cover their costs and my end prod-

but even harder to hit the same self-imposed barriers over and over again.

All in all, the winter flew by and I’m still not really sure if we are prepared.

That being said, we are excited about what 2015 has in store and will hopefully report positive news in future articles.

Best wishes for a great 2015 as you pour yourself into the areas of your business where you can make the greatPET est impact for success.

Greg German is President of German-Bliss Equipment, Inc. in Princeville, Ill., which operates three power equipment dealerships that market products for the lawn and garden, industrial and agricultural sectors. He can be conducted at P.O. Box 440, Princeville, IL 61559; fax: 309385-2540; ggerman@germanbliss.com. The views of Greg German do not necessarily present those of Hatton-Brown Publishers.

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