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POWERlines
A Hatton-Brown Publication www.poweret.com
JESSICA JOHNSON
Homeowner Saw Safety
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ealers know that homeowner safety education can sometimes be an uphill battle, especially when it comes to saws. The Tree Care Industry Assn. (TCIA) conducted an analysis of 37 civilian tree care-related accidents reported by the media in 2014. The finding were grim, but not surprising for dealers. Twenty-three of the 37 accidents, 60%, were fatal. A senior adviser for safety, standards and compliance for TCIA, Peter Gerstenberger says that most homeowners don’t realize exactly how dangerous tree work can be. Furthermore, they don’t realize the giant risk they face when taking a “DIY” approach. What’s startling about the victims is that three of the 37, including a 3-year-old who was struck and killed when he walked into the path of a tree being felled by his father, were uninvolved bystanders. The median age of the victim was 62, and the oldest victim was 76. Most of the homeowners were struck by the trees they were attempting to fell, or were hit by limbs. Only a small percent were injured by the chain saw itself. Of course, there were also electrocutions and falls, as well. As PET “Dealer to Dealer” columnist Dale Stotts first reminded us, one specific chain saw accident in 2014 caught the attention of many: Greg Norman, former pro golfer, was struck by a chain saw. He was quoted as saying he was lucky to have his left hand after the incident. The Australian native was trimming a sea grape tree at his home near Jupiter Island, Fla., when the accident occurred. Norman was part of a dominant group in the statistics, people who were working alone at the time of the incidents. In two-thirds of the cases where it could be determined, the victims undertook hazardous tree work with nobody to spot them, nobody to assist them, and nobody to advise them when it might have been a good idea to stop and seek out an expert. So what can dealers do to help cut down on homeowner accidents? Always educating customers at the point of sale is a no-brainer. But one dealer in New Zealand took it a step further. According to a local news report, a Stihl dealer in Nelson, New Zealand’s female customers were treated to a crash course in saw safety during the shop’s “Ladies’ Chain Saw Training Night.” The women, wearing protective gear, learned key elements of a chain saw and proper operating techniques, as well as basic maintenance requirements, during a workshop specifically designed to raise awareness, in an effort to cut down on high incident rates. The workshop attracted 15 women from different backgrounds, including an art student who was interested in chain saw carving, but had never seen one before and wanted to get comfortable operating one. The student, Emily Sorensen, told local paper Nelson Mail, “We went through all the safety procedures, sharpening the chain and chopping a log. It was great experience and a bit nerve-racking. It was a really good process just to feel a bit more comfortable about starting it all up and learning from people who have the right information and are professionals.” The ladies were also taught the importance of personal safety gear, and that chaps, protective eyewear and hearing protection were crucial. Students were taught that there are no second chances, Sorensen said, so it is important to learn how to go about it. Stihl’s New Zealand ambassador Jason Wynyard was on hand to help teach the ladies the importance of safety and translate it into words they could understand. He told the Nelson Mail that chain saw safety was like putting on a seatbelt when getting into a vehicle. “It should come naturally. You wouldn’t drive without wearing a seatbelt or go PET fishing without a life jacket, why would you use a chain saw without safety gear?”
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 4 n JUNE 2015 Our 707th Consecutive Issue n Founded in 1952
Renew or subscribe on the web: www.poweret.com
FEATUREstories
10 STARTING WITH SAWS 14 2015 CHAIN SAWS 16 DEALER VOICES 18 DO YOU HAVE THE ‘GUTS’?
Logging Business Expands Into Lawn & Garden Plus Parts, Accessories
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Ethanol Saga Continues
Charging Enough For Profit
VALUEadded Power Suppliers __________________________ 7 Showroom ______________________________ 20 PowerWorks ____________________________ 23 Distributor Library ________________________ 24 Product Literature Review _________________ 28 Ad Index ________________________________ 29 Dealer To Dealer _________________________ 30
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COVERphoto This month spotlights chain saws, saw chain and chain saw accessories on Page 14. (Cover design by Shelley Smith; photo by Jessica Johnson)
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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POWERsuppliers Honda 40 Millionth North American Product
designs that are optimal for multiple power applications. Honda Power Equipment products are produced at 11 Honda manufacturing facilities worldwide, and more than 75% of Honda power products sold in America are produced using domestic and globally sourced parts at the Honda Power Equipment Manufacturing, Inc. (HPE) facility in Swepsonville, NC that opened in August 1984.
Kubota Moves From California To Texas In late April Honda Power Equipment officials announced that it has shipped 40 million power products to domestic dealers and distributors since it began sales of outdoor power equipment in the U.S. in 1973. In relation, Honda Power Equipment executives helped celebrate the actual 40 millionth power product sold to a customer at Weingartz in Utica, Mich. Weingartz, a family owned and operated business, has been a North American leader in sales and service of outdoor power equipment since 1945 and a Honda Power Equipment dealer since 1978. Beginning U.S. operations with only engines, tillers, generators and outboard engines for sale, Honda Power Equipment has evolved into one of the leading global power products suppliers. Honda currently provides more than 60 models of power products in six major product families, 30 basic models of general-purpose engines, and the industry’s widest variety of 4-stroke outboard engines. “We have reached this significant milestone in our U.S. history by keeping a keen focus upon the needs of consumers,” said Honda Power Equipment senior vice president, Scott Conner. “Honda remains committed to delivering the most innovative, reliable, and ultimately, helpful products to our customers, dealers and distributors.” At the heart of Honda’s power products business is the organization’s long-standing commitment to engine development and technology. Honda is the world’s largest manufacturer of engines, producing and marketing engines globally for automotive, motorcycle, marine and power equipment products. All Honda engines feature 4-stroke overhead valve 6
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Officials with Kubota Tractor Corp. (KTC) and Kubota Credit Corp. (KCC) recently announced the relocation of both companies’ headquarters to Grapevine, Tex. According to Masato Yoshikawa, President and CEO of KTC, the relocation aligns with business objectives to strengthen Kubota’s brand in the U.S., enter new industry segments, and position the company for long term, sustainable growth in North America. The move puts Kubota’s leadership and professional staff closer to Kubota’s major markets and manufacturing, assembly, and distribution facilities in Georgia and Kansas. Officials say that with the central location, Kubota will be able to respond more quickly to changes in markets and the industry, and streamline its operations for both dealer and customer benefit. Construction on the Texas facility will begin this year and is scheduled to be completed by the first quarter of 2017. Both KTC and KCC are U.S. subsidiaries of Kubota Corp. of Osaka, Japan, and the move comes on the heels of recent expansions pursuing an aggressive growth strategy. The relocation affects about 180 employees and should happen within the next 18 months.
Black & Decker Paying $1.575 Million Fine
After failing to report safety defects on its battery-powered mowers, Black & Decker is playing a $1.575 million fine after agreeing to a settlement with the Consumer Product Safety Commission and U.S. Justice Dept. The settlement marks the sixth time since 1986 that Black & Decker has paid fines for failing to report safety defects. This most recent fine regarding battery-powered mower defects covers 11 years, beginning in 1998 when the
company began receiving complaints the blades wouldn’t turn off even after the handles were released and safety key removed—and in some cases the blades would start spontaneously. At least two consumers were injured when blades started up while their mowers were being cleaned. According to reports, Black & Decker identified the defect in 2004, but waited until 2009 to report it to the CPSC. The company agreed to a recall of the machines in 2010. In addition to the fine, Black & Decker must maintain an internal compliance program to ensure compliance with CPSC safety statutes and regulations and also will develop a system of internal controls and procedures including creating written standards and policies, allowing confidential employee reporting of compliance, and implementing corrective and preventive actions when compliance deficiencies or violations are identified.
Comet Names MTI As Canadian Efco Source
Comet USA has recently signed MTI-Canada as a new distributor of Efco power equipment. MTI-Canada is located in Levis, Quebec and will cover Ontario, Quebec and the Atlantic provinces in Canada. Comet USA is excited to bring the company on board to represent the Efco product line. MTI-Canada has been in business since 1955 and provides not only outdoor power equipment, but also farm implements. For more information about Efco power equipment, visit www.efcopower.com.
Kohler Co. Names New President, CEO
The Kohler Co. Board of Directors recently elected Chairman and CEO Herbert Kohler, Jr. to the new role of Executive Chairman. Effective June 1, Kohler will continue to chair the Board, lead its Executive Committee, oversee shareholder communications, manage corporate mergers and acquisitions and the Hospitality & Real Estate Group. David Kohler, President and COO since 2009, was elected President and CEO. His duties expand to include responsibility for the company’s corporate staff and three of its business groups. Kohler Co. has a comprehensive succession plan for all middle and upper
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POWERsuppliers management positions, and considers the change as part of an orderly transition to protect the company’s mission of creating high quality, technologically advanced products. Herbert Kohler Jr. has served as CEO since 1972, after working as a laborer or technician in every division of the company as a teen, beginning full-time in 1965, after graduating from Yale with a bachelor’s degree in industrial administration. During his 43-year span as CEO, he built the company into a global organization focused on products and services leading to a better way of living. David Kohler started at Kohler Co. by working in every manufacturing division on the front lines during and after graduating from Duke University. He left Kohler to earn his MBA from the J.L. Kellogg Graduate School of Management at Northwestern University. After Kellogg, Kohler worked at Dayton Hudson Corporation and rejoined Kohler as Director – Fixtures Marketing in 1993. Since then, he has served in progressive roles including Vice President Sales, Sector President – K&B Americas, Group President – K&B Group, Executive Vice President, and, since 2009, President and COO of Kohler Co.
Equipment Manufacturers—Echo, Exmark, Ferris, Scag, Shindaiwa, Stihl and Toro. Tractor Manufacturers— Branson Tractor, Kubota Tractor, Kioti Tractor. Shortline Manufacturers – Great Plains, Kuhn, Landoll, Landpride, MacDon, and Woods. Dixie Chopper is the recipient of the 2015 Most Improved award for attaining the greatest percentage of improvement in overall ratings from 2014. “The NAEDA Dealer-Manufacturer
Relations Survey is one of the most important services the association provides its members and the industry,” notes Gail Halderman, Chair of NAEDA’s Member Services Committee. “This year’s survey experienced a significant increase in dealer input as we received more than 6,000 manufacturer ratings. We are extremely pleased with the level of participation and proud of the benefit this survey provides.”
OEMs Win NAEDA 2015 Supplier Awards
Officials with the North American Equipment Dealers Assn. (NAEDA) recently announced recipients of its Dealer’s Choice and Gold Level awards for 2015. The awards are presented to manufacturers who receive exemplary ratings in 12 operational categories addressed in NAEDA’s Dealer-Manufacturer Relations Survey. Recipients of the 2015 NAEDA Dealer’s Choice Award are John Deere—Full-Line Manufacturer; LS Tractor—Tractor Manufacturer; Vermeer—Shortline Manufacturer; and Grasshopper—Outdoor Power Equipment Manufacturer. “This award recognizes manufacturers that are doing an exceptional job of providing top-quality products, parts, service, and support to the industry,” says Blaine Bingham, NAEDA Chair. “These companies are to be complemented on their efforts to excel and assist dealers in key areas of our business operations.” Companies recognized for Gold Level service are: Outdoor Power POWER EQUIPMENT TRADE
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POWERsuppliers Kawasaki Engines Div. Regrouping In Michigan The Engines Division of Kawasaki Motors Corp., U.S.A. is consolidating all aspects of its management and product development processes in a single facility in Grand Rapids, Mich. The company is launching a significant renovation of its existing facilities to accommodate the move of the Research and Development Engineering group,
along with related functions, from Maryville, Mo. to Grand Rapids. Maryville, the site of the Kawasaki Motors Manufacturing Corp., U.S.A. engine production facility, has been home to the R&D division since 1995. The move to Grand Rapids “will create a more cohesive and dynamic unit that will allow daily face-to-face interaction between the company’s R&D group, sales, marketing, product management, operational functions, and most importantly
our customers,” says Rodger Howe, Vice President of the Engines Div. The renovated facility will be designed and constructed to optimize the various functions. It will include an R&D center that, according to Howe, will be “absolutely state of the art.” The building is expected to be ready for total occupancy by the divisions sometime in early to mid2016. Kawasaki currently markets more than 40 general purpose engines, most of which are produced by Kawasaki Motors Manufacturing Corp., U.S.A., in its Maryville, Mo. facility which has turned out in excess of eight million units.
Walbro Names New President, CEO
Walbro Engine Management, the world’s largest carburetor manufacturer and leading supplier of ignition, fuel delivery and storage components and systems, announced the appointment of Matthew Riddle as president and CEO. He immediately assume responsibilities and succeeds Tony Martin, who has stepped down.
B3C Fuel 2015 Rebate Program
B3C Fuel Solutions recently announced its 2015 $5 rebate program. Customers simply purchase two bottles of either Mechanic In A Bottle and/or Ethanol Shield and they qualify for the rebate. According to the rebate announcement, for every piece of equipment dealers sell and service, they will be doing their customers a great service by sending them home with Mechanic In A Bottle and Ethanol Shield. This protects their investments with a product proven to fight the issues with ethanol, water and fuel decay, say B3C officials. Dealers find the rebate form at this link Rebate Form and can either print this out for customers or email it to them whichever is the most convenient. To dealers and their customers better understand the benefits of Mechanic In A Bottle, B3C Fuel Solutions has created a new video at this link, Mechanic in a Bottle Video. Dealers can also find other helpful videos on B3C Fuel Solutions’ resources page as well. 29
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Logging Family Sees Success Unlikely Husqvarna dealership finds niche and takes off. BY JESSICA JOHNSON BRANFORD, Fla. he Byrds, a large Florida logging family, didn’t mean to become power equipment dealers. It just
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sort of happened. Paul Byrd doesn’t like to be still, he says, so about 20 years ago when the logging crews were running a lot of chain saws, and they had problems getting parts, they took matters into their own hands. The closest dealership to their location was about 46 miles away in Perry, Fla., and Byrd said even when he would drive out there he just couldn’t get the parts he needed. “So, I got to looking,” he says with a broad smile. After calling Husqvarna and making the inquiry, Byrd was
told a representative would be coming by to decide if they were “suitable.” With a big laugh, and a gesture towards the showroom, he says the man came by and asked where he was planning to put the dealership: Byrd’s response was pretty straight forward, “I said, ‘tell me what we need and we will build it, whatever we need to do.’” Since all they needed was a small building with a sign, Byrd’s Power Equipment was a simple add on to the logging shop, completed in just six weeks. Just like that the logging family was a
Byrd’s Power Equipment sells a diverse mix of products, including power equipment, gifts and hunting accessories.
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power equipment dealer. Byrd says that while he thought he knew what he was getting in to, he really had no clue. The mower side of being a power equipment dealer didn’t quite register at first. “They told us we had to do a certain amount of mowers,” he remembers. “I figured our family’s big enough we can buy a few mowers and use them.”
Product Lines Little did he know that just outfitting the family with mowers was going to be a wild ride. “Once we got started in the mower business, wow,” Byrd says, almost wide eyed. What started out as an add on to ensure the Husqvarna dealership is now a major profit boost. Four brothers and one sister make up the ownership team at Byrd’s Power Equipment and the associ-
The dealership uses an ARI software system.
ated businesses, but Byrd says without the people working day in and day out inside the dealership, it wouldn’t be possible. In the beginning, the Byrds were able to hire a quick-on-his-feet manager, who helped get the ball rolling in the right direction. After a family situation called for him to move to Georgia, the Byrds helped him get set up with his own Husqvarna dealership, and they now are able to swap parts and whole goods back and forth, if either is in a pinch. The current team at Byrds keeps everything moving at a nice clip, between doing online parts sales, warranty work for almost everything under the sun, and whole good sales for Husqvarna, Generac, Honda Power Equipment, Hustler, Tanaka, Red Max, Big Dog and E Z Go, among others. Byrd says that for his area, homeowners like the smaller mowers and Hustler is a big seller. For this part of north central Florida, the busy season starts around the first of March.
Mechanics often go the extra mile during the busy season and will work overtime.
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Shop Work
Customer base is a mix of homeowners and commercial cutters.
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Byrd’s 3,000 sq. ft. shop is staffed by three small engine mechanics, who work on pretty much everything. Cheekily, Byrd says, “If it is built we work on it. We do warranty work for over 10 product lines. We are in it to win it. It doesn’t matter what it is we work on it.” In-bound shop work is processed in a streamlined manner. Customers check in with the front desk, describing the needed repairs/ possible problems and unload it in the staging area to the left of the building. The front desk writes a ticket, tags the unit and connects all the needed paperwork into a file. Once the mechanic finishes, he signs off and gives the paperwork back to be entered into the computer. Byrd says it works, and keeps all the I’s dotted and T’s crossed. Turnaround time is usually a week but it does get really busy, and Byrd has seen instances where mechanics will stay late or come in after dinner to work for a few hours, trying to catch up on work orders. Some members of the logging crews are also small engine mechanics, and will come in on Saturdays to work in the shop. The posted labor rate is $60. Byrd says that their customer base is a nice mix of homeowners and commercial cutters, but when commercial cutters come in with needed repairs, mechanics will stop what they are doing and jump on those machines. If the issue cannot be resolved in a matter of hours, the dealership has loaner mowers available. The dealership does everything it can to please the customer, so inside the parts room a wide array of parts are available, Byrd estimates a value of about $200,000, including aftermarket and OEM parts. He says that it’s important to cover all the bases, which includes major parts suppliers Rotary, Stens and PET Oregon.
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CHAINsaws2015 Husqvarna T540XP The T540XP was engineered with advanced materials to create a saw that is both lightweight and durable. All Husqvarna XP saws come standard with a magnesium crankcase and the T540XP is no different. This durable metal chassis ensures the best possible balance between durability and heat dissipation. The air injection filtration system, which removes the majority of dust and woodchips before they enter the air filter, ensures the T540XP produces smoother operation, longer intervals between filter cleanings and reduced wear on the engine. The unique design of the top-handle makes the hand grip resizable, offering three different sizes to ensure the perfect fit. The T540XP is also equipped with Husqvarna’s LowVib handle system which significantly reduces the vibrations but holds up under the strains of working aloft. This saw comes equipped with Husqvarna’s X-Torq engine, which reduces fuel consumption and exhaust emissions but provides necessary torque. Call 704-921-6844; visit husqvarna.com.
Maruyama MCV31T
of a powerful kickback and also by the inertial load. The MCV31T and the MCV31R Maruyama chainsaws come standard with a 14” bar, 91PX saw chain, with a pitch of 0.325”. Combining excellent balance and power to give precision cuts every time, the MCV31T/R will give you total control in the toughest situations. Call 940-383-7400; visit maruyama-us.com.
Pferd Chain Sharp CS-X
The innovative Chain Sharp CS-X is an ideal solution for hand sharpening saw chains. With each file stroke, the CS-X sharpens the saw tooth and maintains the height of the depth gauge. Sharpening with Chain Sharp CS-X guarantees higher durability and service life of the saw chain. Advantages of using the Chain Sharp CS-X are being able to change from left to right teeth by simply turning the CS-X and changing out the files is easy with the quick access for both the round and flat files. The Chain Sharp CS-X is available in four sizes, which are adapted to various chain pitches. This guarantees the highest degree of precision and optimum sharpening results. Call 800-342-9015; visit pferd.com.
Tilton Saw Accessories
Maruyama’s new 30.1cc premium top-handle chainsaw is the MCV31T. It is ideal for the professional landscaper and tree care expert looking for a heavy-duty chainsaw. The MCV31T is powered by a professional-grade, 2-stroke Maruyama engine. The MCV31T has a max output of 9,500 RPM. The carburetor has a prime bulb followed by easy starting. The MCV31T is also a very lightweight machine. The weight of this compact chain saw is only 7.1 lbs. The MCV31T/R boasts an array of ergonomic and design features such as the Pre-Vent system, which causes debris and sawdust to disperse while cutting, leaving only clean air running through the carburetor. A clean engine means lower maintenance costs, less filter changes and a longer chain saw life. Maruyama’s patented E-Just chain tensioning system uses a ratchet mechanism on the front handle for easy, quick chain tightening, taking just seconds. Maruyama’s anti-vibration system uses rubber and spring dampers to reduce vibration from the engine and saw chain. This ensures a smoother cut each and every time. The additional safety of the Inertia Chain Brake system ensures that the chain saw will stop in the event 14
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Tilton Equipment is a one-stop source for chain saw parts and accessories. Since 1969, we have specialized in chain saw-related products, selling exclusively to power equipment dealers and small engine repair businesses. We currently offer a wide range of high quality products, including our total line of saw chain, guide bars, sprockets, files and safety gear. We have also been a Carlton distributor for over 44 years and stock the full line of Carlton chain. For chain maintenance, look no further than world-class Tecomec chain grinders and accessories, we carry the full line. In addition to our accessory lines, we offer a constantly-growing selection of aftermarket replacement parts for popular chain saw models, including Mako cylinder assemblies as well as filters, gaskets, crankshafts, clutches, mufflers, handles, mounts, starter parts, ignition parts, fuel/oil caps, carburetor kits—and more. Chain saw safety has always been at the forefront of our business, thanks to our resident expert Dan Tilton. We offer a full-line of chaps, helmet assemblies, hearing and eye protection and chain saw safety boots. Call 800-447-1152; visit tiltonequipment.com.
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CHAINsaws2015 Rotary Copperhead Saw Parts Rotary has introduced more than 250 new Copperhead chain saw bars and chain plus a wide variety of parts and accessories for 2015. Featured items include low profile, semi-chisel and chisel chain in 25’ and 100’ rolls along with a variety of commercial grade saw bars for the most popular brands. Engineered for quality, reliability and maximum performance, Rotary’s Copperhead saw bars and chain are featured in a special 120-page section of the company’s master catalog. Call 800-841-3945; Visit rotarycorp.com
Echo CS-490
Echo introduces a chain saw for the large landowner, farmer/ rancher and firewood cutter markets: the CS-490. The CS-490 with a 50.2cc 2-stroke engine is built for professionals. A dual-post chain brake handle increases durability, while the G-Force engine air pre-cleaner reduces air filter maintenance. The automatic, adjustable clutch-driven oiler reduces oil consumption. The heavy-duty air filter with tool-less access provides superior air filtration for long engine life. A magnesium crankcase provides lightweight durability, while the chrome-plated cylinder extends engine life. The CS-490 is easy to operate and comfortable, weighing only 10.6 lbs. A vibration-reduction system reduces operator fatigue. Easier start-ups (hot or cold) are facilitated by a reduced-effort starter. A side-access chain tensioner makes chain adjustments easy. All Echo chain saws are covered by a one-year commercial warranty and five year consumer warranty. Call 847-540-8400; visit echo-usa.com.
Efco MT 6500 Efco introduces a new professional saw, the MT 6500. Designed for demanding use, such as felling medium to large size
trees and frequent firewood cutting. Compact and versatile, this saw offers an optimal power to weight ratio. The lateral chain tensioner simplifies adjustments avoiding any contact with chain. An adjustable oil pump activates automatically when the chain starts moving. Starting is made easy with an equipped decompression valve. Maintenance on the air filter is easily accessible with a no tools required air filter cover. Efco’s self-cleaning air filter design allows for maximum filtration with minimal maintenance required. The MT 6500 includes a separate one-piece handle section to reduce vibrations and increase operator comfort. In-board clutch allows for easy bar and chain replacement. The 63.4cc engine delivers 4.7 HP, giving the user a high power to weight ratio on a professional saw that only weighs 14.8 lbs. Call 800-800-4420; Visit efcopower.com.
Stihl MS 193 T The Stihl MS 193 T is the newest addition to the extensive line of Stihl chain saws designed for arborists and tree care professionals. Its fuel efficiency and improved technology make it an ideal choice for the demanding professional who wants a premium, top-handle chain saw for in-tree cutting. Advanced engine technology in the MS 193 T delivers peak performance in a variety of conditions. The IntelliCarb compensating carburetor automatically adjusts the air/fuel ratio to maintain the engine’s RPM when the air filter becomes restricted. Designed with the tree care professional in mind, the compact, top-handled design, low weight, and superior power-to-weight ratio make it ideal for in-tree work. Low vibration and good ergonomics make it maneuverable, comfortable to operate and reduces operator fatigue. This easy-to-operate Stihl product is proudly built in America. Call 800-467-8445; visit stihlusa.com.
TriLink Saw Chain At TriLink Saw Chain, we believe that quality is the key to success. Our guide bar and saw chain factory is ISO 9001:2000 certified. This certification gives customers the confidence that they are buying from a company committed to providing quality products and service. TriLink Saw Chain offers a complete line of professional saw chain as well as low kickback saw chain that has been tested, approved and listed by Underwriter’s Laboratories to meet all standards for low kickback chain in accordance with the American National Standard Safety Requirements (ANSI B175.1) for gas-powered chain saws. Our manufacturing facilities are audited quarterly by Underwriter’s Laboratories to maintain this listing and your confidence in our products. TriLink also offers a full line of consumer and professional grade guide bars including laminates, solid replacement sprocket nose bars and solid hard nose bars to meet every customer’s needs. We also offer a full line of saw chain maintenance accessories and safety items for the forestry professional. Call 877-492-9829; visit trilinksawchain.com. POWER EQUIPMENT TRADE
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DEALERvoices
Ethanol War Rages On As we all wait for the upcoming ethanol proposal, don’t hold your breath. EDITOR’S NOTE: Dan Shell wrote this opinion in late May, and while it is anchored around a June 1 deadline, most in this industry know that if the past is any indication, June 1 will not see an official requirement for 2016. This insight is important, and this wealth of information is not to be missed, even if you might be reading it after June 1.
A
s we get deeper into the spring-summer mowing season and dealers sell ever more ethanol-fighting fuel additives and continue to rebuild and replace those gunked-up carburetors, the big ethanol news is supposed to happen June 1, when the U.S. Environmental Protection Agency (EPA), under court order, is going to release the renewable fuel ethanol blending requirements for—wait for it—2014. Say whaaaaaa? You see, when the ill-conceived federal renewable fuel standard (RFS) legislation passed way back in 2007 proved itself completely unworkable in the marketplace by 2013, the EPA looked at reality and reduced the 2014 ethanol blending requirements from 18.2 million to 15.2 million gallons—a 16% reduction. Of course the ethanol industry, which has benefited greatly from a federal requirement to purchase its products, had a complete fit and lobbied heavily for even more government intervention. I remember reporting on a massive special interest blitz in December 2013, when 144 registered lobbyists, plus industry officials and assorted hangers-on, held an all-day hearing at a Washington,
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DC area hotel that included 24 separate panel discussions on the pros and cons of ethanol blending requirements. Yet since then—and possibly because of such Herculean lobbying efforts—the renewable fuel standard ethanol blending requirements have remained frozen in time. There are currently no published requirements for 2014 or 2015 and don’t dare hold your breath waiting for 2016. After coming out on the losing end of several lawsuits concerning EPA’s approval of 15% ethanol-blended gasoline as standard transportation fuel, industry won one this year: The American Petroleum Institute and Fuel & Chemical Mfgs. trade groups’ legal action flushed the EPA from its bureaucratic hiding in violation of the law since late 2013 when the proposed 16% ethanol blending reduction was pulled. (The law requires blending targets for each year be released by November of the preceding year.) As part of the suit’s settlement, EPA agreed to re-propose the 2014 ethanol blending requirements by June 1 and finalize requirements for both 2014 and 2015 by November 30, 2015—just in time to be two years late. Of course what’s really late is the recognition of reality by most all involved, that the blending requirement targets are completely unrealistic and unreachable. Remember the “blend wall” where reduced U.S. demand for gasoline and the E10 blend approved for fuel made reaching the ethanol blending requirements impossible to reach? Well, the blend wall hasn’t gone anywhere and is really the reason behind the push for E15, which PET has reported on extensively. (Yet another column.) Word is that EPA will “propose” a “requirement” for 2014 that’s the same amount blended last year, and do much the same with the requirement for 2015
by November 30 this year. Of course, that’s the date the 2016 proposal is due. But like I said, don’t hold your breath. * * * A few months ago, PET threw a little accelerant on the ethanol debate fire, when Donn Larson’s pro-ethanol opinions were published under a somewhat controversial headline in the Powerlines column. Dealers across the country have called, e-mailed and faxed rebuttals to his opinions. Below are some of the more lucid, and somewhat valid, responses. “He speaks of the need to be careful of what information we find on the internet and then speaks of the ever eponymous ‘big oil’ as if there is some organization by that name spreading all kinds of evil. Apparently he’s not aware that the oil industry is very complex and that it would be quite a challenge for all facets to come together to collude with each other and that of the main companies that the average person would know about— these are actually owned for the most part by individual sorts of stockholders so that as they do well—we all do well. The days of the oil trusts are well behind us. But the discussion has been initiated. And that’s a good thing.” —John Fischer, Palatine, Ill. “Go buy a new chain saw with a fixed jet carburetor: Leave ethanol fuel in it for 2-4 months and see what happens; sure the old style carburetors that have high and low adjustments screws can sometimes be adjusted to compensate for the varnish but good luck on the new ones.” —Rick, Missouri “I believe I would have greatly enjoyed the ‘particularly lively conversation’ Donn Larson had with Dan Shell. Dan has been perhaps the most authoritative, well researched, and understandable provider of information concerning ethanol to date. I have a folder with articles from PET, The New York Times, Husqvarna, Stihl, Briggs, government “experts,” etc., to help my customers understand what ethanol issues are and how they can mitigate these issues. I realize the quality of gas can vary greatly across this nation, and I am in a region with consistently poor gas so my perspective is based accordingly.”—C. E. PET Oliver, Nineveh, NY
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Have The ‘Guts’ To Charge More Labor rates must cover costs and provide profits. BY JOHN WALKER
T
en to 15 years ago Tom Peters wrote the book “In Search of Excellence”—a popular and best-selling manual for anyone selling a product in today’s marketplace. He commented that you had to have “guts” to charge a higher price for a good product. Over the years I have known dealers who were selling the #1 product within the industry they were working. Yet despite having the best product within their industry, their margins on that product were little more than those others who were selling a like product. When asked why they failed to get more money for their product, as they were #1 in U.S. or global markets, they always had the tendency to state: “If we asked for more money we would no longer be competitive and would lose the sale!” Ask 10 of your top customers what your labor rate is and chances are they will have absolutely no idea. Ask the same customers what they expect of your shop and they will probably reply: “We want the job done right the first
time, and on time, and we want minimum unscheduled downtime.” Ask that same customer what his cost is to perform his/her own service work and you will discover the customer does not have a clue and at best he will believe it to be the “hired-hands” hourly wage. Here again the dealer is hesitant to increase his labor rate for fear of being non-competitive. A study of Industry Cost of Doing Business Studies indicates that equipment dealers leave a tremendous amount of money on the table every year in their service departments. This is unfortunate and unnecessary and dealer survival will require putting a stop to all shop losses. Unrealistic labor rates are certainly not the only cause of un-profitability, but if not, they are way ahead of whatever is second on the list. Equipment today is becoming more and more sophisticated. According to most dealers, finding qualified technicians to work on this equipment is becoming an impossible task. This has become a “chicken and egg” scenario for the dealer. If dealers don’t charge higher labor rates, how can they afford to hire and keep qualified technicians? How do you establish your labor rates? Most dealers still run a check of
Considering service is where dealers have more control, labor rates must produce profit.
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all the local dealers in their own market and settle on what other dealers charge. Admittedly, this is partially because so many manufacturers require dealers to do this. Some dealers look at the Cost of Doing Business Study and follow along with what other dealers do. But are these numbers accurate? Cost of Doing Business Studies report a typical labor rate of $80/hr. (example). The dealer has an internal rate of $40/hr., and 50% of labor sales are internal so in actuality the dealer’s overall labor rate is roughly $64.98 an hour and that just doesn’t “cut it” in today’s market place. Ask a dealer why he sets his labor rate where he does and he will tell you that competition determines his labor rate. Ask the dealer who has the best shop in town with the best technicians and he will quite probably reply that he is quite possibly one of the best. What market research has been done on the competition? If your labor rate is $80 and the “shade tree” mechanic is offering $40, then he is half your labor rate and you cannot compete at a higher rate. But what if the “shade tree” mechanic took three hours to do a job when your dealership could do the same job in one hour. But what if the “shade tree” mechanic did a great job servicing your older models but knew absolutely nothing about the new equipment your dealership was now selling? But what if the “shade tree” mechanic failed to guarantee his work? Answer these questions and more before you say you cannot compete against those “others” for your service business. Take a long, hard look at some of the costs involved in operating your shop and note many are increasing yearly, while labor rates remain stagnant. Here are the common items that affect your dealership’s Labor Rate: Technicians Wages, Workers’ Comp, Federal and State Unemployment Taxes, F.I.C.A., Group Insurance, Employee Pension Plans, Service Manager Compensation, Liability Insurance, Shop Supplies and Tools and many more common items are increasing in cost on a regular basis. Ask yourself if these costs are going up, shouldn’t your labor rate increase to cover the shop’s increased costs? Many successful equipment dealers have developed Flat Rate Labor Pricing. This is a program automotive dealers have used effectively for years. The program increases profitability and makes it possible to hire and keep top-notch technicians. Despite this, dealers continue to hesitate setting up flat rates, all because they do not believe it will work. 23 Equipment dealers too often ar-
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SHOWroom FEATUREproduct
PulseTech QuadLink The QuadLink works with any 6V or 12V battery maintenance charger up to 8 amps using the standard 2-prong output connector. The QuadLink does not change the capabilities of the battery charger it is connected to, but simply increases the number of batteries that can be charged. Once connected via extension leads (included), to up to 4 batteries, the station or battery that is currently being charged is indicated by a blinking LED light on the QuadLink. Every 10 min., the QuadLink switches to the next battery in line. If there is no battery connected to a given channel, the channel will be skipped after a short qualification process. Cycle rotation will continue indefinitely, maintaining the charge of all 4 batteries automatically. PulseTech recommends its PulseTech Xtreme Charge Charger, which utilizes the company’s patented “pulse” conditioning that minimizes the size of damaging lead sulfate crystals and increased battery life cycle up to five times. Call 800-580-7554; visit pulsetech.net
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Water Cannon Upgrades New for 2015 is Water Cannon’s roll cage protected pressure washer, powered by a Kubota Z6021Bl or DH90Bl engine, built to prep surfaces and destroy even the most stubborn contaminants common in commercial settings. With up to 8 GPM and 4,000 PSI, this finely tuned hot water pressure washer has a General or Annovi Reverberi pump and exceptional 5-year manufacturer’s warranty, including an engine warranty, and 5 year prorated coil warranty. To best tackle all types of water blasting applications in any location, a 12 diesel fired burner, 15 gal. poly diesel fuel tank, 40 AMP charging system and battery box, make this Water Cannon pressure washer wholly self-contained. Dependable Beckett burners deliver a 118˚F water temperature in-
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SHOWroom crease (210˚F max.), and a highly efficient schedule 80 coil with a molded combustion chamber offers access to hot water within seconds. A 3VX belt system with 4 belts, delivers balanced power transfer for complete control. Engine and pump oil drains mean maintenance is simple and hassle free. Built-in features such as a safety pressure relief valve and a thermo-sensor that prevents overheating in bypass mode safeguard the pressure washer and its operator. A durable roll cage with a lifting hook makes it less difficult to move this washer and protect it from potential damage. Call 800-333-9270; visit watercannon.com
Solo 451 Backpack Mist Blower In addition to plant protection, these sprayers can be used for disinfecting large areas like gymnasiums. They are also the best choice for mosquito, pest and parasite control in orchards, farms, animal herds, stables, large storage areas, ships and containers. Solo 451 mist blower’s popularity is due to its impressive spraying capacity and light weight. The 451 mist blower creates a fine mist, applying chemicals over large areas more efficiently than traditional sprayers. Solo mist blowers are equipped with a powerful 66.5 cc Solo engine with a Nikasil coated cylinder. The extra-large polymer impeller produces high air volume at a lower RPM, reducing fuel consumption and noise level. Advanced engine technology ensures low fuel consumption, reduced exhaust emissions and high performance in continuous use. Call 757-245-4228; visit SoloUSA.com
B3C Ethanol Shield 2-Cycle Oil One must when operating 2-stroke equipment (like your valuable chain saw!) is 2-stroke oil. Unfortunately, there are problems with today’s modern fuels that standard 2-stroke oils are not designed to handle. All fuel containing ethanol has water in it because water is bound to the ethanol. Then ethanol attracts more water, and as more water accumulates in the fuel mixture, the real problems begin. The term “phase separation” is the point when this ethanol and water mixture reaches saturation and “falls out,” settling on the bottom of the tank and getting pulled into the engine through the fuel line. This mixture leads to issues like corrosion, varnish, rust, brittle rubber/ plastics, and more. When standard 2-stroke oil is added to fuel, it actually increases phase separation. Also, standard oils contain detergents that don’t mix with ethanol, leading to excess deposits, fuel problems and engine issues. B3C Fuel Solutions’ Ethanol Shield 2-Cycle Oil is the solution when standard oils fail, offering the ultimate in engine protection. This ultra-synthetic blend 2-in-1 formula is a premium quality 2- stroke oil with the benefits of Ethanol Shield. Ethanol Shield 2-Cycle Oil is the “bridge” that bonds fuel, ethanol and water, preventing phase separation and associated problems. This 50:1 mix ensures the most protection on the market today for any 2-stroke engine, including string trimmers, blowers, snowmobiles, chain saws and more. Ethanol Shield 2-Cycle Oil provides 2 exceptional products at a cost comparable to “average” 2-stroke oils with the convenience of ease of use and no measuring, no need to mix additional additives. Call 843-347-0482; visit b3cfuel.com 22
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Obsolete McCulloch & Obsolete Green Machine
9009
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18 gue that flat rating is too difficult to institute because of the variety of equipment they service and the conditions under which the equipment operates. Meanwhile, most all manufacturers develop flat rates for warranty. While most dealers and service managers will argue these rates are unrealistic, they can be used as a guideline. If you believe the manufacturer’s flat rates are off by 15% to 20%, then adjust your own flat rate program accordingly.
Customers will pay more for good service.
Look at the advantages available to you as an equipment dealer by establishing Flat Rate Labor Pricing: 1] Profit can be increased by reducing job times. 2] Invoice disagreements can be eliminated. 3] Technicians can be given specific goals to meet. 4] The program can be used as the basis for a technician’s incentive compensation program. 5] Many customers prefer to know the
Re-figure your last year’s sales with an additional three, four or even five dollar increase in your hourly labor rate, you are absolutely guaranteed to find your shop a “whole lot” more profitable! cost before the work begins on their equipment. 6] Technicians efficiency and productivity can be easily measured at the time the job is completed. 7] The effects of efficiency improvement expenditures can also be measured. Flat rate labor pricing also allows a sales person to quote the customer in the field, to develop a sale on the site, and avoid the possibility of the competition having the opportunity to quote on the job. Why not take the time now to review your Service Department’s labor pricing? Have the guts to raise your rates a “couple of bucks”! Review your last year’s labor sales. Re-figure your last year’s sales with an additional three, four or even five dollar increase in your hourly labor rate, you are absolutely guaranteed to find your shop a “whole lot” more profitable! Many manufacturers lock dealers in to a once-a-year increase in labor rates. You may believe that since you just raised your rate you can’t do it again for
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
another year. Recognize, however, that this manufacturer limitation is for warranty purposes only. It has absolutely nothing to do with customer or internal labor sales. It is your business, have the guts to charge a fair price for the quality service your shop performs. Your service department is there for one purpose and that is to produce a profit for the dealership. For dealers who are interested in improving your shop profitability and your overall dealership’s profitability, ask for and we will immediately email you our manual entitled: “Figuring Your Dealership’s Labor Rate.” This manual is 30 pages and is specially priced for our readers at $16.99. In your email please include your name, title, dealership name and location, your major line of products and in which of our publications you read about this offer. If for any reason you are dissatisfied with this manual, let us know and you can “tearup” your invoice. Email us at: amsconco@aol.com and your manual will be on its’ way immediately . . . have the “guts” to establish a reasonable and profitable Labor Rate for your dealership . . . PET 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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4408
MN, ND, SD, IA, WI, TX
Nationwide
AR, KS, LA, MS, NM, OK, TN, TX
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8690
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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
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3376
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POWERsuppliers Tillotson Launches Generator Line Long-time premium performance carburetor manufacturer Tillotson, one of the oldest names in in the lawn and garden industry, is launching a power products division, starting in the U.S. with a new line of portable generators. The Tillotson Power Products (TPP) line features three gasoline generators at 4500W peak/3500W rated, 7500W peak/6000W rated and 10000W peak/7500W rated power, rounded out with two gasoline/propane dual fuel options on the 4500W/3500W and 7500W/6000W models. Tillotson Power Products plans to distribute the generators through specialty dealers and select regional stores rather than traditional big box stores. “Our generators are designed to offer a full range of features to appeal to regular users, like RV campers, racing enthusiasts and the construction industry,” says Charles Demirjian, President of TPP. “We’ve developed the line in conjunction with the help of the championship Tillotson Racing division to provide maximum performance, design as well as function. We think they are best suited to customers
who want something more than the standard generator.” The new system will be available in June 2015 for the 4500W models and later this year for the 7500W and 1000W models. Visit tillotsonpower.com or email sales@tillotsonpower.com for more information.
ADlink Easy access to current advertisers! www.poweret.com/adindex.html Don’t forget to bookmark this link! 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 After Market Services Altoz B3C Fuel Solutions Cannon Bar Works Green Industry & Equipment Expo Husqvarna Forest & Garden Masport Morbark Pferd Rapco Industries Rotary Stihl Tillotson Power Tilton Equipment Trilink Saw Chain Walbro
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DEALERtodealer
DALE STOTTS
Sadly, Still One Sided
OEMs make plenty of demands of dealers’ business operations. BY DALE STOTTS
I
n my past two articles, I’ve written about different topics concerning this industry, and after receiving feedback from those, I got a lot of comments about other areas of the industry. So this month I tackle the topics brought to my attention from other dealers. We are all familiar with these topics, and yet, they are still slanted away from helping dealerships’ actual bottom lines.
Co-Op Advertising The first observation, and concern for some, is co-op advertising money offered from the majority of manufacturers. Dealers are constantly told that we have “free” co-op money to use, so why aren’t we using it? Smaller dealers feel there is a large problem with this whole situation: Up-front paying for this “free” money from the manufacturers. The question presented to me from several dealers was, for a dealer to use this so called free money, we must first jump through the manufacture’s hoops to even approach using it. Then the dealer must pay the total up-front cost of any advertisements, while then normally waiting for the manufacturer to issue a credit memo to pay for their share of the advertisement. Quite often a dealer may have the total investment for up to 6 months before receiving his credit memo from the manufacturer. Yes, I said “credit memo” not “cash” or “check payment” to the place where the advertisement was published. Meaning, the dealer has their money invested with no investment from the manufacturer. So, really, the “free money” isn’t really free for anyone, except the manufacturer. The other main concern about this practice revolves around the actual advertise30
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ment itself. Normally the advertisement is 80% or more for the manufacturer’s products and “THEIR! NAME” displayed or spoken many times, with less than 20% actually being for the dealer. Usually dealers are mentioned in a tagline at the very end of the advertisement. Heaven forbid if the dealer should try to be creative and alter the manufacturer’s pre-written message. If a dealer should dare alter this advertisement, then the dealer risks holding the bag for all of this co-op monies. Why is this done? Because the manufacturer, or their representative ad agency, knows more about a dealer’s customer base than the dealer--so there is no reason to alter the advertisement. Really?
Showroom Displays It is my understanding that this next area of concern has never been addressed: Why do manufacturers have the right to demand a certain amount of floor or wall space to be totally dedicated to their particular products? If a dealer for some reason doesn’t agree to this, the manufacturer will not accept the dealer agreement and will not sell the
turer, invest several thousands of dollars in wholegood inventory to be displayed. Now this doesn’t include the thousands of dollars in replacement parts and special tools, plus paying—here we go again—for educational training of the dealer’s service technician(s).
Financial Statements What is even more one-sided, is the practice of submitting total financial statements to manufacturers, and especially their representatives. The one sided part? Do not ever ask for a distributor or representative to complete one for the dealership to investigate. My question, as well as several of my fellow dealers, is, “Why not?” Granted I’ve been in operation for over 50 years and during this time I’ve lost count the number of manufacturer representatives who have vanished from the industry. Why even a number of manufacturers have left dealers holding the bag needing warranty payments and or left with unit and parts inventories which have no actual value since the product built has no manufacturer support. When a manufacturer has closed their doors, unless they are purchased from another entity where are the parts and warranty support coming from? As I told one sales rep, “I know how stable my business is—I’ve been in business longer than your operation. So who says your firm is any better than mine? What gives you the right to demand my finan-
“That isn’t done in this industry” seems to be the answer to all of my fellow dealers’ questions. store product. Take for instance this recent demand from one manufacturer’s rep.: “Mr. Dealer, you must have 2700 feet of wall space dedicated to our product or we can’t allow our equipment to be in your store.” What?! Sadly, in grocery stores it is the complete opposite of how dealers in this industry are treated. A major canned food company must pay so much per shelf or floor space to the big box store or their product can’t be displayed or sold in the nationwide box store locations. In this industry that would be considered nuts! Following along this same line, dealers must now, after dedicating a certain number of square feet to the manufac-
cial statement yet you deny giving me one from you?” He had no answer except, of course, that this isn’t done in this industry. I’m curious to see what my fellow dealers think about the topics I’ve offered. Do you actually feel manufacturers have the right to operate and demand things, they way they do today? Hey, I guess since this is the way it has always been why ask for changes. So what do you think? Dale Stotts owns and operates Stotts Engine Service, Monett, MO 65708; fax: 417235-1156; or e-mail: djstotts@sbcglobal. net. The views of Dale Stotts do not necessarily represent those of Hatton-Brown Publishers, Inc.
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