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POWERlines
A Hatton-Brown Publication www.poweret.com
DAN SHELL
Technicians Still Proving Elusive
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orking with Power Equipment Trade and with Hatton-Brown Publishers’ other publications, we talk to lots of small business owners across several industries. In each business segment, companies and employers are looking for technical help. Keeping increasingly complex equipment running is critical for many organizations, and power equipment dealers are up against a wide array of industrial competitors much larger than the several other dealers in your market. As labor shortages persist, industry seeks to adapt: On the landscaper side, robotics are expanding as operators seek to do more with fewer people. The spread of battery-powered rechargeable products, while still early in development, could also have an effect on small engine technician demand with their less complex designs and electric motors that have limited service menus compared to gas-powered equipment. But that relief is a long way off for the average dealer looking to clear an ongoing three-plus week turnaround time during the busiest months of the year. For many dealers, finding technicians can also be a “grow your own” project. This takes effort and outreach but can be ultimately rewarding. Basically, you contact local educators of all types and set your business up as a contributor to their programs. This can take the form of donating used equipment and tools, participating in “career day” events and—to be most effective—set your business up as an internship site for a local technical school or program. (In Alabama we’ve seen some trucking companies and service centers have success working with diesel programs and creating internships that are filled by students interested in the industry and hungry to learn.) The Equipment & Engine Training Council (EETC) is a fine organization offering resources to develop more and better small engine technicians. Dealers seeking to develop new technicians would be smart to start with one of EETC’s 63 accredited schools located across the nation to begin looking. If there’s not a vocational school in your area, work with the local vocational schools and high schools that are, especially those that have engine repair or other technical programs. High school counselors can also help identify the kids who might be interested in such work. If your local educators don’t know about EETC, put them in touch. In this issue, we contacted dealers around the country to ask about how their service departments were faring this summer, and the responses were as varied as the weather. Yet on one topic the dealers all had the same response: We need more technicians. Likewise, this month’s dealer profile subject, Dan Robinson of Precision Turf Equipment in Snohomish, Wash., says he could use another technician. He also notes that the lack of entry-level technicians will eventually affect dealership continuity—it already has in his market as many small engine businesses can’t find the personnel to operate growing, forward-looking businesses. Right now Robinson is following a successful business model that relies on mobile service and taking good care of commercial customers. He’s a leader in his end of the greater PET Seattle market, but the overall technician labor situation in his area remains tough.
Hatton-Brown Publishers, Inc. Street Address: 225 Hanrick Street Montgomery, AL 36104-3317 Mailing Address P.O. Box 2268 Montgomery, AL 36102-2268 Tel: (334) 834-1170 Fax: (334) 834-4525 Publisher/Adv. Sales Manager David H. Ramsey Chief Operating Officer Dianne C. Sullivan Editor-in-Chief n Rich Donnell Managing Editor n Jessica Johnson Senior Editor n Dan Shell Senior Assoc. Editor n David Abbott Associate Editor n Patrick Dunning Contributing Writers Greg German, Sam Stearns Publisher/Editor Emeritus David (DK) Knight Art Director n Cindy Segrest Ad Prod. Coordinator n Patti Campbell Circulation Director n Rhonda Thomas Marketing/Media n Jacqlyn Kirkland Advertising Sales Southern U.S. Randy Reagor Tel: (904) 393-7968 Fax: (334) 834-4525 E-mail: randy@hattonbrown.com Midwest U.S., Eastern Canada John Simmons Tel: (905) 666-0258 Fax: (905) 666-0778 E-mail: jsimmons@idirect.com Western U.S. & Canada Susan Windham Tel: (334) 834-1170 Fax: (334) 834-4525 Email: windham.susan4@gmail.com Europe & Scandinavia Murray Brett Tel: +34 96 640 4165 +34 96 640 4048 Email: murray.brett@abasol.net Distributor Library Kathy Sternenberg Tel: (251) 928-4962 ksternenberg@bellsouth.net Classified Advertising Bridget DeVane Tel: (334) 699-7837 (800) 669-5613 bdevane7@hotmail.com
Contact Dan Shell; ph: 334-834-1170; fax 334-834-4525; e-mail: dan@hattonbrown.com
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Reprint Sales Patti Campbell Tel: (800) 669-5613 patti@hattonbrown.com
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Volume 68
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Number 4
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AUGUST 2019
Our 733rd Consecutive Issue
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Founded in 1952
Renew or subscribe on the web: www.poweret.com
FEATUREstories
8 PRECISION TURF 11 2020 MOWER PREVIEW 20 SUMMER SERVICE 23 SHOWROOM Building On Mobile Service
Latest Technology, Newest Models
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Dealers Detail Busy Season Progress New Products For Yours
VALUEadded Powerlines ___________________________________ 3 Power Suppliers ______________________________ 6 Distributor Library ___________________________ 24 PowerWorks ________________________________ 27 PETcetera/Ad Index __________________________29 Dealer To Dealer _____________________________30
COVERphoto Precision Turf Equipment has developed from a mobile service venture to a major commercial contractor sales and service operation in the market just north of Seattle. Story begins on Page 8. (Cover photo by Jessica Johnson, design by Shelley Smith)
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Member Verified Audit Circulation Power Equipment Trade (ISSN 1063-0414) is published 6 times annually (February, April, June, August, October and December) by Hatton-Brown Publishers, Inc., 225 Hanrick St., Montgomery, AL 36104. Subscription Information—PET is sent free to qualifying industry professionals in the U.S. All non-qualified U.S. subscriptions are $55 annually; $65 in Canada; $95 (Airmail) in all other countries (U.S. funds). Single copies, $5 each; special issues, $20 (U.S. funds). Subscription Inquiries—TOLL-FREE 800-669-5613; Fax 888-611-4525. Go to www.poweret.com and click on the subscribe button to subscribe/renew via the web. All advertisements for Power Equipment Trade magazine are accepted and published by Hatton-Brown Publishers, Inc. with the understanding that the advertiser and/or advertising agency are authorized to publish the entire contents and subject matter thereof. The advertiser and/or advertising agency will defend, indemnify and hold Hatton-Brown Publishers, Inc. harmless from and against any loss, expenses, or other liability resulting from any claims or lawsuits for libel violations or right of privacy or publicity, plagiarism, copyright or trademark infringement and any other claims or lawsuits that may arise out of publication of such advertisement. Hatton-Brown Publishers, Inc. neither endorses nor makes any representation or guarantee as to the quality of goods and services advertised in Power Equipment Trade. Hatton-Brown Publishers, Inc. reserves the right to reject any advertisement which it deems inappropriate. Copyright ® 2019. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Periodicals postage paid at Montgomery, Ala. and additional mailing offices. Printed in USA. Postmaster: Please send address changes to Power Equipment Trade, P.O. Box 2419, Montgomery, Alabama 36102-2419. Other Hatton-Brown Publications: Timber Harvesting n Southern Loggin’ Times n Timber Processing n Panel World n Wood Bioenergy
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POWERsuppliers New Rotary Sales Manager Rotary Corp. has appointed Brad McCullough territory manager for west North Carolina, east Tennessee and southwest Virginia, according to an announcement by Mark Smith, chief sales officer. MCullough was previously a national account manager for another parts supplier and has served as a sales representative in North Carolina and Tennessee for many years. In his new position with Rotary, McCullough will be responsible for business development including sales and support for power equipment dealers in his territory. “Brad is very familiar with the region and we are excited to have him on our sales team,” comments Smith. “His experience and commitment to outstanding customer service will help us build powerful partnerships with both our current dealers and new Rotary customers in the area. Our goal is to ensure long term success for our independent dealers.”
GIE+EXPO Offering Free Parking
Attendees at GIE+EXPO 2019 will now benefit from free parking at the Kentucky Exposition Center (KEC). Show organizers have arranged free parking for participants all three days of show, October 16-18, 2019, in Louisville. “We recognize that GIE+EXPO is an investment in each attendee’s business, and we strive to make it as affordable as possible,” says Kris Kiser, managing partner of GIE+EXPO and Outdoor Power Equipment Institute President. “More importantly, the free parking will allow easy access for all attendees and exhibitors. A major challenge for any large event at a venue like KEC is payment processing at gates. Now at GIE+EXPO, there’s no more waiting at the gate, which means more time on the show floor.” Additional opportunities for participants to save on travel to the show include pre-arranged hotel rates and airline discounts. American Airlines discounted fares are available by contacting their Meeting Services Desk, (800) 433-1790; use authorization number: A18H9BL. Delta is offering up to a 10% discount on flights, using meeting code NMT7H. For groups of 10 or more, call (800) 328-1111. Southwest Airlines is offering
Homelite Did It First Alert PET reader and retired dealer Lee Puig, former owner of Puig Tool in Mokena, Ill., (now run by his son), noted that Homelite had introduced the Homelite EZ-6 direct drive saw in 1957, two years before Stihl came out with its direct drive Contra saw that was profiled on page 30 of the June issue of PET. Puig says he remembers the Homelite EZ-6 because his father and uncle were partners in a small logging-sawmill business back in the 1950s and ‘60s and he remembers the two using those Homelites. According to the old saw experts at Chain Saw Collectors Corner (acresinternet.com), the Homelite EZ-6 one-man direct drive saw was a one-year wonder, introduced in 1957 and discontinued in 1958. Made of die cast magnesium, the unit weighed 19 lbs. (powerhead only), had a Tillotson carb, and ran a 7/16 in. chain with a 10:1 gas:oil ratio. 8% off Anytime & Business Select fares; 2% off select Wanna Get Away fares and 50% bonus Rapid Rewards points, using company ID: 99636972. United Airlines is offering up to 10% discount on flights, using code: ZGWW649353; or call United Reservations Meetings at (800) 426-1122. Shuttle buses will run between the airport, exposition center and select hotels.
OPEI Meeting Focuses On Future Business
During its recent annual meeting in Park City, Ut., Outdoor Power Equipment Institute officials and attendees from its many member companies and organizations enjoyed presentations from a wide variety of authors, business consultants, economic advisers, “influencers” and others who brought a message: inescapable business changes are coming that will impact everyone, and successfull businesses will be those that adapt best. Within the context of OPEI’s annual meeting and the Board of Director’s meeting, many in attendance began mapping out strategic plans for coming changes in business. “In addition to what’s occurring with the economy and technological shifts, the industry is facing a number of pressing issues with the emissions changes in California, impact of tariffs on trade, and ongoing threats to the managed landscape,” says Kris Kiser, President and CEO of OPEI. “The board discussed these issues at length and mapped out a game plan.” Recognizing the 10 years of “turfMutt” success, the OPEI Board moved to create the TurfMutt Education Founda-
tion, which will take the program to the next level. Kiser adds the board also discussed the continued mega-growth of GIE+EXPO, the industry’s signature trade show held annually in Louisville, Ky. that continues to break records. New this year for GIE+EXPO is a partnership with Louisville Tourism on a “Land in Louisville” campaign designed to educate the fly-in audience that coming to the show is easy and affordable when planned in advance. During the meeting, the board also elected two new members: Brian Melka, President, Kohler Engines and Will Walton, III, Business Unit Head, Vice President, Honda Power Equipment. Ed Cohen, retiring OPEI board member from Honda, was thanked for his decade of service. For the next year, OPEI officers and remaining board members are: Board Chairman Bjoern Fischer, President, Stihl; Vice Chairman Rick Olson, President and CEO, The Toro Co.; Secretary/Treasurer Tom Duncan, President and CEO, Positec USA, Inc. Immediate past chair is Dan Ariens, Chairman and CEO, Ariens Co. Rounding out the board are Earl Bennett, President, Husqvarna North America, Husqvarna Professional Products; Tim Dorsey, President, Echo Inc.; Peter Hampton, President and CEO, Active Exhaust Corp.; Tim Merrett, Vice President, Global Platform Turf & Utility, Deere and Co.; Rob Moll, CEO, MTD; Lee Sowell, President, Outdoor Products, Techtronic Industries Power Equipment; Todd Teske, Chairman, President and CEO, Briggs and Stratton Corp.; and Joe Wright, President and CEO, Excel Industries.
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POWERsuppliers Charter Releases Aspen Kubota Invoice Integration Charter Software Inc., maker of Aspen Dealer Management Software, announced that the most recent product release includes additional integration with Kubota Tractor Corp. Dealers will save hours in manual entry by using Aspen’s Kubota invoice download interface to pull KOARS invoices into Aspen so they can easily process parts packing lists, wholegoods invoices, warranty credits and complete similar tasks. “We are excited to continue our partnership with Kubota Tractor Corp. and continue to innovate the Aspen Kubota Interface to help dealers flourish. Any enhancements like this one are included in our Aspen Kubota Interface so Kubota dealers with Aspen automatically receive this new functionality without having to purchase additional software,” Anne Salemo, Charter Software Inc. President/CEO comments.
EDA’s Foundation Announces 2019 Scholarship Recipients
The Equipment Dealers Foundation (EDF), the charitable organization of the Equipment Dealers Assn. (EDA), has selected 18 men and women to receive their annual scholarship for the 2019-20 academic year. The objective of EDF’s scholarship program is to support the education, training and further development of current and potential employees in the equipment industry. Scholarship recipients are awarded $1,000 from EDF which is matched by their sponsoring dealership for a total of $2,000. This year EDA will be awarding a total of $36,000 to these well-deserving students. “This year we received nearly 30 scholarship applications from dealership employees around the country and we are thrilled to be presenting 18 students with a scholarship,” says Joe Dykes, VP of Industry Relations for EDA. “This group is seeking diverse degrees from Diesel Technology to Precision Ag and even an MBA student. We know these students will make a positive impact in their sponsoring dealerships and on the industry as a whole and we are proud to be able to contribute to their success.” The EDF Scholarship provides students in the equipment industry with funds needed to continue their educational training and development. Scholarships were awarded for a wide range of educational opportunities including technical training and four year degrees. Congratulations to the following students: Aaron Balcom, 21st Century Equipment LLC (Sidney, Neb.); Clay Cantrell, Tennessee Tractor (Alamo, Tenn.); Nathan Casady, Central Iowa Farm Store (Marshaltown, Ia.); Kelsey Davidson, Osceola Implement & Supply, Inc. (Osceola, Neb.); Cole Dial, Wm. Nobbe & Company (Flora, Ill.); Alexis Gomez, 21st Century Equipment LLC (Imperial, Neb.); Gannon Grauerholz, Carrico Implement Company, Inc. (Beloit, Kan.); Kent Holmes, Apple Farm Service, Inc. (Covington, Oh.); Bryan Manzer, Manzer Equipment, Inc. (Osmond, Neb.); Hunter McCurdy, KanEquip (Ottawa, Kan.); Caleb Meyer, Town & Country Implement (Rock Valley, Ia.); Aaron Schwartz, KanEquip (Marysville, Kan.); Xavier Smith, 21st Century Equipment LLC (Yuma, Colo.); Tayton Terry, Terry Implement Company, Inc. (Gallatin, Mo.); Evan Thomas, Mid-State Equipment (Jackson, Wyo.); Ryan Walson, 21st Century Equipment LLC (Torrington, Wyo.); Sheila Weninger, Ballweg Implement (Waupun, Wis.); and Holden Wilson, Heart Mountain Farm 6
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POWERsuppliers Supply (Powell, Wyo.) The EDF’s increased commitment and focus on workforce development in the equipment industry, including education and training, requires a significant need for additional funds to match the growth in applications submitted by current and future employees of equipment dealers. For more information about the EDF scholarship program or to make a tax-deductible contribution, visit equipmentdealer.org/ourFoundation.
“The (Really) Great Outdoors” Contest Winners Announced
After reviewing over 2,700 contest submissions, the Outdoor Power Equipment Institute’s (OPEI) Research and Education Foundation and Scholastic announced the winners of TurfMutt’s national “The (Really) Great Outdoors” contest. Lauren Wu, a 6th grade student at Robert Healy School in Chicago, Ill., won the $2,500 grand prize for her essay and illustration about creating a community green space for her urban neighborhood. Designed to be inclusive so it serves everyone in the neighborhood, her outdoor space features an oak tree, a tree house stocked with books for reading, swings, zip lines, seating areas, flowers, shrubs and grass. “People, plants, and animals live together in harmony here,” writes Wu in her entry. Wu’s teacher, Nicole Hauser and the school will each receive a $750 cash prize. “This is the first year we’ve expanded our annual contest to middle schoolers, who came up with some beautiful and, more importantly, functional and purposeful designs for green spaces,” says Kris Kiser, President and CEO of OPEI. Hope Wheatley, an 8th grader at Franklin Township Middle School East in Indianapolis, Ind., won first place and a $2,000 cash prize for her entry. Wheatley created a comic strip that featured characters working together to design a community garden. Her teacher, Kelly Barnes, and the school will each receive a $500 cash prize. An illustrated essay by 8th grader Angelica Undan of Kapolei Middle School in Kapolei, Haw., won second place. Her outdoor space included areas for people to meditate and relax their mind and spirit. She will receive a $1,500 cash prize, and her teacher, Daryle Mishina, will receive a $250 cash prize. “This year’s contest entries were so exceptional that we decided to award two third prizes,” says Kiser. A detailed makeover plan for a school courtyard took one of the third-place prizes, and was designed by Sean MayfairDrennen, an 8th grader at Braden River Middle School in Bradenton, Fla. He will receive a prize of $750. In an essay, he described his design for a courtyard with bright flowers and foliage. He writes, “It would bring a new element to the school’s environment, bringing more than just color but life to the courtyard.” His teacher, Nora Hyde, and the school will each receive a cash prize of $125. The other third-place winner was Luke Benkart, an 8th grader at Holy Sepulcher School in Butler, Penn., who wrote an essay describing a naturescape with trails, waterfalls and playgrounds. His entry included a drawing of his space as well. He says, “Nature is one of the most beautiful things we have to enjoy in our world.” Benkart will receive a cash prize of $750, and his teacher, Dorothy Johnson, and the school will each receive a cash prize of $125. The annual contest is part of the TurfMutt environmental stewardship and education program, which teaches students in grades K–8 to care for our living landscapes and appre- ➤ 19 POWER EQUIPMENT TRADE
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Service Keeps Dealer Moving Dan Robinson first got into small engine repair 30 years ago, working on-site service calls; he never dreamed his business would grow into what it is today. BY JESSICA JOHNSON SNOHOMISH, Wash. an Robinson, 60, first fell in love with the mobile service aspect of small engine repair while working in Las Vegas, Nev. before joining the
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U.S. Coast Guard. The Coast Guard brought Robinson from Nevada to north of Seattle, Wash., and following his career with the Coast Guard he once again began repairing small engines in his new town when son Adam was a baby. After seeing the need for a mobile tech to serve the flourishing mid- and large-scale landscapers in the area, Robinson opened his lawn and garden shop, Precision Turf Equipment, with the goal of servicing that market in that specific way. Thirty years later, Robinson’s lawn and garden shop is still going strong with son Adam as his full-time mobile mechanic while the store has as Robinson says, “grown bigger than we ever anticipated.” Robinson’s heart and soul remains with the mobile side of wrench turning, considering the
store as secondary. Twelve years ago Robinson moved Precision Turf to its current location, which includes a grouping of buildings with 5,000 sq. ft. for the showroom and shop on location and a barn with 10,000 sq. ft. of dry storage for overstock and items awaiting repairs. Having the barn, which has both and upstairs and a downstairs allows Precision to organize units and keep a significant amount of product in stock for commercial customers. Robinson says the dealership is about 90/10 commercial to residential customer base—doing quite well with the commercial cutters and putting the most focus into serving that group. He’s also seeing some growth on the consumer side as other area lawn and garden dealerships go out of business. “We kind of
Robinson continues to do quite well offering mobile service that links commercial cutters to the dealership and also provides visibility in multiple markets.
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struggle on the residential side. We are not well known. We work on a lot of residential pieces, but we don’t put the mowers out. We’re not on a thoroughfare that stimulates sales. We don’t put much effort on the residential side,” he admits.
home to the headquarters of tech companies like Amazon and Microsoft, and Robinson believes that many landscapers are using alternative fuels (like propane and batteries) because of their customers. For example, Robinson is the dealer for the landscape contractor that services the over 500-acre Redmond, Wash. campus of Sales Efforts Microsoft. The company went In terms of a territory, “green” and therefore the landPrecision is a little different, scapers must use battery-powlocated 25 miles outside of ered products. Seattle, thanks to the mobile With this push, Robinson technician and van. This says he’s tried every handgives presence and signage held battery line and finds in areas the dealership that the Stihl line is acceptwouldn’t otherwise have any able but many pros are going visibility. Customers are with Greenworks Commerpulled from Mount Vernon cial. Still, Robinson says custo Bellevue and into Kent— tomers drive his landscapers about a 60 mile radius. “We going to these products, since don’t have a good geographthe cost is still very prohibiic area,” Robinson admits. tive. “At this stage, though, if “Instead we pull from our it’s not a demand by the cusaccessibility on repair. Since tomer, you’re not going to get Adam pulls so far, he’s the price for the work for Precision stocks full parts selection in both dealership and service truck. down south and up north; we what you’ve had to pay to get pull more people through sion became a converting dealership, outfitted,” he reiterates. him where we might not have day in and Robinson conversion kits quickly While many parts are sold through and day out contact.” became in demand items when fuel Precision’s robust service offers, the Precision Turf does not focus on a prices were high. Now as prices have dealership does a fair amount in counter single handheld brand and is a full line somewhat stabilized, he’s noticed intersales, Robinson reports. He tries to stick dealer for Stihl, Echo, Shindaiwa and est is waning for propane-powered enwith OEM parts, but does deal a fair RedMax. Instead, Robinson designed gines with the exception of places that amount with Oregon and Rotary espehis lineup with the idea to be a onewant to be “green.” cially to landscapers who do their own stop shop for commercial cutters, and Seattle and the surrounding area is maintenance work. ➤ 10 not pushing one brand over the other. Adding, “They pick what they want and we provide it. I don’t have to be a salesman.” With mowers, Precision follows the same model, stocking Scag, Exmark and Toro riders and Toro and Exmark push mowers. “It’s a lot nicer,” Robinson says of carrying the main lines commercial cutters in his area run. “We don’t have to spend tons of time explaining things. They know what they want. The only selling we’re doing is to homeowners.” Being extremely short-staffed—only nine employees working part-time and full-time in the office, showroom and shop staff Precision—Robinson says it is sometimes difficult to give proper sales attention to homeowners. Precision’s engine lines include Honda, Kohler and Kawasaki with Kawasaki being their dominant brand. When propane engines first debuted in the marketplace, Preci- Facility includes 5,000 sq. ft. showroom and separate 10,000 sq. ft. barn for inventory, service storage. POWER EQUIPMENT TRADE
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Service Focus
In mid-May, Precision was operating three weeks out on repairs brought to the shop. Which, Robinson admits Precision has three techs, if you count doesn’t sound that bad. But, some comRobinson, and one counter guy who mercial cutters will come in and need turns wrenches in the winter. As part of service and might leapfrog a homeownthe agreement for landscapers to have er pushing three weeks to four. the mobile service tech come to their When a commercial customer will shop, all mowers serviced by Precision come in for service, Robinson’s staff will are trucked into the Precision shop in try to give them priority by tagging their December for winterization, which inequipment as an ASAP. The trouble for cludes steam cleaning and thorough inhim then becomes that almost all the spection. With more than 300 mowers, work orders say ASAP and there aren’t Robinson needs all four mechanics toenough people to do all the ASAPs. gether in the shop to handle the work“That’s when it gets frustrating,” he adds. load. But, as soon as spring hits, AdThe shop labor rate is $75 per hour am’s mobile goes back on its route, one and Precision will service the brands goes back to the counter, and Robinson they sell, plus others depending on parts availability like Honda. Robinson says the yard sometimes has everything under the sun, because yes, he will work on it all. He says it is something he wants to evaluate in the future and decide if he wants to continue. “You end up taking on stuff you don’t want to do, from larger customers or those that have nowhere else to go,” he explains. In his particular area true stand alone lawn and garden dealerships are few and far between. The mobile service van is fully outfitted, making it a shop on wheels with full lines of parts and the ability to do anything in the field that mechanics are able to do at the shop. “This is how we started, but it definitely wasn’t as nice,” Robinson laughs. The Precision Turf mobile service van keeps techs out of the weather and gives Robinson: It can be tough to figure out who’s first when they all have an ASAP tag. them the ability to work on 2-stroke equipment inside, while mid-mowers can be lifted from the back end. Parts are organized and stocked in carts bracketed to the van—though Robinson says he’s always trying to figure out a way to stock more parts including the expansive nuts and bolts collection on board. “You can get a whole job done and if you don’t have the last bolt, it’s still broken down,” he says. The mobile setup works for both Precision and the landscapers and is something Robinson could grow as big as he wanted—if he could find the trustworthy people to put in the vans. “Having someone show up every week and service everything; check oil, clean the filters, the landscapers’ needs beLarge regional customers are helping create more Robinson is taking a second look at policy of trying come less. They don’t have demand for battery-operated products. to work on everything customers bring in. catastrophes. It works.” PET 10
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fills in on the sales floor. “We get so far behind because we don’t have the people,” he emphasizes. The mobile service is a based solely on winterization. If a landscaper is not willing to give Precision their winterization, they are not eligible to be added to the mobile service route. In exchange, Precision discounts routine visits in the spring. For Robinson the winterization is a way to keep the dealership’s most expensive assets, mechanics, busy during what would traditionally be a time where they might be laid off. “It’s pretty tight to make great money on the winterization,” Robinson admits, “but it keeps everyone busy.”
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2020mowerpreview (Material supplied by Husqvarna)
Husqvarna Z500 Series Focused On Productivity, Durability T
he Husqvarna Z500 zeroturn series represents the latest design focused on productivity, durability and cut quality. Built and designed to ensure a long and productive product life, the Z500 provides extreme comfort, high ground speeds and superior traction for exceptional mowing efficiency. Industrial strength throughout the mower provides a longer service life while easy serviceability is a key in the design considerations. The new series consists of eleven products, four Z500 models and seven Z500X models, and stands out with its weld-reinforced 2 in. by 3 in. tubular steel frame, 7- or 10-ga. cutting decks and 10 in. diameter spindles, all protected by Husqvarna’s industry-leading five-year limited commercial warranty. Operator improvements include an automatic parking brake for fast and easy transitions, an easy-to-fold ROPS and easy-to-view deck height adjustment, allowing for improved operation and operator comfort. Smart design features such as tool-less fasteners, sealed and labelled fuse boxes and easy access to all major components will provide for faster and more convenient serviceability. The Z500 series also features a colored fuel gauge that lets the operator get a quick overview of fuel levels in the 12-gal. dual fuel tanks. Visit husqvarna.com.
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2020mowerpreview (Material supplied by Sunbelt Outdoor Products)
Spotlight on Quality, Spotlight on Sunbelt
XHT, Predator: Tough Mower Blades
Earthway Spreaders: The Professional’s Choice
Sunbelt Outdoor Products Predator and XHT blades are the strongest blades on the market. The secret to their strength and durability is in a patented austempering process called marbain, taking it a step further than competitors. Ideal for professionals, these blades require less sharpening, last longer and are lighter weight than other competing blades.
The professionals choice for spreaders, Earthway products save time, produce professional results and are tough enough to hold up to daily use. Earthway’s Ev-n-Spred technology ensures an even spread pattern, with higher accuracy than competing brands.
Accelerator Industries Premium Grass Catchers Ideal for professionals working in wet climates or any conditions where it is necessary to bag grass or leaves, the Accelerator Industries line of premium aluminum grass catchers are best in class. The drilled aluminum body provides high airflow that will prevent clogging that commonly happens with other bagging systems. 12
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Sunbelt Outdoor Products is a wholesaler of professional grade turf products and is celebrating 60 years in business this year. With nine warehouses across the U.S., Sunbelt can help you get the parts you need when you need them. Visit sunbeltparts.com.
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2020mowerpreview (Material supplied by Masport)
Masport Contractor 21 in. Self-Propelled Pro Mower New Blade Brake System W
ith mowers already renowned for their cutting, catching and mulching performance, the Masport professional range of mowers are built exceptionally tough and designed to tackle commercial applications. These self-propelled walk-behind mowers provide the perfect solution for homeowners and landscape professionals alike. In addition to the engine brake models, Masport’s Contractor 3N’1 professional mower line is now available with a Warner Electric BBC. This robust mulch, catch and rear discharge 21 in. mower comes with a choice of either a commercial Honda GXV160 or Briggs & Stratton series 850 professional grade engines; a commercial grade 3-speed GT “change on the go” transmission; a 14 ga. heavy-duty, high arch steel deck; and large diameter, heavy gauge, handles with three handle height positions. Commercial grade die-cast aluminium 8 in. front and 9¼ in. rear wheels, fitted with synthetic rubber tires are designed to operate under commercial conditions. Each wheel is complemented
by dual precision sealed bearings, making the mower easy to push and the wheels virtually maintenance free. The recently upgraded bolt-in heavy duty front axle and secured rear axle feature formed crank links and the 5⁄8 in. diameter stub axles provide strength and durability against heavy knocks. The axles are linked by a heavy-duty connecting rod, which is combined with dual compensation springs, allowing the operator to adjust the height with absolute ease in single height adjuster mode. The commercial grade steel rear flap provides strength and durability and helps secure the sturdy, large 80L dacron catcher. This catcher provides superior airflow and catching performance, while a dust cover directs airflow downward and away, reducing dust updraft for the operator. With a cutting height range of 1 in. to 4¾ in., this mower really takes the hard work out of cutting grass and is backed by a comprehensive warranty. Visit masport.com or contact powerdistributors.com.
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Rotary Offers Vast Selection Mower Parts, Accessories rom service jobs and minor repairs to complete engine overhauls, Rotary has the replacement parts it takes to get the job done. Guaranteed quality Copperhead mower blades, air filters, pre-filters, oil filters, belts, tires, starters, spark plugs and internal engine parts are available for all types of lawnmowers. Plus piston and spindle assemblies, carburetors, ignition kits, batteries, throttle controls, brake and clutch cables, idler pulleys, tune-up kits, wheel and deck accessories and much more! Backed by an exclusive parts warranty that ensures quality and performance, Rotary offers over 9,500 different power equipment parts for lawnmowers, trimmers, chain saws, brush cutters, pressure washers, snow blowers, garden tillers and more.
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Mower Blades Made In The U.S. Copperhead mower blades are engineered to perform better, last longer and cut with powerful force. Available for most any brand, Copperhead blades meet all OEM standards for operation and are ISO certified for quality and superior craftsmanship. Rotary uses only premium-grade American steel that is heated at extreme temperatures and tempered for uniform hardness. Copperhead blades are precision formed, balanced and sharpened to ensure a cleaner, finer cut with less vibration. Rotary manufactures approximately 9 million mower and edger blades annually at its state-of-the-art facility in Glennville, Ga. including heavy duty blades, professional grade mulching blades, flat blades, high and low-lift blades plus edger and dethatcher blades. The company’s huge assortment of blades is featured in a special 150-page section of its 2019 parts catalog, which is free for servicing dealers.
Filters Engineered For Protection, Performance Rotary offers all types of air, fuel and oil filters for 14
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mowers—professionally designed to protect engines under extreme operating conditions while ensuring maximum efficiency and peak performance. Commercial strength filters from Rotary improve airflow, horsepower and overall engine performance. Oil filters feature a special blend of fibers and resin that create a filter media with exceptional dirt-trapping capacity for maximum protection. Rotary carries a complete line of premium quality filters for small engines, trimmers, chain saws, ATVs and golf carts. A 60-page special section of the company’s 2019 catalog features the industry’s widest selection of air filters and pre-filters plus fuel, oil and transmission filters. Rotary manufactures a full line of pleated paper filters and foam air filters at its new facility in Georgia.
Next Day Delivery For 85% Of Customers Rotary has built one of the industry’s most advanced distribution networks. Most orders are processed and shipped the same day from eight distribution centers, ensuring next day delivery to nearly 85% of its customers in the continental U.S. For more information, visit rotarycorp.com.
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(Material supplied by Heftee)
K&M Quality
Heftee 4000 Mower Lift
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&M Manufacturing’s vision statement notes the company is dedicated to providing customers with the highest quality products and services in a timely and efficient manner and providing employees a safe and enjoyable work environment that ensures a challenging, fulfilling and rewarding work experience. K&M Manufacturing, which began as K&M Manufacturing and Repair, was founded in 1958. In the early '60s K&M expanded its product line to include replacement tractor seats. From there, the product line has continued to grow to more than 2,000 innovative products like seats, suspensions, steps, mirrors, floor mats, cab foam kits, warning light systems, tool boxes, weight boxes and many more items. Our products are custom built for Allis Chalmers, Case IH, David Brown, Ford, International Harvester, John Deere, Kubota, Massey Ferguson, Minneapolis Moline, New Holland, Oliver White, Steiger and Versatile tractors and mowers. The size of K&M has grown to over 32,000 sq. ft. of production space and over 40,000 sq. ft. of warehouse space for materials and finished products. K&M Manufacturing strives to maintain a close, long-term relationship with our dealers. The Dealer Reward Program allows for end-users to purchase online at tractorseats.com and give an incentive to their selected preferred dealer thereby maintaining their relationship with their dealer. Please contact K&M Manufacturing with specific program questions.Visit tractorseats.com
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or 20 years, the Heftee 4000 has been the lift of choice for technicians working on the largest riding mowers and commercial turf equipment. The 4000 safely accommodates equipment up to 84-in. wide and lifts up to 4,000 lbs., to 6 ft., in less than a minute. It’s ideal for shops short on floor space. There is no special installation required and the Heftee 4000 operates on 110 power. Technicians stand comfortably with unrestricted access to service areas, no longer laying on cold concrete floors in awkward positions to perform under-equipment jobs—and it’s freestanding for easy relocation within the shop. The Heftee 4000 standard equipment package comes complete with jacks, boom and extension arms for completing virtually any repair job. Heftee’s revolutionary single-mast design gives unrestricted access to the equipment. There are no crossbars or twisting cables, and the jacks, booms, support arms and easily adjustable work platforms all integrate with the lift. Making hard-to-service equipment easy to service is Heftee’s business. Any lift can lift; with Heftee the technician can focus on repairing hard-to-service turf equipment and utility vehicles better, faster, safer. Visit heftee.com.
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Oregon Mower Belts: Quality, Reliability W
ith more than 70 years in manufacturing lawn and garden power equipment, power equipment dealers know they can trust Oregon mower and equipment belts for both resale to landscape contractor customers and in their on-site servicing facilities. Oregon offers more than 1,600 belts available for every dimension and OEM, from Ariens Co. to Wright Mowers. Multiple rounds of testing are used to validate the quality and performance, with durability testing focused on the points where belts would need replacement, such as cracking, fraying, or burning.
the best fit for a customer’s needs. As with any Oregon product, dealers buying Oregon belts have the convenience of a global supplier network to provide expedited and reliable delivery. Oregon is a brand of Blount Internation-
al, Inc., a global manufacturer and marketer of products for the forestry, lawn and garden; farm, ranch and agriculture; and construction markets. For more information about Oregon products, visit OregonProducts.com.
Additionally, more than 60 new belts are now available for pre-order from the Oregon 2020 product catalog, and will be available to ship by Sept. 1, 2019. New Oregon belts are designed with transverse rigidity to distribute wear across the tensile cords evenly, leading to higher performance. These belts offer competitive pricing and quality compared to OEMs, with step-up product options available to meet a customers’ price point. The belts are tested and designed to run for more than 200 hours— nearly twice as long as industry-standard aftermarket belts. Oregon’s new belts are engineered and manufactured utilizing processes and standards established for automotive belts to ensure superior equipment belts in the market. A light wrap color is used to show debris and clippings providing customers with an easily seen signal of when to perform maintenance, eliminating surprise downtime due to belt wear. Dealers can use the Oregon belt measurer to provide customers with the exact information they need. Along with Oregon’s global technical support capabilities, dealers can also use the online part finder to quickly determine which belt is POWER EQUIPMENT TRADE
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Milsco V5400 Seat
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eat Warehouse recently introduced the Milsco V5400 air ride suspension seat designed to fit commercial zeroturn mowers. This premium, high back air ride suspension seat has durable heavy-duty waterproof vacuumed formed vinyl covering, an adjustable angle back rest with lumbar and flip up arm rests. The operator weight control is easily adjusted with a single knob. This seat is designed to fit most brands of commercial zero-turn mowers with the standard bolt mounting pattern of 11Âź in. x 11 in. front to back. The V5400 offers over two inches of suspension travel to give the operator the smoothest ride possible. Visit seat-warehouse.com.
POWERsuppliers 7 ➤ ciate their benefits. The program is marking its 10th anniversary in 2019. Contest entrants in grades 6 to 8 were asked to design, by writing about and/or drawing, a nature space that works for their lifestyle and community no matter where they live—city, country, suburb, house, or apartment. The contest was sponsored by Scholastic, the global children’s publishing, education and media company.
New Altoz, Wells Fargo Floor Plan Program
Officials with Altoz, Inc. recently finalized an inventory financing program with Wells Fargo Commercial Distribution Finance to offer floor plan financing to their expanding network of power equipment dealers. “The new relationship creates opportunities for Altoz due to Wells Fargo’s vast reach with power equipment dealers,” Karl Bjorkman, Sales and Marketing Director for Altoz, explains. “We are confident that working with Wells Fargo will result in continued exponential growth for Altoz dealers.”
Ariens Wins German Award Earlier this summer, the Ariens Hydro Pro RapidTrak 28 EFI Sno-Thro was awarded a silver medal for technical innovation at the 2019 Demopark Expo in Eisenach, Germany. The machine was represented at the exposition on Ariens Co.’s behalf by Hochfilzer, a long-time Austrian distributor of Ariens products, and was acknowledged by judges from five German power equipment publications for Ariens patented RapidTrak drive system and its EFI engine.
John Deere Honors Exceptional Dealers
Six John Deere dealerships received awards recognizing their exceptional sales of commercial ZTrak and QuikTrak mowers—Ag-Pro, SunSouth, LLC, Quality Equipment, LLC, TriGreen Equipment, LLC, James River Equipment and Everglades Equipment Group. “We are beyond pleased to celebrate these dealers and their tireless commitment to not only John Deere, but to the
customers that they serve each and every day,” James Dutton, John Deere Product Marketing Manager, Commercial Mowing Equipment, explains. “It’s important for us to express our gratitude and appreciation for those who serve professional landscape contractors and ensure that they are provided with the quality, top-of-line service required to keep them fully functioning.”
Kubota Announces Expansion In Georgia
Kubota North America Corp. (KNA), the parent company for Kubota Tractor Corp. (KTC) and Kubota Manufacturing of America (KMA), has unveiled the latest plans to expand the company’s footprint in Georgia with the purchase of approximately 300 acres of land near the company’s current manufacturing facilities in Gainesville/Hall County. Kubota plans to invest more than $85 million in the site for a project that will establish a new engineering and design center to complement its overall North American footprint to support its aggressive business strategy and continued growth.
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DEALERspotlight
Summer Service: A Nationwide Look Turnaround times may vary, but all dealers are looking for techs. BY PATRICK DUNNING
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Dealerships throughout the country are in the busiest parts of the year.
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ummer time is service time for lawn and garden dealerships, as new green growth requires tending with mowers and trimmers. And service remains the dealer’s ace in the hole when it comes to differentiating independent dealers in the marketplace and providing the value big box competitors simply can’t. Technical knowledge is the independent dealer’s calling card in the marketplace, and handling service successfully is the hallmark of a well-run dealership. PET called dealers around the country to see how their service departments are going this season, and here is what they had to say. In Panama City, Fla., Sea Breeze Small Engine is a major commercial landscaper dealer and the biggest small engine repair shop in town. Owner and operator Rich Chaillou says it’s been a really good year. “Weather has been hot and wet. We’re averaging 95 to 100 degrees every day with showers every afternoon so grass is growing like crazy.” The new Scag and Echo dealership has been in business only 13 months, and Chaillou says the selling season has been above average. The dealership carries brands such as Scag, Echo, Shindaiwa, Husqvarna and Bear Cat. Engine lines and parts include Kawasaki, Briggs & Stratton and Honda. Chaillou didn’t expect to be this busy. “It’s great; don’t get me wrong,” he says. “It’s crazy because we were looking at repairs two days out; now we’re at five to six days out.” At $70 an hour for labor, Sea Breeze Small Engine stays steady in the service department, Chaillou says. A recent switch in software to RepairShopr, an all-in-one ser-
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A wet summer can increase the demand for already-scarce quality technicians, as all dealers contacted reported a need.
vice department software package deones and they know if they want to stay signed for repair shops that consolithey have to work.” dates marketing, point of sale, invoicThis family-owned business, coning and estimating, and ticketing sysceived 15 years ago, is stocked with evtems into a simple erything from zecomprehensive platro-turn riding lawnform, has helped mowers, push mow“Weather has been hot keep the company’s ers, lawn trimmers and wet. We’re averaginvoicing and and blowers. In addiequipment inventotion, they also sell going 95 to 100 degrees ry better organized. karts, UTVs and every day with showers Due north of PanATVs. Hanners says ama City in Dothan, Bryan’s Outdoor every afternoon so grass Ala., the folks at Equipment is staying is growing like crazy.” Bryan’s Outdoor ahead of the mark, —Rich Chaillou constantly improving Equipment say they’re also having Sea Breeze Small Engine the quality of their quite the year. At tools. He’s also noticPanama City, Fla. ing an upcoming shift one point they had to quit working on toward battery-powevery brand except ered tools although the ones they sold. “We were that they haven’t began pushing them yet. booked up,” store manager Toni HanIt’s been a successful season for Rogners says. After a dry spell they began er Wyatt, partner of Reed’s Sales & working on anything that came in the Service, located in St. Paul, Minn. With door. At two weeks out, their labor rate an average 24.33 inches of rainfall in has sat at $70 an hour for the past two the Twin Cities area since January years. Hanners says they’re the largest 2019, Wyatt says they’ve sold almost dealer of Hustler Turf and BigDog all their inventory of mowers. Holding mowers in Alabama, also selling Husqbrands such as Greenworks, Homelite, varna, Shindaiwa and Little Wonder. Honda, Husqvarna, Kawasaki, Lawn“The demand for service leaves a litBoy MTD, Poulan and Ryobi, Reed’s tle doubt in the back of your mind as far has been “very busy this year.” Typicalas your technicians are concerned,” ly two to four weeks out on service with Hanners says. “We have three decent a labor rate of $80 an hour, Wyatt says
sales don’t seem to be slowing down because of a wet summer. The demand for additional technicians with experience is a result of tall orders being continuously placed. On the East Coast in Winston-Salem, NC, Forysth Mower Works has seen the mowing season extended as of late because of an extremely rainy season. The amount of work coming in has forced the dealership to scale back on some of the service work on offbrands that they don’t offer sales on. As of late July, Forsyth stays seven to 10 days out. The only break the dealership caught was a week-long dry spell. “It was a bit of relief and gave our technicians a chance to catch up,” co-owner Corey Ingle says. “We’ve had two record months this year in our company’s history.” For the past two years, their labor rate has rested at $75 an hour but is expected to rise to $85 an hour because of surrounding costs rising. Ingle notes that a problem with the industry is there isn’t enough technicians getting into this field. “You’re always needing more; it’s tough because there’s just not enough out there,” and he says manufacturers need to take a look down the road and address this issue. “They need to take a serious look at it soon or we’re in big trouble.” Consumers have shown interest in the battery mower market this
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DEALERspotlight
Some dealers scale back on servicing mass-merchant equipment.
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year and could be one of the newest trends seen, he believes. On the opposite coast, Columbia Grain & Feed of Pasco, Wash., has had a successful spring unveiling the new Cub Cadet zero-turn mower, that store manager Karren Tebay says was “very successful.” New Scag V-Ride walk behind mowers have also been a hit for this family-owned and operated business. Their catalog of parts, accessories and services offered includes Stihl, Scag, Honda, Cub Cadet, TroyBilt and Billy Goat. Production in the service shop is up this year, Tebay says. Power equipment is on average 10-14 days out. After a dry spring and minimal growth, selling is down but labor has since gone up. For the past three years their labor rate has been $80 an hour but is changing in 2020. Columbia Grain & Feed has also placed their focus on updating software. “We went into a little more computer diagnosing with EFI units and Scag Tigereye,” Tebay says. The Scag Tigereye is made up of an “eye” constantly monitoring important system functions on the Scag mower. Tebay agrees an increase in qualified technicians is a must. Fortunate to have two Stihl Gold level MasterWrench Service Technicians, a Briggs & Stratton Master Service Technician and a Kohler Expert Technician, Tebay still thinks, “We need more technicians who know what they’re doing.” South central Texas is home to Leslie’s Outdoor Power Equipment in Longview. A product of Gilmer, Tex., launching in March 1993, the dealership relocated to Longview in 2005 due to growth. Leslie’s sells a spread of Hammerhead Off-Road, Briggs & Stratton, DR Power, Ferris, Husqvarna, Maruyama, RedMax, Snapper, Tanaka and Toro. Business is thriving this year, store manager Heather Lawrence says. The dealership’s two technicians achieving status of Briggs Master and Kohler Expert certifications has kept them at seven to 10 days out on a regular basis. “They do an excellent job getting equipment out,” Lawrence says. “It’s very rare something comes back, hardly anything ever gets sent back.” Labor rates have rested at $75 an hour for a long time, according to Lawrence. A surplus of rain in the Lone Star State this year resulted in a great selling season. In the service department, Leslie’s has plenty of mowers to work on, according to Lawrence. In the sales aspect of things, this is the first year they’ve done flat-rates on mowers. “With the Husqvarna mowers, we’ve sold 14 so far, and Ferris has a new 800 series mower that’s selling very well,” Lawrence adds. The past two years have been arid, with minimal rainfall but the flood gates opened this summer, allowing for a good selling season for Leslie’s Outdoor Power Equipment. Bliss Power Lawn Equipment has been a prominent business in Sacramento, Calif., since 1956. The fourth-generation family-owned store currently deals Honda Power Equipment, Honda engines, Stihl, Exmark, Husqvarna, Echo, Snapper, RedMax, BearCat, Briggs & Stratton and Billy Goat. Dependent on the type of equipment, Bliss is typically three weeks out with a labor rate of $95 an hour. Owner Marshall Bliss says it’s hard to be in a good place in respect to the status of his technicians. Vendors aren’t helping allocate qualified people, Bliss says. “Overall, service is good,” he adds. One thing Bliss says they’re doing differently is refraining from working on mass merchant equipment and instead only servicing brands they sell. “That’s the best thing I think we’ve ever done and we’ve been in business for 69 years.” Bliss says battery-powered equipment is a noticeable PET trend coming on in the marketplace.
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SHOWroom
HANDHELDS
Husqvarna 522HDR75S Trimmer
As part of a new line of gas-powered hedge trimmers, the new Husqvarna 522HDR75S features higher cutting capacity thanks to a special knife design and gear ratio, efficient air filtration through a two-stage air filter and best handling through a well-balanced overall design. Front and rear handles are arranged so that the center of gravity is close to the axis that is crossing the center of the loop handle and rear handle grip. This new design provides excellent maneuverability and minimum resistance while handling. Equipped with 21.7 cc efficient low-noise engines and gear components that have been developed for longevity under tough conditions, the new series, including the 522HDR75S, contains reliable and durable hedge trimmers for professionals who are looking for less engine wear and longer service intervals. The 522HDR75S is a double-sided hedge trimmer with a 30-in. cutter knife and high torque gear for tougher cuts and dense, overgrown hedges. It offers high productivity and the durability professionals demand. The multi-position handle and low weight (11.7 lbs.) provide excellent handling, while the high-capacity blades, open blade guard and impressive cutting capacity allows for reliability and high work output. Visit husqvarna.com/us.
as early mornings, evenings, holidays and weekends. Instant starts allow quick movement from one task to another, and the variable speed throttle trigger has three performance levels, allowing the user to select the operation speed that’s best for the job at hand, conserving battery energy—and providing maximum run times. The versatile Stihl KMA 130 R KombiMotor includes a straight, solid steel drive shaft with a lifetime-limited warranty. Toolless quick-release coupling system makes it easy to switch between Kombi attachments and allows the KombiSystem to be dismantled into two parts for easy transport and storage. The water-resistant design gives landscapers the versatility to operate in wet or rainy conditions and complete tasks with fewer weather delays. Visit stihlusa.com.
ENGINES Briggs & Stratton Integrated InStart
Stihl KMA 130 R KombiMotor Tool Part of the AP Series of Stihl battery products, the KMA 130 R KombiMotor gives professionals the ability to trim, prune, edge, clean, cultivate, and more with 13 optional attachments—all without gas or exhaust emissions. The external battery source shifts the battery weight to the user’s back or hips, ensuring a lightweight, comfortable and balanced position, regardless of the attachment being used. With one powerhead, professionals can streamline their operations by saving on storage space and maintenance of multiple units. Its quiet operation enables this unit the flexibility to be used during extended hours, such
Briggs & Stratton is making easy, electric starting combined with the power of a gas engine more accessible to homeowners with the expansion of its InStart technology. The first small engine of its kind, Integrated InStart embeds the battery into the engine. This technology enables the homeowner to connect the mower to a standard wall outlet with a charging cable that connects directly to the engine to charge. With a full charge, the battery will provide starting for nearly the whole season. Briggs & Stratton’s Integrated InStart comes in two power level options—a 140cc and 5.50 ft.-lbs. of gross torque or 150cc and 6.25 ft.-lbs. of gross torque. Integrated InStart delivers starting for nearly the whole season with up to 150 starts on a full four-hour charge. Like InStart, Integrated InStart also features an easy battery status indicator light to alert homeowners when the battery is getting low. In addition to increased power, the 150cc and 6.25 ft.-lbs. of gross torque engine also features Briggs & Stratton’s Just Check & Add technology, eliminating oil changes. The Integrated InStart engines are made in the U.S. with American and global parts at Briggs & Stratton’s Mur- ➤ 28 POWER EQUIPMENT TRADE
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Western U.S.
Do you offer products in the power equipment industry? Advertise your company to PET’s subscribers nationwide in our Distributor Library section. Call Kathy Sternenberg 251-928-4962 TX, OK, AR, LA, NM, MS
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Southeastern U.S.
PA, NY, VT, NH, ME, MA, RI, CT, NJ, DE, MD
AR, LA, MS, OK, TX 4408
4331
MD, DE, WV, VA, NC, SC, KY, DC, AL, GA, FL, TN
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Nationwide
AR, LA, MS, NM, OK, TX
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MN, ND, SD, IA, TX, WI
DE,MD,NJ,NY,PA,VA,W.VA,NH,VT,CT,RI,ME
For more information about placing your ad in PET’s Distributor Library Section
Call Kathy Sternenberg • 251-928-4962
Shelby County Implement • Shelbina, MO 63468 Ph: 573-588-4731 • 573-588-2040 Email: sci63468@hotmail.com M/C, Visa and Discover Accepted 3524
WISCONSIN ENGINE PARTS NEW–OBSOLETE • BUY–SELL HARD TO FIND PARTS CLOSEOUT PRICES
H&M Industrial Supply (800) 346-4331 2236
Obsolete McCulloch & Obsolete Homelite Parts Bob’s Lawnmower Service 7632 State Hwy. 7 Maryland, NY 12116-3201
607-638-9297 phone or fax
HOMELITE PARTS BUY & SELL NEW, USED & OBSOLETE
Ask For Ray 502-228-1462 • Fax: 502-228-7737
POULAN WEED EATER PARTS
YOU COULD BE READING YOUR AD HERE!! Contact Bridget DeVane 800-669-5613 for more information
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8100
Stihl * Homelite * Lawnboy * Briggs & Stratton New * Obsolete * Used Parts THOUSANDS OF PARTS!
9009
POWERworks
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SHOWroom 23 ➤ ray, Ky. and Poplar Bluff, Mo. plants; scheduled for availability as early as Spring 2020 to power applications such as residential walk behind mowers. Visit briggsandstratton.com
PARTS & ACCESSORIES Rotary Fuel Stabilizers, Additives A complete line of small-engine fuel stabilizers and treatment additives are featured in Rotary’s 2019 master parts catalog including Sta-Bil, Ethanol Shield, PRI-G, Sea Foam, B3C and pre-mixed VP Racing Fuels. A variety of starting fluids are also available. Fuel stabilizers from Rotary are ideal for lawnmowers, chain saws, snow blowers, generators and other types of 2- or 4-cycle engines. The additives help prevent corrosion and gum or varnish buildup from ethanol-blended fuels. Use for prolonged storage or at every fill up to remove moisture and clean carburetors, fuel injectors and intake valves for improved engine performance and fuel economy. Rotary’s stabilizers and additives are available in a variety of sizes, from 4 oz. bottles to one-gal. bulk containers.
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Rotary’s new 2019 catalog is free for servicing dealers and distributors, and it is now available to download in PDF format at rotarycorp.com. Backed by an exclusive parts warranty that ensures quality and performance, Rotary offers a wide range of power equipment parts and accessories for lawnmowers, trimmers, chain saws, brushcutters, pressure washers, snow blowers, garden tillers and more! Visit rotarycorp.com.
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DEALERtodealer
GREG GERMAN
Subpar Sales Year? Now Is The Time To Act!
When a selling season goes bad, it’s important to have a backup plan to turn the tide midseason.
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ow that two-thirds of the calendar year is over, are you pleased with how things are going and ready to put it into cruise control, or did you miss the budget and now you have to start scrambling? The reality of today’s situation should not be a surprise to you now. Studies show that by about May 15-May 31, your trend line of being up, down or flat is probably going to continue for the remainder of the year, unless there is a significant economic event. For many of us, we are seeing that it is now August 15 and our numbers aren’t where we had projected them to be. We are getting nervous because we know that the start of a long winter is just a few months away. Is it time to rally the troops, start lowering inventories, have a blow-out sale or whatever your go-to response has been in the past? Trust me, I know your pain as I have played the same hand a number of times myself. What is your strategy? It starts with a plan. What are the things that you can influence yet this year to change your current course of the income line? Here are a couple of things to consider in service: If your service departments are still backed up two to three weeks, now might be a good time to look at raising your labor rates. Hopefully you are no longer quoting any of your jobs by the hour to a customer, but are giving them a professional quote for parts and labor, along with your guarantee of work. In
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doing this, your hourly rate increase will grow revenue from your customers, but will also benefit you with your manufacturer warranty reimbursement. If your shop is slow, now is the time to get your service manager, service writer or other employees to begin contacting customers via the phone, social media and email blasts and encourage them to bring in their machines for a “Fall Clean-
vate those seeds that were planted in the past, and also uncover new possible customers. If your sales team is not “outbound” focused, then your sales team will also be reacting to the market, instead of helping to set the market. If you don’t have them already, designate a couple of demonstration units, and encourage your sales team to get them out for a free demonstration
What is your strategy? It starts with a plan. What are the things that you can influence yet this year to change your current course of the income line? up” special. Also, don’t forget to call those customers whose machines are going out of warranty in the next 6 months and encourage them to bring your equipment in for a “free review.” Since your parts department is hopefully coming off its busiest time of the year, you are likely experiencing somewhat of a slowdown. Now is the perfect time to engage your customers by calling those who had visited your dealership already this year and thank them for their business and remind them about the importance of mid-season maintenance on their equipment. If they are a DIYer, put together some parts specials for their machines that includes oil, filters, blades, trimmer string, etc., and entice them to come into the dealership, or offer to ship the items to them for a flat rate. At the same time, they can also be cross-promoting the service department for those who aren’t as technically savvy. If your sales team is like ours, you spend every spring in “reaction mode.” But the problem is that our sales people need to be “reset” and begin to culti-
and “No obligation” trade in valuation. Require a certain number of demonstrations over the next 30 days and track the results. You might be surprised when they figure out that demonstrating and retail sales have a direct correlation to success. The reality is this: If we don’t change the status quo, that is what we will reap. As the LEADER, you need to cast the vision, help set the plan by involving your managers and key people in setting it, and then hold your managers and lead people accountable to the plan. Track it, measure it, correct their efforts when needed, and applaud their success. As always, it is all PET your choice. Be blessed. Greg German is President of German-Bliss Equipment, Inc. in Princeville, Ill., which operates three power equipment dealers that market products for the lawn and garden, industrial and agricultural sectors. He can be contacted at PO Box 440, Princeville, IL 61559; fax: 309-385-2540; email: ggerman@germanbliss.com. The views of Greg German do not necessarily represent Hatton-Brown Publishers, Inc.
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