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POWERlines

JESSICA JOHNSON

A Hatton-Brown Publication

It’s All About Promise

T

his copy of Power Equipment Trade has a very good mix of information, if I do say so myself. When I first started working on the magazine, this issue was the kind of issue I envisioned. We’ve got a little something for everyone. We hit service department tips, how to better yourself as a business owner, industry news, product news and a whole lot of opinions from dealers.

Basically, it’s everything you’ve come to expect from PET— I’m just a little excited about this issue more than most. Why? Because overall, I feel like this issue really shows a theme of promise. Promise for the future of this industry and promise that even though technology is changing, and the reality of ethanol blended fuels in more markets is happening, dealers and outdoor power equipment have a place in American homes.

Just ask the proverbial man of the hour, John Agans. He and his brother Chuck took a small dealership, carrying three tried and true lines, and over a short amount of time morphed it into one of the most recognizable dealerships in Des Moines, Ia. As a piece of PET trivia, they command a $90 per hour labor rate, which is one of the highest we’ve visited.

The story is not to be missed.

The Agans are just one of the few dealer voices in this issue. Sam Stearns, known in his Indiana town as Mr. Mower Man, a small dealership carrying Country Clipper, takes over the Dealer Voices column to discuss his take on the industry. He shares an outlook that could best be described as powerfully hopeful for the future. In fact, he wrote something that I think every dealer should take to heart: “My own success as a dealer depends largely upon having a positive outlook, can do attitude and a willingness to embrace challenges in the belief that they can be used in my favor.”

A willingness to embrace challenges in the belief that they can be used in my favor— wow. Honestly, I feel like Stearns could really be talking about any part of life, not just running an outdoor power equipment dealership. Could you imagine how different it would be if we all lived like that? I know I for one would yell at my kids a lot less, and live in a much messier house.

In an effort to embrace challenges, as ethanol blended fuel becomes more and more of a reality, this issue features a few different approaches dealers can take. One is how to educate consumers as they gear up to store spring equipment, encouraging them to treat their ethanol gas with a fuel stabilizer.

The other is a little more involved, written by a staff member of the Propane Education & Research Council. It gives dealers an idea of what to expect, and how to be successful at selling customers propane powered mowers. As ethanol-blending laws continue to evolve, many dealerships around the country are also going to be forced to evolve. Selling propane-powered mowers might be one of those ways.

And finally, continuing on the theme of promise, we cover an event American Honda held in late July called “Honda Dream Garage.” During the weeklong event, Honda rolled out the red carpet for the breadth of its product lineup featuring a robotic mower, redesigned snow blowers, redesigned off road vehicles and the real star of the show, the PET 2016 Accord.

www.poweret.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 ■ Rich Donnell Managing Editor ■ Jessica Johnson Editorial Adviser ■ Dan Shell Senior Associate Editor ■ David Abbott Associate Editor ■ Jay Donnell Contributing Writers Dale Stotts, Greg German Production Manager ■ Cindy Segrest Ad Prod. Coordinator ■ Patti Campbell Circulation Director ■ Rhonda Thomas Advertising Sales Southern U.S. Randy Reagor Tel: (904) 393-7968 Fax: (334) 834-1170 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 Email: ksternenberg@bellsouth.net Classified Advertising Bridget DeVane Tel: 334-669-7837 (800) 669-5613 Email: bdevane7@hotmail.com

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

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

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Volume 64 ■ Number 6 ■ SEPTEMBER 2015 Our 709th Consecutive Issue ■ Founded in 1952

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

FEATUREstories

11 32 33 34

2016 MOWERS & ACCESSORIES Innovative Products, Technology

EDUCATING CUSTOMERS Prepping For Fall Storage

ALTERNATIVE FUEL EQUIPMENT Best Sales, Support Practices

BEST SHOP LAYOUT

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Appearance Matters

VALUEadded

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Power Suppliers ___________________________5 Dealer Voices ____________________________31 Showroom ______________________________36 Distributor Library ________________________40 PowerWorks _____________________________44 PETcetera________________________________45 Dealer To Dealer _________________________46

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COVERphoto Clive Power Equipment is a force to be reckoned with in Iowa. By focusing on key product lines, the dealership sees significant growth, beginning on Page 28. (Cover design by Shelley Smith, Jay Donnell photo; inset photo courtesy of Altoz Mowers)

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 nonqualified 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 ■ Southern Loggin' Times ■ Timber Processing ■ Panel World ■ Wood Bioenergy

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POWERsuppliers

Fred Whyte Retires After 23 Years as Stihl, Inc. President Stihl, Inc. announced in July that President Fred Whyte will retire at the end of this year. Whyte has been part of the Stihl group for 44 years, and president of Stihl, Inc. for 23 years.

Under Whyte’s presidential tenure, the company experienced record growth and achieved the status of the number one selling brand of gasoline-powered handheld outdoor power equipment in America, based on syndicated Irwin Broh Research.

Bjoern Fischer, presently Stihl, Inc. Vice President of Finance, will assume the duties of president January 1, 2016.

Fischer has been with the company since 2012, and currently oversees the financial operations of the company as well as the human resources and information services departments.

Fischer joined Stihl, Inc. after a successful 20 year career at Siemens, culminating as the Executive Vice President and Chief Financial Officer for the Global Business Unit Water Technolo-

Fred Whyte, left, with Bjoern Fischer

gies. His experience includes finance, controlling, information systems, logistics and project management put to practice in several different businesses and countries.

Fischer, a native of South Africa, graduated from the University of Cape Town with a bachelor’s degree in commerce. He serves on the regional board of directors of the Hampton Roads Chamber of Commerce and on the Dean’s Executive Advisory Council (EAC) for the Old Dominion University

Strome College of Business (SCB).

“I am excited both personally and professionally to continue my work with the team at Stihl, Inc.,” says Fischer, who is married with two daughters.

“I look forward to building on the foundation that Fred has laid, and using my experiences in Germany and the U.S. to accelerate our growth and momentum as we look to the future.”

Whyte, who has been a prominent figure in the outdoor power equipment industry, plans to enjoy more time with family, and will stay involved with the Stihl brand. “It has been a great privilege to lead Stihl, Inc. and to be a part of the tremendous success we have enjoyed over the last 23 years. I am proud of what we have accomplished, and I am pleased that Bjoern Fischer will be leading the company going forward.” Whyte adds of Fischer, “His experience and passion for Stihl are exactly what the company needs to continue our tradition of excellence.”

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POWERsuppliers Kawasaki Field Service Advisor Program The Engines Division of Kawasaki Motors Corp., U.S.A. is enhancing its existing dealer services capability with the formation and staffing of remote field service advisor offices in four regional centers. The offices will be located in Atlanta, Ga., Fort Worth, Tex., Eatontown, NJ, and at the division’s Grand Rapids,

Mich. headquarters facility.

This program will complement the existing technical services team based in Grand Rapids, and will work closely with that group to assure the most complete and quickest flow of information and support to the dealerships.

With four specialized offices supporting the company’s dealers, specific teams will have direct responsibility for dealers in selected states.

USLMRA Championships Set For Charlotte, NC The U.S. Lawn Mower Racing Assn.

(USLMRA) recently announced that it will bring its 23rd annual Sta-Bil National Lawn Mower Racing Series Championships to Charlotte Motor Speedway Saturday, September 26 as part of Fall AutoFair and is renaming the event the Sta-Bil 360° Performance Nationals.

The Sta-Bil 360° Performance Nationals will determine champions in 11 classes who race at speeds of up to 60 MPH with all blades removed. Racers compete for trophies, glory and bragging rights. The event includes annual induction ceremonies for the USLMRA Lawn Mower Racing Hall of Fame.

Racers from 20 states are scheduled to compete, including sod slingers from the Arkansas, Florida, Georgia, Illinois, Mason-Dixon, Michigan and Tennessee lawn racing associations as well as from local mower racing tracks across the country. Racers include The Ace of Blades, The Garden Gangster, Turfinator and Sodzilla.

The USLMRA sanctions and presents organized mower racing across America, including the 18-race Sta-Bil National Lawn Mower Racing Series and a network of 50 local chapters and affiliated clubs hosting more than 250 sanctioned races nationwide every year. StaBil lawn mower racers compete in ten classes with all cutting blades removed for trophies, points and bragging rights.

Admission to the Sta-Bil National Lawn Mower Racing Series Championships is included with a ticket to the Fall AutoFair. Tickets are $10 for adults (plus tax) and free for children 13 and under. To purchase tickets, visit charlottemotorspeedway.com or call 1-800455-FANS (3267). To learn more about the USLMRA, visit letsmow.com.

Cushman Introduces New Product Names As of July 21st, Cushman will realign its products and launch new names for its 1600XD series vehicles. The 100XD vehicles will become part of the Hauler family—specifically under the Hauler 4X4 category. Both of the diesel units will be named Hauler 4X4, resulting in three Hauler models: the new Hauler 4X4 gas, Hauler 4X4 diesel and Hauler 4X4 diesel crew, which will have seating for four.

The renaming will not change any 6

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POWERsuppliers Ribbon Cutting At Pacific Stihl Pacific Stihl, a division of Stihl Inc., recently hosted a building dedication and ribbon cutting ceremony to commemorate the move Branch Manager Larry Blamer to the new companyowned facility. This new facility nearly triples the square footage to approximately 140,000 sq. ft. on eight acres, more than doubles its dock doors from eight to 18, and enables it to continue same day fulfillment of dealer orders.

This is the second expansion at Pacific Stihl in five years; the construction of office space and installation of racking and conveyors took approximately six months.

The expansion represents a significant commitment to the community. Various local leaders and business owners were on hand including the Deputy City Manager, Eric Frost. Additionally, the local Chamber of Commerce sponsored the ribbon cutting ceremony where the ribbon was cut by Larry Blamer, branch manager, using one of the Stihl MSA 200 CBQ lithium-ion battery powered chainsaws.

“Our last move was meant to carry us through 10 years of anticipated growth,” Blamer says, whose territory encompasses dealers in California, Arizona, Nevada, Hawaii and Guam. “We’ve outgrown it in five.”

A brief presentation about the Stihl history and company philosophy was followed by a facility tour by Ted Kujawski, sales manager. The design of the new regional headquarters takes advantage of energy efficiencies and incorporates the latest in warehouse distribution technology. It also features expanded training facilities for sales and service training of dealers from the Pacific Stihl territory, including new dealer orientation, introductory service technician training, and silver level Stihl MasterWrench service training. product specs, and all other Cushman vehicles’ names will remain unchanged. Hamish Lusty, VP of Commercial Business for Cushman says this was a necessary change to accommodate the expanding 4X4 product portfolio.

For more information, visit cushman.com.

OPEI Announces 2015-16 Officers, Board of Directors Chosen during the Outdoor Power Equipment Institute (OPEI) Annual Meeting, June 23-25 in Santa Fe, NM, the 20152016 Officers and Board of Directors has been released. Officers for the 2015-2016 year are: OPEI Chair, Lee Sowell, President, Outdoor Products at Techtronic Industries Power Equipment; OPEI Vice Chair, Tim Merrett, Vice President of A & T Global Platform and Turf & Utility, Deere & Co.; OPEI Secretary/Treasurer, Daniel Ariens, President, Ariens Co.; Immediate Past Chair, Paul Mullet, President, Excel Industries.

Kris Kiser, President and CEO of OPEI, says, “We represent our members and their interests in Washington, D.C., educate POWER EQUIPMENT TRADE

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POWERsuppliers the public about proper fueling for outdoor power equipment through our ‘Look Before You Pump’ campaign, and share safety standards and best practices.

Our TurfMutt environmental stewardship and education program, created in partnership with Scholastic, teaches children how to take care of green spaces while learning and having fun.”

Continuing their service on the OPEI Board of Directors are: Earl Bennett,

General Counsel N.A. & L.A., Husqvarna Group; Edward Cohen, Vice President, Government & Industry Relations, Honda North America, Inc.; Tom Cromwell, Group President—Power, Kohler Co.; Tim Dorsey, President, Echo Inc.; Marc Dufour, President, Club Car; Peter Hampton, President, Active Exhaust Corp.; Jean Hlay, President & COO, MTD Products Inc.; Michael Hoffman, Chairman & CEO, The Toro

Co.; Todd Teske, Chairman, President & CEO, Briggs & Stratton Corp.; and Fred Whyte, President, Stihl Inc.

Ariens Plans $9M Expansion Officials with Ariens Co. recently announced a $9 million expansion and upgrade at the company’s product development center in Brillion, Wis. The three-phase project is scheduled for completion in fall 2018. The resulting 45,000 sq. ft. facility will include a new engineering and technical center; industrial design studio; testing center and more. According to Dan Ariens, company chairman and CEO, the new center will have round the clock test capabilities, off-season product testing and offer more capability for system and sub-system testing that will improve overall work flow and increase product speed to market. The company is also investing in its testing and development facility in Sebring, Fla. He added that the expansion will not only accommodate further expansion but also serve as a state-of-the-art work environment that will attract additional technical and engineering talent.

Power Distributors Acquires Magneto Power Distributors, a leading provider of sales, marketing and distribution solutions for the outdoor power industry, is pleased to announce that it has acquired the assets of Magneto Power, LLC. Power Distributors has a tradition of providing innovative solutions to lawn & garden dealers and retailers and is excited to extend that capability to new markets. The combined company will have over 230 employees serving more than 16,500 lawn & garden dealers and major retailers.

“We are excited to announce the addition of Magneto Power to our company as we continue to expand our national footprint,” stated Matthew Finn, President of Power Distributors. “The addition of the three Magneto Power distribution centers and sales territory expands our presence west and provides us with an attractive platform for providing national solutions for our partners. As we move forward in 2015, we continue to see outstanding opportunities and we are well situated to further execute on our growth strategy.” ➤ 39 8

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A Story Only Honda Can Tell American Honda christened 2015 “The Year of Honda” and celebrated with its Dream Garage event.

BY JESSICA JOHNSON SAN MARCOS, Calif. hen most people think about American Honda products they automatically think of cars. But when you ask Robyn Eagles, manager of Honda public relations, she’s quick to remind everyone that Honda is much more than just a car company. “Really, it’s an engine company,” she said with a big smile to a group of media at the recent Honda Dream Garage event, held in late July

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in San Marcos.

To help showcase the breadth of product offerings, during this special “Year of Honda,” Dream Garage paid homage to the impressive all-new Accord and Pilot vehicles, while giving some stage time to the new HSS series snow blowers, new Pioneer off-road vehicles and a robotic mower called Miimo.

“It really is a story only Honda can tell, right?” Eagles continued. Honda takes claim to being the largest engine manufacturer in the world: 28 million Honda engines were sold globally in its

2015 fiscal year. These engines power everything from a string trimmer to a jet. But still, many only think about the cars. Senior Vice President and General Manager Jeff Conrad had a little fun at the event and reminded attendees of a commercial a Honda automaker competitor ran a few years prior, poking fun at a Honda lawnmower.

Conrad was quick to jump in saying how proud of the power equipment side Honda is, and that, according to company data, more than 40 million units of Honda power equipment have been sold in the U.S. since the group’s inception. As an impressive side note, Conrad reported that 64% of Honda power equipment customers also own a Honda car!

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Every product American Honda produces was on display, including including engines, generators, lawnmowers, pumps, snow blowers, tillers and trimmers for commercial, rental and residential applications.

The new HSS series snow blowers feature finger tip steering control, conveniently located hand lever controls allows for easy maneuvering, and disengagement of transmission for easy movement when not powered.

Using a mixture of sawdust and water, Honda recreated a snowy driveway to allow attendees a realistic demo. Will Walton with Honda Power Equipment encouraged everyone to "let the snow blower do the work, not you."

Honda lawnmowers offer advanced and durable maintenance-free cruise control hydrostatic transmissions, variable speed transmissions with an adjustable smart drive or select drive system (depending on the model) that allow for ease of speed variation.

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2016 Mower and Accessories Preview Featuring: American Honda, Altoz, B3C, Billy Goat, Husqvarna, Jungle Jim's, Masport, Rotary, Star Brite, Sta-Bil

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2016mowerpreview (Material supplied by Gold Eagle)

Sta-Bil Protects The Things You Love From The Inside, Out C

onsumers and manufacturers alike rely on the family of Sta-Bil branded products to provide ultimate protection and prevention for their outdoor power equipment and vehicles. The Sta-Bil brand offers a range of products designed to treat all of your equipment.

Gold Eagle Co.’s Sta-Bil brand is the category leader in fuel stabilizers and has been recommended by more than 125 OEMs around the world. In addition, the company produces private label fuel stabilizers for small engine OEMs, including Honda, John Deere and many more.

Use Sta-Bil fuel stabilizer in any gasoline-powered vehicle or piece of equipment you plan to store for 30-days or longer.

It keeps the fuel fresh for up to 12 months during storage, eliminating the need to drain your tank. It also works effectively in all gasoline blends, including ethanol-blended fuel, up to E85.

“Sta-Bil brand is an alcohol-free fuel stabilizer, and protects small engine equipment more effectively and efficiently from the harmful side effects of ethanol blended fuels,” Tom Bingham, Gold Eagle Co.’s senior director of marketing, says. “As the maker of the industry leading, alcohol-free Sta-Bil brand, we work hard to deliver innovative, unmatched products that provide customers with effective solutions to help with proper fuel management and provide enhanced engine performance.”

Protect the things you love inside and out with Sta-Bil products to keep engines running smoothly year after year, providing protection for every engine you own.

“We recommend not draining your tank before storage,” adds Bingham. “Proper fuel management, including storage of fresh fuel and proper stabilization are some of the best practices we suggest to outdoor power equipment dealers so they can serve their customers. To prevent corrosion and engine damage during off-season storage, we recommend keeping your fuel tank topped off at 95% with fresh fuel and adding Sta-Bil.” Call 800-367-3245; visit sta-bil.com.

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POWER EQUIPMENT TRADE

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2016mowerpreview (Material supplied by Husqvarna)

Husqvarna’s Lawn Mower Offerings H

usqvarna is the world’s largest producer of outdoor power products, including robotic lawnmowers, garden tractors, chainsaws and trimmers. Their products are about performance, durability and innovation. Husqvarna manufactures a wide range of consumer and professional products, from handheld to ride-on and everything in between.

HU725AWDH Walk Behind Mower The Husqvarna All-Wheel Drive family of mowers allows the user to easily handle hills, thick grass and tough terrain.

All-wheel drive technology provides simultaneous power to all four wheels giving the operator maximum control and maneuverability, with the addition of high rear wheels. These rugged mowers feature a heavy-duty steel deck and powerful engine options. The HU725AWDH features a 190cc Briggs & Stratton engine, 22" cutting width, 3-in1 cutting system: mulch/bag/discharge, dual handle speed control, ergonomic handle and a two bushel soft bag collection system. The unit has a lot of power and is capable of making it’s way through thick grass, rough terrain and climb hills, even with a full grass bag.

Husqvarna Automower 315 Automower 315 is ideal for larger and more complex lawns up to 1,500m2 (0.37 acres). It can also accomplish surfaces with a pitch of 40%. Thanks to smart technology the mowing time is automatically adjusted to the grass growth. The simple

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menu navigation on the large, user-friendly display allows individual setting and the exchange covers are available in various colors. The Automower 315 does not cut much at once but regularly, to ensure a beautiful and healthy lawn. It is equipped with razor-like blades made of carbon steel, which are mounted on a robust cutting disc, ensuring efficient operation and extremely low power consumption. If the battery capacity of Automower is low, the model finds its own way to the charging station.

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

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2016mowerpreview (Material supplied by Star Brite)

Prepare For Winter Sales Become An Enzo Level Dealer S

tar Tron Enzyme Fuel Treatment can help you increase your profits while also improving customer satisfaction. Sign up to become an enzo level Star Tron dealer to receive a premium website listing on the proprietary Star Link dealer locater and referral system, retail signage and access to proven consumer rebate programs, all at no cost to the dealer.

Qualifying is easy; dealers simply need to either purchase a qualifying retail display or purchase five cases of any Star Tron SKU. In order to keep it simple for you, the rebate programs are 100% fulfilled by Star Tron.

As winter approaches, fuel quality is critical in making sure that snow blowers, chain saws and other gaspowered engines coming out of seasonal storage start easily and run smoothly.

Star Tron Enzyme Fuel Treatment is a multifunctional additive that keeps fuel fresh during storage, but goes far beyond “just stabilizing.”

Star Tron’s enzyme formula allows hydrocarbon fuel to burn more com-

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pletely, so engines start readily even after being idle for months, develop full horsepower and achieve maximum fuel economy even when using ethanol-blended fuel. Because there is a more complete burn of the fuel charge, carbon deposits are eliminated or minimized and engines produce much less harmful emissions and exhaust smoke.

If gums or other debris is already present in the fuel, Star Tron’s enzymes break it apart to disperse it throughout the fuel so that it can be eliminated while the engine operates.

Star Tron works in all engines, from the smallest weed eaters to the largest trucks. Once customers experience its effect, they will return to purchase more for use in all of their vehicles and gas-powered equipment.

Star Tron is the year-round solution to fuel issues; the Enzo program is the year-round customer incentive program.

Contact Eric Hahn at (800) 3278583; e-mail: ehahn@starbrite.com

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2016mowerpreview (Material supplied by Rotary)

Rotary Introduces New Mower Blades Foam Air Filters, Trimmer Line

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otary now offers over 9,500 different parts for outdoor power equipment including a variety of new Copperhead mower blades, foam air filters and trimmer line. Over 30 new mower blades have been introduced for 2015 including highlift, low-lift and commercial strength mulching models.

The new blade assortment is available for many popular brands including Bobcat, Dixie Chopper, Exmark, Ferris, Gravely, Husqvarna, John Deere, Kubota, Murray, Snapper, Scag and Stiga.

Rotary also has introduced a variety of new foam air filters and pre-filters for major brands such as Briggs & Stratton,

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Generac, Honda, Kawasaki, Kohler and Onan among others.

In addition, a new assortment of black vortex commercial strength trimmer line is among the featured items in Rotary’s 2015 Master Parts Catalog. Rotary’s vortex, diamond-cut, quad tex and premium quad trimmer line are available in loops, donuts or bulk spools.

Rotary’s Copperhead mower blades, foam air filters and monofilament trimmer line are made in the USA at the company’s headquarters in Glennville, Ga. Call 800-841-3989; visit rotarycorp.com.

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2016mowerpreview (Material supplied by Altoz)

Q&A With Altoz Owner Dennis Brazier K

nown for their distinctive styling and cutting-edge design, Altoz is gearing up to launch their new XR residential line featuring Honda engines. This fall dealers will be able to see the new XR models at the GIE+EXPO in October. Here, owner Dennis Brazier answers a few questions about the mower lineup and things to come from the brand.

Building mowers has always been a dream of yours—where did that come from?

I’ve always been fascinated with mechanical things, welding and modifying motors. I’m also a bit of a perfectionist and was never satisfied with the quality of the cut from our family mower. We had five acres to mow when I was growing up and when you’re dealing with that much real estate, an underperforming mower can make mowing pretty miserable.

What can visitors to GIE+EXPO expect from Altoz this year?

We’re going after the residential market in 2016. We have two great machines we’ve engineered specifically for homeowners with multiple-acre properties—the XE and the all-new XR model. We’ll be showing off the XR at GIE along with its big brother the XE. We think these two models are a great way for dealers to reach the discerning homeowner.

The XE has already been a strong addition for our dealers last year and we expect the XR to be even more successful.

Both models are available with Honda GXV engines, which we’re very excited about.

Why did Altoz decide to partner with Honda?

We’re really excited about this partnership with Honda. They have an amazing reputation. Consumers rate Honda engines highest in satisfaction. That kind of peace of mind is relatively

unique to the Honda brand in the engine category. We think that’s going to help dealers sell our machines.

Does a Honda engine affect the price point?

Actually, we’ll be holding a great price point on the XR models. Altoz is hoping to provide a mower that dealers will make fair margins on with an MSRP of around $5499.

Do you still work with other engines?

Yes, we also have great relationships with Kohler, Kawasaki and Briggs and Stratton. We’re excited about adding Honda to the lineup, but offering the consumers options is important. The fact is every one of these manufacturers is capable of making an excellent engine.

What are some “good practices” or tips for selling a zero-turn mower to consumers?

Always take the time to qualify the sale and really listen to the customer. One size mower does not fit all. Ask questions about their land, current needs and who in the family will be using the mower.

Learning about their land is essential. Will they be navigating around trees or water? How many acres do they mow?

Also ask about the type of grass they’re mowing and its density, there could be an opportunity to sell different style blades or adjust the baffles. A fine-tuned deck is going to produce that perfect cut, not to mention a very happy customer who feels good about their purchase.

Lastly, find out what’s going to make them happy in terms of comfort and ease of use. Help them understand what goes into a really good machine. Explain features like our vibration isolation system (VIS), and how it dampens ground vibration for a smoother ride. Options like an electric deck lift or a 12 way adjustable suspension seat with armrests and lumbar support can be important for some customers. People interested in saving time getting from one job to the next, might consider the Altoz XCZ, with its high range feature it tops out at 19 MPH. Are you expanding your dealer base?

Absolutely! We have territory managers busy traveling across the US with trucks and trailers visiting dealers and conducting demo rides. We’re serious about growing our network: All interested dealers can visit altoz.com/our-company/becomea-dealer/, or call and arrange a visit.

Call 855-782-5869; visit altoz.com.

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2016mowerpreview (Material supplied by B3C Fuel)

Avoiding Bad Fuel Problems During Winter Mower Storage A

s winter approaches, your customers will be storing their mowers and other outdoor power equipment: Good storage practices means that the equipment will start for them in the spring when they need it most. However, we know that easy starting is not always the case after a long period of storage—primarily due to bad fuel.

Bad fuel is not your fault, but it is your problem!

Ethanol-blended gas starts to go bad in as little as 30 days, as ethanol causes the gas to decay faster. As it decays, the gas will actually varnish the insides of the entire fuel system. This includes the fuel tank, the lines, carburetor and even the engine.

Your customers may be unaware that bad fuel is the cause of their problems, so they often blame the dealer, by seeking warranty claims. The good news is these issues and potential claims are avoidable.

To prevent ethanol issues from happening during storage,

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customers can use B3C’s Ethanol Shield Fuel Stabilizer at all times. This will keep the fuel fresh and prevent water and ethanol issues for easy starting all year. It is formulated to meet military specifications (mil-spec) for antioxidants and anti-corrosives and includes a vapor corrosion inhibitor to protect against corrosion above and below the fuel line.

If an engine is hard to start, or will not start, customers can use B3C’s Mechanic In A Bottle synthetic fuel additive. It works in 2-cycle and 4-cycle gasoline engines. It removes all varnish in the fuel system without having to remove the carburetor, removes carbon deposit and water, reconditions rubber and plastic components, and revitalizes old fuel. Mechanic In A Bottle rejuvenates fuel systems so they start efficiently and operate in top condition.

Call 616-916-6284; visit B3Cfuel.com.

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2016mowerpreview (Material supplied by Masport)

Masport Mowers A ‘Dealer Only’ North American Product Line M

asport is a household name in New Zealand, winning the “Most Trusted” gardening products category of the New Zealand Reader’s Digest consumer judged awards for the past four seasons.

Masport is a leading manufacturer of lawn and garden outdoor power equipment in both New Zealand and Australia and has a proud engineering history dating back 105 years. It has an extensive range of rotary and cylinder gasoline walk behind mowers, as well as gas shredders, edgers and cultivators. Masport products are sold in 45 countries around the world, including the U.S. and Canada, where a range of walk behind mowers and other outdoor power equipment was first introduced in 2012. The IDN distributor network consisting of Power Distributors and Mid West Engine in U.S.A. and Power Source Canada in Canada, distribute Masport’s range of consumer outdoor power equipment to servicing dealers across North America. Masport is a “dealer only” brand in North America and is ideally suited to this form of distribution as its products are feature rich and of high quality.

Masport Mowers are available in various cutting widths and are powered by Briggs & Stratton engines.

Masport’s premium aluminum 4N1 walk behind mower, the unique patented “Genius” has an extra chipper blade and as well as performing mulch, catch and side discharge functions, can shred branches up to 1". As branches are chipped they are fed back into the catcher for spreading as mulch.

For the 2016 season, in addition to their existing 8 model mulching/rear bagger and side delivery only model lineup, Masport introduces an 18" side discharge only model as well as expanding its range of 21" Steel decked rear baggers to now include a variable speed version.

Masport offers competitively priced, quality, unique products which are not available in the big box stores. Contact your regional IDN distributor for more details on the Masport 2016 dealer only program.

Visit masport.com.

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2016mowerpreview (Material supplied by American Honda)

Honda HRX Series Lawn Mowers Feature Innovative Versamow System F

irst introduced in 2004, the Honda HRX series pioneers the unique versamow system with clip director, which is designed to be a complete mowing system delivering the ultimate in flexibility. A clip director lever located behind the engine cowling operates a sliding door between the lawnmower deck and the grass bag allowing the operator to easily have: rear discharge, mulch 100% of clippings, bag 100% of clippings and simultaneously mulch and bag or rear discharge in varying degrees through 10 separate settings. The system also offers a setting for leaf shredding where leaves are re-circulated until they are small enough to pass into the bag—without tools or attachments required on most conventional lawnmowers.

The Honda HRX217VLA is a self-propelled, variable speed smart drive NeXite lawnmower—a self-charging, electric start model equipped with a small factory sealed battery for easy and convenient starting. The five-position smart drive variable speed system allows the user to easily control the lawn mower’s speed by resting his or her hands on the handlebars.

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The Honda HRX217K5VKA and HRX217K5VYA models incorporate the Honda select drive providing control, comfort and convenience to mowing customers. This unique system and innovative design allow the user to rotate the ergonomically located, speed-adjust dial—enabling the selection of a maximum speed while also engaging/releasing the select drive control handle to match the mowing stride.

Once the control handle is fully engaged, it sits flush with the lawnmower handle bar, adding more comfort to the mowing experience. Speed also is adjustable while mowing by engaging the select drive control handle and turning the speed-adjust dial.

In addition to the integration of the Honda select drive system, the updated HRX217K5VKA and HRX217K5VYA models include the Honda 4-in-1 versamow system with clip director, allowing mulching, bagging, leaf shredding or discharging without the need for tools or attachments, along with the proprietary twin blade MicroCut blades for superior cut quality.

Call 770-497-6400; visit hondapowerequipment.com.

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2016mowerpreview (Material supplied by Billy Goat)

Billy Goat Outback Brushcutter T

he BC2600 series Outback Brushcutter includes a 26" mechanicaldrive fixed deck model, ideal for clearing meadows or fields. Its rigid deck provides excellent stability in deep vegetation and an angled rear discharge deck eliminates packing and wind rows.

The 26" hydro-drive model features an articulating deck and enhanced traction control (ETC), and is perfect for clearing brush on rough and hilly terrain.

New to the family is the BC2600 HHEU, also a 26" hydro-drive with articulating deck and ETC, and additionally features lockable front caster wheels for ease of mobility on rough terrain.

The hydro models handle hills up to

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a 20º slope even in wet or uneven conditions. A best in class control package allows the user to feather in forward and reverse directly form the handles—no shifting required! The pivoting deck with proprietary return to neutral is engineered to glide over uneven terrain and deep brush seamlessly.

All three Outbacks make quick work of under-brush, berries, bramble, vines, tall grass and small trees up to 2" diameter and 6' tall—all at a rate of just an acre of brush per hour!

Each unit features a heavy-duty blade spindle, reinforced in four directions for maximum durability and safety, so you can keep cutting in the harshest environments.

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

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2016mowerpreview (Material supplied by Jungle Jim’s)

Jungle Jim’s Stand-On Sulky T

he Jungle Wheels stand-on sulky from Jungle Jim’s gives you a competitive advantage so you can mow faster, easier and leave lawns with no unwanted tracks. Jungle Jim’s realizes that sulkies without wheels can cut into turf and cause imbalance, producing an uneven cut. The third pivot point and rear-weighted design of the Jungle Wheels enables an even cut across the roughest terrain. The hook-up feature comes standard and maximizes trailer space.

A unique advantage to the two-wheel Jungle Wheel, the wheels follow the mower tracks, allowing the operator to stripe a yard without unwanted tracks.

Product details include: l Non-skid 10 gal. plating on platform l Castle nuts at key pivot points for added security l Patented adjustable arm to fit any rider l Quick release pin for easy removal l Versatile bracket fits most major mowers l Three-piece bolt hub with tube tires l Adjustable platform height Note: Some older mowers require special adaptor brackets to mount the Jungle Wheels.

Call 502-244-7934; visit junglejimsap.com.

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All The Right Moves John and Chuck Agans have turned Clive Power Equipment into a force in the hawkeye state.

BY JAY DONNELL DES MOINES, Ia. live Power Equipment has been a force in Iowa for nearly 20 years.

The company has built a strong reputation in Des Moines and continues

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to grow and build on its strengths. Clive Power is Iowa’s leader for Toro, Exmark and Stihl sales. The business focuses on selling and servicing products that will help its customers operate efficiently and profitably.

John and Chuck Agans bought the business in April of 1996 and doubled it in a short amount of time. When they bought Clive Power, the three major brands they have today were already in place, but the previous owner had grown the business as much as he could. “We were able to take the busi-

ness to the next level and make it the largest in the state for all three of those major brands,” John says. “Our philosophy is to keep it simple.”

They’ve now tripled the original business and have grown Clive Power into one of the largest power equipment dealersships in Iowa. Chuck heads up the service side while John handles the sales side of the business.

The company has been in its current location for 15 years after moving just down the road from their original location. The move meant more room to

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grow for the well-known Iowa dealer.

“An opportunity came available and now we own the whole building complex,” John explains. “We became landlords at the same time and that’s allowed us to grow Clive Power and expand it as much as we’ve needed to over the last 15 years.”

Agans’ 15,000 sq. ft. store is staffed by 14 employees including five service technicians. The labor rate was raised from $85 to $90 last November and efficiency in the shop is close to 100%.

“We have a very efficient system that allows our technicians to produce,” John says. “They can repair a lot of equipment really fast if everything is set up properly.”

Promotions Clive Power Equipment’s business is about 40% commercial and 60% homeowner: they use internet and radio ads to promote the business, and they have recently started focusing more on electronic marketing. Agans believes search engine optimization is critical for internet advertising and he trusts his major

The dealership leans on Stihl for the majority of its handheld product sales.

brands with advertising dollars. “Stihl is a leader as far as internet marketing and getting people to recognize the product line,” he says. “Our advertising dollars with Stihl go directly to them and they do a phenomenal job.”

The company runs c-systems for their

point of sales system and x-charge for credit card processing, which is directly connected to c-systems. They also run PartSmart. The company has a state of the art website, clivepowerequipment.com, and a Facebook page. Agans tested the website sales market a few years back, but it didn’t generate enough sales for it to be cost effective. “I know there are some businesses out there that are real successful with that, but for our market there’s not as big of a demand.”

John knows it’s important for his business to keep looking into online marketing opportunities as technology continues to advance. “70-80% of the people walking through that door have looked at us online,” John says. “You better make sure that you’ve done a good job with that.”

Wholegood Sales Snow plows were added to the lineup about six years ago and they now offer SnowEx and Hiniker brand. “That’s been a good addition to our base line and we had to hire a technician with some experience for it,” John explains.

“Overall we’re happy with it and we’d like to see it grow more.”

Clive Power’s showroom is very impressive. In fact, Toro has actually filmed two commercials there. They brought in a whole production crew and changed the entire layout into a Toro only store just for the commercials.

Clive Power has never been about offering major discounts on equipment because they believe they offer a fair price for a great product and a good John Agans

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value backing it. John believes their business’s offerings are second to none.

“The features and benefits that our equipment provides and the service that we back it with is hard to beat.”

Business Management

Staffed by 14, Clive Power services a 60/40 homeowner/commercial cutter customer base.

The company is Iowa's leader for Toro, Exmark and Stihl sales.

Agans cites an efficient shop set up as a key to success.

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In 2014, Clive Power had its biggest year ever in terms of gross dollars and they’re already ahead of that pace this year. About a third of the year’s business is done in April and May. “It was a rock solid spring for us,” John says. “It continues to rain every three to seven days and we’ve been really fortunate.

We’re very thankful for that too.”

John, 54, and Chuck, 64, have a great business relationship. “There’s no magic to coming in and doing business every day,” John says. “If you don’t work hard you’re not going to get anywhere in today’s world. The customer is not always right, but the customer is always the customer. You have to take care of their needs no matter what it is.”

While everything seems to run smoothly at Clive Power Equipment, John and Chuck still face many challenges on a daily basis. New EPA regulations on equipment can make things extremely difficult as well as the computerization of equipment. “They have them running so lean that if you have any blockage at all in the fuel system, it doesn’t start,” John explains. “It can be very challenging for the average person to overcome that. Having techs that understand this new style of equipment can be difficult.”

Other challenges include dealing with a growing number of manufacturer demands. “The manufacturers have you attain many levels of certified training to maintain your dealer status, but we do feel it’s important to hold a high dealer performance level.”

John and Chuck Agans are very involved in the community and continue to supports programs like the one recently started at Vatterott College in Des Moines: a power sports and small engine equipment program to train technicians. Clive Power’s Toro representative has been very involved with the program as well.

“We think that this could be a good outlet and hopefully we can help advise them on how to train techs in different fields,” John says. “The equipment is very complex now, whether it’s handheld chainsaws or some of our bigger equipment. You’ve got to be pretty savvy to understand what it all PET means.

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DEALERvoices

A Different Perspective

ries a price tag with it.

So, is your relationship with your manufacturer one-sided in their favor?

Before you say yes, recheck the amount of money your partnership with them has allowed you to make.

Indiana dealer Sam Stearns offers a fresh point of view on dealer life.

can be used in my favor. If I’ve jumped onto the “OEMs are big fat jerks” bandwagon, I’d be sabotaging my ability to benefit from any of these things. I think this is true for you as well.

EDITOR’S NOTE: The following article was submitted in response to Dealer to Dealer columnist Dale Stotts’ June comments regarding the state of the outdoor power equipment industry, and a few key issues he has as he operates a dealership.

An Open Mind

I will certainly concede that OEMs can be overly demanding. Most of you have experienced this. It’s nearly impossible to be in any kind of relationship, business or personal, where one party doesn’t occasionally mistreat the other. In these cases, communication is key. How do you know your OEM won’t change anything? Have you tried talking with them about the things you wish were different? Approaching them in a benevolent, winsome manner, keeping an open mind yourself, should do more to improve the relationship than anything else. Now, it may be that your concerns will fall on deaf ears, but my hunch is that most of you who are complaining haven’t done what you can to make things better.

BY SAM STEARNS

I

’m new here. I have no credentials that would make you want to listen to what I have to say. I probably have less experience in this industry than the vast majority of this magazine’s readers. So when I say that I’m bothered by Dale Stotts’ June article and want to offer a response, it’s certainly not because I think I know more than he does. He’s operated in this industry over 50 years! I only started trying to turn a wrench in 2006, on my own with no previous experience, and I’ve been a wholegoods dealer less than two years, and that’s with just one manufacturer. I’m sure Stotts has forgotten way more than I even know!

This article is not intended to refute all his claims about how OEMs handle the issues of co-op advertising, showroom displays and financial statements. However, none of Stotts’ complaints about OEMs match up with my own experience with my manufacturer. We get along just great! I’m thrilled with their co-op advertising policy, and they have never required a financial statement from me or a certain size showroom display.

What I want to do with this column is to encourage a different mindset that I think would benefit us as dealers. Complaining amongst ourselves about how poorly manufacturers treat us isn’t going to help any of our dealerships succeed.

My own success as a dealer depends largely upon having a positive outlook, a can-do attitude and a willingness to embrace challenges in the belief that they

Communicate

A large part of any successful relationship, personal or business, is the ability and willingness to see things from our partner’s perspective. Can manufacturers be demanding? Undeniably so! But is that always bad? Before you say yes, try to think of some legitimate reasons they might act that way.

The truth is that OEMs do things to protect and further their own interests and reputations, just as all of us do. That’s not a bad thing. If you keep this in mind, it makes sense that they would make demands of dealers’ business operations.

They work hard to maintain a strong image for the buying public. Don’t you imagine they’ve had dealers harm their reputations through bad advertising, lousy displays and poor financial management? If you’d been burned like that in the past, you’d take measures to protect yourself, wouldn’t you?

Positive Attitude It’s also helpful to remember the benefits of being in a partnership with a particular OEM. My relatively small OEM has afforded me relatively modest growth. But if I had, for example, Husqvarna signage over my main entrance, my piddly one man operation would struggle to handle the business driven in by that sign.

If you’re a dealer for one of the bigger OEMs, your dealership’s ability to make money is much more enhanced than if you were a dealer for a more obscure manufacturer. The other side of that coin is that the larger OEMs tend to be more demanding. It seems natural to me that the more business an OEM brings into my dealership, the less I can expect to have things exactly as I want them. In other words, the benefit brought by certain manufacturers car-

Value Independence What if the dealer/OEM relationship really is skewed in their favor with no hope of change? We have to decide at the outset how we’re going to do business, and make the commitment to be who we want to be. We need to value our independence as dealers. If one of your OEMs doesn’t allow you to run your business the way it needs to be run, you need to have the ability to discontinue your partnership with them. At this point in my own business, if my current OEM were to tell me tomorrow that I’m now required to display at least 20 riding mowers (much more than the current requirement), the thing for me to do would be to politely refuse, thank them for two great years, and move on to talking with other OEMs that are looking for new dealers in my area.

I hope these suggestions can be helpful as you try to stay positive and productive in the challenging environment we’re in. I realize there’s a lot more to be said about these things, and the conversation will, undoubtedly, continue.

Sam Stearns owns and operates Mr. Mowerman, Scottsburg, IN 47170; e-mail mr.mowerman@hotmail.com. The views of Sam Stearns do not necessarily represent those of Hatton-Brown Publishers, Inc.

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INDUSTRYvoices

Educating Consumers Protecting Their Engines How to properly help consumers protect their equipment during storage.

BY MATTHEW BANACH

F

all is a critical time of year for the power equipment consumer. Most consumers do not understand that some proper maintenance in the fall can relieve many of their power equipment headaches in the spring. As an expert in the outdoor power equipment world you want to not only service your customer’s equipment, but provide sound professional advice to them on how to care for it properly.

This is not limited to just using the right motor oil, sharpening blades and checking belts, this also includes treating your fuel properly every day and for long term storage. Most of the consumers walking through your door do not understand that today’s ethanol fuels, while fine for small engines, need a little more care than the fuels of yesterday.

Sharing these tips and getting your consumers using these simple steps will help build trust and keep your customer happy for years to come.

Tip 1: Be aware of where you are buying your fuel. Today’s ethanol blended gasoline starts going bad in as little as 30 days. Remember, the fresher the fuel you buy, the better—no matter what octane rating.

Tip 2: Be aware of the ethanol content in the fuel you’re buying. Today, more than 97% of the fuel in the U.S. is blended with ethanol. Running any fuel in your small engine equipment with more than 10% ethanol can lead to several engine issues including overheating, failed fuel lines and over-corroded fuel system components.

It’s important to remind consumers to add a high-quality, non-alcohol based fuel stabilizer and ethanol treatment, such as Sta-Bil 360 Performance, to the fuel can before filling it with fresh fuel.

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Pouring a fuel stabilizer and ethanol Using a high-quality fuel stabilizer treatment directly into the gas can enhas a lot of benefits for consumer equipsures that all the equipment you fill with ment during storage: l Stabilizes fuel: Gas goes bad in as that treated fuel will be protected from little as 30 days. Adding a stabilizer and ethanol issues. ethanol treatment can keep fuel fresh A common misstep that consumers for up to one year. make is attempting to treat equipment l Prevents corafter they fill it rosion: Ethanol up from their gas blended fuels can can. This is not corrode fuel systhe best practice tem components. as gas should be A fuel stabilizer treated as soon as will prevent corit leaves the rosion throughout pump for best rethe entire fuel syssults. Treating tem. equipment indil Removes vidually leaves water: You althe opportunity consumers to take steps now will ways want to prefor the fuel to go Encouraging prevent anger with broken down equipment later. vent water from bad in the gas getting into your system by keeping container prior to filling up any piece of your tank full. However, an ethanol equipment. So, it is best to treat the can. treatment will remove the small It is important to keep all of your amounts of water that do accumulate equipment about 95% full after every which helps prevent phase separation. use to avoid condensation forming in l Cleans the fuel system: As fuels the tank. Condensation in the fuel tank

A common misstep that consumers make is attempting to treat equipment after they fill it up from their gas can. This is not the best practice as gas should be treated as soon as it leaves the pump for best results. causes water to accumulate in the fuel and this will eventually cause phase separation.

Phase separation occurs when water in the fuel tank bonds with the ethanol and falls out of suspension. Once this process has occurred, there is no chemical in a reasonable amount that will recombine the water, gasoline and ethanol. Even if you could recombine it, you do not want to run that much water through your fuel system. The only way to prevent phase separation is using a high-quality fuel stabilizer, keeping your tank full and keeping your gas can vent closed and fill spout capped.

age they tend to gum up fuel systems.

Running an ethanol treatment through the system will keep it clear of any gum and varnish that can build up over time.

If consumers follow these simple steps to protect their equipment now, prior to storage, it will save a lot of aggravation in the spring by eliminating almost all fuel related issues and make startup an easy and happy experience.

PET Matt Banach joined the Gold Eagle team in 2011, his previous experience in the field of oil refining as well as collector cars, classic boats, and off-road vehicles of all types bring a unique technical view of today’s fuel and oil issues that consumers face.

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Accommodating Customers Interested In Alternative Fuel Equipment dealers can educate staff and clinch more sales in the alternative-fuel commercial mower market.

ing. The opposite is actually true. Refueling with propane is just as easy or easier than refueling with gasoline or diesel and more efficient, because landscaping crews are no longer making daily trips to the gas station.

Propane Myth No. 2: The landscaper must go offsite to get its propane fuel. Propane is delivered directly to the contractor through a cylinder exchange program or through on-site tank refills. Not having to stop at the gas station each morning means landscapers spend more time mowing and less time refueling.

the fleet’s fuel is often a question that can be handled by the propane retailer.

Dealer Resources

Fortunately for any dealership serious about adding propane mowers to its inventory, the learning curve isn’t steep or expensive. In fact, many of the tools needed to create a sale have already

BY JEREMY WISHART been created.

Currently, several engine and mower t’s estimated that more than 20,000 manufacturers offer propane product commercial propane mowers were training as part of their dealer update cutting grass throughout the U.S. in and technical service training programs.

2015. With at least 15 OEMs These training programs generaloffering more than 130 models ly cover the basics of propane of commercial propane mowmowers, while focusing on speers, that figure is expected to cific product features and details. increase as more contractors The Propane Education & Relearn about the advantages of search Council (PERC) offers propane-powered mowers. many free resources available for For equipment dealers, capidownload for dealers. Each has a talizing on the increasing inspecific objective, but all are interest in alternative-fuel mowtended to arm a dealer and its ers is a way to differentiate sales staff with the tools to sucthemselves from the competicessfully sell a potential customer tion and boost their bottom on the merits of propane fuel. lines with additional equipPERC’s Propane Mower Dealment sales. But to do that, a er Kit is free to download at Selling and servicing propane mowers can take a dealership to dealership needs to put itself propane.com/commercial-landthe next level, if done correctly. in position to turn a customer scape/mower-dealers. It walks interested in purchasing a propane dealers through the planning steps for Propane Myth No. 3: Propane is mower into a satisfied, loyal user. unsafe. In truth, propane is an extremethose intending to add propane mowers ly safe fuel to handle and better for the to their inventory and how to ultimately differentiate themselves from competenvironment because it’s a closed fuel Build A Sales Team system. That makes it very difficult for ing dealerships.

The first and most important step for a contractor to accidentally spill fuel, PERC’s cost calculator tool is intenda dealer intending to capitalize on a cuswhich reduces the environmental threat ed to help a dealer show its customers tomer looking to transition to a posed by pooling chemicals. their estimated fuel savings and ROI propane-powered mower fleet is to eduonce they convert to a propane mower cate the sales team. Potential propane fleet compared with traditional-fueled Form Partnerships adopters are going to have questions mowers. The cost calculator tool is and it’s up to the sales team to be well For dealers selling propane mowers available for download at propanecostversed about propane mowers and the for the first time, developing a partnercalculator.com and a mobile app of the benefits to help reassure the customer. ship with a local propane retailer can be calculator is available for phones and An untrained or unsure sales staff can valuable. The propane retailer can edutablets in app stores for Apple and Anlikely lead to a lost sales opportunity. cate the dealership’s sales team about droid devices.

PET The sales team should also underpropane mowers, their benefits and Jeremy Wishart is the deputy director of stand the most common misconceptions common questions customers have. business development for the Propane Educommercial landscapers often have Once a partnership is established with cation & Research Council. Located in about propane, including the following the local propane retailer, sales team memWashington, D.C., PERC is a check-off three myths. bers can refer customers directly to a program established, operated and funded propane provider to settle many of the cusby the propane industry. For more inforPropane Myth No. 1: Propane retomer’s questions. For example, determinmation contact Jeremy Wishart, jeremy.wishart@ propane.com. fueling is difficult and time consuming how the contractor prefers to receive

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The Importance In Placement, Efficiency Creating and maintaining a superb shop appearance is more important than it has ever been.

BY JOHN WALKER

M

er’s requirements will be distinctly different from the needs of a dealer selling large combines or 40,000 lb. lift trucks. Each equipment dealer’s requirements should be based on the space needed for servicing the size equipment they sell.

An additional three to five feet clearance should be included on all sides of the equipment to permit working space. The clearance should be between units so the clear space on one stall overlaps the stalls on either side. Stalls that are next to walls, benches or stationary equipment need an extra one to two feet for adequate clearance. Where volume of service work justifies specialized areas, attempt to fit the size of the stall to the work being done.

Provide for good traffic flow; make it easy to move units around and in and out of your shop. Stalls should be clearly defined and sometimes lines painted on the floor will help keep order.

Aisles need to be large enough for easy access to the stalls. Ideally you should try to establish aisles so you can have one-way traffic, and help eliminate confusion.

any manufacturers and dealers recognize that a well laid out, clean and well maintained service shop increases shop efficiency, stimulates customers service sales and assists the dealership in maintaining and recruiting technicians.

Maintaining a proper shop appearance is often a matter of regularly attending to small things. There is more to a suitable appearance than just Leave about three to five feet of clearance in each stall to sweeping the floors—there are a allow technicians room to work. number of items that need to be maintained. Once they are in good shape it does not take much time or effort to keep them that way, and the responsibility can be spread to several shop personnel.

Some tasks require only periodic checks, but other areas need more frequent attention. A major point to consider when viewing your shop is to view it through the eyes of your customers! If equipment is parked in a haphazard manner and it is necessary to move several units to get to another, Functional Locations it creates confusion, and may lead the Location of shop functions is customer to think no one knows what something each dealership must they are doing. give a great deal of consideration.

There are some important factors to We recommend doing a thorough consider when you are laying out check of OSHA and EPA regulayour shop, whether you are building, tions before establishing a particadding on or just rearranging for ular special work area within your greater efficiency. Every service shop A well organized shop gives customers confidence in your shop. Some consideration should is different, and the best layout for abilities to properly repair their units. be given to the location of the each shop will, naturally, vary. The various shop functions with refollowing ideas are not intended to fit Stall Size gard to noise, dirt and objectionable every shop exactly, but are to be used as orders. Direct drive-in stalls, like those Today’s marketing trend toward a guide in establishing the best possible found in the older gas service stations, larger pieces of equipment will dictate layout for your dealership’s service deeliminates the need for an indoor aisle stall size when laying out space repartment. You might also contact your and provides easy entrance and exit quirements within your shop. Certainsuppliers and service travelers for plans from individual stalls. ly an outdoor power equipment dealor ideas.

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Planning For Efficiency In developing an efficient shop layout, planning is paramount to success.

Remember, the most important aspect of an efficient shop is the manner in which it is laid out. Shop layout affects the ability to provide and deliver service when the customer needs it.

We recommend the absolute necessity of having a service manager’s office located near the shop area of the dealership. A professional service manager needs to spend a minimum of an hour and a half a day, or 420 hours a year, in some form of planning, executing and evaluating which makes an office mandatory.

A tool room for specialty tools needs to be set up with policies defined for dispatching and returning all company owned tools. Make sure to enforce this policy in order to eliminate constantly having to hunt for specialty tools. Along this same line, look for efficient methods to pick up and handle the service department’s parts requirements. In many of the larger shops we see a dedicated position within the parts department to have parts delivered straight to

If equipment is parked in a haphazard manner and it is necessary to move several units to get to another, it creates confusion, and may lead the customer to think no one knows what they are doing. the technician’s stall.

Lighting is important. Proper lighting improves both shop safety and shop efficiency. Free advice in this area is available from your local power company. They are the experts so involve them in making lighting decisions.

In your overall layout planning, consider the location of built-in equipment and utilities such as hoists, electrical outlets (110 and 220), air compressors, steam or pressure cleaners, hot and cold water, natural gas, exhaust vents, heating or cooling ducts, fire prevention equipment, other safety equipment and facilities.

As we have pointed out to equipment dealers so many times: Perception is everything. Show a customer, and particularly a prospective customer, a filthy, poorly lit shop and you’ll have a customer who questions your efficiency and

ability to take care of their equipment after the sale. Show me a professional service technician who is considering the possibility of changing jobs and coming to work for your dealership in this same out-dated, poorly lighted, hot in the summertime and cold in the winter shop and we’ll show you a technician who will continue to look. Do not shortchange yourself, your dealership, your employees and your customers by denying your service department an efficient and orderly run service shop.

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

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SHOWroom Ecolawn Top Dresser

Ecolawn Applicator introduces the new Walker mower Top Dresser attachment. This zero-turn Walker mower attachment is an innovative broadcast spreader, the Eco 75’s controls and levers are integrated with the Walker mower for comfort, control and accessibility. The newly designed hopper eliminates material bridging with smooth, steep sides and its live conveyor system and agitator maintain steady material flow for consistent even spreading. Ecolawn’s popular dual reverse spinner broadcast system is PTO driven therefore giving application thickness control to the operator’s ground speed. This feature is exclusive to this model.

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

Exmark Lazer Z Upgrade

Gravely ZT-X

Gravely introduces the ZT-X, an all-new zero-turn lawnmower bred from commercial DNA but designed for the homeowner. With fabricated deck designs in either 42" or 52" sizes, the ZT-X incorporates enhancements that improve cut quality, durability and ease of use. The newly designed, fully fabricated cutting deck is similar to the decks found on Gravely’s commercial line of zero-turns. The wide discharge opening allows for even dispersal of clippings without clumping, while the constant tension deck belt system increases the life of the belt and reduces the need for adjustments. The fully welded, tubular steel frame sets the ZT-X apart from its competition. The ZT-X is built on a single piece—welded, not bolted, at every joint for added strength and stability. The ZTX was built with operator comfort in mind, integrating features that are easy to use, such as the dial height of cut selection. Other considerations like the plush high-back operator seat with armrests, fully adjustable control arms, foot-operated deck lift, cup holder, storage compartments and advanced vibration isolation were added to increase operator efficiency, while also keeping comfort a high priority. All models are available with a rugged Kohler 7000 series engine with smartchoke technology and pro filtration package.

Call 920-756-4688; Visit gravely.com.

Boss VBX 3000 Exmark announces a new suspended operator platform for its Lazer Z commercial mowers. A factory-installed upgrade available on 2015 Lazer Z E-series and Lazer Z X-series machines, the suspended operator platform utilizes coil-over hydraulic dampers to significantly reduce the impact of bumps and vibration. The design provides 3.6" of travel in vertical and fore-aft directions, with trailing arms to limit lateral travel and increase operator stability. The suspended operator platform includes a new seat that leverages the technologies and experience Exmark has at its disposal, including the company’s patented iso-mount isolation system, which provides a controlled .75" of lateral and .5" of vertical isolation. When combined with patented elastomeric vibration control (EVC) stretch fabric and plush foam padding (1.25" vertical travel), the new seat maximizes comfort to enhance the productivity and long-term comfort of the operator.

Call 402-223-6300; Visit exmark.com.

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Boss Snowplow introduces the VBX 3000 Hopper spreader designed for UTV type vehicles. The VBX 3000 Hopper spreader has a .38 cubic yards capacity with a load capacity of 1,000 lbs. (including the weight of the spreader and material). Auger drive system ensures a steady flow of sand or salt at all times. The VBX 3000 Hopper spreader offers versatility and easy operation regardless of the job type with a spreading width of 4-20'. A standard, heavyduty vinyl tarp is included with bungie tie downs to ensure materials stay dry.

Call 800-286-4155; Visit bossplow.com.

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SHOWroom Stihl KM 94 R KombiMotor The new Stihl KM 94 R KombiMotor gives professional landscapers a powerful, lightweight 24cc, 2-stroke engine to handle their landscaping jobs. This multitasking tool works with all 14 attachments in the Stihl KombiSystem line for cutting, trimming, clearing and much more.

With only one engine to maintain, users save on service costs. This new motor also comes with other great features that improve comfort and handling. The innovative ecospeed throttle allows adjustment of the machine’s throttle speed according to the job being done and the attachment being used, perfect for trimming against glass, plants or other structures. The ergonomic loop handle and slim design on the KM 94 also make it comfortable to operate, effortless to maneuver and easy to store.

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

Honda HSS Series Honda Power Equipment introduces its all-new HSS series of premium snow blowers for the North American market. Designed with an emphasis on quality, reliability and ease of use,

the new HSS724A, HSS928A and HSS1332A two-stage models deliver superior performance and enhanced control and handling for both residential and commercial users. Ten all new U.S. HSS snow blower models, each equipped with dramatic enhancements, are replacing the existing HS series snow blower model counterparts. When it comes to snow throwing distance, the all-new Honda HSS snow blowers boast superior performance. Lightweight, right-sized GX engines, providing reliable power and quick starts, a pulley size optimized for top speed of the impeller, and an impeller wing positioned at 90˚ for increased efficiency all work to contribute to increased snow throwing capability for each model.

The new HSS724A, HSS928A and HSS1332A models are powered by Honda GX Series Engines—the 200cc GX200 OHV engine, the 270cc GX270 OHV engine, and 390cc GX390 OHV engine respectively. In addition, the new HSS724AWD, HSS724ATD, HSS928AWD, HSS928ATD,

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SHOWroom and HSS1332ATD models incorporate an on-board battery for electric start capability.

The new Honda HSS snow blowers have a standard three-year warranty for residential and commercial use, and all models meet all current EPA and CARB emission standards.

Call 770-497-6400; visit hondapowerequipment.com.

Mystik JT-6 Grease Mystik JT-6 multi-purpose grease is an exceptionally water resistant product.

It is light colored, low staining, and has a very low oil separation rate. Mystik JT-6 multi-purpose grease provides excellent anti-seize protection under high loads. Outstanding adhesion enables this product to stay in place better than most other greases.

This product is a medium temperature range multi-purpose grease for extreme pressure loads and slow to medium speed bearings. It is excellent for greased chassis points, fifth wheels and water pumps. It works especially well where extended lubrication intervals are practical, highly loaded or shock loaded

grease lubricated applications exist and excellent rust protection is desired. It is fully rust and oxidation inhibited.

Mystik JT6 multi-purpose is also available in an aerosol form. This product penetrates hard-toreach points to leave a precise placement of protective coating. It has the ability to stay in place and lubricate, even under extreme pressures and severe service: Resisting rust, corrosion, oxidation and wear. Mystik JT-6 multipurpose grease dries into a non-fluid consistency in about 15 minutes.

Call 855-469-7845; visit mystiklubes.com.

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POWERsuppliers

EETC Offers New Training Sets Equipment & Engine Training TthreeheCouncil (EETC) recently added new technician training systems to its online store offerings: an Electronic Fuel Injection Training Board and Basic Electrical Training Board developed by Briggs & Stratton, plus a Power Equipment Electrical Trainer system that allows trainers to construct live working circuits for troubleshooting. l The EFI Training Board features an entire Delphi EFI system, like that found on select Briggs & Stratton Vanguard v-Twin engines. This system features closed-loop oxygen sensor functionality and is in charge of engine fuel delivery and ignition timing advance decisions. The board contains the entire fuel injection system on a 17×22 in. plastic base laid out in similar fashion to the engine. One of the best features of this board is that it actually runs! Provided is a specialized pulse generator plumbed into the harness to simulate the communication between the flywheel reluctor teeth and engine speed sensor. Other functionality includes idle speed of 1,850 RPM, top governed speed of 3,600 RPM and a hunt-andsurge feature. One 12V AGM-style battery powers the system and allows complete diagnostic troubleshooting to be performed just like on an actual engine.

The EFI training systems comes with Extech DVOM with amp-clamp; back-probe leads; tiny-scan code reader; electronic technician assistant laptop software and cable suite; Supporting instructor PowerPoint with user notes, Noid light; and PDF copy of the training work book with release for external duplication plus PDF copy of service and diagnostic manual. l The Basic Electrical Training Board is modeled after a typical riding lawnmower electrical system. It incorporates the starting system, safety system, PTO system and charging system. It’s designed to allow students to construct any of

these circuits using jumper wires in any combination to understand series circuits. Also series circuit rules understanding are allowed to be expanded upon further with a set of three small light bulbs which illustrates also how to understand and test voltage drops. Automotive relay theory, circuits and testing can also be done with these boards. These boards were developed to train the Briggs & Stratton servicing dealer network and have proved to be a very efficient and useful tool for one of the toughest subjects to get comfortable with.

The Basic Electrical Training

Board comes with 12V AGM Battery; Extech DVOM with Amp-Clamp; 1 amp battery charger (charging system demonstration); eight alligator clip style jumper leads; quick connect couplings for battery and charging systems; normally open and normally closed relays; 10 Ohm resistor and basic diode; a PDF copy of the training workbook with release for external duplication, plus a Power point that mirrors the training work book with user notes included.

The EFI and basic training boards are the same ones Briggs & Stratton uses in the company’s hands on halfday and two-day EFI training classes

for their dealers and have been a great success, proven durable and a very efficient way to explain operation, testing and diagnostics of these complex systems. The boards are shipped in kit form and require final assembly on a pre-drilled base board. All components are supplied, including detailed digital assembly instructions. l The Power Equipment Electrical Trainer system supports and allows the construction of working circuits by demonstrating or replicating experiments in power equipment electrical training. The system will construct more than 600+ live working circuits, with re-usable electronic components.

The system stores all of its components in a compact hard case, with labeled compartments for components, making inventory a snap. System features full color manuals and instructor tools in both hard copy and digital format, together with free internet-based upgrades—and includes a fully functioning Digital VOM meter. The EETC Basic Electrical Trainer requires no external power supply or power cords and utilizes AA batteries or solar panel (included) to work the circuit.

The training system also features software (drag and drop), enabling construction of color circuits, with the actual trainer components, using Microsoft Word.

These circuits can then be printed, integrated into job sheets, and/or viewed on an overhead/projector. One big innovation is the software and cable to convert a Windows PC into a basic oscilloscope and construct 60+ actual working circuits for basic scope training, or convert a Windows PC into a digital computer programmer and construct basic circuits using a programmable chip and trainer components. These live circuits enable the demonstration, operation, and diagnosis of basic computer circuits and scan tool usage.

For more information about these innovative training systems, contact the Equipment & Engine Training Council by emailing: eetc@eetc.org or PET visit: eetc.org.

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Obsolete McCulloch & Obsolete Green Machine

9009

POWERworks Bob’s Lawnmower Service 7632 State Hwy. 7 Maryland, NY 12116-3201

BUSY LAWNMOWER, TRIMMER, SNOW BLOWER, CHAINSAW SALES, SERVICE AND REPAIR SHOP!!!

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

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

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

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PETcetera

Source: Jeff Haden, https://www.linkedin.com/pulse/10-ways-remarkably-polite-people-more-successful-jeff-haden

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Occasionally, we meet a person who stands out in the best possible way. He might be remarkably charismatic. She might think remarkable thoughts. And remarkably giving people—they are impossible to ignore. If you develop those traits, you won’t just be likable; those traits will make people want to work with you and do business with you. That’s also why we love being around genuinely polite people. They make us feel comfortable.

They make us feel respected and valuable. We love doing business with them. Here’s how remarkably polite people do it: 1. They always step forward.

Remarkably polite people, no matter how great their perceived status, step forward, smile, tilt their head slightly downward (a sign of respect in every culture), and act as if they are the one honored by the introduction, not you. In short, polite people never big-time you; instead, they always make you feel big time.

2. They keep using the name you used to introduce yourself.

Remarkably polite people wait to be asked to use a different, more familiar name. They call you what you asked—or later ask—to be called because it’s your right to be addressed in the way you wish to be addressed.

3. They don’t touch unless they are touched first.

Handshakes excluded, of course. Polite people wait for the other person to establish the nonsexual touch guidelines. They never pat or squeeze or slap (in a good way), even if they are patted or squeezed or slapped. Sure, they hug back, but they don’t reciprocate other forms of touch. Why? Some people don’t even realize they’re touching you, but they definitely notice when you touch them. That makes them feel uncomfortable, and discomfort is the last way polite people want other people to feel.

4. They never let on they know more than they should.

Some people share incessantly on social media. And maybe you occasionally see what they’ve been up to. But polite people don’t bring those things up. They talk about sports; they talk about the weather; they talk about how The Walking Dead is a metaphor for life in corporate America, but they only talk about personal subjects the other person actually discloses in person.

5. They never ignore the elephants.

An acquaintance’s mom died a few weeks ago. You see him, and you’re not sure whether to bring it up. Remarkably polite people always bring it up. They keep it simple, like, “I was sorry to hear about your mother. I’ve been thinking about you and am hoping you’re doing OK.” Awkward? Absolutely not. You’ve expressed your condolences (which you should), and now you can both move on: Your friend is no longer wondering if and when you might mention it, and you are no longer wondering whether you should. Where relationships are concerned, the best elephant is a dead elephant.

6. They never gossip—or listen to gossip.

Remarkably polite people know gossiping about other people makes you wonder what they’re saying about you. In fact, when someone starts to talk about someone else, polite people excuse themselves and walk away. They don’t worry that they will lose a gossiper’s respect; anyone willing to gossip doesn’t respect other people anyway. If you want to share the inside scoop, talk openly about your own thoughts or feelings—then you’re not gossiping, you’re being genuine. That’s what polite people do. But at the same time...

7. They never speak just to share the greater glory of

themselves.

When remarkably polite people want to talk about themselves, they ask for advice—but not humblebrag advice like, “I notice you keep your car really clean; what wax do you recommend for a Porsche?” Ask a question that shows you truly value the other person’s expertise or knowledge. The person will feel good, because you implicitly show you trust his or her opinion; you actually get input you can use. Win-win.

8. They never push their opinions.

Remarkably polite people know that what is right for them might not be right for others—and even if it is right, it is not their place to decide that for you. Like most things in life, offering helpful advice is all about picking the right spot and polite people know the right spot is always after you are asked.

They never judge. Why? Remarkably polite people realize they aren’t perfect either.

9. They’re masters of the art of social jiujitsu.

Social jiujitsu is easy. Just ask the right questions. Stay open-ended, and allow room for description and introspection.

Ask how or why or who. As soon as you learn a little about someone, ask how she did it. Or what she liked about it, or what she learned from it, or what you should do if you’re in a similar situation. Showing a sincere interest in people isn’t manipulative. They get to talk about things they’re passionate about, and you get to enjoy their enthusiasm and excitement and passion. No one receives too much respect. Asking other people about themselves implicitly shows you respect them.

Respect is the mother of polite.

10. They never stop being polite.

They don’t just turn on the charm the first time you meet.

Remarkably polite people keep on being polite: Partly because they know no other way to be, but also because they know there is no other way to be.

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10 Ways Polite People Are Successful

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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.

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After Market Services 35 Altoz 21 American Honda Power Equipment 25 B3C Fuel Solutions 22 Billy Goat Industries 26 Briggs & Stratton Service 47 Cannon Bar Works 5 Gold Eagle 13 Green Industry & Equip Expo 7 Heftee Industries 38 Husqvarna Forest & Garden 15 Jungle Jims 27 Masport 23 Morbark 2 Rapco Industries 38 Rotary 19,38,48 Silvana Import Trading 10 Star Brite 17 Tillotson Power Products 10 Tilton Equipment 8 Walbro 6

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DEALERtodealer

DALE STOTTS

Are You Paying Attention To Yourself?

After a scare, Dale Stotts has priorities in order.

T

oday I’m talking about something besides an industry problem. Are you paying attention? I’m talking about an extremely important subject— your health.

My body had been telling me something was wrong. I almost ignored those warning signs too long. After you put this article aside take a few moments and see if you might be guilty of ignoring some warning signs.

During the first of the year I started feeling not quite right and as the weeks turned into months the signs kept getting stronger. I was tired all the time— work was becoming a chore—each day it seemed to take longer to start the morning and as the day progressed I was eagerly looking for quitting time.

Finally, by mid April, I went and saw our family physician.

As it so happened I picked the very day he was out of the office and his physician’s assistant was working.

After a few checks, blood pressure, temperature, listening to heart and lungs, her decision was my blood pressure was too low and to reduce my blood pressure medication. Sounded logical, so this was the approach I took for almost another month.

On May 4 I had my yearly medical checkup. I told my doctor, “Doc, something is just not right. We need to do some tests to see why I’m tired and have no energy. This hasn’t been my norm for over 45 years.”

He took blood and, of all things, for the first time in over five years, my blood work came back better than it has ever been. With these results my physician set me up to take a stress test. This is when everything went south, or better yet, the problem reared its ugly head.

The stress test showed that at some point in the past I had a major heart attack! The test showed I was operating 46

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on less than 50% normal heart function.

You may be thinking. “Well when you had this heart attack, why did you ignore the symptoms and not have this checked out?”

This is where another factor comes into play: I’m a diabetic and have dealt with this for over 10 years. Watching all the symptoms, taking the medication, seeing my doctor every six months to check the progression of the diabetes. I now find out a diabetic can have what is described as a silent heart attack—normally while one is asleep. You may not realize this even happened. After thinking back, both my wife and I have no clue when this happened but the stress test showed it did.

From here, the next day, I had an angiogram. This showed I not only had three blockages from 70 to 100%, but also some heart valve problems as well.

Instead of doing a stint or a balloon, I was scheduled for open-heart surgery the next morning at 5:00 a.m. The medical professionals would not allow me to even leave the hospital.

Now after doing three bypasses, a valve repair, three and a half days in ICU, plus another six and a half days in ICU Step Down—I was allowed to return home. For the next five or so weeks I was not allowed to return to my business, could not lift over 10 lbs. (by the way if you are wondering, this equals a gallon of milk), started walking every day and then returned to the surgeon who did my repairs. By following all the rules, the surgeon released me. No, not to return to work but to start rehabilitation, for up to 12 weeks at three times a week, to hopefully rebuild part, but not all, of my heart muscle function.

I’m still working with the rehab folks, but I was recently allowed to return to the business, working two days a week.

The other days are filled with going to rehab and doing what I’m told. But I am getting better; in a couple of weeks I see the cardiologist and find out how much

heart function I’ve regained and see what restrictions will be lifted. Rehab is not over but it does help. I am feeling better— though bored to tears since I’m not allowed to return to working full time.

The doctors have told me I will never return to my full working abilities; but I will be able to turn wrenches, deal with the public and deal with the parts suppliers. This is if I stop working 10 or more hours a day, operate the business only five days a week and start, not in the future, but now, slowing down and forget being Mr. Fix-It for all consumers who walk in the door. Yes, this means I will no longer be taking care of all the Big Box Store units. I will even trim my customer list to those who have been faithful in years past.

I have also learned another valuable lesson. During all those weeks and months after surgery, a majority of my customer base has checked on my progress with my family. Several have put off having repairs done—when they can—until I can return to a more normal work routine. This has even led to selling new equipment to some when their existing units quit working, knowing I could repair them but was unable.

Loyalty like this, one cannot buy.

Needless to say, individuals who have shown genuine interest in my health and recovery have a very special place in my life and business. These folks have now advanced to the top of the list when needing future repairs.

Listen to your body—don’t be stubborn. Go see a physician, find out what is going on because your body is telling you, “I’m hurting and need attention!”

The alternative could even be death.

Take it from one who is recovering; it PET was almost too late for me.

Dale Stotts owns and operates Stotts Engine Service, Monett, MO 65708; fax: 417/235-1156; or email: djstotts@sbcglobal.net. The views of Dale Stotts do no necessarily represent those of Hatton-Brown Publishers, Inc.

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