PEToct14pgs_SS_Layout 1 10/3/14 9:58 AM Page 1
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_SS_Layout 1 9/30/14 11:00 AM Page 2
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_SS_Layout 1 10/1/14 9:40 AM Page 3
POWERlines
A Hatton-Brown Publication
GIE+EXPO Equals Great Opportunity
T
here is simply no other event approaching the size and scope of GIE+EXPO, the lawn and garden industry’s biggest event in North America that’s taking over the Kentucky Exposition Center in Louisville October 22-24. For all segments of the lawn and garden and related “green” industries, there is nothing at all quite like GIE+EXPO, where hundreds of suppliers large and small converge and promote their latest products and services. Anything and everything lawn and garden related, from the smallest o-ring to the largest landscape excavator is there to see. And making GIE+EXPO even more unique (and yes, this is one of those rare instances where the word applies) is the one-of-a-kind outdoor demo area, where visitors can put the latest handheld and wheeled products to the test. But that’s just the eye-candy, the must-see trade show sizzle and pop, what really makes GIE+EXPO so neat and unique is that it’s such a gathering for all lawn and garden players and their representative organizations, from the smallest trunk-slamming landscaper to the largest conglomerate manufacturers and dealers and distributors in between: Nowhere else in the industry can you find them all gathered at one place and time. The show’s popular Dealer Day continues for the third year, offering seminars, training sessions and much more. These events give dealers time to network among themselves and provide manufacturers and suppliers important time to work with their dealer customers. For dealers who are looking for new products to offer, gaining additional training for their dealerships or simply looking for some better business management ideas, GIE+EXPO has more opportunities to find all of that than you’ll find anywhere else. While visiting GIE+EXPO, please come by and visit Power Equipment Trade at Booth 9038 for help with subscriptions, vote in the Dealers Choice Awards (see below) or just chat for a bit. We’d love to see you there!
Dealers Choice Awards Voting While in Louisville, don’t forget to vote for top GIE+EXPO products in the 9th annual Power Equipment Trade Dealers Choice Awards, covering products in five categories: Accessory/Attachment, Business Management Services, Handheld, Industrial/Engine, and Wheeled. This year’s awards panel features 24 finalist products that range from palm-size hand tools to a skid steer. The Dealers Choice Awards covers the new, interesting and different, plus some of the hottest products out there. This year’s finalists include three fuel treatment products, and in continuing a battery-operated trend that’s growing, almost a third (four out of 15) of the machinery products are of the rechargeable variety. Dealers can vote in person at PET Booth 9038: There’s a ballot to fill out in this issue on Page 38. Dealers can also vote on-line by visiting poweret.com and clicking on the Dealers Choice Awards button at the top of the page. And don’t forget: Two lucky dealers are set to receive $100 cash for participating. See you in Louisville! PET
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 ■ Dan Shell Senior Assoc. Editor ■ David Abbott Associate Editor ■ Jessica Johnson 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) 834-4525 E-mail: randy@hattonbrown.com Midwest U.S., Eastern Canada John Simmons Tel: (905) 666-0258 Fax: (905) 666-0778 E-mail: jsimmons@idirect.com Midwest/Northeast U.S. Utility & ATV (exclusively) Paul Holdsworth Tel: (847) 934-0084 Fax: (847) 934-0556 Email: phpeh@hotmail.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 Classified Advertising Bridget DeVane Tel: 334-699-7837 (800) 669-5613 Reprint Sales Patti Campbell Tel: (800) 669-5613
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_SS_Layout 1 9/30/14 10:38 AM Page 4
Volume 63 ■ Number 8 ■ OCTOBER 2014 Our 701st Consecutive Issue ■ Founded in 1952
Renew or subscribe on the web: www.poweret.com
FEATUREstories
12 15 30 47
GIE+EXPO 2014
Show Schedule, Full Preview
2014 EXPO ELITE
Dealer Focused Suppliers
SHEPPARD’S
Fourth-generation Oregon Dealership
MAE POWER
12
Marks 60 Years In Business
VALUEadded Honda Celebrates 30 Years ________________36 Dealers Choice Awards Ballot ______________38 Kawasaki Celebrates 25 Years ______________42 Finding Good Technicians _________________44 Distributor Library ________________________48 PETcetera/Ad Index ______________________53 Dealer To Dealer _________________________54
15
COVERphoto
30
Everything you need to know about GIE+EXPO 2014’s dealer centered activities and events, beginning on Page 12. (Cover design by Shelley Smith; Troy Winebrenner photo)
Member Verified Audit Circulation Power Equipment Trade (ISSN 1063-0414) is published 10 times annually (January/February and July/August issues are combined) by Hatton-Brown Publishers, Inc., 225 Hanrick St., Montgomery, AL 36104. Subscription Information— PET is sent free to qualifying industry professionals in the U.S. All non-qualified U.S. subscriptions are $55 annually; $65 in Canada; $95 (Airmail) in all other countries (U.S. funds). Single copies, $5 each; special issues, $20 (U.S. funds). Subscription Inquiries—TOLL-FREE 800-669-5613; Fax 888-611-4525. Go to www.poweret.com and click on the subscribe button to subscribe/renew via the web. All advertisements for Power Equipment Trade magazine are accepted and published by Hatton-Brown Publishers, Inc. with the understanding that the advertiser and/or advertising agency are authorized to publish the entire contents and subject matter thereof. The advertiser and/or advertising agency will defend, indemnify and hold Hatton-Brown Publishers, Inc. harmless from and against any loss, expenses, or other liability resulting from any claims or lawsuits for libel violations or right of privacy or publicity, plagiarism, copyright or trademark infringement and any other claims or lawsuits that may arise out of publication of such advertisement. Hatton-Brown Publishers, Inc. neither endorses nor makes any representation or guarantee as to the quality of goods and services advertised in Power Equipment Trade. Hatton-Brown Publishers, Inc. reserves the right to reject any advertisement which it deems inappropriate. Copyright ® 2014. 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
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
47
PEToct14pgs_cs_Layout 1 9/30/14 11:55 AM Page 5
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_cs_Layout 1 9/30/14 9:52 AM Page 6
POWERsuppliers
Country Clipper Announces Co-Distributors Of The Year Zero-turn manufacturer Country Clipper awarded two valued distributors, Boettcher Supply and Conniff Sales, Inc. as its Country Clipper 2014 Co-Distributors of the Year. Boettcher Supply operates in Beloit, Kan. and serves dealers in Colorado, Nebraska, Kansas and Missouri. Conniff Sales is located in Richmond, Ind. and serves dealers in Michigan, Indiana, Ohio, Kentucky and Tennessee. The award recognizes Boettcher Supply and Conniff Sales for their exceptional sales growth, new dealer development, dealer service and training and excellence in distribution. Boettcher Supply was started in 1937 as an electrical equipment repair shop for Representatives from Boettcher Supply and Conniff Sales accept the Country Clipper Co-Distrbutors of the Year award. local farmers. In the early90s, Boettcher Supply expanded into telecommunication systems due to a decline in their traditional markets. They later expanded into the outdoor power equipment industry. Boettcher Supply currently distributes products in the electrical, plumbing, telecom, outdoor power equipment and small engine industries. In 1970, Conniff’s Power Equipment was born, with the owner being the only employee. By 1978, Conniff’s Power Equipment grew to become a distributor, now Conniff Sales, Inc. They currently represent the following lines: Country Clipper, Earthquake, PECO, Power Dog and Turf Teq.
EETC Announces New Web Features The Equipment & Engine Training Council (EETC) announces a new method to recertify. Technicians now have two ways to recertify their industry certifications: either by submitting Continuing Education Units (CEU), or by taking a shortened 60 question recertification test, only available online, for each individual certification. In order to simplify the recertification of technicians, the EETC has designed an option allowing technicians to use their continuing education and manufacturer service schools as credit towards recertification. This program allows technicians to submit copies of training certificates and original certification letters in lieu of taking the EETC Technician Certification tests again. Technicians who qualify are recertified for an additional three years. In addition to the shorted recertification tests, visitors to the EETC website also have the opportunity to view a new 6
■
OCTOBER 2014
■
informational video on how students can jumpstart their careers in the field of power equipment repair. The EETC’s Student Career Video explores the power equipment industry and the ins and outs of what it means to be a certified technician. Interesting facts about the lawn and garden power equipment industry are featured throughout the video, to inform young people about the opportunities this field has to offer. The video includes testimonials from certified technicians telling of their accomplishments while working in the lawn and garden equipment industry. Tom Billigen, a young technician featured in the video, is now the Training Manager at Briggs & Stratton Corp. According to EETC Executive Director Erik Sides, the main emphasis of the video is that once properly trained at a technical or vocational school, a student has the potential to grow within the industry. To take a recertification test, or to view the new video, visit www.eetc.org.
New Logo, Identity For Rotary Mower Blades Rotary Corp. has announced the launch of a new logo and brand identity for its extensive line of mower blades manufactured at its state-of-the-art facility in Glennville, Ga. The logo, anchored by an iconic image of a copperhead snake, conveys the power and force of Rotary blades, which are ISO certified for quality, durability and superior craftsmanship, and tested for maximum performance under extreme operating conditions. Under the brand name of Copperhead Mower Blades, the logo will be featured on packaging, dealer signage and advertising, plus the company’s website and social media platforms. Chris Roessler, Vice President and Director of Marketing and Advertising, says, “To bring the brand to life visually was our goal from the outset. It began by creating the iconic logo of the copperhead snake, which is indigenous to the region where our world headquar-
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_cs_Layout 1 9/30/14 3:31 PM Page 7
POWERsuppliers ters is located. Our new brand identity will enable us to clarify and leverage the unique selling features of our extensive line of blades.”
New Sales Director For Stihl Southeast
Recently, Stihl Southeast, Inc., distributor of Stihl outdoor power equipment for Florida, Georgia, Alabama and portions of the Caribbean announced Mark Bixler as the Director of Sales beginning in 2015. Bixler brings a wealth of sales and management experience to the position, currently serving as territory manager for southeast Florida and the Caribbean islands. He will oversee the Stihl Southeast sales team, replacing Ward Brooks, who announced his retirement is effective Dec. 31, 2014.
Dixie Chopper Claims World Record
Dixie Chopper Marketing Manager Eli Kean recently completed his world record attempt. As previously reported,
he was chosen to attempt the Guinness World Record for “Most Acreage Mowed in 24 hours.” During the 24 hour mowing event, Kean used the Dixie Chopper XCaliber Mower with a 74" cutting deck to conquer as much land as possible at the Molly Caren Agricultural Center in London, Oh. Kean, with the help of the XCaliber, was able to mow over 100 acres of grass within 24 hours, while taking a limited amount of breaks in between. For more information and videos of the event: Visit Dixie Chopper’s Facebook page www.facebook.com/pages/Dixie Chopper/301853694391.
Altoz, Hydro-Gear Announce Alliance
Altoz, manufacturer of high-performance commercial zero-turn mowers, recently announced an alliance with HydroGear, designer and manufacturer of hydrostatic transmissions, which will drive all Altoz XP and XC model mowers. Three different heavy-duty axial piston hydraulic transmissions drive the
high performance Altoz mowers: ZT3400 transmissions, ZT-3400 transmissions, ZT-4400 transmissions and ZT5400 transmissions.
PERC Launches Video Series
Propane offers advantages to all landscape contractors, regardless of the size of their fleet or operation. To showcase propane’s versatility and benefits, the Propane Education & Research Council (PERC) is releasing the “Straight Talk” video series. Each of the six Straight Talk videos features a different landscape contractor or fleet manager discussing how propane meets their business needs. The videos were shot on location and document propane’s benefits, including faster return on investment, fuel savings, reduced maintenance and pilferage, and ease of refueling. Each week, one new video interview from the six participating companies will be posted on PERC’s Straight Talk site www.propane.com/commerciallandscape/testimonials/. Four will lead up to GIE+EXPO, and the two remain-
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
■
OCTOBER 2014
■
7
PEToct14pgs_cs_Layout 1 9/30/14 3:31 PM Page 8
POWERsuppliers ing videos will launch after the show. Release dates for the videos are: Sept. 24: Stay Green Inc., Santa Clarita, Calif.; Oct. 1: Forest Preserve of Cook County, Ill.; Oct. 8: Sebert Landscaping, Chicago, Ill.; Oct. 15: Barnes Inc., Madison, Wis.; Oct. 29: Davis Mowing Services, Sauk City, Wis.; Nov. 6: Sodfather Landscape Contractors, Inc., Spartanburg, S.C.
Kohler Power New Group President
Tom Cromwell, President of Kohler Engines since 2009, has assumed responsibility for Kohler Co.’s worldwide power operations, reporting directly to David Kohler, President & COO. As the new Group President–Power, Cromwell will provide strategic and operational leadership for the Group’s engines and power systems businesses worldwide. He will be responsible for driving the growth and profitability of the Power Group businesses, consisting of Kohler Power Systems, SDMO Power Systems, UPSL, Kohler Engines and Lombardini.
8
■
OCTOBER 2014
■
Cromwell joined Kohler after a successful career at Modine Manufacturing Co., in Racine, Wis. His experience included a three-year assignment overseas in Stuttgart, Germany, for Modine’s European automotive and heavy-duty equipment divisions. Cromwell earned his bachelor’s degree in industrial technology management from the University of Wisconsin–Platteville and his executive MBA from the University of Wisconsin–Milwaukee.
Toro Brings Back Community Grants
Toro has launched their second annual “Green Spaces Makes Great Places” campaign in order to recognize and reward non-profit organizations and communities that maintain neighborhood parks, green spaces and playgrounds with award grants that total $15,000. The public is encouraged to nominate organizations that they feel are doing their part in maintaining these green spaces in the community. Online entries will be accepted
through Oct. 5, 2014 on Toro Yard’s Facbook page. Four finalists will then be selected to create a video further detailing their organization’s mission. The public will then vote from Oct. 31, 2014 through Nov. 21, 2014 on Toro Yard’s Facebook page. The organization with the most votes will receive $7,000, second-place will be awarded $4,000 and the remaining two organizations will be given $2,000 each. Winners will be announced Nov. 26, 2014.
Make sure to visit
at GIE+EXPO in Booth 9038!
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_cs_Layout 1 9/30/14 9:52 AM Page 9
POWERsuppliers
2014 Dealers Choice Awards Finalists Announced, Voting Begins Power Equipment Trade has announced finalists for the 2014 GIE+EXPO Dealers Choice Awards, voted on by lawn and garden dealers in the weeks leading up to GIE+EXPO in Louisville, Ky. and on-site during the show. The Dealers Choice Awards feature top innovative products on display at GIE+EXPO, North America’s biggest lawn and garden equipment event, in five categories: Accessory/Attachment, Business Management Services, Handheld, Industrial/Engine and Wheeled. Dealers: vote on-line prior to GIE+EXPO 2014 by visiting: www.surveymonkey.com/s/2014DealersChoice All dealers participating in the voting are entered in a $100 cash giveaway drawing. (Only 1 completed ballot per computer) While at the show, dealers can vote in person at the Power Equipment Trade Booth #9038. Winners of the Dealers Choice Awards will be announced on Friday October 24 at 2 p.m. in the Dealer Resource Pavilion at GIE+EXPO. Here are the 2014 Power Equipment Trade GIE+EXPO Dealers Choice Awards finalists: ● Accessory/Attachment—B3C Fuels MilSpec Ethanol Shield; Briggs & Stratton Advanced Fuel Treatment Formula; K 100 Fuel Treatment; TopSaw Tool Chain Saw Pocket
Tool; Trillium CheckSpark ● Business Management Services—ARI New OPE Web Site Platform; c-Systems Infinity version 6.0; Ideal Computer Systems version 8.7; Nizex Lizzy Business Management System ● Handheld—Echo CS-590 Timber Wolf Chain Saw; Efco DS 2400 D Multifunction Brushcutter; Husqvarna 536LiHD60x Hedge Trimmer; Oregon BL300 Blower; TSA 230 Stihl Cutquik ● Industrial/Engine—Billy Goat SC180H Hydro Sod Cutter; Ditch Witch SK750 Mini Skid Steer; Kohler KDW1003 Engine; Subaru EH99 Engine; Ventrac Sidewalk Drop Spreader ● Wheeled—Altoz XC Z Mowers; Earth & Turf Compost Spreader; Mean Green Stalker with Blower; Spyker Power Seeder; Wright Mfg. Redesigned Stander ZK
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_SS_Layout 1 9/30/14 10:00 AM Page 10
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_SS_Layout 1 9/30/14 10:00 AM Page 11
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_SS_Layout 1 9/30/14 3:22 PM Page 12
GIE+EXPO 2014 Full Preview A full look at all that GIE+EXPO 2014 has to offer, including: Dealer Day, technician classes, receptions, free concerts, giveaways and more.
T
housands of people from every aspect of the lawn and garden industry are about to embark on the Green Industry & Equipment Expo—GIE+EXPO 2014, the industry’s biggest event, and one of the biggest trade shows in America. Held this year October 22-24 at the Kentucky Exposition Center in Louisville, Ky., GIE+EXPO will once again co-locate with Hardscape North America (HNA). Sponsored by the Outdoor Power Equipment Institute (OPEI), the Professional Landcare Network (PLANET) and the Professional Grounds Management Society (PGMS), GIE+EXPO 2014 is rolling out the red carpet for dealers with all sorts of dealer focused activities and events. Seminars from national dealership expert Bob Clements, technician certification, an opening keynote lunch, hands-on demos of hundreds of new products including UTVs, networking, best-practice tips and giveaways, are just some of the many dealer activities available this year. 12
■
OCTOBER 2014
■
“This year’s show, Oct. 22-24, is a must-attend event for dealers who are looking to move their stores to the next level,” Warren Sellers, GIE+EXPO director believes. “The dealer-only day is back by popular demand, giving dealers exclusive one-on-one time with exhibitors. Combining this with new and expanded educational opportunities, 750 indoor exhibits and the outdoor demonstration area, dealers will find an abundance of take-home value at GIE+EXPO.” Wednesday, Oct. 22, is slated as Dealer Day, with the Dealer Resource Pavilion opening at 9 a.m. and indoor exhibits opening at 3 p.m. From 5 to 7 p.m. the show will host an official dealer only welcome reception, with many exhibitors hosting games, food and general merriment in their respective booths. During this time will be the popular Stihl Oktoberfest celebration, which includes a $5,000 giveaway! On Thursday and Friday the trade show and the adjacent Outdoor Demonstration Area will be open to all in the industry. New products will be on display in 750 exhibits indoors and out, as well as spotlighted in the New Products Showcase. However, the Dealer Resource Pavilion will always be open only to dealers and is considered the networking hub for dealers at GIE+EXPO. The pavilion features a showroom, along with a parts and service department, where Clements and his team will share their latest ideas and tips. The sponsors of the Pavilion are: ARI Network Services,
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_SS_Layout 1 9/30/14 10:39 AM Page 13
Bob Clements International, c-Systems Software, the Equipment & Engine Training Council (EETC), Gravely, Husqvarna, the North American Equipment Dealers Assn. (NAEDA), Stanley Vidmar and Stihl, Inc.
Dealer Day Keynote New for 2014, a keynote lunch has been scheduled for Dealer Day. From 1-2:30 p.m. an opening lunch featuring New York Times bestselling author Steve McClatchy will help kick off the 2014 show. McClatchy, the author of Decide: Work Smarter, Reduce Your Stress & Lead by Example and President of Alleer Training & Consulting, has spoken before thousands of audiences on the topics of leadership, performance, personal growth, and work/life engagement. His client list includes the NFL, Google, Pfizer, Microsoft, Disney, Comcast, Accenture, HP, Discovery Channel, DHL Europe, Tiffany’s, Wells Fargo and Campbell’s Soup. In this fast-paced, interactive and engaging presentation McClatchy will teach dealers how to stay motivated and perform at their personal best on a daily basis. Participants will learn to focus on results and the true drivers of performance, regain critical planning and personal time, dramatically increase work/life engagement. The keynote lunch is sponsored by Gravely and Stihl. Preregistration is required. The cost to attend the Keynote is $25, which includes a box lunch.
Free Management Seminars Located inside the Dealer Resource Pavilion, Bob Clements and his team will be offering free management seminars throughout the three days of the show.
Wednesday, October 22: 11 a.m. - 12:30 p.m. Dare to Be Different— Between the government, manufacturers, distributors and employees, dealerships today are finding it more and more difficult to reach the level of profitability they hope to achieve. If you are ready to take your dealership to the next level, this seminar is for you. Clements will share what he believes are the keys to taking control of your dealership and taking back your life. In this fun, insightful and motivational program he will inspire you and your people to reach levels of performance you have only dreamed of achieving. Thursday, October 23: 11 a.m. - Noon Add Dollars to Your Bottom Line by Improving Your Service and Parts Departments’ KPIs— In today’s competitive marketplace it is vital for owners to understand the Key Performance Indicators (KPIs) in their parts and service departments. Most owners and parts managers know basic numbers like gross profit and gross profit margin. But tracking “fill rate out of stocking inventory,” “lost sales,” “transaction times” and “inventory days,” as well as “recover rate,” “tech efficiency” and “completion time” are critical to maximizing the profitability of the department. In this hands-on workshop, the Bob Clements team will share the formulas they use to determine KPIs and quick ways to add dollars to your bottom line by making simple improvements. Thursday, October 23: 2 - 3 p.m. Get Out of Your Financial Rut and Generate Instant Income— Every small business owner at some point in his or her life has been in a financial rut: payroll to meet, bills to pay, floor plan due and not enough money to spread around. In this open forum the Bob Clements team will share and discuss the six core principals they use to create instant income for dealerships to relieve the burden of low or no cash flow. POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
■
OCTOBER 2014
■
13
PEToct14pgs_SS_Layout 1 9/30/14 10:39 AM Page 14
Friday, October 24: 11 a.m. - Noon Radically Transform Your Dealership by Improving Your Absorption Rate—Achieving 100% absorption is the holy grail of dealerships outside the outdoor power equipment industry. In this eye-opening workshop Clements and his team will share why it’s important to know your absorption rate, ways to improve it and how absorbing at 100% will increase the value of your dealership and allow you to be profitable regardless of the weather or reduced margins on your whole goods.
Registration, General Information Dealers looking to find even more information about GIE+EXPO 2014, or to complete pre-registration can visit www.gie-expo.com or call Sellers Expositions at 800/5588767. Pre-registration for a three-day pass is $30. On-site registration is available, with admission at $60. You can also find the show on Facebook and Twitter!
Friday, October 24: 2 - 3 p.m. Turn Your Slow Season into a Profitable Part of Your Year— Every dealership has a point in their year when business slows and the profits stacked up during the busy season start to slowly melt away. In this workshop, Clements will share proven strategies dealerships across the country use to stop the bleeding and invigorate the slow season.
Tech Training, Certification Offered through the Equipment & Engine Training Council (EETC), various technician training classes will be offered on Wednesday, October 22nd. Classes are priced between $30 and $45. 7:30 - 9:30 a.m.: Basic Tech Classes Fuel Service Training, Carburetor Systems/Diagnostics, Electrical Basics 101, Propane Fuel Systems, choose one at $30 each 8 - 11 a.m.: Advanced Tech Classes Two-Stroke Engine Failure Analysis, Four-Stroke Engine Failure Analysis, Drivetrain Systems, choose one at $45 each 10 a.m. – Noon: Basic Tech Classes Fuel Service Training, Carburetor Systems/Diagnostics, Electrical Basics 101, Propane Fuel Systems, choose one at $30 each Noon - 3 p.m.: Advanced Tech Classes Two-Stroke Engine Failure Analysis, Four-Stroke Engine Failure Analysis, Drivetrain Systems, choose one at $45 each 1 - 3 p.m.: Basic Tech Classes Fuel Service Training, Carburetor Systems/Diagnostics, Electrical Basics 101, Propane Fuel Systems, choose one at $30 each
Two Day Dealer Summit Expanded to three sessions across two different days this year, the Dealer Summit is back! Thursday and Friday mornings will begin with panel discussions that include a light breakfast. Both are sponsored by the North American Equipment Dealers Assn. Thursday’s session will feature manufacturers, who will address questions and issues important to dealers’ future and profitability. It will be followed by a presentation of new research about landscapers’ buying and attitude trends. Friday morning’s focus will be on dealer best practices. Thursday, October 23: 8 - 9:30 a.m. Dealer Summit Breakfast: The Crystal Ball Manufacturers’ Panel: This will be a continuation of GIE+EXPO’s 2013 manufacturer partners’ panel discussion. If you missed it, you haven’t missed out completely and, if you were there, you will 14
■
OCTOBER 2014
■
want to be on hand to learn more! Representatives from leading outdoor power equipment manufacturers will address your questions and discuss issues important to your future and your profitability. Cost of this panel is $25. Thursday, October 23: 10 - 10:55 a.m. Dealer Summit Special Report: Contractor Buying and Attitude Trends: New research about landscapers’ buying and attitude trends in this presentation from Lawn & Landscape editor Chuck Bowen. He’ll share research that will help dealers be more effective in reaching top landscape and lawn care contractors. Attendees will receive a full copy of Lawn & Landscape’s State of the Industry report. Cost of this presentation is $15. Friday, October 24: 8 - 9:30 a.m. Dealer Summit Breakfast: Dealer “Best Practices” Panel: There is no question some of the most practical and useful information in running a business can come from your industry peers. Learn how top dealers are addressing issues related to sales, marketing, regulatory, employee benefits/compensation and other key areas of running a successful outdoor power equipment dealership. Cost of this panel is $25. ➤ 40
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_cs_Layout 1 9/30/14 9:52 AM Page 15
Altoz, #11086............................................................16 B3C Fuels Solutions, #4004 .....................................16 Billy Goat, #10168 ....................................................16 Briggs & Stratton, #7104 ..........................................17 c-Systems, #7004.....................................................17 Fluid Film, #9156 ......................................................17 Handy Industries, #490.............................................18 Hisun Motors, #3064 ................................................18 Honda Power Equipment, #3118 .............................18 Jungle Jim’s, #9128..................................................20
Masport, #10180 ......................................................20 Oregon, #11068 ........................................................20 OPEI, #11146............................................................22 Silvana, #561 ............................................................22 Spyker, #3126...........................................................22 Star Tron, #10159 .....................................................24 Stens, #7138.............................................................24 Stihl, #5074...............................................................24 TD Retail, #9165 .......................................................26
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_cs_Layout 1 9/30/14 9:52 AM Page 16
EXPOelite Altoz—It was just one year ago that Altoz unveiled its lineup of highperformance zero-turning radius mowers to the world. With a year under its belt, Altoz returns to GIE+EXPO with its extended lineup, including a brand new model line that is set to be unveiled on the show floor, ushering Altoz into the largest segment of the market. Additional configurations of this new model line will be available following the show. With another highly anticipated product being launched in Louisville, the new product will complement the numerous model configurations that are currently available. Further enhancing the zero-turn models is an expanding line of accessories designed to fit a wide variety of needs. Attendees will also be able to see select accessories on display in the booth. In addition to the Altoz booth, the all-new Altoz zero-turning radius model will be on full display in the New Products Pavilion for all to see. Dealers will have a chance to inquire about the growing dealer network, in addition to taking advantage of limited-time offers on pre-season orders. Altoz will also be hosting exclusive dealer activities, providing the ideal setting for dealers and media to talk with the Altoz team. The Altoz footprint even extends beyond the show floor with an interactive outdoor area complete with demo rides. See for yourself that riding an Altoz mower is a different and extraordinary experience. Not only will demo participants get a superior ride aboard an Altoz mower, for a limited time free gifts will also be provided to demo riders. Please see our ad on page 25 or contact us at Booth #11086; visit www.altoz.com.
B3C Fuel Solutions—B3C Fuel Solutions introduces its new Ethanol Fuel shield fuel stabilizer formula. Ethanol Shield fuel stabilizer offers a level of equipment protection historically reserved for military equipment only. Now, we are bringing this level of protection to our customers. The Mil-Spec Anticorrosive Package meets top-level ASTM D130 and NACE ratings protecting all metal fuel system components. Other specifications include a vaper corrosion inhibitor, combustion cool technology, proprietary top tier detergent and increased upper cylinder lubrication. This new formula offers equipment protection 24 hours a day, seven days a week! Please see our ads on pages 28 and 29 or contact us at Booth #4004; visit www.B3Cfuel.com.
Billy Goat—Billy Goat welcomes you to this year’s GIE+EXPO to share in the reveal of a game-changing 2015 new renovation line-up. In addition, see the recently introduced award-winning Hydro Sod Cutter and 26" Fixed Deck Outback brushcutter. Plus, we’ll have out the full line-up of vacs, blowers and loaders, and the newly enhanced hydrostatic drive overseeder featuring foot-operated depth adjustment and new long-life, low thatch blades. Please see our ad on page 41 or contact us at Booth #10168; visit www.billygoat.com.
16
■
OCTOBER 2014
■
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_cs_Layout 1 9/30/14 9:52 AM Page 17
EXPOelite Briggs & Stratton—Briggs & Stratton’s Advanced Formula Fuel Treatment & Stabilizer is a proprietary, super concentrated 5-in-1 formula that offers complete protection against the harmful effects of ethanol blended fuel on small gasoline engines found in a variety of outdoor power equipment. Using a triple antioxidant formula, the Briggs & Stratton Advanced Formula Fuel Treatment & Stabilizer forms a protective barrier around the metal parts inside the engine, preventing the corrosion and other harmful effects associated with ethanol due to moisture. The combination of ingredients works to keep the engine fuel fresh and keep the engine running properly in several ways. Briggs & Stratton’s Advanced Formula Fuel Treatment & Stabilizer deters the breakdown of fuel by prohibiting the attraction of moisture. It dramatically slows the formation of gums and varnishes to defend against damaging deposits within key engine components, and helps guard against octane loss due to ethanol separation, protecting the engine against pre-ignition and other low-octane events. Briggs & Stratton’s Advanced Formula Fuel Treatment & Stabilizer is available at local dealers and major home improvement retailers across the United States. Please see our ad on page 23 or contact us at Booth #7104; visit www.Briggsandstratton.com.
c-Systems—c-Systems Software, the leading provider of business management systems for outdoor power equipment dealers is delighted to announce the release of version 6.0 of the Infinity business management system. Included in this latest release are many significant enhancements that provide dealers with a phenomenal range of tools to run and manage their businesses. Leading these advancements is the ability to automatically transmit warranty claims to even more vendors, including Ariens, Briggs Power Products, Echo, Shindaiwa, Kubota, Toro, Exmark and Stihl. The iWarranty feature is exclusive to Infinity and not available from any other competing system. With this new process, the dealer requires little intervention to submit warranty claims to the vendor. Infinity captures the warranty claim information from within the repair order, including all parts, labor and appropriate remarks, and immediately transmits the data electronically to the vendor. Other major improvements include employee time card administration, a newly added equipment rental module, more comprehensive pickup and delivery scheduling, and full integration with ARI’s WebsiteSmart and PartStream products. Infinity’s FRT feature provides dealers with an easier way to enter labor times on repair orders and add professional descriptions to labor repairs. Please see our ad on page 46 or contact us at Booth #7004; visit www.csystemssoftware.com
Fluid Film—Fluid Film products offer powerful corrosion protection for all metals and superior lubrication for all moving parts. They are long lasting, thixotropic liquids and gels that have been used for over 55 years in the highly corrosive marine environment of ships and offshore drilling rigs. More recently they have been introduced and successfully utilized in the lawn and garden, aviation and automobile industries, as well as providing an environmentally friendlier solution for home maintenance. Facilities where they are used include government, commercial fishing, gas companies, farming, salt, power and industrial plants. Fluid Film is formulated from specially processed wool-wax, highly refined petroleum oils and selected agents to provide corrosion control, penetration, metal wetting and water displacement. These long lasting products contain no solvents, will not dry out and will penetrate to the base of all metals, providing corrosion protection from both natural and industrial atmospheres. Heavily corroded or frozen parts such as nuts, bolts and shafts that would normally be damaged during maintenance, can be salvaged by applying Fluid Film. Please see our ad on page 35 or contact us at Booth #9156; visit www.fluid-film.com.
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
■
OCTOBER 2014
■
17
PEToct14pgs_cs_Layout 1 9/30/14 9:52 AM Page 18
EXPOelite Handy—Handy is known for making high quality lawn and garden dealership shop lifts for mowers, related shop work benches and tables, plus bike lifts, truck tailgates and shop accessories all built in the U.S.A. Handy’s American made, air-operated scissor lifts make industrial positioning tables or shop service platforms convenient and accessible. All fabrication of Handy products is done on state-of-the-art equipment including laser cutting machines, CNC press brakes, robotic welding, CNC machining (both vertical and horizontal) and a complete powder coating facility. Handy is a division of Janco Industries, Inc., which is planning a major expansion in Sully, Ia. that includes a new 70,000 sq. ft. manufacturing and office facility that will put all operations under one roof. Please see our ad on page 34 or contact us at Booth #490; visit www.handyindustries.com.
Hisun—For the first time since its establishment in 1988, Hisun Motors Corp. is seeking recreational vehicle dealers to be supplied directly from its Texas based U.S. headquarters. Over the years Hisun Motors has provided products for some of the biggest names in the UTV and ATV markets. In fact, the company consistently ranks among the largest providers of UTVs in the United States and Canada year after year. Hisun USA is the wholly owned subsidiary of Hisun Motors Corp., with a reported factory size of 7.1 million sq. ft., Hisun UTVs and ATVs are designed by a U.S. based engineering team and built from the ground up with direct feedback from its customers. Final assembly of Hisun products is completed in the U.S. by a team of expert craftsmen skilled at making sure the ride of every product is perfect. Hisun will be displaying an entire new line of UTVs and ATVs at the upcoming GIE-EXPO. Please see our ad on page 37 or contact us at Booth #3064; visit www.hisunmotors.com.
Honda Power Equipment—At this year’s event, Honda Engines representatives will be available at the company’s indoor booth and outdoor display area to discuss the company’s continued technological advancements and environmental commitment. The Honda Engines team will showcase its complete range of engine models, including the Honda GC series: Quiet, efficient engines specifically designed for home-use and power equipment applications. These engines feature a number of innovative design features, including the world’s first internal timing belt on an engine of this kind, a tough nylon overhead cam and uniblock construction make the GC engines lighter and more compact than other engines in their class, with significantly reduced noise, fuel and oil consumption. Combined with Honda’s innovative DuaLube lubrication system, the result is a simple, sophisticated design that minimizes the number of parts and can reduce some potential maintenance needs. In addition, at its company trailer in the outdoor display area, the Honda Power Equipment highlights include: improvements to the HRX lawnmower line, along with the introduction of the all-new HS720 series of premium residential snow blowers. Powered by a lightweight OHC Honda GC190 engine, the HS720 models deliver excellent fuel economy with optimal power output. The GC190 premium residential engine maintains its reputation as a quiet, easy starting, durable engine within the HS720, even in the most frigid conditions. The new HS720AS model adds an easy to use electric start with a 120V AC electric starter. Please see our ad on page 27 or contact us at Booth #3118; visit www.hondapowerequipment.com.
18
■
OCTOBER 2014
■
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_SS_Layout 1 9/30/14 10:00 AM Page 19
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_cs_Layout 1 9/30/14 9:52 AM Page 20
EXPOelite Jungle Jim’s—Jungle Jim’s has been providing quality lawn products since 1993. We offer products such as Jungle Wheels, Jungle Jack and a variety of trimmer racks and blower holders. Our line of products allows for customization of your trailer according to company size and needs. Whether you are just starting out or have been in business for years, Jungle Jim’s can help ensure your equipment is secure, organized and ready to help you get the job done. Our team is in constant pursuit of creating and providing more innovative lawn care accessory products for the consumer. Please see our ad on page 8 or contact us at Booth 9128; visit junglejimsap.com.
Masport—Masport is New Zealand’s leading manufacturer of lawn and garden outdoor power equipment. Available in USA since 2012, their extensive range of rotary and cylinder gasoline walk behind mowers, as well as gas shredders, edgers and cultivators, are sold in 45 countries around the world. Masport is a dealer only brand in North America and the IDN network of distributors in U.S. and Canada distribute Masport’s range of high quality consumer outdoor power equipment to servicing dealers across North America. Masport mowers are powered by Briggs & Stratton engines. Their mowers, available in various cutting widths and include features such as mulch, catch and side discharge, aluminum and steel decks, single lever height adjustment and a unique handle lift system for ease of emptying the grass collected. Inset ball bearing wheels allow the blade to extend past the wheel for ease of mowing close to walls and edges. Masport’s Genius aluminum 4'N1 walk behind mower has an extra chipper blade and as well as performing mulch, catch and side discharge functions and can shred branches up to 1". For the 2015 season, in addition to their existing six model mulching/rear bagger line up, Masport introduces three new models. An electric start aluminum deck 21" variable speed 3'N1 machine is a worthy addition to their family. In addition, the Masport Utility side discharge walk behind push mower is available in two cutting widths, 21" and 18". Using heavy 14 gauge steel on the 21" machine and 16 gauge steel on the 18" machine, Masport has achieved a strong, sturdy design suitable for use as a trim mower or a small yard walk behind push mower. Please see our ad on page 39 or contact us at Booth #10180; visit www.masport.com.
Oregon—At GIE+EXPO 2014, Oregon is showcasing three new cordless products in addition to the rest of its lithium ion 40V MAX Cordless Tool System. The BL300 Blower features a variable speed trigger with Turbo button for added power. On Turbo, the BL300 provides 495 CFM at 132 MPG. The non-Turbo high setting offers 394 CFM at 105 MPH. The variable speed trigger allows users to determine the proper airflow for the job. At its lowest speed, the BL300 offers run times as long as 90 minutes. It’s also quiet, making it ideal for communities with low noise requirements. The PS250 Pole Saw features an 8-in. cutting blade, mid-mount motor design for better balance and reduced elevated weight, and a tool-free telescoping shaft that offers up to 15 ft. of reach. The ST275 Trimmer/Edger is a true 2-in-1 tool, with a flip-down edge guide for precise trimming, a quick-loading trimmer head for fast, easy string loading, and Oregon’s Advanced Platinum Gatorline, which is resistant to cracking and breaking. Please see our ad on page 55 or contact us at Booth #11068; visit www.oregoncordless.com.
20
■
OCTOBER 2014
■
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_SS_Layout 1 9/30/14 10:00 AM Page 21
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_cs_Layout 1 9/30/14 10:07 AM Page 22
EXPOelite OPEI—OPEI is an international trade association representing more than 100 power equipment, engine and utility vehicle manufacturers and suppliers. The OPEI Member Center booth offers private conference rooms for OPEI members and their staffs to talk one on one with a prospect, client or friend while in Louisville. Stop by the booth to reserve a space and time slot for a meeting. OPEI is the advocacy voice of the industry, and a recognized Standards Development Organization for the American National Standards Institute (ANSI) and active internationally through the International Standards Organization (ISO) and the International Electrotechnical Commission (IEC) in the development of safety and performance standards. OPEI is managing partner of GIE+EXPO, the industry’s annual international trade show, and the creative force behind the environmental education program, TurfMutt.com. OPEI represents its members on regulatory and legislative issues affecting the industry, and provides them with industry market statistics reports and industry forecasts. OPEI-Canada represents members on a host of issues, including recycling, emissions and other regulatory developments across the Canadian provinces. Please see our ads on pages 10 and 11 or contact us at Booth #11146; visit www.opei.org.
Silvana—Silvana’s newest member of the saw chain sharpeners from Markusson, the Triplematic automatic chain sharpener, was introduced just last fall. The Triplematic has been met with rave reviews from early customers and here are a few reasons why: It’s easy to use, frees up more time, allows faster cutting, the chain sharpens sharper than new, handles stiff chains and is realistically priced. The new Triplematic builds on the successes of the Grindomatic V12—renowned among shop owners and contractors alike for its workhorse reliability and ease of operation—and last year’s new entry, the 3/4 chain specialist Combimatic. The Triplematic grinds the cutting link at three key points: cutting edge, raker and gullet. The result is a razor-sharp and faster-cutting chain. Additionally, the Triplematic is a potential profit-center for shop owners to be able to effortlessly and tirelessly sharpen chains like never before for their customers. The new Triplematic is value-packed with standard equipment, features and innovations that include a stand, link counter, 110V to 12V converter pack, and a new air-powered system to stretch the chain for absolute precision sharpening. The Triplematic is engineered to perform, built to last and priced to repay the investment many times over its extended service life. We back it up with a guarantee and service promise you can count on, 100%. Please see our ad on page 39 or contact us at Booth #561; visit www.silvanatrading.com.
Spyker—Spyker introduces the KSP15-HITCH, which allows the user to mount the Spyker Electric Spreader to UTVs or other vehicles with a 2" receiver. Constructed of ¼" steel plates and 2" square steel tubing, the Spyker Electric Spreader mount kit is equipped with 12" of height adjustability, durable marine-grade on-off cable and two 500 lbs. rated ratchet straps for extra support. Please see our ad on page 9 or contact us at Booth #3126; visit www.spyker.com.
22
■
OCTOBER 2014
■
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_SS_Layout 1 9/30/14 10:00 AM Page 23
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_cs_Layout 1 9/30/14 9:52 AM Page 24
EXPOelite Star Tron—Star Brite has launched the 1-2-3 Rebate program. The program consists of three rebate offers, all designed to keep gas engines running reliably and to develop good fuel management habits. Best of all, Star Brite provides the coupons and handles all fulfillment. The first of the three rebates in the 1-2-3 Rebate program is the ultimate rebate. The customer receives a full refund for the purchase price of an 8 oz. (14308) or 16 oz. (93016) bottle of Star Tron when they also purchase a piece of gas-powered equipment, allowing them to try Star Tron risk-free. The second rebate gets them up to a $5 rebate on the purchase of two 14308 bottles, or $2 on the purchase of one 14308 bottle without an accompanying whole goods purchase. The third rebate is similar, offering $10 back on the purchase of two 93016 bottles or $4 back on the purchase of one 93016 bottle. The program also provides a full marketing materials support kit, including a banner, a countertop Ethanol 101 information brochure, training DVD and more. Participating dealers are listed on Star Tron’s website as part of the Star Link consumer referral program. Please see our ad on page 33 or contact us at Booth #10159; visit www.mystarbrite.com/startron.
Stens—2015 marks the 45th anniversary for Stens. We owe our success to our loyal customers, and to honor each and every one, we are excited to announce 2015 as the Stens “Year of the Customer.” In keeping with our theme, our focus throughout the year will be people. It is the people that have made Stens successful and we are excited to celebrate our anniversary with all of those who have helped us reach this milestone. Our goal in 2015 is to astound you at every interaction with Stens. We want your experiences to not only be about counting on great parts, quick delivery and fair prices; we also want you to experience great interactions with genuine people that you can trust. This year you will find numerous additions to our product line-up, and with over 7,000 available products and outstanding customer service, we are confident that we will exceed your expectations. Orders can be placed via phone, fax or on-line, and the website allows you to easily search for parts, track shipments, view invoices and save your most commonly ordered parts. Please see our ad on page 7 or contact us at Booth #7138; visit www.stens.com.
Stihl—Join Stihl at GIE+EXPO for exclusive dealer events, tips for success from a renowned expert, a product unveiling, and, of course, beer and brats! The Stihl festivities kick-off with the Dealer Day Keynote Lunch sponsored by Stihl Inc. and Gravely on Wednesday, October 22 at 1:00 p.m. Lunch includes a session with Steve McClatchy, training consultant and author of the New York Times bestseller Decide, on how to work smarter, reduce stress and lead by example. Registration is required along with a $25 fee, which includes box lunch. That evening, Stihl welcomes you to the dealer-exclusive Oktoberfest event at the Stihl booth featuring the unveiling of another technically innovative concept from Stihl, product presentations and a $5,000 giveaway. Please see our ad on page 2 or contact us at Booth #5074; visit www.stihlusa.com.
24
■
OCTOBER 2014
■
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_SS_Layout 1 9/30/14 10:00 AM Page 25
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_cs_Layout 1 10/1/14 9:40 AM Page 26
EXPOelite TD Retail Card Services—The Yard Financing Program from TD Retail Card Services is an extensive and affordable suite of financing solutions specifically designed for lawn and garden dealers in North America. Yard Financing provides multiple financing options to meet the varying needs of both consumer and commercial customers of lawn and garden dealers while simultaneously building loyalty to those dealers. Consumers can apply for the Yard Card, a revolving charge credit card, while commercial clients are eligible for Yard Card Plus. Both cards offer customers a variety of promotional financing options, and are ideal for purchasing new and used equipment as well as parts and service at participating dealers. Yard Financing also includes two closed-end loan products, Yard Installment Loan and Yard Installment Loan Plus. These options are designed to allow consumer and commercial customers access to high-ticket purchases of new and used equipment. As with the Yard Card, dealers can take advantage of special rates from manufacturer-sponsored programs. With strong partnership support from numerous equipment manufacturers, more than 8,000 dealers throughout North America now use the Yard Financing Program from TD Retail Card Services. A division of TD Bank, N.A., TDRCS specializes in retail-focused financing programs for both brick-andmortar and digital merchants. This includes launching and administering new credit card portfolios as well as acquiring existing portfolios from various retailers. Currently, TDRCS is among North America’s largest private-label credit card companies. Please see our ad on page 37 or contact us at Booth #9165; visit www.TDRCS.com/Yard.
26
■
OCTOBER 2014
■
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_SS_Layout 1 9/30/14 10:00 AM Page 27
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_SS_Layout 1 9/30/14 10:01 AM Page 28
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_SS_Layout 1 9/30/14 10:01 AM Page 29
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_cs_Layout 1 9/30/14 9:52 AM Page 30
Tradition, Tractors Build Business Sheppard’s in Oregon builds on decades of ag experience while growing lawn and garden sales. BY DAN SHELL HOOD RIVER, Ore. orking from two buildings— one 94 years old—in historic downtown Hood River, the 95-year-old Sheppard’s Orchard & Vineyard Equipment serves a diverse
W 30
■
OCTOBER 2014
■
market that ranges from traditional mower-trimmer homeowner customers to highly specialized orchard and agricultural customers, with products covering everything from the smallest handheld products to the largest ag tractors. “We serve all of the above,” says Ben Sheppard, the fourth generation of family ownership, when asked about the variety of customers in the dealership’s market area. “Our main industry here is fruit growers in the region, and there’s also a segment of customers who are large landowners, and we sell them a lot of smaller tractors, mowers and equipment.” Located an hour east of Portland
along the mighty Columbia River where Hood River spills in after originating on Mt. Hood, the town of Hood River is a beautiful old farm community in a picturesque setting on the east slope of the Cascade Mountains, with large and small orchard operations on both sides of the Columbia and the Cascade foothills stretching eastward, blending into big-sky wheat farming country. While agriculture and timber remain a large part of the local economy, the community has also become a tourist and windsurfing destination. Sheppard, who co-owns the dealership with his father, Craig, notes that
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_cs_Layout 1 9/30/14 9:52 AM Page 31
Customers stepping into the Sheppard Building and its 95-year-old dealership are greeted by this classic old-fashioned interior and showroom.
after starting as an ag business decades ago, the large-lot homeowner customer has become a larger part of the business as the area has grown. “There are more people in the area, more five and 10 acre lots available,” Sheppard says, adding that both ag/orchard and homeowner customer segments are important to the dealership, “and both have unique needs. We do our best to find and sell products to help all our customers.” As a rare dealership that carries two major tractor lines, Sheppard says both Deere and Kubota have their strengths in different products and the business has a strong customer base for each brand. “We go with what our customers demand, and we stock and sell machinery they want and can use effectively on their property or in their businesses. That’s also true for the handheld equipment as well,” Sheppard says. The dealership had offered several different handheld lines during its time in business before settling on Stihl as its only handheld offering nine years ago. “The line really works well for all our customers,” Sheppard says. “For smaller homeowners we sell a lot of string trimmers and small chain saws, and for the agriculture and orchard customers
Tractors built the business, but lawn and garden products are a growing segment. POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
■
OCTOBER 2014
■
31
PEToct14pgs_cs_Layout 1 9/30/14 9:52 AM Page 32
we sell a lot of chain saws and especially pole saws.” The other major lawn and garden line that Sheppard’s Orchard & Vineyard Equipment carries is Honda Power Equipment, primarily walkbehinds, generators and snow blowers. The line was added after Deere dropped its walk-behind mowers and has done well, not only as the dealership’s walk-behind offering, but also with the snow machines. “We get about one good snowstorm a year or so down here at the store, but it can get real snowy around here in the hills,” Sheppard says, though he adds the regional snowfall is more important to him for maintaining irrigation flows for the ag and orchard industries than as a snow machine sales trigger. Sheppard's employs three technicians; two focused on tractor work and one on small engine repairs. In addition to the primary centerpiece of the Sheppards’ farm tractor and lawn and garden product In 1926, the business was moved to equipment business. The Kubota tractor downtown Hood River to its current lolines, the dealership also carries Land line was added in 1970, with the comcation, now known as the “Sheppard Pride tractor attachments and products pany becoming one of Kubota’s first from Rears Mfg., which produces Building,” that was constructed in Northwest dealers. (The Kubota con1920. The dealership has remained sprayers, booms, material handling struction line was added later.) there for four generations of family products and other specialty items for Along the way, the business made a ownership. the orchard market. couple of forays into the automotive inThe business added John Deere tracOther key products offered include dustry, becoming a Studebaker dealertors in 1932, and the line remains the Corona hand tools, Spotlyte sprayers, ship in 1939 and a Toyota Star Tron fuel treatment dealership 20 years later and Fluid Film lubricants. in ’59. But both ventures were eventually dropped Background in order to concentrate The business was company activities in the founded in 1919 by brothfarm and ag sector. ers Charles and William “People sometimes ask Sheppard, who were both us why we’re right downfarmers in the Odell, Ore. town because Hood River community, which is upcan be a very touristy and stream from Hood River busy place, but we’ve in the upper end of the been here long before valley. The dealership is that,” Sheppard says with one of the oldest familya smile. “It can be a logisowned businesses in the tical challenge at times county. with shipping and receivThe fledgling company ing, but we are right in initially began by selling the middle of town.” fruit packing house equipment and apple Operations graders to local farmers. Sheppard’s Orchard & However, the brothers Vineyard Equipment has soon expanded into fulleight full-time employscale farm machinery and ees, including Ben and agricultural equipment as Craig, who are both the regional markets expandcompany’s sales reps and ed rapidly in the early Sheppard Building's commemorative plaque in downtown Hood River spend a good bit of time 20th century. 32
■
OCTOBER 2014
■
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_SS_Layout 1 9/30/14 10:01 AM Page 33
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_cs_Layout 1 9/30/14 9:52 AM Page 34
The dealership has eight employees and is one of the oldest family-owned businesses in the county.
traveling the region visiting customers. “I usually spend at least two full days a week doing that,” Ben says. The company operates an HBS business management system and also makes extensive use of OEM web sites and parts lookup systems. “Ideally a customer can look at a web site for parts and be looking at the same pictures while they’re talking to us so we can get them exactly what we need,” Sheppard says. While the showroom, parts counter
and administrative offices are in the Sheppard Building, the service department and inventory storage are in a building across the street. The service department includes three full-time technicians: two focused primarily on tractors and one small engine products specialist. Shop labor rate is $72/hr. “We think we’re just right for the area here,” Sheppard says of the labor rate. “We’re not the highest in town, and if we were in Portland we’d be really low.” He adds
Ben Sheppard
that the labor rate is evaluated every year and has been at its current level four years. And like many dealers with their service departments, Sheppard says he could use more room to work and also another well-qualified and productive technician. Visited in late summer as the local cherry season harvest had just finished, with pears and apples and more yet to come, Sheppard was pleased with the season just past and those ahead. “It’s been a good, busy year for us so far. We had a good summer, the weather was good, we’re hearing the cherry harvest was good size and pears also look like a good crop this year. “We’re optimistic about the season.” PET
34
■
OCTOBER 2014
■
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_SS_Layout 1 9/30/14 10:01 AM Page 35
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_cs_Layout 1 9/30/14 3:40 PM Page 36
Honda Marks 30 Years: Celebrates, Invests In NC Honda Power Equipment celebrates 30 years at its Swepsonville, NC facility with a large investment.
H
onda Power Equipment Mfg., Inc. (HPE) marked the 30th anniversary of operations at its Swepsonville, NC facility by announcing a new $8.5 million investment in plant operations to innovate production processes and add new products. Among other changes, the plant will add a new line for the production of two-stage snow blowers and prepare for the addition of Honda generators to its North Carolina Governor Pat McCrory, center, members of the Honda Power Equipment already diverse production lineup. executive team and other elected officials The 375,000 sq.-ft. facility, which houses both Honda power equipment Today, HPE in North Carolina is the continue to work closely with the local production and R&D operations, has sole global production source for all community as the Honda business grows. long served as a major producer of Honda GC and GCV general-purpose “Manufacturing power products in Honda power equipment products for engines and all Honda single-stage North Carolina was once only a dream worldwide distribution, with the capacity snow blowers. HPE provides these for Honda,” said Shinji Oketani HPE to produce upwards of two million preproducts to customers around the world. President during the celebration, which mium-quality Honda power equipment HPE is supported by a network of supincluded Honda employees, local media products each year. In 2013 alone, more pliers that provide integral components and various local elected officials, inthan 400,000 North Carolina-made for manufacturing. Currently, 155 domescluding North Carolina Governor Pat Honda power equipment products were tic and international suppliers work with McCrory. “I am proud that our dream exported to overseas markets, marking a HPE; 45 of those suppliers are based in lives on today after 30 years at HPE, as record for the company. Honda’s total North Carolina. HPE has purchased nearwell as our strong desire as a company investment in its Swepsonville operaly $500 million in parts from North Carto make products that help people imtions is nearly $250 million. olina suppliers, and the company will prove their daily lives.” “We are celebrating 30 The Honda power prodyears of success at Honda uct research and developPower Equipment Manufacment team also is based at turing because of the everythe HPE campus, where day hard work of our power most lawn mower, snow product associates in North blower and several generalCarolina,” said Takuji Yamapurpose engines are deda, Honda COO of North signed and developed. OrigAmerican Regional Operainally based in Ohio, the tions during the anniversary Honda power product R&D celebration. “Our founder, team moved to North CarSoichiro Honda, believed that olina in 1993 to be closer to we could make people happy power product manufacturthrough technology. Now, ing. As a result, Honda bemany years later, Honda is lieves it has achieved still focused on using unique greater synergies between Honda technologies to help development and producThe celebration included speeches and a hot plated lunch for all HPE PET people get things done.” tion teams. employees and guests. 36
■
OCTOBER 2014
■
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_cs_Layout 1 9/30/14 9:52 AM Page 37
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
■
OCTOBER 2014
■
37
PEToct14pgs_SS_Layout 1 9/30/14 10:01 AM Page 38
O F F I C I A L O N - S I T E BA L LOT
2014 Dealers Choice Awards Ballot
Visit these GIE+EXPO 2014 exhibitors to see the latest in dealer products and technology, and vote for your favorite products!
ACCESSORIES/ATTACHMENTS
INDUSTIRAL ENGINE
■ B3C Fuels Mil-Spec Ethanol Shield—Booth 4004
■ Billy Goat SC180H Hydro Sod Cutter—Booth 10168
■ Briggs & Stratton Advanced Fuel Treatment—Booth
■ Ditch Witch SK750 Mini Skid Steer —Booth 10976
Stabilizes fuel for up to 3 years, slows formation of gums, varnishes
■ Kohler KDW1003 Engine—Booth 7176
Meets U.S. military standards, meets top ASTM D130, NACE ratings
7104
■ K 100 Fuel Treatment—Booth 10150
Encapsulates water in fuel, altering it into a combustible compound
■ TopSaw Tool Chain Saw Pocket Tool—Booth 2021 Improved TopSaw Tool is now 12 tools in 1
■ Trillium CheckSpark—Booth 9042
Hands-free ignition analyzer indicates an engine’s electrical condition
BUSINESS MANAGEMENT SERVICES
■ ARI New OPE Web Site Platform—Booth 284
More than 90 OEM parts catalogs, turnkey eCommerce shopping cart
“Set and Forget” single-lever blade depth adjust to 2.5 in.
70 attachment options, track converts from 36 to 42 in. wide
1028cc, 3-cylinder diesel engine, meets EPA Tier 4, CARB, EURO regs
■ Subaru EH99 Engine—Booth 11170
999cc engine, large crankshaft bearings, three-ring pistons
■ Ventrac Sidewalk Drop Spreader—Booth 3112
Precise flow control, 40 in. drop pattern, wireless remote, five speeds
WHEELED
■ Altoz XC Z Mowers—Booth 11086
XC Z zero-turn Altoz mowers in 54-, 61- and 72 in. widths
■ c-Systems Infinity vers. 6.0—Booth 7004
■ Earth & Turf Compost Spreader—Booth 6005
■ Ideal Computer Systems vers. 8.7—Booth 376
■ Mean Green Stalker with Blower—Booth 11203
■ Nizex Lizzy Business Management System—Booth 270
■ Spyker Power Seeder—Booth 3126
Ability to automatically transmit warranty claims to more vendors Mobile tech., auto parts and price list loading, extensive service package Industry’s first web based business management system
HANDHELD
■ Echo CS-590 Timber Wolf Chain Saw—Booth 5112
Three-wheel maneuverability, 4.5 cu. ft. hopper, 30 in. width Rechargeable, electric stand-on mower featuring electric blower Vertical slicer, seeder, dethatcher with positive-lock height adjustment
■ Wright Mfg. Redesigned Stander ZK—Booth 3096 Bigger operator platform, reinforced wheelie wheels
■ Efco DS 2400 D Multifunction Brushcutter—Booth 10140
Power Equipment Trade Dealers Choice Awards Rules:
■ Husqvarna 536LiHD60x Hedge Trimmer—Booth 9094
●
59.8 cc pro-grade 2-stroke engine, magnesium crank case
Operates as brushcutter, hedgetrimmer, pruner or leaf blower
Li-Ion 36 V battery includes SavE mode technology to increase battery life
■ Oregon BL300 Blower—Booth 11068
Variable speed trigger, with Turbo button for 495 CFM at 132 MPH.
■ TSA 230 Stihl Cutquik—Booth 5074
World’s first cut-off saw powered by 36 V lithium-ion battery technology
Voting is for power equipment dealers and their employees only All qualified voters are entered in a $100 cash drawing
●
Name _______________________________________________________________________________________________________ Dealership Name ______________________________________________________________________________________________ Phone ________________________________________________ e-mail ________________________________________________
Please Return Ballot To Power Equipment Trade Booth 9038 by noon, October 24 Winners Announced 2 p.m., October 24 in the Dealer Resource Pavilion 38
■
OCTOBER 2014
■
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_SS_Layout 1 9/30/14 11:08 AM Page 39
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
■
OCTOBER 2014
■
39
PEToct14pgs_SS_Layout 1 9/30/14 10:39 AM Page 40
GIE+EXPO Concert Schedule All concerts at 4th Street Live! downtown Louisville Wednesday, October 22 Opening Act: Jeni Carr & Twangtown, 7:30 p.m. Headliner: Montgomery Gentry, 9 p.m. Thursday, October 23 1st Headliner: Jamie Lynn Spears, 7:30 p.m. 2nd Headliner: The Crashers, 9 p.m. Friday, October 24 Opening Act: Josh Logan, 7:30 p.m. Headliner: Olivia Henken, 9 p.m. 14 ➤
New UTV Focus
Dealers at GIE+EXPO 2014 will find a new emphasis on work utility vehicles this year. In addition to seeing the UTVs on the indoor show floor, attendees have the opportunity to get hands-on with exhibitors offering test tracks in the Outdoor Demonstration Area. Making the biggest splash is Polaris: Increasing its outdoor space by more than 400% to make room for 16,000 sq. ft. of demo track where visitors can test drive utility vehicles from the new lines. Additionally, customers can put the complete line of purpose-built, hydraulic and PTO attachments to the test. “In our first year as an exhibitor, we found GIE+EXPO 2013 to be a great venue to connect and engage with green industry professionals and received very positive feedback from customer demos,” says Aaron Stegemann, Polaris Business Development Manager. “This year we’re providing attendees a demo area large enough where they can get in the driver’s seat of all of our diesel, gas and electric work utility vehicle options.” Polaris isn’t the only one adding a demo track to their outdoor booth space, Ariens/Gravely is also adding a demo track to their exhibit. Several additional exhibitors of outdoor power equipment also have UTV lines and are planning to showcase them at GIE+EXPO, including: Cub Cadet, Kubota Tractor, Kawasaki, Bad Boy Inc., Toro, Bobcat Company and John Deere.
GIE+EXPO visitors also have the opportunity to enter the Polaris Work UTV Giveaway, with the winner choosing a Polaris Brutus, Gem or Ranger Work UTV. Each visitor will receive an entry form with their show badge. To enter, simply drop off the completed entry form at the Polaris indoor booth (7212) by the end of the show on Friday, Oct. 24. With the new focus on UTVs, Show Director Warren Sellers says, “If you’re in the market for a utility vehicle, this is the year to attend.”
Fabulous Friday Giveaways A big hit every year, the $10,000 Friday Giveaway will start at 1 p.m. on Friday. This year the schedule is as follows: $1,000 at 1 p.m., $2,000 at 2 p.m., $3,000 at 3 p.m. and $4,000 at 4 p.m. To be eligible, registered attendees of the show will receive an entry form will be mailed along with badges and will include instructions for returning it on-site. Sponsored by Belgard Hardscapes, winners be present to win!
Free Concert Series On Wednesday, Oct. 22 country music duo Montgomery Gentry will be the headliner for the first concert in three nights of free concerts at popular Louisville entertainment district, 4th Street Live! The concerts will be presented on the Nissan Commercial Vehicles Stage in downtown Louisville after the trade show closes each day. Opening for Montgomery Gentry will be country music singer/songwriter Jeni Carr and her band TwangTown. Their sound is a blend of new and classic country, mixed with Southern Rock dance tunes. Entertaining GIE+EXPO attendees on the night of Thursday, Oct. 23 will be Jamie Lynn Spears, with a sound and style that truly captures her Southern roots. Her official music debut comes in the form of country ballad “How Could I Want More,” which was written by Spears along with Nashville songwriter Rivers Rutherford, who has also collaborated with Tim McGraw, Brad Paisley, and Montgomery Gentry. Next up on Thursday will be the regionally and nationally established group The Crashers. From the official pre-game band for NBC at Super Bowl XLVI to the backing band for national artists like Luke Bryan and Kid Rock, The Crashers have performed all over the country since 2008. Thursday night’s entertainment is sponsored by Synchrony Financial. On Friday, Oct. 24 the stage is reserved for Olivia Henken. As a member of Team Christina on Season 5 of NBC’s hit TV show The Voice, Henken captivated the imagination of the country with her stage presence, singing ability and charm. Since the show, she has headlined at major festivals and graced the stage with Kip Moore, Charlie Daniels, Dustin Lynch, Chuck Wicks and Jason Jones. She will be performing songs from her recently released original PET album, “The Ride.”
Visit PET at Booth 9038!
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_cs_Layout 1 9/30/14 9:52 AM Page 41
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
■
OCTOBER 2014
■
41
PEToct14pgs_cs_Layout 1 9/30/14 3:29 PM Page 42
Kawasaki Motors Manufacturing Enjoys 25 Years In Missouri The company gathers, celebrates building more than eight million units and the plant’s distinct impact on the brand’s success.
T
wenty-five years ago, Kawasaki Motors Manufacturing Corp., U.S.A. (KMM), which had until then been assembling well-known recreational and utility vehicles from foreign and domestic components in Lincoln, Neb., envisioned an ability to affect growth in another of the brand’s specialty areas—general purpose engines. Now, following the production of more than eight million units since launching its Maryville, Mo. engine facility, the company’s Midwest assembly core serves as an example of how to do things right. Straddling the outskirts of Maryville, this nearly 114-acre site employs over 810 full-time staff, complimented by more than 250 contract workers, all dedicated to assuring that Kawasaki’s original equipment customers, as well as the 7,400-strong dealer network, receives some of the finest engines available. Kawasaki’s engines, which now number in excess of two-dozen different model variations, have through the years become favorites of major brand lawn and garden equipment marketers as well as industrial and golf industry vehicle manufacturers. Additionally, the Kawasaki engine image has been further strengthened by the strong recognition provided by end-users and the professional lawn care service providers. Not as easy feat for a brand that made it’s initial mark on the U.S. market through motorcycles, ATVs and UTVs. 42
■
OCTOBER 2014
■
From left, Matt Kurushima, Steve Bratt, Rene Riedal, Paul Mullet, Clint Ohn and Scott Kiyama
Recent independent research shows that Kawasaki is the single most preferred name in that business segment. The research, commissioned by KMC and conducted in 2013 by Isometric Solutions, points to an overwhelming acceptance by turf pros, who found the engines assembled in Maryville from domestic and globally-sourced components to be favored almost two-to-one over the next closest brand. Rodger Howe, Vice President of the Kawasaki Motors Corp., U.S.A. (KMC) Engine Division, has seen the impact of the Maryville output first-hand. According to him, “The growth of our brand is directly attributable to the expertise and capabilities of our KMM team, working hand-in-hand with the division’s sales, marketing and technical groups to move the needle in the right direction.” Howe believes that the operation in Maryville will help Kawasaki move into new directions as the brand expands its market position, increasing the company’s overall value. He concludes, saying, “Helping to celebrate this important milestone, for each of us, is a small way of thanking the hundreds of employees here in Maryville that assemble not just our engines, but help to solidify our brand reputation.” Equally important to that growing reputation, said Howe, is the strength of
Kawasaki’s dealer network, which he credits with daily maintenance of the brand’s relationship with lawn care professionals. He says the company’s dealer partners play an integral role and their attention to end-user needs is “second to none” in this industry. Twenty-five years ago, the thought that KMM could recreate the earlier success it had with America’s first foreign-owned vehicle assembly facility in Lincoln was an idea. Today, as the role played by the Maryville team increases in importance the idea has crystallized PET into an everyday expectation.
A traditional Japanese Kampai Ceremony is usually held at special occasions such as these, and Kawasaki made sure to include one. High-quality sake barrels were shipped from Japan and a few participants were invited to share in the barrel opening procedure. All guests were then served a sake for a congratulatory toast.
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_SS_Layout 1 9/30/14 10:01 AM Page 43
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
■
OCTOBER 2014
■
43
PEToct14pgs_cs_Layout 1 9/30/14 3:32 PM Page 44
Thinking Outside The Box To Find Technicians While difficult to find, technicians are extremely important for dealer success and customer goodwill. BY JOHN WALKER
run, this will erode the dealers’ and the manufacturers’ market share dramatically. Manufacturers must recognize that past the warranty period, if the dealers do not have these qualified technicians, their service sales will erode, their prof-
reverse “self-feeding-profit spiral.” Equipment dealerships are certainly not without fault. It is hard to count the number of times we have heard a dealer say: “You don’t know how difficult it is to hire technicians!” Believe me, we do! We also recognize that a typical equip-
Rather than frustrating yourself over how difficult it is to find
O
ver the past decade or so, I have technicians, focus on the profitable opportunity the dealership not been into one equipment has and put some effort into hiring, training and maintaining dealership (farm, construction, outdoor power, industrial or lift truck) quality technicians. Quality technicians can be the most imthat hasn’t had a sign posted on the portant hires the dealership will ever make. parts counter, a banner across the front window or a sign in the yard expressing the need for technicians. I haven’t had one conversation where a dealer didn’t ment dealer’s greatest opportunity for inits will erode and customers will be extell me how difficult it is today to find creased profitability lies within the dealtremely dissatisfied. Also, customer satqualified technicians. ership’s service department. The dealer’s isfaction with the equipment, the dealer Today there is a shortage of well over service department can, and should, have and the manufacturer will drop-off sig200,000 off-road and on-road technifive times the positive financial impact nificantly. This is what we refer to as a cians. As reported by on the dealership versus some, the average age of the impact of new equiptechnicians has increased ment sales. Therefore, to 62. That number alone rather than frustrating should indicate just how yourself over how difficult serious the problem will it is to find technicians, be in another four to five focus on the profitable opyears from now. portunity the dealership Manufacturers (there has and put some effort are exceptions) seem to into hiring, training and pay little attention to the maintaining quality techproblem. Too many mannicians. Quality techniufacturers view the dealcians can be the most imer’s service department as portant hires the dealeran expense and not as a ship will ever make. profit center. There is a A sign on the parts tendency to forget that if counter, a banner on the dealers don’t have a sufoutside of your facility, a ficient staff of qualified, small, inexpensive ad in well-trained technicians your local paper will there will be a problem bring you little more than satisfying the dealer’s your competitor’s techniset-up problems and the cians who are looking for manufacturer’s warranty another $1.25 to $1.50 an problems. It also will hour, and who will leave seriously affect the dealyou the next time someers’ cash flow and overall one offers them another Technicians aren't getting any younger, and dealers struggle to find replacements. profitability. In the long small raise. 44
■
OCTOBER 2014
■
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_cs_Layout 1 9/30/14 2:49 PM Page 45
Put some imagination into your hiring and think outside the box! Money is not normally the number one motivator for qualified personnel changing jobs. We know a dealer in a major metropolitan area who has no problem hiring and maintaining a qualified staff of technicians. This dealer pays a slightly higher hourly wage than his competitors, has a superior benefit program Vocational schools aren't the only place to look for technicians anymore. and offers technicians all the additional training they can handle. He is also proud of the fact that he has the highest labor rate in the area, because he supplies the best service in the market. Think outside the box! Advertise the features, advantages and benefits of working for your company. Look at the living advantages in your location. Advertise outside your territory. Just maybe you will find a quality technician who lives in the cold and frigid North that would really like to move South. Many technicians enjoy hunting and fishing. If you are in an area where great hunting and fishing abounds, let your prospective applicants know. You might even go as far as to promise them days off during deer season or the first two days of the trout season. Spend as much time and effort hiring technicians as you would to hire a top-notch sales person. If you know the numbers, you also know that your return on your investment will be greater with the technician. No, it is not easy! If you want quality personnel and technicians in particular, you must work at it. If you have a technical school, vocational school or community college within your area, visit them. See what they have to offer and see how you can get involved. If you don’t get involved then you will lose out on taking advantage of the offered opportunities at these training facilities. Some of the key manufacturers in the equipment industry have programs going on to provide their dealers with qualified and professional technicians. Did the dealers have a financial interest in the students? Sure they did, but it was in most cases minimal. Most of the trade schools we talk with prefer students who are dedicated enough to handle most of their own tuition. It is also not uncommon for a sponsoring dealer to provide summer work in the dealership. School programs aren’t the only place to find qualified technicians. Other out of the box places include both
the military and state prisons. There are cutbacks in the military which can offer dealers qualified and quality personnel. Someone who has spent time avoiding unscheduled downtime on a military tank, serviced both in the field and in a motor pool should find little problem working on a crawler, a tractor or even a lift truck. Give a veteran an opportunity! Another area of considera-
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
■
OCTOBER 2014
■
45
PEToct14pgs_cs_Layout 1 10/1/14 9:27 AM Page 46
tion for finding potential candidates might be the state prison authority. Many state prisons are developing technical training programs for their inmates. Now how about local, regional and national trade associations? Many industry associations have recognized this
as a North American problem and are gearing up to assist their membership in providing access to service technicians. We strongly recommend that all equipment dealers work with and back their trade associations in this endeavor. The point is: The problem is not going to go away anytime soon! Manufacturers, dealers and associations need to work together to alleviate it. If manufacturers don’t, then they may have the best product on the market with nobody to service that product. Dealers, if you don’t focus upon the problem, you will find a decline in sales and profitability in the greatest area of profitability within your dealership. Associations, your survival is dependent upon the survival and strength of your membership. HR Managers and dealers, if this article has been of interest to you and you
would like us to send you our monthly special: TECHNICIANS, Field & Shop, Finding, Hiring, Acclimating, Retaining and Compensating, then email us at amsconco@aol.com and we will email you the manual. You will be invoiced $16.99, but you will only need to pay the invoice if you are completely satisfied with the product. Please let us know your dealership’s name and address as well as your email address and line of products. PET John Walker is President of Aftermarket Services Consulting Co., Inc., a Fort Mill, SC-based international training and consulting company working with manufacturers, dealers and associations in parts and service marketing, managing and merchandising techniques. For more information contact AMS 817 Stockbridge Drive, #399, Fort Mill, SC 29708; e-mail: amsconco@aol.com; visit amsconco.com.
Taking the time to find a quality technician means a higher ROI in your service department.
46
■
OCTOBER 2014
■
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_cs_Layout 1 9/30/14 9:53 AM Page 47
DEALERvoices
Texas Dealer MAE Power Celebrates 60 Years As the second generation steps up, dealership celebrates its heritage, looks toward the future.
repair services) to schools, golf courses, municipalities and government agencies. The dealership serves customers within a 100-mile radius, of the Mission storeen A. Cavazos, Sr. is the founder front, covering a four and President of MAE Power county area along the Equipment in Mission, Tex., Texas-Mexico border. which commemorates 60 years in busiAccording to Oscar, ness this year. Founded in 1954 as Mis“We sell the best, and sion Auto Electric (MAE) has grown service the rest,” is the from a small motto MAE does busifamily-owned ness by. Standing beservice shop, into hind their products is MAE has been in the same building since its inception. a highly sucimportant to the famicessful company, ly run dealership, and he considers their All technicians are factory trained widely-recogcommercial lines to be the strongest. and certified on all brands. Due to Osnized as the Showroom features Gravely, Exmark, car's certifications, and the skilled techBen and Oscar Cavazos leading sales and Scag, Ariens and Snapper mowers, along nicians that the dealership maintains, service dealer of commercial lawn and with Echo and Stihl handheld equipment. MAE is granted the authority to peroutdoor power equipment in south Texas. Rounding out MAE’s lineup are Kohler form warranty work without the need Born and raised in Sharyland, Tex., engines and Briggs & Stratton engines for factory approval. Cavazos joined the US Army Ordinance and parts. after graduating from high school, electWith Cavazos’ technical background, The Next 60 ing to study automotive and electrical service is very important to MAE, and engineering. At the young age of 24, he the dealership considers service work to What stands out the most for MAE is filled his days with Mission Auto Elecbe one of its strongest areas. But it’s not the strong family connection to the tric and his nights with classes at just the elder Cavazos that is technically business, and the legacy Cavazos has McAllen Business School. inclined. built for his son. The father and son Now semi-retired, Cavazos enjoys the Oscar’s technical depth mirrors his have many similarities, and while now fruits of his labors, and still looks forward dad’s. He is highly skilled as a certified Oscar directs and supervises daily operto working everyday with his son, Oscar Briggs and Stratton Master Service ations, seeing to the needs of customers, Cavazos, Co-owner and General Manager Technician, as well as a Kohler Expert suppliers and employees, he was once of MAE, who takes pride in continuing Dealer, the highest certifications in the just a little kid helping out over the the legacy built by his father. industry. summer. Oscar joined the family business full-time in 1998, after graduating MAE Today from the University of Texas Pan Recognized as a Family-Owned American with a BBA in Business AdBusiness of the Year by the Lower ministration and Marketing. His busiRio Grande Valley District of the ness and marketing background has inSBA in 2008, MAE maintains an exjected new energy into the dealership, cellent community reputation. The by updating technology to increase ef15-person dealership is considered ficiency, and implementing sales and the south Texas market leader of customer service marketing strategies commercial outdoor power equipto ensure MAE’s growth. He works ment, and is one of the largest supplihard to continue the legacy of the famers of lawn and garden products (and Aerial view of the current MAE Power PET ily business his father built.
B
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
■
OCTOBER 2014
■
47
PEToct14DistLib_SS_PETdec03distLib 9/30/14 10:05 AM Page 48
AR, LA, MS, OK, TX
4408
MN, ND, SD, IA, WI, TX
Nationwide
AR, KS, LA, MS, NM, OK, TN, TX
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14DistLib_SS_PETdec03distLib 9/30/14 10:05 AM Page 49
OH, MI, IN, KY, TN, SC, NC, VA, W. VA, PA, NY, VT, NH, ME, MA, RI, CT, NJ, DE, MD, FL
WI, MN, ND, SD, TX, OK, AR, OR, WA, AK, MT, ID, WY, UP of MI
PA,NJ,DE,MD,WV,N.Va.,NY,CT,VT,MA,RI,NH,ME
8690
NJ, VA, WV, SC, NC, MD, DE, TN, PA
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14DistLib_SS_PETdec03distLib 9/30/14 10:05 AM Page 50
Western U.S.
TN,GA,AL,NC,SC,S.VA,SE WV
1709 Lamons Lane Johnson City, TN 37604 Website: www.powertoolco.com Email: sales@powertoolco.com Pro/Consumer Lines: Scag, Giant-Vac, Brown Products, Velke, Grass Gobbler Voice: 800-752-1780 Fax: 423-926-1679
MN, WI, IA, ND, SD
DE, MD, NJ, NY, PA, VA, W.VA
Southeastern U.S.
ler ELECTRIC w o F 800-843-1424 Bloomington, MN
Catalogs Available 4331
Distributors for Outdoor Power Equipment Parts, Small Gas Engines, and Snowmobile & ATV Parts Comet, NGK, Rotary, Prime Line, Gates, Martin Wheel, Tilltoson, Walbro, Zama & More 5417 Nationwide
DISTRIBUTORS:
3376
For information about placing your ad in PET’s Distributor Library Section Call Kathy Sternenberg Nationwide
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
251-928-4962
PEToct14DistLib_SS_PETdec03distLib 9/30/14 10:05 AM Page 51
Nationwide
Nationwide
TX, OK, AR, LA, NM, CO, MS
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_SS_Layout 1 9/30/14 10:01 AM Page 52
PFERD’S NEW FIELD GUIDE: TOOLS FOR FORESTRY The new Field Guide: PFERD Tools for Forestry includes technical resource information, as well as a complete catalog of PFERD chain saw files, saw chain sharpeners, accessories and other tools used in forestry. Valuable information on the structure and function of saw chain components is provided and clearly illustrated, along with detailed instructions to a perfectly sharpened saw chain. Over 125 items featured for the forestry professional. 1-800-342-9015
www.pferd.com
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!!!
113 Washington St. • Fayetteville, NY 13066 Phone: 315-637-8165 • Fax: 315-637-9286 www.fayettevilleequipment.com 1069
607-638-9297 phone or fax BUY & SELL NEW, USED & OBSOLETE
8100
POULAN WEED EATER PARTS Ask For Ray 502-228-1462 • Fax: 502-228-7737 Also Have HOMELITE Parts
McCULLOCH PARTS
NEW - USED - CURRENT - OBSOLETE Fayetteville Equipment
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 10 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 .....................................................................$450,000
Stihl * Homelite * Lawnboy * Briggs & Stratton New * Obsolete * Used Parts THOUSANDS OF PARTS!
Shelby County Implement • Shelbina, MO 63468 Ph: 573-588-4731 • 573-588-2020 Fax: 573-588-4264 • Email: sci63468@hotmail.com M/C, Visa and Discover Accepted 3524
Call Steve at Steve Hubbard Real Estate 3821 Services. 845 246-2022
ZENITH
Marvel Schebler - Z.E.E.M.S. Carburetors - Rebuild Kits All Service Parts
H&M Industrial Supply Wholesale Distributor (800) 346-4331 2236
52
■
OCTOBER 2014
■
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PET_1014_ASM_Layout 1 9/30/14 11:31 AM Page 53
PETcetera Coping With Difficult Coworkers
Students Lower Mower Emissions
Getting along with coworkers mostly means minding your own business according to Geoffrey James, author of Business Without the Bullsh*t: 49 Secrets and Shortcuts You Need to Know. “However, there are some coworkers who need a little ‘handling,’” he explains. “It’s not difficult once you’ve spotted the behaviors.” Here are 10 of the most difficult coworkers: 1. The Waffler: Wafflers study everything to death, always seeking that mythical single last bit of information that will make a decision into a no-brainer. If your project hinges on a waffler, establish a deadline, with a default if no course of action is chosen. 2. The Competitor: The competitor defines the world as a zero-sum game. He always must feel that he’s won and that someone else has lost. To deal with him, channel that competitiveness into helping his team win (and somebody else’s team lose). 3. The Dramatist: Dramatists (a.k.a. drama queens) draw energy from the drama they create because it makes them the center of attention. Unfortunately, giving them attention only increases their appetite, so your best bet is to ignore the histrionics until they run out of steam. 4. The Iconoclast: Iconoclasts break even the most sensible rules (social and business rules alike), just to show that they can get away with it. To deal with iconoclasts, distance yourself from them as soon as possible, both socially and organizationally. 5. The Droner: Droners are always ready to give a presentation—usually one that everyone has heard before. To cope, try to avoid any meeting to which a droner has been invited. If that’s not possible, answer emails on your tablet or laptop under the guise of “taking notes.” 6. The Frenemy: The frenemy pretends to be your biggest cheerleader but subtly sabotages everything you do. Example: “You did so well in that meeting that almost nobody noticed the typos.” Best strategy: Cool the “friendship” and avoid them. 7. The Vampire: Workplace vampires suck all the energy out of the room by always having a reason that something won’t work. Just as traditional vampires avoid sunlight, workplace vampires avoid ridicule. Just say: “Oh, you’re just being negative.” Then move on. 8. The Parasite: Parasites wait to see what ideas become popular and then position themselves as the brains behind them. To thwart them, always keep an “audit trail” of your contributions to a project in the form of regular status reports. 9. The Genius: These are legends in their own minds that talk and talk about their accomplishments but never seem to get anything done. To work with them, lay out frequent (even daily) milestones, and complain loudly to the genius’s boss when deadlines are missed. 10. The Volcano: Volcanoes appear calm and cool but under the veneer is a boiling cauldron of anger and bitterness, which will eventually explode. Your best strategy: Be elsewhere when the volcano blows. “Ultimately, the best way to look at irritating coworkers is with a sense of humor,” says James. “Especially since your coworkers probably think you’re pretty irritating sometimes, too.”
According to the EPA, running a new gas mower for a single hour produces the equivalent air pollution generated by 11 typical automobiles being driven for the same amount of time. A team of engineering students from the University of California Riverside (UCR) is developing a device that they claim lowers noxious emissions by over 90%. The device, known as UCR NOx-Out, takes the form of an L-shaped stainless steel pipe, which replaces the existing muffler in the mower. The UCR NOx-Out cleans up the exhaust through a three-step process. NOx-Out was initially developed by another team last year, and will likewise be further developed by a third team next year. Throughout the developing process the students are under the advisement of Dr. Kawai Tam, Professor David Cocker and Assistant Professor Phillip Christopher. The device will be tested on the lawnmowers used to maintain the campus grounds. It is estimated that NOx-Out should be available for about $30 once it is commercialized in an estimated four to five years. Dr. Tam states that an 8-oz (237-ml) container of urea will last for approximately 10 to 13 weeks of use, in cases where an average-sized lawn is being mowed for around one hour per week.
ADlink
▲
▲
Source: Geoffrey James, Business Without the Bullsh*t: 49 Secrets and Shortcuts You Need to Know, www.geoffreyjames.com.
Source: Ben Coxworth, Gizmag, http://www.gizmag.com/ucrnox-out-catalytic-reduction-lawnmower-emissions/32872/
Easy access to current advertisers! www.poweret.com/adindex.html Don’t forget to bookmark this link!
This issue of Power Equipment Trade is brought to you in part by the following companies, which will gladly supply additional information about their products. ADVERTISER
After Market Services Altoz American Honda Power Equipment Billy Goat Industries Briggs & Stratton Service B3C Fuel Solutions c-Systems Software Cannon Bar Works Outdoor Power Equipment Desert Extrusion Eureka Chemical General Electric Capital Handy, Div Of Janco Industries Hisun Motors Jungle Jims Mac Kissic Masport Oregon Cutting Systems Rapco Industries Rotary Silvana Import Trading Spyker Star Brite Stens Stihl TD Retail Card Services
PG NO.
43 25 27 41 23 28-29 46 21 10-11 5 35 19 34 37 8 45 39 1,55 46 8,56 39 9 33 7 2 37
PHONE NUMBER
803.548.6707 218.782.5869 800.438.8892 414.259.5333 843.347.0482 800.334.3114 888.604.9990 703.549.7600 602.276.8009 888.387.3522 800.451.5944 855.752.5446 972.446.0760 888.844.5467 800.348.1117 +64.9.571.5888 503.653.8881 800.959.6130 800.841.3989 888.939.3523 877.728.8224 800.327.8583 800.457.7444 757.486.9100 800.538.3638
ADLINK is a free service for advertisers and readers. The publisher assumes no liability for errors or omissions.
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
■
OCTOBER 2014
■
53
PEToct14pgs_cs_Layout 1 9/30/14 9:53 AM Page 54
DEALERtodealer
Safety Concerns Continue What Are You Doing To Help? DALE STOTTS
This month Stotts says, “No, I’m not a golfer,” as he tackles another round of safety issues plaguing dealers, consumers, and yes, golfers.
I
know—what a lead-in for this article in the GIE+EXPO issue of PET: “No, I’m not a golfer!” What in the world does me not being a golfer have to do with lawn and garden power equipment? Have I lost my place or forgot who my readers are? Not quite. But, by the time you finish this article, you will possibly understand the rationale for this title. So first let me give you some background information. Do you know what the 10 most common golf injuries are according to Dr. Larry Foster? In his book Dr. Divot’s Guide To Golf Injuries he lists what he feels are the top 10 golfer injuries: back injuries, tennis/golfer’s elbow, shoulder injuries, carpal tunnel, DeQuervain’s tendinitis, knee injuries, trigger finger, wrist impaction, ECU tendon subluxation and facture of the Hamate bone. Man, this golf game sounds almost as dangerous as using lawn and garden power equipment! Well professional golfer Greg Norman might debate this with you. On September 13, 2014 he was out doing some trimming with a chain saw and almost cut off his left hand. Fortunately, he only did slight nerve damage and is expected to make a full recovery. About the incident, Norman said, “At least the saw wasn’t running at full speed.” In one of the articles it shows him using the chain saw just before the accident: It is fairly new unit with all the current safety features but, like any chain saw accident, he didn’t follow all the safety advice. So maybe now you see where I’m heading.
54
■
OCTOBER 2014
■
In my September article I asked the question: Are dealers, sales people and service technicians taking the time to fully explain the safety features on the power equipment they are selling and repairing for their consumer? It is now October and many a dealer is headlong into selling and repairing not only chain saws but also chippers, shredders and lawnmowers now mulching mounds of leaves. In some parts of the country snow blowers will be next in the service shop for repair. Are any of these any exempt from causing a consumer
leaves it up to the consumer to read and understand all the safety information in their owner’s manual. So is this another way for your business to outshine your competition? Absolutely. Now I’ve heard the old lines: “What’s the use?” “It takes time and most consumers feel they either know this or don’t want to waste their time on a ‘safety lecture.’” How will you feel if one of your customers gets injured? Then, in the worse case scenario, you are suddenly faced with a pending lawsuit, all because the
Do you even sell safety apparel or safety equipment? Could this possibly be an added income advantage for your business? from being injured? I think not. So now my question again to all dealers, sales people, service technicians: How are you doing in the safety education of operating these very products? Now I haven’t taken the time to contact CPSC on the accident and death rate from improper use of chain saws, much less the other equipment I’ve mentioned. But, anyone associated with this industry can tell horror stories of consumers who have been injured, or worse, died, from careless operation of said products. Many of you will be at this year’s GIE+EXPO, walking around, asking questions, viewing all the new products, maybe even deciding to add a new line to your dealership, which is all well and good. Are you also going to take the time to investigate the safety apparel, improved safety devices, safety literature and safety equipment being offered at this show? Another question along this same line is of course: Do you even sell safety apparel or safety equipment? Could this possibly be an added income advantage for your business? Do you think the sales people at the boxes have the knowledge about proper safety techniques? Many a box store sells product in a box and
injured party tells an attorney, “I wasn’t told using this product in this manner could injure me.” I realize safety is not a glamorous part of a dealer’s, or even manufacturer’s, business. Though, from where injured consumers or injured bystanders sit it is probably a very important discussion they wish they had either had or paid attention to. Just ask golfer Greg Norman. I’m positive he wishes now he had paid more attention to safety and probably wishes he had used some type of safety glove before he tried to severe his hand from his arm. So do as you may, but if I was a manufacturer I would try to make sure everyone who entered my booth, and used and sold my equipment knew I was proactive in making sure everyone was concerned and informed as you are about consumer safety. What a better time than right now during GIE+EXPO, when several thousand people are in one prime industry loPET cation to re-emphasize safety! Dale Stotts owns and operates Stotts Engine Service, Monett, MO 65708; fax: 417235-1156; or e-mail: djstotts@sbcglobal. net. The views of Dale Stotts do not necessarily represent those of Hatton-Brown Publishers, Inc.
POWER EQUIPMENT TRADE
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_SS_Layout 1 9/30/14 10:01 AM Page 55
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!
PEToct14pgs_SS_Layout 1 9/30/14 10:01 AM Page 56
CLICK HERE IF YOU HAVE NOT ALREADY OPTED IN!