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POWERlines
A Hatton-Brown Publication www.poweret.com
DAN SHELL
GIE+EXPO 2016 Dealer Value
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here’s no simple way to describe industry’s biggest event—GIE+EXPO 2016 at the Kentucky Exposition Center in Louisville October 19-21. If it has anything to do with a managed landscape—and whether it be a product, business or trade group—it can be found at GIE+EXPO. It’s simply industry’s biggest event, expected to attract more than 18,000 visitors to a spectacle of new products, networking and education opportunities that can be found nowhere else in one place. We work with similar trade events in other industries, and it’s always interesting to see how show organizers balance the needs and demands of both visitors and exhibitors when planning, and how that translates into special show features. You can’t have a successful show without both exhibitors and visitors coming away with value after the event. It seems like only five years ago (it was!) we wrote a column talking about the 20th anniversary of our first International Lawn, Garden & Equipment Exposition in 1991, soon after Hatton-Brown Publishers bought the Chain Saw Age publication. Back then, it was dealer-only for two days, with landscapers and others allowed in on the show’s final day. After years of dealer complaints about rubbing elbows with customers while trying to talk to their equipment suppliers, it was good to see GIE+EXPO show officials go “back to the roots” with the debut of the GIE+EXPO Dealer Day Preview at the 2012 event. Along with moving the show from the sweltering mid-summer to the much cooler and less busy season, bringing back a dealer-only day to the show is one of the best moves we’ve seen in what’s now a quarter-century of attendance. This issue features a GIE+EXPO Preview of major show offerings, features and schedules on page 10, and other editorial relates back to GIE+EXPO: Dealing with drought and the almost inevitable criticism of managed landscapes as water-wasters is the topic of Industry Voices on page 30, written by Outdoor Power Equipment Institute President and CEO Kris Kiser. Water conservation is a big issue that many dealership customers, landscapers and homeowners alike, are dealing with on a daily basis. At GIE+EXPO, dealers can learn more about the issue through a wide variety of trade groups—and how they can assist in the effort to shore up the managed landscape “brand.” Dealer Mike’s & Sons in Fort Kent, Maine, has a year-round selling season thanks to snowmobile rentals and Cub Cadet mowers. The business moves a lot of units considering it’s in a rural area. Dealers looking for off-season products and services, or ways to diversify in general, can find everything they need at GIE+EXPO. In his Dealer Voices column on 28, dealer Sam Stearns writes about all the help and assistance he’s received in transitioning from service-only to whole good sales by talking with and communicating with other dealers. This is one of the biggest benefits GIE+EXPO has to offer: a major opportunity to network with other dealers, find out what works and doesn’t work for them, how you may adapt an idea for your own business—or avoid an idea you had been thinking of exploring after hearing other dealer experiences. Beginning with Dealer Day October 19 and continuing for two more days after, GIE+ EXPO has everything a dealer needs to gain more product knowledge, business and technical education and solid information from thousands of other dealers in attendance. All in all, it’s a great store of dealer value at a reasonable price. PET
Contact Dan Shell, ph: 334-834-1170; fax 334-834-4525; e-mail: dan@hattonbrown.com
Co-Publisher/Adv. Sales Manager David H. Ramsey Co-Publisher/Executive Editor David (DK) Knight Chief Operating Officer Dianne C. Sullivan Publishing Office Street Address: 225 Hanrick Street Montgomery, AL 36104-3317 Mailing Address P.O. Box 2268 Montgomery, AL 36102-2268 Tel: (334) 834-1170 Fax: (334) 834-4525 Editor-in-Chief n Rich Donnell Managing Editor n Jessica Johnson Editorial Adviser n Dan Shell Senior Assoc. Editor n David Abbott Associate Editor n Jay Donnell Contributing Writers Dale Stotts, Greg German Art Director n Cindy Segrest Ad Prod. Coordinator n Patti Campbell Circulation Director n Rhonda Thomas Marketing/Media n Jordan Anderson Advertising Sales Southern U.S. Randy Reagor Tel: (904) 393-7968 Fax: (334) 834-4525 E-mail: randy@hattonbrown.com Midwest U.S., Eastern Canada John Simmons Tel: (905) 666-0258 Fax: (905) 666-0778 E-mail: jsimmons@idirect.com Western U.S. & Canada Susan Windham Tel: (334) 834-1170 Fax: (334) 834-4525 Email: windham.susan4@gmail.com Europe & Scandinavia Murray Brett Tel: +34 96 640 4165 Fax: +34 96 640 4022 Email: murray.brett@abasol.net Distributor Library Kathy Sternenberg Tel: (251) 928-4962 ksternenberg@bellsouth.net Classified Advertising Bridget DeVane Tel: (334) 699-7837 (800) 669-5613 bdevane7@hotmail.com Reprint Sales Patti Campbell Tel: (800) 669-5613 patti@hattonbrown.com
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Volume 65
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Number 5
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October 2016
Our 716th Consecutive Issue
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Founded in 1952
Renew or subscribe on the web: www.poweret.com
FEATUREstories
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MIKE’S & SONS
Maine Dealer Moves Mowers
2016 GIE+EXPO
Full Dealer Focused Preview
EXPO ELITE
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Not To Be Missed Exhibitors
INDUSTRY VOICES
Valuing Living Landscapes
VALUEadded Power Suppliers __________________________ 6 Dealer Voices____________________________ 28 Showroom ______________________________ 34 Distributor Library ________________________ 40 PowerWorks ____________________________ 44 Ad Index ________________________________ 45 Dealer To Dealer _________________________ 46
COVERphoto Mike’s & Sons sits on the main vein of Fort Kent, Me., the most northern point of the continental U.S., and when not renting snowmobiles to tourists and locals alike, the dealership moves a substantial amount of Cub Cadet mowers, beginning on Page 10. (Cover by Shelley Smith; Jessica Johnson photo; staff inset photo)
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Member Verified Audit Circulation Power Equipment Trade (ISSN 1063-0414) is published 6 times annually (February, April, June, August, October and December) by Hatton-Brown Publishers, Inc., 225 Hanrick St., Montgomery, AL 36104. Subscription Information—PET is sent free to qualifying industry professionals in the U.S. All non-qualified U.S. subscriptions are $55 annually; $65 in Canada; $95 (Airmail) in all other countries (U.S. funds). Single copies, $5 each; special issues, $20 (U.S. funds). Subscription Inquiries—TOLL-FREE 800-669-5613; Fax 888-611-4525. Go to www.poweret.com and click on the subscribe button to subscribe/renew via the web. All advertisements for Power Equipment Trade magazine are accepted and published by Hatton-Brown Publishers, Inc. with the understanding that the advertiser and/or advertising agency are authorized to publish the entire contents and subject matter thereof. The advertiser and/or advertising agency will defend, indemnify and hold Hatton-Brown Publishers, Inc. harmless from and against any loss, expenses, or other liability resulting from any claims or lawsuits for libel violations or right of privacy or publicity, plagiarism, copyright or trademark infringement and any other claims or lawsuits that may arise out of publication of such advertisement. Hatton-Brown Publishers, Inc. neither endorses nor makes any representation or guarantee as to the quality of goods and services advertised in Power Equipment Trade. Hatton-Brown Publishers, Inc. reserves the right to reject any advertisement which it deems inappropriate. Copyright ® 2016. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Periodicals postage paid at Montgomery, Ala. and additional mailing offices. Printed in USA. Postmaster: Please send address changes to Power Equipment Trade, P.O. Box 2419, Montgomery, Alabama 36102-2419. Other Hatton-Brown Publications: Timber Harvesting n Southern Loggin’ Times n Timber Processing n Panel World n Wood Bioenergy
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POWERsuppliers OPEI Shares Concerns With EPA About E15 The Outdoor Power Equipment Institute (OPEI) provided comments to the Environmental Protection Agency (EPA) about the Renewable Fuel Standard Program: Standards for 2017 and Biomass-Based Diesel Volume for 2018. In a letter sent to the EPA, OPEI expresses significant concerns about the expansion of E15 in the marketplace without a solid consumer education program. “Because all gasoline-fueled power equipment is designed and warranted to operate on E10 or less fuel, OPEI and its members are gravely concerned about the risk of inadvertent mis-fueling by consumers. Mis-fueling can damage or destroy small engines, leaving the consumer with costly repair or replacement costs,” says Kris Kiser, President and CEO of OPEI. “Americans rely on their power equipment and many count on it lasting for a decade or more. There are 250 million pieces of legacy power equipment in use in this country today and the risk of mis-fueling and damage to these products is very real,” Kiser adds.
“If you are going to introduce blender pumps and more E15 into the marketplace, then you also need a robust consumer education campaign so consumers understand which fuel blends are safe for which product,” says Kiser. The letter notes that labeling for E15 and other blended fuels is inadequate and not consistent.
c-Systems Adds KPM Order Capability
Officials with c-Systems Software, Inc., and power equipment wholesaler KPM Exceptional LLC, recently announced an addition to c-Systems’ Infinity Business Management System (BMS) that gives KPM customers the ability to receive electronic purchase orders from KPM directly into their Infinity BMS. This process eliminates the need to manually receive or otherwise process a KPM purchase order within Infinity. The new product receiving interface will pre-fill the information about what was shipped by KPM—including dealer cost, ship, cancel and backorder quantities, and even tracking links directly to UPS, FedEx, and trucking company web-
Stihl Celebrates 90th Anniversary The family-owned Stihl company celebrated its 90th anniversary on July 16, 2016 with more than 8,000 guests. The staff and their families, as well as company retirees, were invited to the family fete at the founding location in Waiblingen-Neustadt, Germany. The founder’s grandson and current chairman of the supervisory and advisory boards, Dr. Nikolas Stihl, told the crowd, “The Stihl success story has been built on the skill and high commitment of our Stihl advisory board chairman Dr. Nikolas Stihl welcomed active staff and workforce. their families as well as company retirees and thanked them for their high Those of you commitment, saying, “You are the basis of our success.” who have worked with, and for, Stihl in the past, and those of you who are still actively involved are the basis of our success. This staff fete is the family’s and the executive board’s way of thanking you most sincerely for your dedication, your untiring work and for your many years, even decades of loyalty to our company.” Marcus Retter, chairman of the general works council said, “Stihl is a great asset for our state because of its outstanding entrepreneurial accomplishments. Our staff is proud to work for Stihl. This is proven by the long period of service with the company, which averages more than 16 years.” 6
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sites. By prefilling this information, the parts receiving person can purely focus on discrepancies. This saves real time for a dealership’s employees. According to a c-Systems news release, cooperation between KPM and c-Systems has helped optimize efficiency and boost business profits for their shared dealers. The existing list of integrations between c-Systems and KPM include electronic PO transmission, electronic stock checking, electronic product registrations, and now the ability for electronic product receipts.
EDA Announces 2016-17 Directors
The Equipment Dealers Assn. (EDA) recently announced the newly elected members of its 2016-17 board of directors, which will officially convene on October 1. New board members elected to three-year terms include: Canada—Andrew Snih is president of Huber Farm Equipment in Prince George, British Columbia. Great Lakes—Daniel Scheuers is dealer principal and service manager for Waupun Equipment Co., a two-store dealership with locations in Waupun and Watertown, WI. Gulf Coast—Mike Linton is vice president, secretary and treasurer of Heritage Agriculture of Arkansas, a five-store dealership with locations throughout the state.
Toro Co. Elects Olson New CEO
The Toro Co. recently announced that its board of directors has elected Richard M. Olson to the position of President and Chief Executive Officer, effective November 1, 2016. Olson, a 30-year veteran of the company, has served as Toro’s President and Chief Operating Officer since September 2015 and was elected to the company’s Board of Directors in January of this year. Toro’s current chairman and Chief Executive Officer, Michael J. Hoffman, will continue to serve as Chairman of the Board.
Charter Receives Polaris Seal Of Approval
Polaris has announced the addition of Charter Software’s Aspen product to their list of approved DMS systems. Charter was approved based on their proven track record and powersports industry experi-
POWER EQUIPMENT TRADE
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POWERsuppliers ence, software functionality, service capability and pricing/subscription model. The approval comes more than six months ahead of the minimum dealer standards policy compliance deadline of December 31, 2016. The latest version of Aspen, which already supports parts ordering transactions, now also supports parts locator transactions and automated validation for each Polaris dealer.
Rotary Appoints New Territory Sales Manager
Rotary Corp. has appointed Brannon Underwood territory sales manager for middle Georgia. Underwood has nearly 40 years of experience in the power equipment industry, serving in various positions as a retail sales representative, parts specialist and manager for a servicing dealer. He also has worked for several OEMs in sales and customer service. As Rotary’s new territory manager, Underwood will be involved in business development, sales and customer support for over 125 servicing dealers throughout the region.
OPEI Announces 2016-17 Board
The Outdoor Power Equipment Institute (OPEI) has announced its 2016-2017 Officers and Board of Directors, following the OPEI Annual Meeting and officer election, which was held June 21-23 in Asheville, N.C. Officers for the 2016-2017 year are Chair: Tim Merrett, Vice President, Global Platform Turf & Utility, Deere & Co.; Vice Chair: Daniel Ariens, Chairman & CEO, Ariens Co.; Secretary/Treasurer: Tom Cromwell, Group President-Power, Kohler Co.; Immediate Past Chair: Lee Sowell, President–Outdoor Products, Techtronic Industries, N.A., Inc. “I am honored to be selected as chair. We are addressing new challenges as our industry grows,” says Merrett. “We continue to build appreciation for the value and benefits of living landscapes and work to represent our members and their interests. We are also looking forward to our largest GIE+EXPO ever.” New directors this year include Bjoern Fischer, President, Stihl Inc. and Jeff Hohler, President-Consumer Brands Division, Husqvarna Professional Products. Continuing their service on the OPEI Board of Directors are Tim Dorsey, President, Echo Inc.; Tom Duncan, President & CEO, Positec USA, Inc.; Edward B. Cohen, Vice President-Government &
TurfMutt Busy Award, Contest, Poster As the lawn and garden power equipment industry’s top spokesdog, TurfMutt has stayed busy with several new initiatives: Officials with the Outdoor Power Equipment Institute recently announced that Scholastic is creating a National TurfMutt Teacher Award in conjunction with the program’s annual “Be A Backyard Superhero” essay contest. The winning teacher will be awarded a trip to the National Science Teachers Assn. annual conference in Los Angeles on March 30-April 2, 2017. Kashvi Ramani, a fourth grade student at In the TurfMutt essay contest, K-5 Belmont Station Elementary School in Ashstudents submit essays on how they are burn, Va., is pictured with Lucky, the rescue helping TurfMutt and the Outdoor Powers dog who inspired the TurfMutt cartoon combat the environmental villains (Carbon character. Ramani was named a grand Creep, Dust Demon, Dr. Runoff and Heat prize winner in the 2015 TurfMutt “Be a Superhero” contest with ScholasFreak). One winner will earn their school a Backyard tic and she wrote an original rap song, $5,000 grant to spruce up their school “Outdoor Saviors,” featuring TurfMutt and grounds or put in an outdoor classroom. his pals, the Outdoor Powers. Watch TurfMutt.com for contest entry rules and deadlines. This fall a new TurfMutt poster also will be sent to more than 80,000 schools, urging teachers, students and parents to “Know Your Climate Zone,” and identify their climatic region so they can plant the right grass, shrubs, trees and flowering plants appropriate for their area. Through these new events and more, TurfMutt has been hard at work, sharing his message about caring for our living landscapes. He recently went on a “Paw it Forward” tour out West, where he visited the Equipment Dealers Assn. and Sellers Expositions (GIE+EXPO’s event management company), and filmed the first of several episodes of the new season of CBS’s Lucky Dog show, airing on Saturday mornings. TurfMutt also has been sharing tips and holding giveaways during TurfMutt Tuesdays on his Facebook page (facebook.com/TurfMutt). Visitors can win prizes for sharing how their own TurfMutts enjoy their green spaces, and how they are helping promote and care for their living landscapes. Industry Relations, American Honda Motor Co. Inc.; Marc J. Dufour, President & CEO, Club Car, LLC; Peter Hampton, President, Active Exhaust Corp.; Jean Hlay, President & COO, MTD Products Inc.; Paul Mullet, President & CEO, Excel Industries, Inc.; Rick Olson, President & Chief Operating Officer, The Toro Co.; Todd Teske, Chairman, President & CEO, Briggs and Stratton Corp.; David Withers, President, Jacobsen, A Textron Co.
Pferd Appoints New Sales VP
Pferd Inc., a global manufacturer and distributor of abrasives, brushes and power tools, has announced the appointment of Jon-Michael Raymond to the position
of Vice President, Sales. In this position, Raymond will be charged with managing Pferd’s U.S. sales force responsible for the welding, industrial and STAFDA channels. President Gene Huegin says, “We are pleased to have Jon-Michael join our staff. He brings a wealth of knowledge and experience in the industrial market and will provide a strong addition to our sales management team. His appointment is but another step in the continued growth that we are realizing as a company.”
Toro Continues Partnership With Ohio
The State of Ohio and Toro have renewed a long-standing contract approving the use of Toro equipment and irrigation
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POWERsuppliers products by all state agencies and authorized users. The direct state contract provides state agencies access to a wide variety of Toro products that can be purchased at a competitive price. Toro products included in the contract consist of commercial turf care equipment, landscape contractor products, golf irrigation products, residential/commercial irrigation products, turf renovation equipment and specialty construction equipment. State agencies covered under
the contract include municipalities, counties, public works departments, schools and parks. The contract is set to expire on September 30, 2017.
Boxer Growing Distributor Network
Boxer Equipment, manufactured by Morbark, LLC, recently added five new companies to its worldwide Boxer distributor network: Advantage Rental and
Sales, with two locations in Seaville, N.J., and Marmora, N.J.; Barton Tractor, located in Butler, Pa.; Capitol Equipment, located in Sherwood, Ark.; Project Equipment LTD, located in Winnipeg, Manitoba, Canada; and Wando Power Equipment Company, Inc., located in Charleston, S.C. Bold Hawaii and Parker Sales & Marketing have signed Manufacturer’s Representative Agreements with Morbark to promote the Boxer line. Bold Hawaii will recruit sales to rental companies throughout Hawaii and Guam; while Parker Sales & Marketing’s area of responsibility covers Florida.
Mean Green Deepens Sustainability Focus
Mean Green Mowers has recently become a member of the Assn. for the Advancement of Sustainability in Higher Education (AASHE), an association of colleges and universities working to create a sustainable world. Through its membership in AASHE, Mean Green Mowers will be able to better understand and assist higher education institutions in advancing their sustainability initiatives. AASHE enables colleges and universities to meet their sustainability goals by providing specialized resources, professional development, and a network for sharing information about sustainability products and services.
Kawasaki Engines New OEM Sales Director
The Engines Division of Kawasaki Motors Corp., U.S.A. recently announced the appointment of Kurt Forrest to head the company’s OEM sales efforts. As director, OEM sales, Forrest will be responsible for oversight of Kawasaki’s extensive relationships with the OEM community. The team reporting to Forrest consists of four OEM sales managers as well as an experienced sales support and coordination team. All are located at the division’s Grand Rapids, Mich. headquarters.
B3C Fuel Announces New Sales Director
B3C Fuel Solutions recently announced the appointment of Robert (Bob) Crane as Director of Sales. Crane will be responsible for sales planning and implementation for all B3C markets, with an emphasis on automotive, heavy duty, ma45 rine and industrial, including after8
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An Always Open Door Maine’s Mike Nadeau says first and foremost his dealership focuses on the people who walk through the door, the coffee is always hot, and the equipment is always secondary. BY JESSICA JOHNSON FORT KENT, Me. ike Nadeau, 59, is a self-described lover of community. When you walk into the front door of his dealership, Mike’s & Sons, located in the heart of Canadian border town Fort Kent, Me., the small but dedicated staff is always ready to help. Nadeau says that there is absolutely no kind of stupid question, and he trains every employee that when it comes to a customer, there is nothing too small or too big they could ask for. Nadeau didn’t mean to start out as a
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power equipment dealer. But when a neighbor who helped him through a tough time asked him to work on her lawnmower, he couldn’t say no. After he finished tuning her mower, another neighbor asked for a tune-up—then it mushroomed. Not a week passed before he had 17 mowers sitting in his yard waiting for some wrenching. The dealership started because Nadeau wanted to do right by his neighbor who had lent a helping hand a few years earlier. That same driving principle from 1988—do right by everyone—is still the driving principle in 2016. “The coffee is always hot, and always free,” Nadeau says. For him, the store is more of an outcrop of the community. The line between customer and friend is not just blurred, but nonexistent. “My motto has always been to take care of people and the rest will take care of itself,” he adds. “Focus on the work here, and don’t focus on what any other dealer or distributor is doing. If I am looking at them, I am looking away and not staying focused.” For Nadeau, Mike’s & Sons is more Mike’s & Sons has made a successful transition from service-only to a full sales and service dealership.
than a lawn and garden power equipment store and repair shop he started in his yard with $1,300. “When people come in it’s more than business, it’s personal. I get a kick out of some dealers, who say, ‘That’s just business.’ That’s an excuse for not doing the right thing. I am not any different inside of the store than I am outside of the store.” The counter staff at Mike’s is trained to start every work order by asking how the individual customer is doing, instead of focusing on the broken piece. Nadeau has confidence that his techs will fix the equipment, the more important thing is servicing the customer whose frustrated. By asking how they are doing, Nadeau feels his staff is able to start build trust. Having customers who trust Nadeau and the brand behind Mike’s & Sons is invaluable. The people in the 35-mile radius around the store know the dealership not because of the product lines on the sign, but because of the service and staff inside. For Nadeau, that means the world. “People don’t come because of the brand, but because it says Mike’s & Sons,” he adds with pride.
Brand Loyalty Nadeau isn’t just loyal to his customer base. He’s also very loyal to his brands. The store focuses on Cub Cadet wheeled equipment, Yanmar tractors, Echo and Shindaiwa handhelds, as well as a small section of Husqvarna’s full lineup. After the dealership’s first winter, Nadeau started taking Cub Cadet machines from a neighboring town’s dealer and sticking them in front of the garage. After spending a year buying parts from the other dealer, he and Nadeau struck up a friendship. Originally, Nadeau placed the machines in front of his shop to increase the other dealer’s exposure. Quickly, the machines started really selling, and Nadeau was moving more in his yard than the original dealership was! “I got a little bit of recognition from Cub Cadet through that,” Nadeau admits. So, when the time came for that dealer to retire, Nadeau was a natural fit to take on the product line in his 36x100 shop a few towns over. Mike’s started with smaller orders and smaller equipment. It worked out well, as Nadeau quickly discovered that Cub Cadet treated him well, and found that the two companies (Cub and Mike’s) shared a similar outlook. Simply put, Nadeau says, Cub takes care of him, so he can take care of the customer. On the handheld side, Nadeau reports that Echo has been a good product to
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sell. So good in fact, that for a while, Big Box Stores were complaining that Mike’s was moving too much product! “Here we are at the end of the Earth in northern Maine, and we have a few towns above us but there’s no dealerships. The UPS truck was having a hard time keeping up with us shipping out Echo products,” he says. Those complaints led to some contractual changes that put a damper on Nadeau’s sales. Even though that was a challenging time for Nadeau, he never considered not being an Echo dealer— because he wouldn’t want to be in a place where he couldn’t service the customer base he’d built with those products. Plus, he believes in the Echo/Shindaiwa brand. “I personally bought a Shindaiwa trimmer about 25 years ago,” Nadeau recalls, “and I am quite sure that the person I sold it to still runs it today.” How is he so sure? Nadeau’s shop services the machine. “They brought it in one time for service and I was like ‘Wow, this thing is still running?’ After we tuned it up, I cranked it and said ‘Wow, this thing is still awesome!’” Given the area Mike’s is situated in, his biggest customers are large individual homeowners, who might help trim or mow for their neighbors, falling more into the prosumer category than anything else. As such, they demand machines that can stand putting a lot of time on them. Nadeau feels that his lines stand up to the test; especially once Echo and Shindaiwa merged and he was able to start offering both products. “The two coming together has proven to be a plus-plus for me as a dealer,” he adds. The focus on quality and the customer has paid off. Nadeau does roughly $1.8 million in annual sales.
Service Department When Nadeau first started fixing lawnmowers, he didn’t sell any wholegoods. So, now, even though his dealership is one of the highest volumes in the Northeast, he services every brand. Nadeau looks at servicing every brand like this: If he never let anyone in the store that didn’t run his brands, how would he ever have the chance to sell them on what he has? “If they brought me a piece that isn’t my brand and I take the time to fix it, wash it, get it ready for them and return it to them, they build a relationship with me. Then they don’t have five pieces of
The service department tries to keep turnaround time to seven business days.
Matthew, Mike and Aaron Nadeau
another brand, they have five pieces of mine,” he adds. During the “crazy” season, when snow has fully melted and lawns are being mowed, starting in mid-May, Mike’s service department cranks out about 50% of the total revenue. This year, however, sales have been a jump from the new Cub Cadet UTVs, as well as an increase in rented recreational snowmobiles. During the crazy season, service can get backed up as far as three weeks, though Nadeau tries his damnedest to keep it at just five to seven business days, by adding part-time techs to support the four full-time mechanics. Mike’s service shop motto is straight to the point: Do it fast and do it well. The shop uses mostly OEM parts, thanks to a excellent parts buying programs and terms. “If you’re losing time to save a dollar, you’re not doing well. It’s not productive,” Nadeau believes about looking for aftermarket parts. However, because Mike’s will service anything with a 2- or 4-stroke engine, sometimes part demand will dictate Na-
deau to lean on an aftermarket supplier. Because Nadeau and his staff put such a value in building a relationship with customers, the service shop doesn’t see tons of small repairs. Instead, they field phone calls or walk-in visits to help show someone how to take a chain brake off or reload a trimmer head. “This is something we do every day, so I don’t care if I have to explain it to them fifty times, it isn’t something they do every day. And because of the relationship we build with people, they aren’t afraid to call us and ask a stupid question,” he says. In a similar vein, Mike’s started selling ethanol free fuel cans from Husqvarna and Echo for customers to combat ethanol issues. It has reduced work in the service shop by nearly 50% for small handhelds, but customers are still coming in to purchase the power fuel, so Nadeau and his crew are able to maintain face-to-face service. The biggest benefit for Nadeau has been the amount of frustrated customers it has reduced. “They know we are trying to look out for their best interests.” PET
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Nowhere Else To Be: GIE+EXPO 2016 New features, training, networking and more. LOUISVILLE, Ky. he industry’s biggest event draws more than 18,000 visitors from far and wide in all segments for the latest in new products, education and networking opportunities. At GIE+EXPO 2016, October 19-21, at the Kentucky Expo Center in Louisville, Ky., there’s plenty to offer dealers large and small, and the Dealer Day kickoff on Wednesday the 19th offers dealers plenty of time to talk with key suppliers while also viewing the newest products and taking advantage of technician and management seminars to improve dealership efficiency and profitability. The annual event is sponsored by the Outdoor Power Equipment Institute, Inc. (OPEI), Professional Grounds Management Society (PGMS) and National Association of Landscape Professionals (NALP). Beginning at 7:30 a.m. October 19 with technician training sessions and running through 7 p.m. that evening, Dealer Day provides a wide variety of dealer-only activities and ends with major giveaways and multiple dealer hospitality events including the Stihl Oktoberfest $5,000 dealer giveaway. The show floor will be open 3-7 p.m. for the Dealer Day Preview, when dealers, retailers, distributors and the media get an exclusive sneak peek at the newest products and one-on-one time with suppliers. A free Dealer Welcome Reception begins
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Contact GIE+EXPO For information and online registration: www.gieexpo.com. Other contact points: Facebook, info@ GIE-EXPO.com, Twitter @ GIE_EXPO and 800-5588767/812-949-9200 at 5 p.m. A new feature this year is UTV University, a set of presentations featuring proven powersports dealer training specialists and a roundtable discussion about the state of the UTV industry. Sessions begin on Dealer Day at 9 a.m. “Adding education for UTV dealers makes sense because GIE+EXPO is the mega marketplace for every segment of the power equipment industry including UTV
manufacturers,” says Kris Kiser, President and CEO of OPEI. “GIE+EXPO has grown significantly, and is the largest home to showcase the utility products.”
UTV University Wednesday, Oct. 19 9 a.m.: Using Processes to Guide— Not Control—UTV Sales at Your Dealership Mark Mooney, Principal, Mark Mooney Powersports Consulting 10 a.m.: How Merchandising UTVs on Your Showroom Floor Properly Can Grow Your Parts and Accessory Sales Jennifer Robison, National Retail Specialist & Visual Merchandising Coordinator, Tucker Rocky Distributing 11 a.m.: Following the UTV Profit Tree From Sales to Service Ty Bello, VP Sales & Marketing, American Landmaster Noon: Roundtable Discussion with UTV Manufacturers and Industry Leaders (includes lunch) hosted by Dave McMahon, Editor in Chief, Powersports Business magazine
Keynote Wednesday, Oct. 19 1:30-3 p.m.: Dealer Kick-Off Keynote: Selling Across Generations: Specific Actions That Drive Sales With Each Generation Jason Dorsey, The Gen Y Guy. Knowing how to sell to each generation at the same time—and seeing the research to prove it— means the difference between fast growth and potentially millions in lost sales. Bestselling author Jason Dorsey will expose
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new generational truths based on his latest research that will change how you think about selling to each generation at the same time. This presentation delivers sales results through ready-touse actions and unexpected insights that work with each generation. This session is sponsored by Gravely and Stihl.
Technician Training The Technician Training sessions at GIE+EXPO are sponsored by the Equipment & Engine Training Council (EETC). No other industry event or location offers the variety of hands-on training and certification for technicians at basic and advanced levels. EETC also offers discounted opportunities for certification testing. Pre-registration is required for the classes. Dealers who have already registered for the trade show and want to register for the tech training can use their registration dashboards or call Sellers Expositions, 800-558-8767/812-949-9200.
Basic Tech Classes Wednesday, October 19 (Class size limited) 7:30-9:30 a.m. Choose one at $30 each. 10 a.m.-Noon Choose one at $30 each. 1-3 p.m. Choose one at $30 each. Basic 1: Ethanol & Gasoline, What You Need To Know presented by B3C Fuel Solutions Basic 2: Saw Chain Grinding Best Practices presented by Oregon/Blount Basic 3: Servicing & Troubleshooting Pressure Washers presented by Briggs & Stratton Basic 4: Proper Rotary Blade Maintenance presented by Magna-Matic
Advanced Tech Classes Wednesday, October 19 (Class size limited) 8-11 a.m. Choose one at $45 each. Noon-3 p.m. Choose one at $45 each. • Advanced 1: Advanced Diagnostics & Troubleshooting of TwoStroke Engines presented by Echo • Advanced 2: Electrical Systems Troubleshooting —Sold Out!—presented by Almon • Advanced 3: Hydrostatic Drivetrain
GIE+EXPO Schedule Wednesday, October 19 Dealer Day
3 p.m.-7 p.m.—Dealers, retailers and distributors only. Reception on the trade show floor 5 p.m.-7 p.m.—Free concert at 4th Street Live!
Thursday, October 20
GIE+EXPO open to all industry participants Indoors — 9 a.m.-5 p.m. Outdoor — 9 a.m.-5 p.m. Free concert at 4th Street Live!
Friday, October 21
Indoor — 9 a.m.-5 p.m. Outdoor — 9 a.m.-4 p.m. Free concert at 4th Street Live! Systems presented by Hydro-Gear Advanced 4: Advanced Carburetor Diagnostics presented by Kawasaki and Walbro
Management Seminars Better bring a notebook, because GIE+EXPO favorite Bob Clements gives dealers plenty of ideas about profitability, efficiency and success as he relates proven dealership management concepts. Clements is considered one of the top speakers and trainers in the country. Dealers can hear him free in the Dealer Resource Pavilion at GIE+EXPO 2016. Reservations are not required for these sessions, but get there early, sit down close and listen up!
Wednesday, October 19 11 a.m.-Noon: Dare to be Different: How to take on Goliath and Win, Bob Clements Thursday, October 20 11 a.m.-Noon: Increasing Sales in your Service Department, Bob Clements and Jim Daum 2-3 p.m.: Increasing Your Sales Through Your Website, Dustin Ackart, Elemeno Web Design Friday, October 21 11 a.m.-Noon: Increasing Sales in your Parts Department, Bob Clements and Brian Clements 2-3 p.m.: Finding, Interviewing and Hiring Key Employees, Sara Hey Perhaps the biggest unique feature of GIE+EXPO is the Outdoor Demonstration Area, a draw for many attendees who want to test and compare the newest innovations across brands, has expanded to 20 acres. New this year, the co-located Hardscape North America’s demo area is moving to a paved area adjacent to the turf, increasing the available space to more than 20 acres and making way for more GIE+EXPO demo exhibits. The Outdoor Demonstration Area, just steps away from GIE+EXPO’s indoor exhibits, will be open Thursday October 20, 9 a.m.-5 p.m. and Friday, October 21, 9 a.m-4 p.m. It features hands-on exhibits displaying new products and equipment, from handheld and walk-behind equipment to ride-on mowers, light construction equipment and UTVs. Attendees value the opportunity to get behind the controls, test drive and comparison shop all in one place. Access to the demo area is included in the registration fee. Visitors to GIE+EXPO now have access at their fingertips to all things pertaining to the 2016 trade show through the Go EXPO free smart phone app. The Go EXPO mobile app is available now in the iTunes and Google Play stores. The mobile app, sponsored by Gravely, provides easy access to event schedules, the floor plan, exhibitor information, show announcements and social PET media posts.
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EXPOelite Ahlborn Equipment—Make Ahlborn your first stop at the GIE+EXPO! Let the Ahlborn team assist you with your outdoor equipment and safety apparel needs. We are offering special rock-bottom pricing for attendees of the show! For a limited time stock up on some of the most popular items at prices you won’t see anywhere else. Ahlborn carries a full line of Forester products offering customers exceptional quality, durability, and safety—all things your customers need while getting their job done. The full line of Forester products includes chain saw chaps, chain saw files, bar chains and gloves, as well as face and hearing protection systems. Importantly, all products meet OSHA and ANSI requirements—which means customers are always in compliance with safety measures. Ahlborn Equipment Inc. began in 1961 as a family-owned business. Second-generation owners Tracey and Woody Ahlborn maintain the same passion, dedication, honesty and loyalty to their customers as the founder, Gene Ahlborn, did. Ahlborn Equipment prides themselves in offering high quality products, affordable prices and great customer service. They are continually adding new products to ensure you have what your customers are looking for. Ahlborn Equipment Inc. has been proudly serving dealers for over 55 years, and is always looking to add dealers and distributors to the family. Request a catalog today. Contact us at indoor booth #2024; visit ahlbornequipment.com. B3C Fuel Solutions—B3C Fuel Solutions has a new, patented in-tank gasoline desiccant that removes water in fuel and keeps fuel fresh. Fuel is changing; B3C likes to say, “this isn’t your grandpa’s fuel.” Unlike your grandpa’s gasoline, today’s modern gas is inherently unstable and the quality degrades over time. Modern gasoline is now in a constant state of change, creating confusion in the marketplace. Most people choose fuel based on price, with little knowledge of what is best or even acceptable for their equipment. Ethanol is on the rise. Most retail gas stations in the U.S. blend gasoline with up to 10% ethanol (E10), and the content is rising to include as much as 15% (E15) to 85% (E85). All fuel containing ethanol already has water in it because all ethanol contains up to 1% water. Ethanol is hygroscopic, absorbing water from the atmosphere. If enough water is absorbed, phase separation occurs, which is the point the ethanol and water combination reach a saturation point and fall out, settling on the bottom of the equipment fuel tank. Water is the greatest enemy to fuel and engine systems and no amount of water in your fuel or equipment is acceptable. In addition, the ethanol/water mixture is extremely corrosive. Problems to power equipment include, but are not limited to, severe corrosion, carbon/varnish/gum, and dried/brittle rubber and plastic parts. Fuel Life is the only in-tank product that removes water bound to ethanol while neutralizing the compounds in fuel that cause fuel decay. This product releases nothing into the fuel; it only removes the harmful contaminants. The concept is similar to desiccant packs, a time-tested standard method to remove moisture in critical items like pills and electronics (standard desiccants will not work in a fuel tank). A healthy fuel system is free of water and contamination and requires a proactive plan B3C calls it “fuel hygiene.” Visit B3C to learn more about this revolutionary product and how you can prevent fuel problems before they start. Contact us at indoor booth #4004; visit b3cfuel.com. Billy Goat—Billy Goat’s full line renovation and clean-up specialty turf equipment will be featured in its new outdoor booth location #7340D where visitors can demo a Billy Goat and register to win a DL1301H debris loader! In the renovation area, the hydrostatic drive 30 in. reciprocating “One & Done” aerator will be spotlighted. With its combined 30 in. wide aeration and speed up to 4.3 MPH, quarter-acre aerations can be completed in as little as 15 minutes—59% faster than 26 in. drums. The unit creates two to 10x more holes than drums in a single pass. Patent-pending flextech arms drive plug depths up to twice that of drums, even in dry soil and inground turning offers unmatched maneuverability—no lifting to make turns so there’s no turf repair and no wear and tear on the operator. Intuitive hydro-drive controls feather the speed in both forward and reverse, affording maximized productivity and minimized operator fatigue. Also find Billy Goat’s cam-driven reciprocating Plugr 18 in. and 25 in. units in the demo area. The compact 18 in., ideal for smaller property aerations, has only four tines and no chains for easy maintenance; two 25 in. units offer a mechanical or hydro-drive option. The mechanical-drive is best suited for larger property aerations with flatter landscapes and delivers up to 42,550 sq. ft./hour, while the hydro-drive self-propelled is perfect for large hilly property and delivers up to 35,000 sq. ft./hour. Both have variable speed, allowing for a denser hole pattern at slower speed where needed and only eight tines for simple service. All Plugrs turn without lifting and require no add-on weights for cores up to 2.75 in. deep, even in dry soil conditions. Finally, the ease of operating the self-propelled hydro-drive overseeder can be compared and a sneak peak of Billy Goat’s second generation hydro-drive sod cutter, releasing in early 2017, which will be available to demo! And for leaf and debris clean-up, the power of Billy Goat’s vacs, Force blowers and dual shredding debris loaders can be put to the test of comparison. Contact us at indoor booth #10168; outdoor booth #7340D; visit billygoat.com. 14
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EXPOelite Bradley Mowers—With over twenty years in business, Bradley Mowers has become a leader in the manufacture and sale of sulky products; commercial grade stand-on, walk behind, and brush mowers; product lines for equipment storage and security; and sourcing for custom blades and parts. Bradley Mowers, under Havener Enterprises, Inc., is an power equipment manufacturer located on a 14-acre complex one hour south of Chicago, Ill. With over 300,000 sq. ft. of warehouse space, Havener is well positioned to distribute its products throughout North America. In addition to power equipment, Havener Enterprises is the leader in portable storage container manufacturing. No stranger to international manufacturing, Havener’s products are on six continents across the globe. At Havener Enterprises, we are continually growing but refuse to lose the small company identity. Callers talk to a real person on the phone. We believe in the hands-on approach and developed our products in the field by using them. We listen to our customers and are always working to give the best product for the best value. Contact us at indoor booth #290; visit bradleymowers.com. Briggs & Stratton—Vanguard Engines are defining what it means to be productive day in and day out for landscape contractors who have no time for engine downtime. Vanguard Engines place a premium on combining technology, durability and unmatched support to handle whatever lawn conditions a contractor’s crew is faced with—from thick, wet grass to the dusty, debris-filled dry lawns of mid-summer. The complete line of Vanguard Engines, are designed with productivity in mind. Easier maintenance, 24-hour parts delivery and innovations like Vanguard EFI work together to provide unmatched performance and efficiency. Plus, all engines are backed by a service and support network focused on commercial equipment. Experience the power to get more done—every day. Contact us at indoor booth #XXXX; outdoor booth #XXXX; visit vanguardengines.com. Boxer Equip.—The most advanced and capable mini-skid steer on the market, the Boxer 950HD includes many class-leading features previously found only on fullsize skid-steer models. “We’ve redefined customer expectations with our largest and most powerful mini-skid steer, designed to lift more, lift higher and reach further, to literally rise above the competition,” says Jason Showers, Boxer Product Manager. The 950HD features the industry’s highest hinge pin height at 95.5 in. (2.4 meters), allowing it to easily dump over a 6 ft. (1.8 meter) side-wall. It also boasts a class-leading 48 HP (36 kW) Tier 4 Final diesel engine with diesel oxidation catalyst (DOC) that does not require after treatment. The 950HD’s tip capacity of 2,734 lbs. (1238 kg) and 35% SAE rated operating capacity of 954 lbs. (432 kg) provide the power for even the toughest jobs. The unit also has an advanced electronic display with onboard diagnostic capabilities, multiple mode settings and two joystick operation patterns, allowing the operator to tailor the machine to the application. The machine’s hydrostatic operating system allows proportional control of the joysticks with variable speed output. The 950HD was designed to be operator- and maintenance-friendly, with pushbutton dual press relief blocks for ease of hooking up hydraulic-powered attachments, and rear service panels for easy access to remote-mounted oil and fuel filters and electrical components. The spring-cushioned ride-on platform provides operators with improved ergonomics, increased attachment visibility and creature comforts such as operator hip and thigh padding, cup holder and 12V auxiliary power supply, resulting in improved operator comfort and reduced fatigue. Like other Boxer models, the 950HD has a universal compact utility loader mounting plate and quick-attach system to quickly and easily switch between any standard attachments. Contact us at indoor booth #10142; outdoor booth #7524D; visit boxerequipment.com.
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EXPOelite c-Systems Software—Introducing the latest evolution in mobile application development from c-System Software, Inc.: the Infinity Business Management System MobileAPP provides anywhere, anytime access to a dealership’s information and supplies many needed high priority business system functions via a wi-fi or cellular connection. Infinity’s mobile application is an extremely powerful tool that supports all dealership personnel with the means to help them become more efficient and productive. Management and dealer principals will especially enjoy the freedom that MobileAPP affords now that they have the flexibility to access critical dealer information, plus the ability to view or run reports while off-site from the dealership. Do you have mobile service technicians or mobile service trucks? With the Infinity MobileAPP your mobile service techs now have the capability to check parts stock at the dealership, maintain and update inventory on-truck or at the dealership, and request parts as needed for repairs. While at the job site, techs can initiate a new repair order, post pictures of the equipment to be repaired (that even includes posting damaged or broken parts.) Techs can easily add parts and labor to the repair and then bill out the repair on-site with a fully integrated credit card or debit card mobile processing—making service trucks a full mobile extension of your dealership. Here are just a few of the many features included within c-Systems’ Infinity MobileAPP: sales and repair order creation and billing, view equipment and parts inventory (multi-store access, too), customer account maintenance, physical inventory count, purchase order receipt, vendor maintenance, management information dashboard, local and remote printing and Bluetooth bar code scanning. Contact us at indoor booth #7004; visit csystemsoftware.com. Cannon Bar Works—Cannon Bar Works Ltd. has been an industry leader in innovation and quality since 1955. Cannon Bar Works objective has always been to provide professional arborists, loggers, carvers, and competitors with the highest quality saw chain guide bars. Cannon Bars are individually made by skilled craftsmen to ensure all quality standards are met and exceeded to provide customers with “The Best Bar – Bar None!” All of the guide bars are built for the toughest conditions and are made in British Columbia, Canada. Cannon offers a full line of saw chain guide bars. They manufacture SuperBars for bucking and felling, SuperMini Bars for tree care and log home builders, Carving Bars, SawMiller double-ended bars for slab milling, and .404 in. and ¾ in. harvester bars for mechanized log harvesting and processing. Cannon is looking to expand their dealership network across North America to satisfy the growing demand for high quality bars. They offer great margins and freight allowances. Email or call them at info@cannonbar.com; 888-604-9990 to inquire about becoming a dealer. Contact us at indoor booth #10152; visit cannonbar.com. Echo—Your customers deserve the best in product availability, customer service and sales programs. Echo Inc. has you covered. Echo and Shindaiwa’s equipment line-up includes chain saws, power pruners, grass trimmers, leaf blowers, hedge trimmers, edgers, sprayers and spreaders as well as complementary accessories and parts. All Echo and Shindaiwa equipment is backed by a two-year commercial warranty (except for chain saws which carry a one-year commercial warranty) so customers can buy with confidence. Echo’s new ProXtreme series is redefining the performance standard for landscapers. It includes a trimmer (SRM-2620), a high-torque trimmer (SRM-2620T), a brushcutter (SRM2620U) and an edger (PE-2620). Each one features a revolutionary combination of low weight and high horsepower along with exceptional air filtration, long run time and easy hot re-starts. The Echo and Shindaiwa Landscaper Fleet Discount Program is open to any green industry professional including landscapers, parks and recs, municipalities and school grounds management. The program rewards your customers’ commitment to Echo and Shindaiwa quality with discounts for 12 months and rewards you with repeat purchases on Echo and Shindaiwa units, attachments and accessories. Pros can participate in the program with a low qualifying purchase of $2,500. And with a financing option, they can get the equipment they need quickly and painlessly. Why not keep your best customers coming back for more? Stop by the Fleet Discount Program Information Center at our indoor booth to learn more. Want to try out what your customers are buying? Be sure to stop by Echo/Shindaiwa’s outdoor booth (a new location this year) and try our new ProXtreme series 2620 family of products. Of course, we’ll have plenty of other equipment you can try including chain saws, blowers, hedge trimmers and Echo Bear Cat chippers and chipper/shredders. Contact us at indoor booth #5112; outdoor booth #7451D; visit echo-usa.com.
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EXPOelite Fluid Film—Fluid Film is a lanolin-based, solvent free, rust and corrosion inhibitor as well as a penetrating lubricant. Fluid Film provides excellent protection for metal components. The formula is 100% solvent free and will not get gummy or tacky. Fluid Film works as a release agent on the underside of lawnmower decks making clean up much easier. It is nonconductive and will prevent corrosion on battery terminals. The use of Fluid Film in landscaping helps to extend maintenance schedules, resulting in significant cost savings and longevity of equipment. Fluid Film’s soft, active coating penetrates to the base metal, where it migrates to create a formidable, protective wet barrier that prohibits corrosion on a molecular level by displacing moisture and locking out oxygen. The wool wax formulation is classified as non-toxic and nonhazardous and will not burn greenery when used on cutting devices. Fluid Film provides excellent lubrication for moving parts like hedge trimmers, chains and gears. The barrier provides powerful protection from atmospheric corrosion in storage facilities. This makes Fluid Film ideal for preparation for off-season storage and keeping infrequently used equipment in top shape. In harsh climates or conditions, Fluid Film will not readily freeze and retains a slick consistency, keeping chains and moving parts from binding or building up dirt and debris. Fluid Film is ideal for frame and chassis undercoating to protect from salts and brines on vehicles and trailers. With a high flashpoint and exceptional water displacement, Fluid Film is the perfect protectant for endless applications. Fluid Film also brings luster back to sunbaked coatings and helps prevent dirt and mud from caking on surfaces. Contact us at indoor booth #9156; visit fluid-film.com. Heftee Industries—For 25 years Heftee lifts have set the lifting standard for power equipment repair. Professional technicians use our lifts to safely and efficiently service every make and model of riding lawn mower, utility vehicle and other pieces of small engine equipment. Our Heftee 2000 single-mast, free-standing lift revolutionized the power equipment repair shop when it was first introduced in 1991. Today, thousands of technicians across North America use Heftee lifts to safely lift riding turf equipment up to 6 ft. in the air and have under-equipment access, easily reaching the most difficult places for repair. Stop by our booth at the GIE+EXPO to see the Heftee 2000 and its big brother, the Heftee 4000. Learn for yourself what a difference a Heftee lift can make in your service shop. Technicians can work in a comfortable standing position; no more laying on cold shop floors or rolling around on a creeper. And with Heftee’s unique set of attachments, a technician can perform all of the necessary repairs without asking for assistance. Even large cutting decks can be easily removed and serviced by one technician, when you combine the Heftee 2000 or 4000 with the Heftee Deck Kart. At GIE+EXPO 2016 we will offer show specials on all of our products. See us in Louisville at indoor booth 8200 and learn how easy it is to put a Heftee lift to work in your service operation. Heftee Lifts improve technician efficiency and add profit to the bottom line. If power equipment service is your business, use the lifts that mean business. Heftee lifts, lifting service to new heights! Contact us at indoor booth #8200; visit heftee.com. Husqvarna—Husqvarna, the world’s largest producer of outdoor power products and lawn care equipment, returns to the GIE+EXPO with expansive indoor and outdoor exhibits that will display the company’s latest innovative technology and professional-grade landscape, tree- and lawn-care products. Highlights will include the Husqvarna battery series, a line of battery-powered power equipment, and Husqvarna Automower, a line of robotic lawn mowers. The Husqvarna battery series is a quiet, exhaust-free and easy-to-use lineup of power equipment that provides the same power and reliability of gas-powered products. Each model produces fewer vibrations than a typical gas-powered unit, which reduces operator fatigue during long periods of use. A highlight of the battery series includes the new 536LiPT5 pole saw, a durable, efficient tool that boasts a 16 ft. reach thanks to its telescopic tube. Additional consumer-grade models will be introduced in 2017, including the 120i chainsaw, the 115iL trimmer and the 115iHD hedge trimmer. Husqvarna Automower is a wireless robotic lawnmower that maintains lawns quietly and with minimal user input once it’s installed. Automower’s unique cutting system cuts a little bit of grass on a more frequent basis to ensure the entire lawn is constantly at an optimum height. The mower recycles clippings back into the grass as fertilizer for increased thickness, while a weather timer alerts the mower to mow more often after it rains to compensate for increased grass growth. The Automower 450X model is also compatible with Automower Connect, a mobile app that allows users to remotely monitor and update the settings on their mower. Contact us at indoor booth #9094; visit husqvarna.com. 18
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EXPOelite Jungle Jim’s Accessory Products—We heard you! Jungle Jim’s Accessory Products highly values our customer’s feedback. When our customers gave us some great ideas to improve the Jungle Wheels sulky, we listened and made modifications to the design. One might say that we have re-invented the wheel! We increased the durability of the wheels by adding a steel belt to the tire and created a substantial weld on the hub, resulting in a more secure assembly. We replaced the retaining rings and added castle nuts to the arm assembly between the mower bracket and the platform at two stress points for added strength within the moving joints. The platform now features an adjustable neck to allow for a more level alignment, resulting in an improved and more comfortable user experience. We increased the size of the grip pin for an easier connect/disconnect. The improvements don’t stop with the Jungle Wheel sulky! The Jungle Sprack was modified to provide a universal mount for a large variety of sprayers. The Rapid Latch was given a lower rail profile, simpler installation and dual-sided locking capability. The Mower Trimmer Rack (MTR) modifications were all focused on durability and increasing the longevity of the product. The all-new Spool Mate Lite takes the exclusive design of the Spool Mate and shrinks it down to decrease the footprint and preserve precious trailer space. The unique cutting bar still cuts and secures your spool of trimmer line, preventing unraveling, thus reducing the loss of valuable trimmer line. As always, Jungle Jim’s strives to provide high quality products at an affordable price. Contact us at indoor booth # 9074; visit junlgejimsap.com. Kinetix—Introducing Kinetix engine oils and equipment lubricants, where science meets savings, distributed exclusively by Power Distributors. Named for the science that shaped them, Kinetix engine oils and lubricants are purposeblended to maximize performance while maintaining cool, smooth operation even under the extreme temperature and friction demands of commercial-duty engine powered equipment. Kinetix oils and lubricants are designed for lawn and garden, turf and grounds care, agricultural, commercial, construction and industrial applications. Kinetix engine oils are specially engineered for high performance commercial-grade equipment engines. Precision blended from highly refined, high viscosity index conventional base oil stocks and performance enhancing additives, Kinetix oils are balanced for optimal performance resulting in a custom formulation perfected for gasoline and diesel engine powered equipment applications. All Kinetix conventional engine oils include a premium ZN zinc additive that activates as engine temperatures rise creating a chemical barrier to guard critical metal engine components from the wear caused by pressure, heat and friction. Kinetix 2-cycle engine oils are blended using extremely clean burning 100% synthetic base stocks and performance amplifying additives. The result is a combustion process that burns efficiently virtually eliminating exhaust smoke, gummed components, fouled spark plugs and carbon build up in 2-cycle engines. Kinetix full synthetic 2-cycle engine oil meets or exceeds all JASO FD and ISO-L-EGD certification requirements. Engineered for dependable commercial-duty use, Kinetix bar and chain lubricants are a custom formulation that combines top quality, high viscosity index oils for consistent viscosity at high temperatures with a high performance additive package. This package includes zinc and other beneficial minerals for protection against wear and damaging oxidation; the premium TakFlo additive for the right balance of flow, tack, lubrication and anti-corrosives. Contact us at indoor booth #514; visit Kinetixoil.com. Makita USA—The Makita MM2 20 in. 61cc Professional Chain Saw (EA6100PR) has a high power-to-weight ratio and gives users easier starts, less vibration, and additional performance and comfort features for a full range of forestry and landscaping applications. The powerful 4.6 HP engine features Stratified Air Scavenging for lower emissions and improved fuel efficiency. An added engine feature is the die cast cylinder with closed transfer ports, which improved fuel exchange for more power. For users, a slow starting chain saw that requires repeated pulls on the cord is a waste of time and energy. The Makita EA6100PR is equipped with Easy Start, a spring-assisted starter with a low RPM ignition coil. This means 30% less pull resistance, less wear on the starter assembly, and smoother, more dependable starts. When the job is done, the Touch & Stop single-lever operation is engineered for immediate shut-off for added convenience. There are a range of additional features that make this chain saw ideal for professional use. The magnesium housing is engineered for improved durability and less weight. It’s equipped with a heavy duty air filter system for extended filter life and improved durability, an easy-to-clean chain compartment for efficient clearing of chips (even when rip cutting), and an advanced vibration dampening system that is engineered to reduce vibration. Optional features include a full wrap heated handle for greater comfort and versatility. The Makita EA6100PR has a distinctive warm-red trade dress that is strongly preferred on forestry and landscaping job sites. Users and dealers will also benefit from Makita's expanding parts and service support for power equipment. Contact us at indoor booth #11138; visit makitatools.com. 20
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EXPOelite Masport—Masport is a leading manufacturer of lawn and garden power equipment in New Zealand and Australia with a 106 year history. Masport is a household name in New Zealand and the winner again in 2016 of the “Most Trusted” gardening products category of the New Zealand Reader’s Digest consumer judged awards. Masport was introduced to the U.S. in 2012, and has steadily grown its U.S. dealer base. Masport products—a full 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. Power Distributors is the Masport distributors in the U.S., and Power Source Canada distributes Masport in Canada. Masport is a dealer only premium brand that is ideally suited to this form of distribution. Masport offers competitively priced, quality, unique products that are not available in the Big Box stores. Masport Mowers are available in various cutting widths and are powered by Briggs & Stratton engines. Masport’s premium aluminum 4’N1 walk behind mower, the unique patented Genius, has an extra chipper blade and as well as performing mulch, catch and side discharge functions, can shred branches up to 13⁄8 in. As branches are chipped they are fed back into the catcher for spreading as mulch. At GIE-EXPO Masport is launching its new commercial walk behind mower. The Masport Contractor professional mower has a robust 14 ga., 21 in. steel deck, fully professional GT 3-speed transmission, die-cast aluminum wheels fitted with precision bearings, bolt-in heavy-duty axles and large diameter heavy gauge handles matched with heavy-duty controls and cables. With the choice to either mulch, rear discharge or catch with a large 2.5 bushels Dacron catcher, this mower really takes the hard work out of cutting grass. Contact us at indoor booth #10180; visit masport.com. OPEI—During GIE+EXPO, lessons learned from California’s landmark drought will take center stage with OPEI, as they talk about this major policy and public awareness challenge confronting the outdoor power and landscaping industries. TurfMutt is taking on an increasing role in defending the managed landscape and headed back to CBS Lucky Dog, and OPEI’s popular “Look Before You Pump” campaign is getting a logo makeover that will knock your socks off. Lawn shaming and lack of education about the benefits of a living landscape are impacting how communities and local governments respond when facing water scarcity. With local governments in California issuing rebates to encourage homeowners to destroy their lawns, there’s a bounty for grass. As a result, OPEI is beginning to see public perceptions about the value of the managed landscape shift throughout the country—as drought stresses communities in California, New England and Georgia. Stop by the booth to talk about policy and practical responses to this growing threat. Learn more on hashtag #LivingLandscapes and at LivingLandscapesMatter.com. TurfMutt, the caped crusader who teaches children about environmental stewardship, is going into high gear. He’s getting ready for another season of Lucky Dog on CBS, expanding an essay contest with Scholastic for students in grades K-5, and launching a national TurfMutt Teacher award to be awarded at the National Science Teachers Association annual conference in spring 2017. Keep up with TurfMutt on Facebook, Instagram, Twitter and at TurfMutt.com. OPEI will debut a new logo for its “Look Before You Pump” campaign, which focuses on educating consumers about proper fueling for power equipment. Visit LookBeforeYouPump.com and TinyURL.com/EthanolEducation for shareable resources. Contact us at indoor booth #29074; visit opei.org. Stihl—Stihl Inc. invites attendees to get an exclusive first look at its groundbreaking line of new products at GIE+EXPO! Stihl has been defining the future of power equipment for more than 90 years. And now, it’s applying this legacy of innovation to a new generation of Stihl products—allowing customers even more options to “pick their power” in the extensive Stihl line-up of gasoline, electric or battery equipment. Also see how Stihl is making toprated professional products even better with improved performance, longer-run times and rugged durability to satisfy even the most demanding commercial clients. This year’s Stihl sponsored Dealer Day Keynote, held Wednesday, October 19, 1:30-3 p.m. includes a session with bestselling author Jason Dorsey. Find out how generational truths based on his latest research will change how you think about multi-generation sales, and how you can develop a program to reach them at the same time. Registration is required, visit GIE-EXPO.com. Dealers are invited to attend the exclusive Stihl Oktoberfest-themed dealer appreciation event, Wednesday, October 19, 3-7 p.m.! In addition to getting a sneak peek of the latest Stihl products, attendees will enjoy celebratory beer and brats. Stihl dealers get a special gift, and one lucky Stihl Oktoberfest attendee will win $5,000! (Must be present to win.) Contact us at indoor booth #5074; visit stihlusa.com.
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EXPOelite Sunbelt Outdoor Products—Sunbelt is a long time participant at GIE+EXPO and is returning for the 2016 show. Come visit the friendly folks at the Sunbelt booth and check out a sampling of premium Sunbelt parts. This year’s booth will include Predator and XHT mower blades, arborist and forestry parts, seats, lights, CabCAM and aftermarket parts. Join Sunbelt for exclusive previews of upcoming product launches. Sunbelt Outdoor Products has widely expanded its lineup of snow blower parts and accessories, now among the most complete in the industry. Enjoy rigorous quality standards, low pricing and no minimum order quantities customers have come to expect from Sunbelt Products. Sunbelt Outdoor Products Predator and XHT mower blades are the strongest blades on the market. The secret to their strength and durability is in a patented austempering process called Marbain, taking it a step further than competitors. Ideal for professionals, these blades require less sharpening, last longer and are lighter weight than other competing blades. Sunbelt Outdoor Products is a wholesaler of professional grade turf products and is celebrating 60 years in business this year. To add these and other great Sunbelt products to your business, call 800-438-0660 to find out how to become a reseller. With nine warehouses across the U.S., Sunbelt can help you get the parts you need when you need them. Contact us at indoor booth #7010; visit aiproducts.com. TD Retail Card—Power equipment dealers seeking to offer a private label credit option specifically designed to keep consumer and commercial customers coming back for purchases of all types need look no further than the Yard Financing Program from the TD Retail Card Services, a division of TD Bank, N.A. “This is not a ‘one-and-done’ installment program geared to the purchase of a single piece of equipment,” explains Michael Lupo, Vice President, Merchant Relations at TD Retail Card Services, which ranks among North America’s largest private label credit card companies. “Rather, Yard Card is a revolving, universal program that allows dealers to offer their customers financing on any item and any brand they sell, from large pieces of equipment to handhelds, parts and service and even barbecue grills.” “It’s all about building loyalty,” Lupo continues. “Your customers apply once and, assuming they’re approved and make their payments, have the opportunity to keep using the card for future purchases without tying up their bankcard credit lines or tapping out their cash.” Today, the Yard Financing Program is offered at approximately 3,000 dealers of all sizes throughout North America. Consumers can apply for the Yard Card, while commercial customers are eligible for Yard Card Plus. Through partnerships with 29 manufacturers of lawn and garden and snow removal power equipment, the Yard Card offers a wide range of financing plans on purchases of new and used high-ticket equipment—with special financing programs up to 72 months. Overall, the program’s average ticket on equipment purchases is approximately $2,700, with commercial tickets averaging around $7,000. “On commercial accounts, it’s not uncommon for us to finance transactions in the $100,000 range,” Lupo notes. “Simply stated, our goal is to do everything possible to help the dealer close the sale and keep customers coming back by providing them with a dedicated line of credit and your store’s name embossed right on the card.” Visit TDRCS.com/Yard. Contact us at indoor booth #21104; visit trilinksawchain.com. TriLink Saw Chain—TriLink is pleased to introduce the first true professional 3/8 LP chisel chain for the professional market. This chain was designed from the ground up, not just a modified 3/8 LP consumer chain, but a true professional chain. It is a square-cornered razor sharp chisel chain, which is extremely smooth and lighting fast, up to 15% faster than other 3/8 LP chains in the market. Benefits of this chain include taller profile cutters for maximum fast chip clearance; enhanced grind geometry for improved cutting efficiency, as well as out of the box sharpness. Centri-Lube reduces friction and increases the life of the chain, while increased chrome thickness offers longer life for the chain. Specifically designed for the arborists and other professionals that demand performance and have experience in using a chisel chain, this chain is not ANSI approved. It should only be used by experienced end users who have training and knowledge of kick back and the associated dangers of kick back. Contact us at indoor booth #21104; visit trilinksawchain.com.
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EXPOelite VP Racing Fuels—As ethanol-blended pump gas continues to plague the power equipment industry, VP Racing Fuels has expanded its product line to provide an array of solutions, making VP a one-stop shop for fuels and lubricants for power equipment of all types. VP Small Engine Fuel continues to grow in popularity with its ethanol-free formula designed to prevent ethanol-related problems in 2- and 4-cycle equipment. It’s conveniently packaged in four container sizes, quart, 1-gal., 5-gal. and 54gal. drum. And is now available in five blends VP-SEF 4cycle unleaded fuel; VP-SEF 2-cycle 50:1 pre-mix fuel and oil; VP-SEF 2-cycle 40:1 pre-mix fuel and oil; VP-SEF 2-cycle Multi-Mix fuel and oil for 40:1 and 50:1; and VP-SEF Pro-Max 2-cycle 50:1 pre-mix fuel and oil for professional grade equipment. VP Fix-It-Fuel rounds out the family as a one-time fuel treatment to rejuvenate poor or non-running equipment. An outgrowth of VP’s work with ethanol-free fuels, VP Small Engine Lubricants use leading technology to ensure continued optimum performance with VP SAE 30 weight engine oil for air-cooled 4-cycle engines; VP full synthetic SAE 30 / 10W30 engine oil for all 4-cycle small engines: air-cooled, liquid cooled or diesel; VP 2-Cycle synthetic oil for small engines; VP bar and chain oil; VP hydraulic oil. VP’s newest product is VP Fuel Stabilizer with Ethanol Shield. Conveniently packaged in a 2 oz. bottle for power equipment, it’s formulated to keep ethanol-blended pump gas stable for up to three years. VP Small Engine Fuels and Lubricants are available from VP direct and from a growing number of retailers throughout the U.S. For more information or to become a dealer, contact VP toll-free at 877-515-1733; email VP-SEF@vpracingfuels.com. Contact us at indoor booth #11059; visit VP-SEF.com. Walbro—With 65 years of experience, Walbro has positioned itself as a global market leader in small engine management and control systems. Our comprehensive gallery of superior products includes ignition systems, fuel injection systems, air/fuel management systems, pumps, valves and fuel storage and delivery systems. With manufacturing and engineering facilities in China, Japan, Mexico, Thailand and the U.S., we at Walbro have reach around the world. And for more than five years, our engineers have developed and tested an amazing innovation designed specifically to address the rising ethanol content found in fuel supplies—the Spiral Metering diaphragm carburetor. What sets the Spiral Metering diaphragm carburetor apart from traditional diaphragm systems is a radical ethanol-proof membrane that renders the system resistant to the additive. This advanced technology, along with a stainless spiral support, ensures superior engine performance. It also means consistent fuel delivery and exhaust emission throughout the life of small engine products. While the performance of inferior carburetors is impacted by climate and moisture, the Spiral Metering diaphragm is reliable even in extreme temperatures, and provides exceptional performance whether wet or dry. Rigorous testing of the Spiral Diaphragm demonstrated greatly reduced variations in fuel metering performance, an important factor in advanced emission control carburetors and newer electronic carburetor applications. Modern fuel blends like E15 (15% ethanol, 85% gasoline) often prove harmful to small engine carburetors that can’t handle the aggressive chemicals and increased moisture that comes with the addition of ethanol. But the ethanol-resistant Spiral Metering diaphragm carburetor from Walbro succeeds where conventional products fail, delivering reliable starts and consistent performance every time. Contact us at indoor booth #7212; visit walbro.com/walbro-spiral-diaphragm.
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DEALERvoices
Seeking, Giving Needed Help Opportunities abound for dealers big and small to lend helping hands to one another, their customers and their communities. BY SAM STEARNS
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y column in the June issue of PET created quite a stir! I got several emails from other PET readers offering helpful advice as I expect to be moving locations and growing my small power equipment dealership during the next year. I’m extremely grateful! While I was thinking about all the help I’ve received from other dealers recently, the idea came to me that we should all be reminded about the importance of both being helpful to others and seeking help from others. I hope this column will encourage and motivate you to do both. Let me mention a couple ways I’ve recently received help from other dealers. First, I’ve been looking for a business management system, trying to decide between two companies. One of the companies directed me to one of their clients, Eau Claire Lawn Equipment in Wisconsin, who had experience using the products of both companies I was considering. The owner, Tanya, is a very busy lady, but she was willing to take some time on the phone to share her experience with me and to offer advice. How valuable that is! Second, one of the ways I’ve received help springs from the responses from PET readers. Michael, the owner of Pittsgrove Power Equipment in New Jersey, gave me some great suggestions stemming from his own experience. Not only that, he sent me a picture of the outside of his dealership, which looks
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eerily similar to what I had in mind for my own. I did something quite extreme (for me, anyway) and asked Michael if I might be able to fly out to New Jersey and spend a couple of days there to see his dealership and observe its operations. He enthusiastically agreed to my request, so now I’m trying to find a good time to visit him. These are two specific, noteworthy examples of how others have helped me, but several of you responded in helpful ways as well. Others, over the years, have freely offered their experienced words of wisdom whenever I’ve encountered them at the GIE+EXPO, in Louisville, Ky. I’ve written about that
Use whatever avenues are available to you to ask for advice from other dealers. For me, that meant using the Dealer Voices column in PET and asking a complete stranger if I could come for a visit. You could have similar or vastly different opportunities. Put yourself in situations where you are likely to hear great advice, such as the EXPO in Louisville, Ky., this month. Find dealers who have reached the place where you want to be and ask questions. Most importantly, don’t forget to shut up and listen! Having been the recipient of much assistance, I’m likewise trying to be helpful to others. I hope my columns have been helpful to someone. Offering help to smaller, newer dealers is certainly a goal of mine, but I don’t feel like I have a great deal to offer other dealers at this point, being so small and new in the business myself. But by this time, I’m sure there are others newer and less experienced than I. And I am trying to help other people (not just dealers) as I am able. For example, commercial customers who have bought new equipment from me have been receiving emails this
So, this is an encouragement to those of you with more experience in the industry to put yourselves out there as a resource to smaller, less experienced people. But it’s also an encouragement to those who are less experienced to take active steps to get help. before. For example, one gentleman simply said to me, “Cheap prices attract cheap customers.” He probably didn’t realize the huge impact that simple comment would have on me. Entering into discussions with experienced dealers at gatherings like the EXPO, or OEM annual dealer meetings, or even factory updates, has proven to be an invaluable asset to me. So, this is an encouragement to those of you with more experience in the industry to put yourselves out there as a resource to smaller, less experienced people. But it’s also an encouragement to those who are less experienced to take active steps to get help. It will serve your interests very well to swallow any pride you may have and seek the counsel of those who, quite frankly, know a whole lot more than you do.
year with links to resources that should be helpful to them as they seek to become larger and, or, more profitable. Also, I have allowed a couple of young men to “apprentice” here with me over the past few years. I firmly believe that the experience they’re getting in turning wrenches here with me will benefit them for the rest of their lives, and their parents are extremely grateful. In this industry, like many other industries, we have a tremendous opportunity not only to make money for ourselves, but to enrich other people’s lives. Let’s make the most of it. It is PET quite rewarding! Sam Stearns owns and operates Mr. Mowerman, Scottsburg, IN 47170; e-mail: mr.mowerman@hotmail.com. The views of Sam Stearns do not necessarily represent those of Hatton-Brown Publishers, Inc.
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INDUSTRYvoices
The Importance Of Living Landscapes How dealers can help educate the public against the fallacy that lawns are water-wasters. BY KRIS KISER
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rought shaming. Lawn shaming. Water-guzzling lawns. These are just a few terms we’ve become intimately familiar with. Drought conditions in the West, New England, and yes, even Michigan and parts of the South, are bringing more attacks on the managed landscape—specifically, criticism labeling grass as a water-waster. Communities across the nation are under water restrictions, the managed landscape has become the scapegoat du jour. A common theme we’ve seen many times over is how little people understand the many varieties of grass—many drought-friendly—that are available to them. Or, they don’t know how to properly care for or water their yards so it can survive drought conditions. The consequence? Many municipal and state governments have taken drastic actions in light of dwindling water supplies, including fining people who use too much water and offering rebates encouraging homeowners and businesses to rip out their lawns and replace them with “drought friendly landscaping.” Too of-
ten this includes plastic grass, rocks, hardscapes and mulch. On a recent trip to California, I met a family who accepted a government conversion, and had their front lawn ripped out. They told me how much they regretted their decisions. The “lawn replacement” has not met their expectations, as it’s now a mulch-like surface that sadly looks like compact dirt. Their new “yard” gives them no environmental benefits and eliminated the safe place for their kids and pets to play. And there are no butterflies, wildlife or living plants in their yards now. In this water-frenzied environment, the value that grass and living landscapes provide to our communities and families
have a new generation of young people who are so connected with their technology, they are disconnected from the outdoors. If we remove the green, growing world around them, how will they learn to appreciate nature? We’re calling on all power equipment dealers to get involved with this
There is no discussion of how grass dissipates heat islands and cools urban areas, or how it sequesters carbon and produces oxygen.
is being overlooked and ignored. There is no discussion of how grass dissipates heat islands and cools urban areas, or how it sequesters carbon and produces oxygen. Only when they are left with dead, useless areas do they understand the unintended consequences of these drastic actions. Where they once had a living habitat, a safe place for pets and kids to play, recreational space and an environmental contribution to their community, they now have a deadened landscape. The California case study offers a terrible glimpse in the looking glass of what is coming for the rest of America if we don’t shore up the brand of Smart plantings, drought-resistant grasses make the managed and living managed landscapes a smart environmental move. landscape. We already
important issue—of protecting and preserving our managed landscapes and ensuring our communities and children have access to living landscapes for their health and well-being. Talk with your customers about the shortsightedness of the California drought approach, and point out the benefits of our living landscapes. In water-stressed communities, share that drought-tolerant varieties of grasses are available and which can thrive in water-stressed conditions. Talk about the value of watering wisely, and ways to PET support savings. Kris Kiser is President & CEO of the Outdoor Power Equipment Institute (OPEI). OPEI offers dealers many resources to help dispel the water-waster myth. Visit LivingLandscapesMatter.com for shareable resources, such as blog posts, infographics and scientific facts.
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SHOWroom FEATUREproduct
Masport Contractor Self-Propelled Mower Masport’s new Contractor 3 N’ 1 professional self-propelled mower features a commercial grade three speed, change on the go transmission, which provides the perfect speed-to-job ratio. Combined with the choice to either catch, mulch or rear discharge, with a large 2.5 bushels Dacron catcher, this mower really takes the hard work out of cutting grass. Powered by the choice of either the commercial Honda GXV 160 or Briggs & Stratton series 850 engines, this 21 in. self-propelled mower is perfect for large yards and commercial landscaper use. Designed for professionals, the three speed GT transmission features an all metal, constant mesh, oil lubricated, cone clutch gearbox with precision bearings to the shafts, providing strength and durability. The robust 14 gauge heavy-duty high arch steel deck is hard-wearing and long-lasting, providing worry free performance. Combined with a generous tunnel and bar blade cutting system, the result is outstanding cutting, mulching, rear discharge and catching performance. The die-cast aluminum wheels, fitted with precision bearings, are extremely tough and designed to operate under commercial conditions. The extra wide 8 in. x 9¼ in. wheels are fitted with a synthetic rubber tire, providing exceptional traction and smooth operation. The bolt-in heavy-duty axles provide a solid fix to the chassis. A heavy-duty connecting rod is matched with twin compensation springs, allowing the operator to adjust the height of the mower with minimal effort. Large diameter, heavy gauge handles are matched with heavy-duty controls and cables, which are extremely strong and resilient to wear. Four handle height positions have been included; along with extra durable PVC handle grip and an ergonomically positioned starter cord, helping to alleviate operator fatigue and strain. A front bumper, engine guard and height lever guard provide protection from damage to the chassis, front axle, height lever and engine. The bumper also provides a valuable lifting handle and tie down point to secure the mower. Backed by a comprehensive warranty, the Masport Contractor professional mower provides a tough, reliable and a highly durable mowing platform. Visit masport.com; contact Masport’s U.S. distributor, Power Distributors (800) 554 3336; powerdistributors.com.
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PARTS & ACCESSORIES Oregon SpeedMax XL Guide Bar
Star Tron Enzyme Fuel Treatment
Engineered to keep operators in the cab and on the job longer, Oregon’s SpeedMax XL .404 harvester guide bar offers improved chain retention and reduced flex with a wider design and high-strength chrome-moly steel alloy. Compatible with the most popular harvesting equipment, the SpeedMax XL features an all-new 14-tooth replaceable sprocket nose that makes 21% fewer rotations during use when compared to a traditional 11-tooth nose. Fewer rotations decreases the amount of wear accumulated on the teeth and bearings, and increases the life of the nose for more overall productivity. The SpeedMax XL .404 harvester guide bar joins a full line of Oregon harvester products, including saw chain, chain grinders and heavy-duty rivet spinners and chain breakers. Visit oregonproducts.com/speedmax.
Star Tron Enzyme Fuel Treatment’s unique formula is the ideal way to improve the performance of all gas-powered engines year-round. The proprietary blend of enzymes make Star Tron a multifunctional fuel treatment. Engineered to stabilize fuel for up to two years, Star Tron is perfect for keeping the fuel fresh in emergency equipment that was put into storage at the end of last winter, but it does much more than just stabilize. The enzymes allow more oxygen to attach to hydrocarbon fuel molecules, resulting in a more complete burn of the fuel charge. This translates into maximum power, crisper throttle response and improved fuel economy. If gums or other debris are already in the fuel, Star Tron’s enzymes break it apart to disperse it throughout the fuel so that it can be eliminated while the engine operates. Used year-round, Star Tron Enzyme Fuel Treatment keeps all engines starting easily and running smoothly. Visit startron.com; call 800-327-8583.
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HANDHELDS Makita 18V LXT String Trimmer Makita has released another cordless solution for landscapers with the 18V LXT lithium-ion brushless cordless curved shaft string trimmer, model XRU08Z. The new XRU08Z gives landscapers instant start-up and zero hassle with fuel, oil changes or power cords. The efficient BL brushless motor delivers up to 6,000 RPM for faster cutting, with an adjustable speed dial to match the speed to the application. It will run up to 37 minutes on the high setting and 44 minutes on low under load on a single charge of a Makita 18V LXT lithium-ion 5.0 Ah battery (sold separately). The telescoping curved shaft adjusts from 60½ in. to 64½ in. in length for convenient operation in tight spaces. Additional features include an easy-loading bump-and-feed trimmer head which rotates clockwise to help direct grass clippings away from the operator, and a reverse rotation system that allows operators to quickly clear the trimmer head. The XRU08Z weighs only 7.9 lbs. (with battery, sold separately),
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and includes a three-stage LED battery indicator that monitors the battery charge status. Visit makitatools.com.
Stihl MS 261 Chain Saw Designed as a mid-range professional saw, the Stihl MS 261 model range features low exhaust emissions, fuel efficiency and durability. A redesigned cylinder and slimmer, ergonomic engine housing reduces weight thus delivering a great power-to-weight ratio, while its pre-separation air filtration system boosts the efficiency of the engine’s filter system, resulting in less frequent cleaning. The redesigned model range also includes upgraded performance features including, a slimmer sprocket cover, reducing wood chip clogging so professionals can spend more time on the job and less time clearing the cover; as well as redesigned bumper spikes with fewer teeth, spaced wider apart for optimized wood traction when bucking and felling. Users can maximize their performance by selecting either the Stihl MS 261 C-M equipped with Stihl M-Tronic or the Stihl MS 261 C-MQ with Stihl M-Tronic and Stihl Quickstop Plus. Visit stihlusa.com.
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TECHNOLOGY
www.powerequipmenttrade.com
c-Systems Mobile App
c-Systems Software, Inc., recently announced the latest release of the Infinity mobile application. The app features management reporting, global search, multi-store information, enhanced security, sales and service invoicing, service writer and repair order functions, inventory management, physical inventory count, purchase order receiving and optional bluetooth barcode scanner. The Infinity mobile application is internet browser-based, hardware independent and designed to operate on the more popular Apple and Android tablets in use today. Visit csystemssoftware.com.
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SNOW, ICE CONTROL SnowEx Tailgate Pro
The new SnowEx Tailgate Pro spreaders feature more compact controls with fewer wires for enhanced functionality and simpler installation. Offering hopper capacities of 5.75 and 10.75 cu. ft., respectively, the SP-575X and SP-1075X single-stage spreaders can apply salt and de-icing materials to roads, driveways, parking lots and recreational paths. Allowing material spread width adjustment up to 40 ft., the new enhanced spreader control is more compact compared to previous models. A redesigned electrical system, using fewer wires, makes the control less obtrusive in the cab and gives users more flexibility when mounting. Featuring intuitive LED indicator lights and a digital diagnostic display, the controls also have auxiliary functionality that allows any accessory to be plugged into the spreader to be easily controlled from the cab. The SP-575X comes with a standard 2-in. receiver hitch. Meanwhile, a newly enhanced universal pivot mount— available as an option for the SP1075X—allows the spreader to swing away from the tailgate for convenient access to the truck bed. The pivot mount’s ability to adjust for varying heights, widths and styles allows it to cater to a wide range of pickup trucks, SUVs, UTVs and tractors. Visit snowexproducts.com. All product development news releases are provided by the manufacturer/supplier and all statements/claims are attributable to the manufacturer/supplier.
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POWERworks AR, LA, MS, OK, TX 4408
ND, SD, MN, WI, MI, IL
AR, KS, LA, MS, NM, OK, TN, TX
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Obsolete McCulloch & Obsolete Green Machine
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market, OEM and OES opportunities. Bob has extensive prior experience working with companies in manufacturing and distribution channels, including REC Associates, CRP Industries and Universal Auto Radiator Manufacturing Company. He is known for creating brand awareness in already established markets and has extensive experience in building sales team networks.
Makita Rolls Out Redesigned Web Site Makita U.S.A., Inc. has launched an immersive online brand experience for users and dealers with the new makitatools.com. The new web site delivers more rich content and high-quality search, and is optimized for speed, performance and security for use on all screens, from large monitors to mobile devices. The new web site is much more than a rebuilt homepage. It’s a smart system backed by a new content management system (CMS), a robust “back-end” that manages the full array of copy, product detail images, action images, documents, links, videos and related content. The “back-end” (CMS) and “front end” (new web site) work together to drive a more dynamic online presentation of Makita’s over 450 industrial power tools, pneumatics and power equipment and over 3,000 accessories, as well as promotions, events, warranty and tool registration. In core categories Makita offers an array of models and technologies, and the new makitatools.com gives users the online tools to find a specific solution to meet their needs. To further narrow a search, users can isolate models for sideby-side comparisons. Each product detail page offers related models and recommended accessories, as well as high-resolution images and more product data. Select products include video and 360º images.
PERC Unveils New Online Tool The Propane Education & Research Council (PERC) launched the Propane Equipment Dealer Point, an online search tool that allows commercial landscaping contractors to find the nearest knowledgeable dealers offering propane-powered mowers. Propane equipment dealers can also sign up, free of charge, to be listed as a propane equipment dealer on the Dealer Point. “Until now, it took a lot of work for contractors to find a location to buy propane mowers and for dealers to find a contractor looking at alternative fuel equipment,” Jeremy Wishart, deputy director of business development at PERC comments. “Providing the contact information of dealers in a way that is easy to search will ease the frustration of digging through OEM dealer locators that may not offer propane models.” The benefits for a contractor include being able to find a local propane equipment dealer by typing in a ZIP code. The Dealer Point verifies that a local equipment dealer not only carries propane mowers, but is also knowledgeable about the equipment, too. For a dealer, potential customers are sent straight to the dealership’s doorstep, where the dealer is presented as a go-to source for information about propane equipment. Through the online tool dealers get access to educational materials on propane equipment as well as the benefits of the fuel, such as reduced greenhouse gas emissions and low maintenance costs. Dealers interested in being listed on the Dealer Point can apply by visiting, propane.com/commercial-landscape/propane-equipment-dealers/dealer-point-application.
Pferd To Host Manufacturing Day Pferd Inc. will host a Manufacturing Day event on October 7, 2016 from 9:00-11:30 a.m. at its Milwaukee facility. Open to middle, high and technical schools, Pferd will showcase the work of its manufacturing plant as well as its other operations such as finance, research and development, marketing and sales which all play an integral part in the entire manufacturing process. Manufacturing Day is a celebration of modern manufacturing meant to inspire the next generation of manufacturers. Although Manufacturing Day officially occurs on the first Friday in October—any day can be a Manufacturing Day. “By working together, not only during Manufacturing Day but afterwards, we can address skilled labor shortages, connect with our future generations and affect a positive image of manufacturing in general and more specifically our company. Manufacturing Day is but one step to ensure the continued growth of our industry,” adds Peter Skaalen, Vice President of Operations. Supported by a group of industry sponsors and co-producers, Manufacturing Day is designed to amplify the voice of individual manufacturers and coordinate a collective chorus of manufacturers with common concerns and challenges. Manufacturing Day is designed to empower manufacturers to come together to address their collective challenges so they can help their communities and future generations thrive.
PETevents OCTOBER 19-21—GIE+EXPO, Kentucky Exposition Center, Louisville, Ky. Call 812-949-9200; visit gie-expo.com. NOVEMBER 2-4—Far West Equipment Dealers Assn. annual meeting, Marriott Newport Beach Hotel & Spa, Newport Beach, Calif. Call 707-678-8859; visit fweda.com. Listings are submitted months in advance. Always verify dates and locations with contacts prior to making plans to attend.
ADlink 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 Ahlborn Equipment Axpan B3C Fuel Solutions Billy Goat Industries Bradley Mowers Briggs & Stratton c-Systems Software Cannon Bar Works Echo ENM Eureka Chemical Heftee Industries Husqvarna Forest & Garden Jungle Jims Makita USA Masport Morbark Outdoor Power Equipment Institute Pferd Power Distributors Rapco Industries Rotary Seat Warehouse Stihl Sunbelt Outdoor Products TD Retail Card Services Trilink Saw Chain VP Racing Fuels Walbro
PG NO. 17 36 47 32 37 33 34 23 25 38 37 37 19 35 5 39 27 38 31 21 38 9,36,48 38 2 8 32 29 39 29
PHONE NUMBER 800.472.7600 +44 0 1225 891158 834.347.0482 800.776.7690 815.935.8383 414.259.5748 817.649.3100 888.604.9990 800.432.3246 888.372.0465 650.761.3536 800.755.7540 800.487.5951 888.844.5467 800.4 MAKITA +64 9 571 5888 800.831.0042 703.549.7600 800.342.9015 800.554.3336 800.959.6130 800.841.3989 855.700.7328 757.486.9100 800.438.0660 800.538.3638 904.285.0687 877.515.1733 520.229.5657
ADLINK is a free service for advertisers and readers. The publisher assumes no liability for errors or omissions.
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DALE STOTTS
GIE+EXPO Offers Fun, Plus Tons Of Business Info
And don’t forget the comfortable shoes. BY DALE STOTTS ere we are only a few days away from “The Biggest Show Ever” the GIE+EXPO held in Louisville, Kentucky from October 19 (Dealer Day) through 20-21, 2016 at the Kentucky Expo Center. So what is all this Hype about? I mean this show has been in operation over 25 plus years, and all this time at Louisville. Now when I first attended this show— as a dealer—it was much smaller and fairly limited to just Lawn, Garden & Power Equipment. Naturally as this industry has progressed so has the show expanded to include more and more diversified items. From being a show mainly focused around fossil fueled products to now including propane, electric and battery powered products as well as several non-powered items, not only for the everyday homeowner but including the expanding commercial and landscaping operations. So what else is changing? On the first day I attended till the final day, dealers could start at the outdoor area seeing and using numerous products as well as visiting with those Professionals in the various booths. Now this area opened one hour before the indoor exhibits and for a good reason. In the early years the show was conducted in July. Anyone knowing the weather in Louisville in July—well by afternoon it was hot and you were glad to enter the cooler indoor area. One of the highlights of the outdoor area was the brat booth conducted by Kohler Engines. What better way to start your morning but with a fresh hot brat and a cold drink. You even had several choices of condiments, if you wanted, to enhance the brat experience. Now some of you may think—for breakfast?—this wasn’t just for breakfast but
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all day during the EXPO experience. Now don’t get the wrong impression. Outdoors was an experience you didn’t avoid no matter the temperature. This still is the one place you could see and operate products instead of just viewing them indoors. The other plus about the outdoor area, those operating the booths were more often company service technicians who could explain the main workings of the products as well as answer the majority of a person’s service questions or concerns one had encountered during the summer or even previous years problems. After walking and having your morning brat plus using and asking questions the indoor area offered many
sentations, Technician Training/Certification, many areas for dealers to secure new ideas, solutions for their possible dealership business challenges. Then finally, but not to be ignored, is the free entertainment sponsored by Dixie Chopper and Nissan. My two and probably most important GIE+EXPO insights are these. Number One: Wear comfortable shoes. If you don’t you will surely regret it. Walking is the main condition of EXPO. Each year this venue has grown and so has the need for comfortable shoes. Number Two: If possible before you walk onto the grounds of EXPO have a plan of attack. Decide how many days and hours of those days you can devote to EXPO. As
If possible before you walk onto the grounds of EXPO have a plan of attack. Decide how many days and hours of those days you can devote to EXPO. other pluses. Yes, much cooler and even a place to sit to rest. The main plus about indoors was several of the industry booths had equipment and products not shown outdoors. The main emphasis was direct contact one on one with the other dealers as well as being able to sit down and listen to interesting industry professionals during the day. There were always dealer directed seminars with vast amounts of information to help a dealer in his/her dealership. From motivational to just down right solid business operational information, a dealer could pick and choose where to spend their time. Now enough about the “Good Old Days” of Expo. By now you should have had time to review all the GIE+EXPO information the media has presented. You will notice there are still ways to learn as well as ways to be entertained. From varied motivational pre-
I’ve said this is a vast show not only outdoors but indoors as well. If you don’t follow these two points I’ve outlined you will probably suffer from tired feet and missed opportunities in visiting or seeing an Exhibitor/Lecture you wanted to be part of. You have only one shot at this for 2016 and it seems like there is plenty of time but if you are on a restricted schedule you can miss out on a lot if you don’t take the advance time to prepare your “Plan Of Attack.” Have fun, enjoy Louisville and soak in all the information you can. Louisville is a friendly town with a vast array of excellent eating and PET entertaining establishments. Dale Stotts owns and operates Stotts Engine Service, Monett, MO 65708; fax: 417235-1156; or e-mail: djstotts@sbcglobal. net. The views of Dale Stotts do not necessarily represent those of Hatton-Brown Publishers, Inc.
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