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POWERlines

A Hatton-Brown Publication www.poweret.com

Quotable Quotes— 2014’s Best One-Liners

Co-Publisher/Adv. Sales Manager David H. Ramsey Co-Publisher/Executive Editor David (DK) Knight Chief Operating Officer Dianne C. Sullivan

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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

nother year down, another round of memorable quotes from the past 10 issues of PET. Dealers and industry pros had a lot on their minds in 2014, here’s a list of our favorites.

“Hiring and training the employees you need is one of those leaps you have to take to allow your business to grow.” —Kathy Mueller, Arco Lawn Equipment, Inc., Ballwin, Mo. “If you want to change your current reality of poor customer conversion from prospects to sales, then you need to review what your employees are doing in this key area.”—PET Dealer to Dealer Columnist Greg German “It’s rewarding to work with the commercial guys and be a partner. We sell them the mowers, but also fix them, give them loaners, to do their jobs better. We keep them going.”— Barden Winstead, Land & Coates Outdoor Power Equipment, Virginia Beach, Va. “Whole goods are the trees you plant that produce the fruit of service and parts. Service should be the backbone of the dealership.”— Bob Clements with Bob Clements International

“I think if you don’t stay up with the times you get left behind and it will close your doors. Especially with the younger generation, they are into technology and the more you give a customer a wow factor, the further ahead of the ballgame you are.”— Joel Thomas, Oakboro Tractor & Equipment, Inc., Oakboro, NC “Customers, as a general rule, want to single source the equipment they purchase. They want to return to where they purchased the equipment for their product support needs.

They don’t want to have to source parts; they don’t want to have to look for someone who can fix their equipment right the first time.”— PET Contributing Writer John Walker, owner of Aftermarket Services Consulting Co. “As long as they keep putting ethanol in fuel and people keep buying it, we’re going to keep dealing with it.”— Gary Zoll, Zoll’s Lawn and Garden Equipment Sales and Service, Medford, Ore. “We just continue to struggle with what is placed in front of us. Many times we have little or no say, the outcome always will affect our lives as well as our family’s lives.”— PET Dealer to Dealer Columnist Dale Stotts “I like to be able to take care of the old-timers when they bring in a dinosaur that needs something. We like being able to service a 30-year old saw.”— Johnny Lane, Lanes Outdoor Equipment, Inc., Chipley, Fla. “People seem to be making faster buying decisions instead of coming back two or three times, and it seems like equipment sales have been a little quicker and easier this year.”— Jerry Reid, Jerry’s Outdoor, Bend, Ore.

Editor-in-Chief ■ Rich Donnell Managing Editor ■ Dan Shell Senior Assoc. Editor ■ David Abbott Associate Editor ■ Jessica Johnson Associate Editor ■ Jay Donnell Contributing Writers Dale Stotts, Greg German Production Manager ■ Cindy Segrest Ad Prod. Coordinator ■ Patti Campbell Circulation Director ■ Rhonda Thomas Advertising Sales Southern U.S. Randy Reagor Tel: (904) 393-7968 Fax: (334) 834-4525 E-mail: randy@hattonbrown.com Midwest U.S., Eastern Canada John Simmons Tel: (905) 666-0258 Fax: (905) 666-0778 E-mail: jsimmons@idirect.com Western U.S. & Canada Bill Albrant Tel: (951) 696-1473 Fax: (702) 442-2920 Email: billa@wgholdsworth.com Europe & Scandinavia Murray Brett Tel: +34 96 640 4165 Fax: +34 96 640 4022 Email: murray.brett@abasol.net Distributor Library Kathy Sternenberg Tel: (251) 928-4962 Classified Advertising Bridget DeVane Tel: 334-699-7837 (800) 669-5613 Reprint Sales Patti Campbell Tel: (800) 669-5613

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Volume 63 ■ Number 10 ■ DECEMBER 2014 Our 703rd Consecutive Issue ■ Founded in 1952

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

FEATUREstories

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GIE+EXPO SHOW REPORT

Dealer-Only Day, Industry News Roundup

DEALERS CHOICE AWARDS Showcasing Winners, Finalists

2015 TRIMMER ANNUAL New Year, New Technology

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VALUEadded Power Suppliers ___________________________7 Editorial Index ___________________________18 Showroom ______________________________30 Distributor Library ________________________32 PowerWorks ____________________________36 Ad Index ________________________________37 Dealer To Dealer _________________________38

COVERphoto With an upcoming new year, Power Equipment Trade looks ahead to 2015 with a preview of the latest trimmer and brushcutter products and technology, beginning on Page 19. (Cover design by Shelley Smith; photo courtesy of DeWalt)

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Member Verified Audit Circulation Power Equipment Trade (ISSN 1063-0414) is published 10 times annually (January/February and July/August issues are combined) by Hatton-Brown Publishers, Inc., 225 Hanrick St., Montgomery, AL 36104. Subscription Information— PET is sent free to qualifying industry professionals in the U.S. All non-qualified U.S. subscriptions are $55 annually; $65 in Canada; $95 (Airmail) in all other countries (U.S. funds). Single copies, $5 each; special issues, $20 (U.S. funds). Subscription Inquiries—TOLL-FREE 800-669-5613; Fax 888-611-4525. Go to www.poweret.com and click on the subscribe button to subscribe/renew via the web. All advertisements for Power Equipment Trade magazine are accepted and published by Hatton-Brown Publishers, Inc. with the understanding that the advertiser and/or advertising agency are authorized to publish the entire contents and subject matter thereof. The advertiser and/or advertising agency will defend, indemnify and hold Hatton-Brown Publishers, Inc. harmless from and against any loss, expenses, or other liability resulting from any claims or lawsuits for libel violations or right of privacy or publicity, plagiarism, copyright or trademark infringement and any other claims or lawsuits that may arise out of publication of such advertisement. Hatton-Brown Publishers, Inc. neither endorses nor makes any representation or guarantee as to the quality of goods and services advertised in Power Equipment Trade. Hatton-Brown Publishers, Inc. reserves the right to reject any advertisement which it deems inappropriate. Copyright ® 2014. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Periodicals postage paid at Montgomery, Ala. and additional mailing offices. Printed in USA. Postmaster: Please send address changes to Power Equipment Trade, P.O. Box 2419, Montgomery, Alabama 36102-2419.

Other Hatton-Brown Publications: Timber Harvesting ■ Southern Loggin' Times ■ Timber Processing ■ Panel World ■ Wood Bioenergy

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ADVERTORIAL

Access GE Delivers Business Strategies Dealers working with GE Capital have access to a wealth of strategies and information to help solve business management challenges.

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perating a modern, thriving lawn and garden dealership requires solid management and innovative thinking: Balancing the demands of customers and suppliers while developing efficient and profitable business operations is critical.

A big part of developing a successful dealership is financing. On the inventory side, financing drives business expansions and bold moves into new markets with new product lines. On the revenue side, financing programs help drive the sales figures that boost dealer income and enable dealers to provide ever-better customer service.

A major supplier for dealership financing needs is GE Capital, Commercial Distribution Finance, which has more than 30 years’ experience working with lawn and garden dealers and outdoor power equipment.

Overall, the company provided $34 billion in financing for more than 30,000 dealers and more than 3,000 distributors and manufacturers across a wide variety of industries in the U.S. and Canada in 2013. Key programs include inventory and accounts receivable financing, asset-based lending, private label financing, collateral management and related financial products.

Yet GE Capital executives understand that building a better dealership takes more than just working capital. It requires a commitment to developing human capital—and a big part of that commitment is building the intellectual capital that enables better decision-mak-

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ing and long-term planning.

For more than a decade, Access GE has provided GE Capital’s Commercial Distribution Finance customers with the tools and strategies to address their most pressing business challenges. By applying the insights gained while working with so many customers and seeing the issues they’ve faced, Access GE has developed methods for approaching and solving these tough challenges.

Lawn and garden dealers working with GE Capital have exclusive access to these strategies through Access GE, which has worked with 300+ business strategy experts during the past decade to benefit more than 9,000 customers facing business challenges in a variety

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Working with Access GE, customers have access to a digital portal containing GE white papers and third-party articles

relevant to key business challenges, plus leadership meetings and special events around the country—and live webinars addressing critical business issues.

Recent webinar topics include Budgeting Essentials, Employer Implications of Healthcare Reform, Family Business Succession Planning, and Hiring and Retaining Employees. A December 10 webinar covers “Communication, Leadership and the Family Business: Laying the Foundation for Family Business Success.”

To help customers achieve key business goals, Access GE boosts competitiveness through the expertise that comes from decades of working with dealers and helping finance their business needs. Through Access GE, dealers learn ways to maximize sales performance to grow topline revenue and market share. In addition, dealers and manufacturers find new ways to streamline operations management while controlling costs and risks—and how to identify, hire, develop and retain the top employees who make it happen.

Thanks to a wealth of financial services experience and expertise, Access GE also shares how to best improve processes and even how to manage a merger or acquisition.

Dealers can’t predict every business challenge, but with Access GE they learn how industry leaders compete and succeed and how to develop such long-term leadership in their own organizations. And at each step in the process, Access GE shares strategies to maximize operational and process efficiencies to increase profitability. PET This article is sponsored by GE Capital, Commercial Distribution Finance.

Working with Access GE, dealers have access to expert business advice.

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POWERsuppliers Briggs Wins NADCA Award For New Engine Briggs and Stratton Corp.’s commitment to innovation across all products and brands has continued to garnish recognition amongst industry leaders. Recently, Briggs and Stratton was the proud recipient of a 2014 International Die Casting Design Award, presented by the North American Die Casting Association (NADCA) in the one to five lb. category. For the last 41 years, NADCA has sponsored this competition to showcase outstanding die cast designs while acknowledging the continuous contribution die casters provide to the manufacturing industry.

The new engine base design is made from a modified 383 aluminum alloy and cast from a three cavity die design. The design reduces the weight of the engine base by nearly 40%.

“Our design engineers did extensive structural and solidification computer modeling on the part and die design that contributed to the overall success of this product. These die castings are proudly manufactured by our team in Poplar Bluff, Missouri in our small engine focus factory,” Dave DeBaets, Vice President of North American Operations, says.

Briggs and Stratton was honored at the NADCA annual luncheon in Milwaukee, Wis. in September.

mowing service and his plan to donate the use of his Grasshopper mower to mow 30 acres at Veterans Farm in Jacksonville.

Ellsberry has since left Veterans Farm to pursue his dream of owning and operating his own mowing and landscaping business. He is currently in the process of creating a business plan with a focus on hiring veterans and giving back to veterans’ causes and organizations.

In addition to donating a zero-turn mower to a veteran every year, Grasshopper donates 100% of the profits from every sale of co-branded, camouflaged MWSF-Grasshopper gear to MWSF. MWSF awards 100% mortgage-free homes to combat-wounded veterans of the conflicts in Iraq and Afghanistan through its “Homes4WoundedHeroes” program. Each recipient also receives three years of financial mentoring so that they can learn the skills necessary to become successful homeowners.

Learn more about Grasshopper’s partnership with MWSF at http://www.grasshoppermower.com/mwsf.

Generac Acquires Pramac America Assets

Following Tom Cromwell’s appointment to Group President at Kohler Co.’s Power Group last month, the company has promoted Brian Melka to the role of President–Engines Americas.

Melka assumes full responsibility for the engines business in the Americas region, establishing strategic direction, managing operational demands, driving growth and profitability objectives, and attracting and developing talent. In addition, he will have worldwide responsibility for new product development, marketing and overall growth of the gasoline engines product lines. Melka joined Kohler in 2013 in the role of Vice President.

Generac Power Systems has acquired some assets of Kearney, Neb.-based Pramac America LLC, from Siena, Italybased Pramac Industries Inc. The transaction price was not disclosed.

Pramac America manufactures and distributes portable generators, water pumps and other related products under the Pramac, Powermate, DeWalt and Porter Cable brands under a licensing agreement with the U.S., Canada and Mexico.

Generac purchased the Powermate brand, working capital and equipment from Pramac. It will also assume the licensing agreement for the DeWalt and Porter Cable brands. The entity will be renamed Powermate America LLC. Pramac previously announced it will close its Kearney facility. That closure will still happen, Generac said, but it will retain the Marietta, Ga. location and operate the business from there.

Generac acquired the assets to expand its portable engine powered tools offerings.

Grasshopper Donates Mower To Veteran

Rotary Acquires Filter Manufacturing Company

Kohler Engines Americas Names New President

Continuing its commitment to honoring our nation’s military service members and supporting combat heroes, Grasshopper has donated a commercial-grade zero-turn mower to a combatwounded veteran for the second year in a row.

Grasshopper awarded the new mower to 2014 recipient Steve Ellsberry, a retired combat-wounded Army Staff Sergeant from Jacksonville, Fla., in partnership with Military Warriors Support Foundation (MWSF), a 501(c)(3) organization providing support for combat-wounded heroes, and comedian Jeff Foxworthy.

Grasshopper and MWSF representatives presented Ellsberry with his Grasshopper zero-turn mower, a Model 329B/61, during a turkey hunt at Foxworthy’s Georgia farm in mid-April.

The hunt and presentation is the subject of the May 5 episode of Foxworthy’s online web series Foxworthy Outdoors: Inside & Out; the series is sponsored in-part by Grasshopper.

Ellsberry was selected from a pool of qualified candidates through MWSF’s “Homes4WoundedHeroes” program due to his experiences while on active duty, his desire to operate his own

Rotary Corp. has announced the acquisition of Parker Filter Division Inc., a longtime manufacturer of pleated paper air filters for small engines. The family-owned business originated as a division of Tomi Industries, a New Jersey-based company that was considered one of the nation’s leading manufacturers of filters for the automotive industry. In 1993, Tony Bello relocated his company to Parker, SD citing its “pro-business” environment.

According to Rotary President and CEO Ed Nelson, the acquisition was a strategic move that will keep jobs in the United States and allow Rotary to improve its overall supply chain for a variety of pleated filters for outdoor power equipment.

In 2013, three out of every four parts shipped by Rotary were made in the United States. Nelson says his company is pleased to do its part to support the U.S. workforce, “Our country continues to lose more and more jobs to outsourcing with overseas suppliers. I am proud that Rotary is more committed than ever to relying on American workers to manufacture quality parts that are second to none.”

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POWERsuppliers New Comprehensive EETC Technician Certification The Equipment & Engine Training Council (EETC) recently announced a new systems technician certification.

Technicians that have passed all three systems certification tests would now be considered an EETC Certified Systems Technician.

An EETC Certified Systems Technician is a technician that has passed the electrical certification test, which contains 150 questions covering knowledge of the skills related to diagnoses, service, and repair outdoor power equipment electrical systems; as well as the driveline/hydraulic/hydrostatic certification test, which contains 150 questions covering knowledge of the skills related to diagnoses, service, and repair in driveline, hydraulic and hydrostatic systems, and the components plus certification test, which contains 150 questions covering knowledge of the skills related to diagnoses, service, and repair in outdoor power equipment mechanical systems.

Once a technician has passed all three systems engine tests, a minimum score of 70% is required to pass, they will be issued the Certified Systems Technician Patch along with a Certified Systems Technician Certificate.

Toro Wins PGMS Gold Medal Award

The Toro Co. was recently recognized by The Professional Grounds Management Society (PGMS) with the Gold Medal

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Award, which is given to an individual or company in recognition of their outstanding and long-term achievements and/or contributions to the green industry.

This honor was presented to Paula Sliefert, Senior Marketing Manager for Toro, during the Society’s annual awards and induction dinner held on Friday, Oct. 24, in conjunction with the 2014 School of Grounds Management and GIE+EXPO in Louisville, Ky. Toro was recognized for their long-term support of the overall green industry and PGMS, as they have been a Platinum Partner in Professionalism for the past few years. In August of this year, Toro hosted PGMS for their Summer Regional Seminar and Site Visit event, providing attendees with a dynamic, behind-the-scenes tour of their global headquarters in Bloomington, Minn., as well as highly informative educational sessions. Additionally, Toro was honored for the innovative products and services they have given to the industry for the past 100 years.

Husqvarna Named Exclusive Chainsaw Provider for Asplundh

Asplundh Tree Expert Co., an international provider of vegetation management services to more than 3,000 utilities and municipalities, has named Husqvarna as the exclusive provider of chainsaws and related accessories to Asplundh and its international subsidiaries.

The three-year contract with Husqvarna’s Professional division helps simplify the growing supply chain for As-

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POWERsuppliers plundh’s family of companies in the U.S., Canada, New Zealand and Australia. With more than 22,000 employees in its operations worldwide, the volume of chainsaws in use every day is quite large.

In recent months, Husqvarna employees have been working both with Asplundh corporate and branch locations to demonstrate its chainsaw product line and assist with any questions workers may have during the transition. Besides Husqvarna chainsaws, the partnership also includes training, dedicated account coordination, technical after sales support and access to an online ordering and support portal. In addition, a certain amount of inventory is on hold to support quick deliveries.

John Deere—Augusta Manufacturing Milestone

John Deere marks a manufacturing milestone with the completion of the one-millionth tractor built at the John Deere–Augusta factory in Grovetown, Ga. The millionth unit, a 5100M model, was recently on display at a commemorative ceremony at the local fairgrounds.

In 1990, the factory produced its first unit: a 55 series compact utility tractor. Today, John Deere–Augusta produces 27 models of compact utility and utility tractors that are distributed throughout North America and exported to more than 40 other countries.

The facility occupies more than 400,000 square feet, spans more than 175 acres and employs approximately 470 to support the design, production and distribution of John Deere

compact utility and utility tractors. John Deere–Augusta builds the 1 Family, 2 Family, 3 Family and 4 Family compact utility tractors that are popular with homeowners, small farmers, landscape contractors and commercial users. The 5 Family utility tractors are also built at John Deere–Augusta and are frequently used by farmers, vineyards, construction companies, commercial mowers and golf courses.

JCB Announces Video Series Showcases Compact Excavators

Recently, JCB unveiled part one of a three-part online video series highlighting the New Generation 85Z-1 and 86C-1 compact excavators. The first video gives viewers an inside look at JCB’s rigorous manufacturing process, while the second and third videos will showcase the durable machines in action and JCB’s innovative approach to product design.

“This impressive video series helps communicate the care and expertise that go into making every single excavator and the unmatched performance, reliability, durability and safety these machines offer,” says Keith Hoskins, Director of JCB Compact Equipment. “Launching on our social media channels enables us to reach a new generation of customers who are seeking different ways to learn about products and handle business.”

Part one of the video series is now live on JCB’s YouTube page and on Facebook. Part two of the video series will be live on November 26. The third and final video will be released on JCB’s YouTube page following the second video.

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Visit poweret.com and click on Media Center to see PET’s video coverage of GIE+EXPO 2014

LOUISVILLE, Ky. ndustry’s biggest event truly lived up to its billing this year, setting a modern-era record for the largest show in terms of visitors and total square footage since two major trade shows merged to form GIE+EXPO back in 2007.

Show officials noted the largest crowd size and most amount of booth space ever for GIE+EXPO at the Kentucky Exposition Center in Louisville, where attendance showed significant increase from 2013 in most visitor categories and a record number of exhibitors filling a record amount of space.

“This is the biggest show we’ve ever had, we’re already looking at going into the North Hall next year,” said Outdoor Power Equipment Institute’s Kris Kiser during a mid-

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show press conference. “The show is in high gear right now, and we’ve already got people coming by wanting to buy booths and expand what they already have for next year.”

Kiser said at the time prelimary numbers were showing registration numbers pushing a 10% increase over 2013. A few days later proved he was being modest as final figures showed an 11% increase, as 19,000 visitors from around the world made their way to GIE+EXPO 2014.

Those who made the trip were able to see a record 675 indoor exhibits—a 6% increase over 2013—and 181 new exhibitors. Counting both indoor booths and the outdoor demo area, total space for GIE+EXPO was more than 1.3 million sq. ft.—yet another record for what is one of the biggest trade shows in the U.S.

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Dealer Day

OPEI News

Kicking off During a GIE+EXPO GIE+EXPO way before 2014 press event, with the bright lights went on news that the organizawere several classroomstion recently lost on a full of dealers and their technicality as part of a service guys who rolled in lawsuit against the EPA around 7 a.m. for the first and its adoption of E15 technician training ses(15% ethanol-blended sions on Dealer Day, gasoline) as a transWednesday, October 22. portation fuel, Outdoor Those early-bird Power Equipment Institrainees were just the first tute Executive Director wave of more than 3,500 Kris Kiser said the ordealers who packed the ganization’s “Look BeDealer Resources Pavilion Outdoor demo area enjoyed good weather, large crowds. fore You Pump” conin the South Hall atrium sumer education proat the Kentucky Exposigram to combat the ill tion Center for the popueffects of E15 is making lar dealer-only events that progress as more retailgive exhibitors and suppliers and organizations ers valuable time to comare picking it up. municate and network.

Kiser noted that For example, dealermajor marine and snow ship consultant Bob machine trade groups Clements’ Wednesday are signing their dealers seminar—the first of his up to promote the profive free sessions for dealgram. He also reported ers—drew 320+ dealer atthat multiple major retendees, almost double tailers, including Home the number of dealers as Depot, Lowes, Walin 2013.

Mart, Sears and Tractor The training sessions Supply Co., are “all Bob Clements' free Wednesday seminar drew 320+ dealers. for Dealer Day also douusing ‘Look Before You bled attendance from Pump’ to some extent 2013, with basic technical and in some way.” training sessions seeing a Following up on the 213% increase in attenrecent lawsuit news, dance while advanced Kiser said the case was training session attenlost on the legal concept dance was up 14%. Overof “standing”—that the all, as according to show groups protesting the officials, registrations for EPA’s move on E15 all paid dealer education haven’t demonstrated programs were up 35%. direct financial injury In addition, the inaugudue to E15. “As a reral Dealer Keynote Lunsult, we’re looking to cheon, sponsored by Congress for relief,” Gravely and Stihl, drew Kiser said, adding the nearly 200 participants to lame duck session hear best-selling author might provide an opStihl Giveaway winner Tanya Kistner with Stihl President Fred Whyte, left, and Steve McClatchy discuss portunity for movement Event Marketing Specialist Brad Sorgen how to work smarter, reon the ethanol issue.

This year’s sponsors for the duce stress and lead more effectively.

In addition, Kiser said, “If the GIE+EXPO Dealer Resources Pavilion The Dealer Day events stretched into Senate goes Republican there’s a were ARI Network Services, Bob the evening, as exhibitors held prize good chance we’ll see some RenewClements International, c-Systems drawings and entertained dealers and able Fuel Standard (the federal law Software, Inc., DeWalt, the Engine retailers with music, food, beverages that underpins ethanol and other reEquipment & Engine Training Counand games. Stihl Inc. hosted a “Beer newable fuel mandates) reform.” cil (EETC), Gravely, Husqvarna, Ideal and Brat” reception at its booth that However, he added, he’s hearing Computer Systems, the North Ameriincluded games and live music and a from Capitol Hill that there’s heavy can Equipment Dealers Assn. $5,000 cash giveaway. Tanya Kistner, pressure being put on the EPA to in(NAEDA), Stanley Vidmar/Lista Inowner of Eau Claire Lawn Equipment crease ethanol blend level requireternational and Stihl Inc. in Wisconsin, was the big winner. ments instead of reducing them. PET POWER EQUIPMENT TRADE

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Dealer Seminars Deliver Strategies As he has for the last five years, dealership expert Bob Clements and his team at Bob Clements International offered a series of management seminars held at the Dealer Resource Pavilion each day of the show. During the first session, titled Dare To Be Different, Clements himself shared his insights.

The consultant challenged dealers to approach their businesses in a different way. Referencing Norman Vincent Peal’s book The Power of Positive Thinking and using Thomas Edison’s light bulb as an example, Clements advised his audience to think differently.

“We are who we are because of how we think,” he said. “If you want to change what you’re doing, first you have to change how you think.”

Dealers, he says, need to change the way they think about what they charge.

He pointed out that many dealers set their posted shop labor rate based on what other dealers set—a practice he deems a “bad strategy of pooling ignorance.” Clements recommends raising

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labor rates. When told that higher rates won’t fly in some less affluent areas, he counters by asking if milk and bread cost less in those areas.

That was the basic theme throughout the Clements seminars: dealers are in business to make money, not to save customers money, so don’t be afraid to charge more in exchange for quality.

“Make your dealership an ATM machine, not a vacuum cleaner sucking money out of your wallet,” Clements said. “Don’t rob and cheat your customers, but don’t rob and cheat yourself.”

With margins continuing to erode on whole goods, Clements suggested dealers change the way they think about their departments—advice that would be expounded upon in greater detail in subsequent days. “Dealerships built around whole goods have the wrong model in place,” Clements said.

“Change the mindset. Build around service and parts and let whole goods happen, not the other way around.

Whole goods are the trees you plant that produce the fruit of service and parts.

Service should be the backbone of the dealership.” With that in mind, he advised thinning out the number of whole

goods lines in dealerships that have too many. (In later seminars, his team added that about 80% of dealer’s income should come from parts and service.)

Next, Clements said dealers must change how they think about employees. “Hire people; train skills.” Rather than looking for someone with a particular skill set, looking for someone who complements the business, someone with the right attitude; The skills can be trained if necessary. A good parts person with a bad personality at the parts counter can cost customers. “No amount of good apples can turn a bad apple good. To save the good apples, get rid of the bad apples.”

Citing an estimate that businesses only close deals with 25% of walk-ins, Clements suggested sales training. He suggests deflecting objections over high prices by agreeing. Prices are high, everywhere, on everything—it has always been the most common complaint.

Putting yourself in the same boat as the customer, with a sense of humor, takes the objection off the table.

Change your thinking on marketing.

Don’t spend more on marketing, spend it

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differently. “Your customers know what kind of marketing is most effective in your area.” Clements used an example an older, white dealer he met who labored under the misconception that the majority of his customers were similar to him, in the same age range and demographic.

Consequently, as people tend to market to themselves, he bought ads on a local country radio station, to little effect.

When he switched to ads on a Spanish language station, it increased his business. What he liked didn’t represent the majority of his customer base, so he had to change the way he looked at marketing to them. “He was marketing to where he would be. He wasn’t spending too much on marketing, just spending it in the wrong way.”

The best advertisement a dealer has, Clements noted, is the store itself. “Outdoor power equipment dealers should have the best landscaping,” he pointed out. “You have to test your string trimmers somewhere.” He challenged any dealers whose stores might lack the “wow” factor to redirect 25% of their marketing budget over the next four years into renovating and upgrading the store, inside and out.

Dealers should set their businesses up as an LLC or S Corporation, Clements advised, to protect from liability to lawsuits. He further advised keeping the physical property in a separate corporation from the dealership to minimize the risk. “As a sole proprietorship you are a lawsuit waiting to happen. We sell to some people who should not be allowed to operate sharp spinning metal things. If they hurt themselves or someone else, they will sue you. And you will lose everything.”

Clements ended by noting that most of what dealers do is good, so it is just a matter of fine-tuning the details. The difference between hot water and boiling water, he pointed out, is just one degree.

In the later sessions, Clements’ team explored many of those tips in greater depth, focusing on maximizing profit through the parts and service departments.

“What you are selling is time,” they told dealers. As a cornerstone of their program, the Clements team repeatedly recommended flat rate pricing, with reduced preferred pricing status for purchasing customers (only on pieces purchased from the dealer). Charging, as an

example, a flat rate on three hours to do a job even if it only takes two hours to complete, is justified because of the investment in specialty tools and technician training. Those costs must be recuperated. For a dealer to do otherwise, they said, is to cheat himself out of money. Flat rate pricing, they said, is the fastest way to generate instant income, and dealers who don’t use flat rates are just leaving money on the table. The team advised looking at old work orders to see what the difference would have between flat rating and calculating time and material.

The team also advised dealers to consider taking on warranty work on machines purchased at big box stores. It shouldn’t matter where the customer bought the item, if it puts more money on your bottom line. They also said not to give a break to manufacturers on warranty work. The best way to make money on warranty, again, went back to raising the posted labor rate. Manufacturers will pay it as long as it’s reasonable.

Raising the rate also creates an opportunity to offer preferred rates for purchasing customers—a good answer to ➤ 37 the question “Why should I buy

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2014

Dealers Choice Winners Named At GIE+EXPO 2014 W inners of the 2014 Power Equipment Trade magazine GIE+EXPO Dealers Choice Awards were honored on the last day of the Green Industry Equipment Expo (GIE+EXPO) held October 22-24 at the Kentucky Exposition Center in Louisville. The Dealers Choice Awards cover lawn and garden products and services in five categories: Accessory/Attachment, Business Management Services, Handheld, Industrial/Engine and Wheeled.

This year more than 1,000 lawn and garden power equipment dealers participated in the ninth annual PET GIE+EXPO Dealers Choice Awards, voting on their favorite products on display in five categories.

Power Equipment Trade solicited product nominations from all GIE+EXPO exhibitors, and selected up to five finalists in each category. Power Equipment Trade dealer readers and other qualified dealers participated through an on-line ballot system and also voted in person at the show.

PET

Accepting their respective 2014 Dealers Choice Awards, from left, are Shawn Wolf, President of Wright Mfg.; Andrew Ewig, Briggs & Stratton Service Div. Marketing Coordinator; Brian Rhode, ARI Sales Manager, Outdoor Power; Kyle Brandenmuhl, Kohler director of Diesel Engines Americas; and Tim Bartelt, Echo Inc. Supervisor of Marketing Communications.

ACCCESSORY/ATTACHMENTS WINNER BRIGGS & STRATTON ADVANCED FUEL TREATMENT

Briggs & Stratton’s Advanced Formula Fuel Treatment & Stabilizer is a proprietary, super concentrated 5-in-1 formula that offers complete protection against the harmful effects of ethanol blended fuel on small gasoline engines found in a variety of outdoor power equipment. Using a triple antioxidant formula, the treatment forms a protective barrier around the metal parts inside the engine, preventing the corrosion and other harmful effects associated with ethanol due to moisture. Briggs & Stratton’s Advanced Formula Fuel Treatment & Stabilizer deters the breakdown of fuel by prohibiting the attraction of moisture. It dramatically slows the formation of gums and varnishes to defend against damaging deposits within key engine components. And it helps guard against octane loss due to ethanol separation, protecting the engine against pre-ignition and other low-octane events.

Call 800-444-7774; visit www.briggsandstratton.com

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HANDHELD WINNER

BUSINESS SERVICES WINNER ARI NEW OPE WEB SITE PLATFORM

Whether it’s searching for local inventory, product comparison shopping or finding directions to the closest local dealership, shoppers are using the web to locate and select an OPE dealer. Highlights of the ARI’s allnew website platform include: redesigned layout, action-oriented imagery and responsive design to showcase new and used inventory, enhanced search bar allows consumers to search, refine, select—and buy—the products they are looking for with only a few clicks and a mobile inventory management application allows dealers to add inventory from their phone’s camera directly to their website. The tablet and mobile-friendly administration panel makes it easy for dealers to control the content of their website from anywhere, at any time. ARI also provides built-in search engine optimization to drive traffic to a dealer’s website through major search engines, including Google, Yahoo and Bing.

Call 877-805-0803; visit www.arinet.com.

ECHO CS-590 TIMBER WOLF CHAIN SAW

The ECHO CS-590 Timber Wolf Chain Saw was created in mind for firewood cutting and general use around the farm or ranch. The CS-590 is equipped with a rugged 59.8 cc professional-grade 2-stroke engine that delivers extreme power and torque. Built for long-lasting durability, the CS-590 features a magnesium crank case, a magnesium sprocket cover, and dualpost and inertia-style chain brake. Additional features include an adjustable clutch-driven oiler for reduced oil consumption, a tool-less air filter cover for easy access, a 2-piece air filter for easy cleaning, a decompression valve for easy starting, a digital ignition system which automatically adjusts engine timing for optimal performance and a G-Force Engine Air Pre-Cleaner that pulls dust and chips from the air box to provide a clean air supply to the engine.

Call 847-540-8400; visit www. Echo-usa.com.

INDUSTRIAL/ENGINES WINNER KOHLER KDW1003 ENGINE

The Kohler KDW1003 engine, a 1028cc, 3-cylinder diesel engine, powers numerous applications, including two Polaris off-road vehicles, the 2015 Ranger Diesel and Ranger Crew Diesel vehicles. The engine features a low-profile overhead cam and an advanced fuel-injection system.

The liquid-cooled KDW1003 meets all EPA Tier 4 final, CARB, and EURO emissions standards, and its belt-driven, overhead camshaft enables the engine to run at higher speeds, up to 4200 RPM if needed. Low-turbulence, pre-combustion chambers, low-cylinder volume and superior balance provide quiet, smooth operation. The engine’s heavy-duty, cast-iron crankcase is extremely durable and ideal for rugged conditions.

Call 920-457-4441; visit www.Kohler.com

WHEELED WINNER REDESIGNED WRIGHT STANDER ZK

The newly redesigned Stander ZK is equipped platform is easy to step off of to exit or pick up debris, and a five-gallon debris container has even been provided.

The new Stander ZK long has better balance and stability, especially on hills. Reinforced wheelie wheels and elastomer bumpers for progressive ride control help the mower hug the ground on all types of terrain. Its short overall length makes this mower more maneuverable. The large, rugged 52” or 61” AERO-CORE deck, pushbutton deck lift, powerful 25.5 or 27 HP engine, mowing speed of 12.5 MPH, and fully independent left/right hydro systems all contribute to the new Stander ZK’s improved productivity. The AERO-CORE deck has air-tapered surfaces that eliminate clumping, and its airflow stands grass up for a uniform cut.

Call 301-360-9810; visit www.wrightmfg.com.

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ACCESSORY/ATTACHMENTS FINALISTS B3C FUELS MIL-SPEC ETHANOL SHIELD Mil-Spec Ethanol Shield fuel stabilizer conforms to rigorous standards set by the U.S. military and NATO, offers a level of equipment protection historically reserved for military equipment only. Mil-Spec Ethanol Shield offers the highest level of antioxidant properties on the market. All-metal anticorrosive package meets top level ASTM D130 and NACE ratings. Comes with vapor corrosion inhibitor (VCI), provides up to 25x more antioxidants than leading competitors.

K 100 FUEL TREATMENT K100 Fuel Treatment seeks out water in fuel and encapsulates it, altering the chemical makeup of water, changing it into a combustible compound that burns clean, lubricates, and increases power in gasoline, diesel, and home heating fuels. New 2.5 oz. pouch is ideal for treating fuel on the go. Formulated for use with all fuels including E-10, ULSD, Off-Road, Bio-Diesel, and Home-Heating Fuels.

TOPSAW TOOL CHAIN SAW POCKET TOOL

The newest version of the TopSaw Tool is now 12 tools in 1. New improved sheath. Contains 19mm x 10mm socket (reversible), 21mm x 16mm socket (reversible), 13mm socket, T27 torx, T25 torx, 4mm hex ball drive, large screw driver, small screw driver, bar groove clean out tool and when folded it can be used as a file handle. Fits all major brands of chain saws, cut off saws, fire and rescue saws, trimmers, blowers and most lawnmowers.

TRILLIUM CHECKSPARK Hands-free ignition analyzer indicates an engine’s electrical condition without removing spark plugs or plug wires. Works on most 2-stroke and 4stroke engines, with or without CDI electronic ignitions.

CheckSpark features self-attaching plug wire clip. When engine is turned over, instantly one of three LEDs indicates either proper spark, shorted/fouled plug or open/broken spark plug wire.

BUSINESS SERVICES FINALISTS C-SYSTEMS INFINITY VERSION 6.0

IDEAL COMPUTER SYSTEMS VERSION 8.7

Recently released version 6.0 of the Infinity BMS from c-Systems offers significant enhancements giving dealers with a wide range of tools to run and manage their businesses. Now offering the ability to automatically transmit warranty claims to even more vendors including: Ariens, Briggs Power Products, Echo, Shindaiwa, Kubota, Toro, Exmark and Stihl. iWarranty feature is exclusive to Infinity: not available from other systems. Other improvements include Employee Time Card Administration, Equipment Rental Module, comprehensive Pickup and Delivery Scheduling, and full integration with ARI WebsiteSmart, PartStream products.

New 8.7 version features industry-leading mobile technology, auto parts and price list loading, seasonal stocking levels, parts-imaging interfaces, purchase order recommendations. Streamlines service order, tech hour tracking, labor efficiency. Reports top sellers, worst sellers, inventory valuation sales history, gross profit, total revenue and much more.

NIZEX ‘LIZZY’ BUSINESS MANAGEMENT SYSTEM

Lizzy is the industry’s first web-based business management software, eliminating the need for dealers to maintain software plus a local server. But we also waived all of the traditional up-front fees that made it harder for smaller shops to get started: no more conversion, setup or online training fees. There’s no more paying to add features, and tech supports and price file updates are included at no extra charge.

HANDHELD FINALISTS EFCO DS 2400 D MULTIFUNCTION BRUSHCUTTER

HUSQVARNA 536LIHD60X HEDGE TRIMMER

Multipurpose tool can be set up as a brushcutter, hedgetrimmer, pruner or leaf blower with a no-tools coupling system for mounting various attachments.

Powered by 21.7cm. 1.2 HP (0.9kW) 2stroke engine with generous torque output. Optional .75 m extension shaft increases reach and productivity.

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536LiHD60 Hedge Trimmer features high-capacity Li-Ion 36 V battery for cleaner, quieter operation and includes SavE mode technology to lower output and increase battery life in less demanding situations. Offers 100 mins. run time, includes pivoting rear handle, laser-cut 60 cm blade.

OREGON BL300 BLOWER

STIHL CUTQUIK TSA 230

New addition to Oregon’s 40V MAX Cordless Tool System, powered by Oregon’s premium lithium ion battery technology. Features variable speed trigger, with Turbo button for added power. On Turbo, BL300 provides 495 CFM at 132 MPH (non-Turbo is 394 CFM at 105 MPH). Offers run times up to 90 mins.

The world’s first cut-off machine powered by 36 V lithium-ion battery technology. TSA 230 offers solid cutting performance, maneuverability— and can be used inside. Features onboard water controls for dust suppression and a tool-less wheel lock.

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INDUSTRIAL/ENGINES FINALISTS BILLY GOAT SC180H HYDRO SOD CUTTER

DITCH WITCH SK750 MINI SKID STEER

The SC180H hydrostatic drive sod cutter features “Set and Forget” blade depth adjust to 2.5" with a single lever.

Variable speed hydrostatic drive, rear caster wheel, with paddle drive wheels that clear mud and improve control.

Powered by 5.5 HP Honda engine.

The SK750 features 70 attachment options, increased ground clearance and high-drive track system. Convertible track stance from narrow (36") to wide (42"), plus a 50% larger operator area. Powered by 24.8 HP Kubota diesel.

SUBARU EH99 ENGINE EH99 is designed for zeroturns and a variety of verticalshaft engine applications: 999cc engine, large crankshaft bearings, three-ring pistons, temp and oil sensors and a pressurized lube system. Covered by Subaru’s 5-year limited warranty.

VENTRAC SIDEWALK DROP SPREADER

Handles a variety of deicing materials with precise flow control, narrow frame and 40" drop pattern. Easy gate adjustment, wireless remote control and five motor speeds. Features innovative agitation system. Fits all Ventract tractors, plus other sub-compact tractors, ATVs and UTVs.

WHEELED FINALISTS ALTOZ XC Z MOWERS

The XC Z line of zero-turn Altoz mowers, in 54-, 61- and 72" widths, features the Aero Deck High Output System high performance deck. Innovative TorqFlex Suspension, vibe isolation system smooths ride, isolates operator from vibration.

EARTH & TURF COMPOST SPREADER Economical, walk-behind Model 45HP is ideal topdresser for spreading compost with up to 25% moisture content. Easy, three-wheel maneuverability, 4.5 cu. ft. hopper, 30" width with reciprocating screen design.

MEAN GREEN STALKER WITH BLOWER

The rechargeable, electric Stalker stand-on mower now comes with a powerful electric grass/debris blower concealed under the front cover of the mower. Just flip a switch after mowing and cruise along any sidewalk, road, or driveway to blow the grass clippings off the surface with no emissions and low noise.

SPYKER POWER SEEDER

The Spyker Power Seeder is an allin-one vertical slicer, seeder and dethatcher with positive-lock height adjustment, ambidextrous blade engagement handle and true 20" working width. Includes parking brake, trailering hooks, powered by Honda 270cc engine.

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Mid-Summer Landscaping Equipment. Page 18.

2014 EDITORIAL INDEX Another Tool For Dealers: The Buy Local Movement The ins and outs of the buy local movement and not only why you should care about it, but also why you should take advantage of it. Page 12.

JANUARY/FEBRUARY Powerlines Former Chain Saw Age Publisher Margaret Bitar Raies Dies.

Page 5.

Staying Small, Focused Leads To Oregon Success Handheld lawn and garden equipment and work apparel play major roles in Jerry’s Outdoor business plan. Page 12.

Meet Customer Needs, Build New Market Share Consistently having parts availability and quick, quality service done right the first time are the biggest factors in customer loyalty. Page 16.

Selling Service The Right Way There’s money to be made in your service department, if you know where to look. Page 14.

Consumer Financing Options From in-house to nation-wide, dealers find success. Page 16.

MAY Powerlines In Service Departments Quality Is Key. Page 3.

Showroom. Page 18.

Service Report: Dealer Survey Results Results are in from PET’s 2014 Dealer Survey! This focuses on what dealers had to say in terms of labor rate, technicians and parts. Page 10.

MARCH Powerlines Bringing The Expertise.

Page 3.

Florida Dealer Becomes Panhandle Force The remote location of Lanes Outdoor Equipment has helped the store pull customers from all over Florida and Alabama. Page 10.

Advances In Battery Technology Charging Up The Green Industry. Page 12.

Market Service Work, Overcome Buyer’s Remorse. Page 14.

Service Focus Provides Success Southern Oregon dealer has small shop but big service following of loyal customers.

Page 14.

Efficiency Is Key To Fight The Blues Combat the end of the month blues by closing out work orders quickly. Page 18.

JULY/AUGUST

Dealer Voices Crazy, Crazy Winter, Snow Touches Every State. Page 18.

Powerlines A Deserved Pat On The Back.

Page 3.

APRIL

PET Dealer Survey: Dealer Base Profile Business operations, employment, markets, technology and more as dealers give details on the health of their businesses.

Page 10.

Powerlines Genuine Article. Page 3.

Long-Term Visionary Overcomes Adversity Oakboro Tractor owner Joel Thomas learned from his past and works toward a bright future.

Page 10.

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Dealer Voices Dealers Sound Off On PET Dealer Survey Page 16.

Dealer Age Trends Lead To Tough Questions Finding ways to grow business, continue business and develop succession plans are a big part of every dealer’s future.

Page 30.

SEPTEMBER Powerlines From Asset To Afterthought.

Page 3.

Dealer Goes Extra Mile Gets An Edge Throughout thirty years in business, Arco Lawn Equipment has seen a lot of changes, but remains focused on constantly improving to stay head. Page 8.

2015 Mower Preview. Page 12.

Customers Have a Choice Do They Choose You? What do you know about your service market potential?

Page 27.

Servantage Dixie Sales Co. Celebrates 100th Anniversary Company also says goodbye to Jim Starmer, after announcing his retirement. Page 28.

Showroom. Page 29.

How Do You Handle Mower Safety?

The mowing season is in full swing with consumers purchasing both new and used equipment; how are you handling customer’s questions? Page 38.

OCTOBER Powerlines GIE+EXPO Equals Great Opportunity. Page 3.

GIE+EXPO 2014 Full Preview A full look at all that GIE+EXPO 2014 has to offer, including: Dealer Day, technician classes, receptions, free concerts, giveaways and more. Page 12.

Expo Elite. Page 16.

Tradition, Tractors Build Business Sheppard’s in Oregon builds on decades of ag experience while growing lawn and garden sales. Page 30.

Honda Marks 30 Years: Celebrates, Invests in NC Honda Power Equipment celebrates 30 years at its Swepsonville, NC facility with a large investment. Page 36.

Kawasaki Motors Manufacturing Enjoys 25 Years in Missouri The company gathers, celebrates building more than eight million units and the plant’s distinct impact on the brand’s success. Page 42.

Thinking Outside The Box To Find Technicians While difficult to find, technicians are extremely important for dealer success and customer goodwill. Page 44.

Texas Dealer MAE Power Celebrates 60 Years As the second generation steps up, dealership celebrates its heritage, looks toward the future.

Page 47.

NOVEMBER Powerlines Information Warehouse.

Page 3.

Recognized, Informed Employees Are Best Keeping employees at all levels informed and recognized for their accomplishments boosts customer service and ultimately dealership success. Page 12.

PowerGuide 2015. Page 14.

Charter Serving Dealers Through 30th Anniversary.

Page 40.

Showroom. Page 42.

DECEMBER

Powerlines They Said It: 2014’s Memorable Quotes Page 3.

GIE+Expo 2014 Review Dealer Day, seminars, exhibitor news. Page 10.

Dealers Choice Awards Winners Winners, finalists spotlighted.

Page 14.

2015 Trimmer and Brushcutter Preview. Page 17.

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2015trimmerbrushcutterpreview (Material supplied by B3C Fuel Solutions)

B3C Fuel Solutions 2-Cycle Oil with Ethanol Shield Fuel Stabilizer Two-stroke oil is a must when running fuel in 2-stroke equipment. Unfortunately, standard 2-stroke oils on the market today come with a set of problems. First, all fuel containing ethanol contains water bound to the Ethanol. ethanol is also hygroscopic, and continues to attract unbound water (e.g. in fuel, atmosphere). Phase separation is the point this ethanol/water mixture reaches saturation and “falls out,” settling on the bottom of a tank. This leads to issues like corrosion, varnish, rust, brittle rubber/plastics, and more.

Oil and water do not mix, so when 2-stroke oil is added to fuel, it weakens the ethanol/water/gasoline bond, accelerating phase separation. Second, 2-stroke oils contain detergents that are not miscible with ethanol (not capable of mixing), leading to excess deposits, adding to fuel problems and engine issues.

Ethanol Shield 2-Cycle Oil is the solution where standard 2stroke oils fail, offering the ultimate in engine protection. This ultra-synthetic blend 2-in-1 formula is a premium quality 2stroke oil with the benefits of Ethanol Shield. Ethanol Shield 2-

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Cycle Oil is the “bridge” that bonds fuel, ethanol and water, preventing phase separation and the associated problems.

This 50:1 mix ensures the most protection on the market today for any 2-stroke engine, including string trimmers, blowers, snowmobiles, chain saws, and more. Ethanol Shield 2-Cycle Oil provides 2 exceptional products at a cost comparable to “average” 2-stroke oils with the convenience of ease of use (no measuring, no need to add additional additives).

Key benefits include—protects and prevents repairs, extends engine life, stabilizes fuel up to 1 year, protects against all ethanol issues, triple antioxidants stops fuel decay, rust and corrosion inhibitors, low smoke formula and top tier detergent.

The stabilizer is also equipped to bond 2 stroke oil to fuel, stop lean seizures, reduce lacquer and varnish build up, protect against ring wear and sticking, conditions rubber and plastic.

For more information, call 616-916-6284; visit www.b3cfuel.com.

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2015trimmerbrushcutterpreview (Material supplied by Stihl)

Stihl Trimmers Cut Costs, Emissions— Along With Tough Trimming Tasks

Stihl Gasoline-Powered Trimmers Stihl has a wide selection of versatile, long-running trimmers that keep users on top of their cutting game. Stihl uses a variety of engine technologies to provide powerful, lightweight equipment to tackle any cutting task. ● Stihl FS 94 R Trimmer—The Stihl FS 94 R professional trimmer gives users a durable 2-stroke engine performance with a 24.1 cc displacement, while offering new features and a loop handle to simplify landscaping tasks. The FS 94 R is the lightest weight trimmer in the Stihl professional line, at just above 10 lbs., helping pros work longer without tiring. Optimal power-toweight ratio increases maneuverability around trees, shrubs and other objects in residential and commercial landscapes. ● Stihl FS 240 & FS 240 R Trimmers—The Stihl FS 240 and FS 240 R professional trimmers combine a heavy-duty design with the versatility needed to handle a variety of challenging clearing situations. Their 37.7 cc low-exhaust-emission engine, combined with the large (25.4 oz.) fuel tank, means more time cutting and less time refueling.

The loop handle design of the FS 240 R offers users the flexibility needed to trim between brushes, shrubs and other tight spaces. The FS 240 bike handle version offers a swivel design for easy transport and storage. Both trimmers feature a vertically-pleated, paper air filter element that extends service life, reducing maintenance costs.

FS 94 R

Stihl Battery-Powered Trimmers The Stihl Battery KombiSystem line runs on an advanced interchangeable 36-volt rechargeable battery system that works with all Stihl Lithium-Ion tools. This innovative battery technology provides gasoline-free, zero-exhaust-emission and cordless electric power, delivering savings on time and fuel and helping users trim their yards and carbon footprint. ● Stihl FSA 85 Battery Trimmer—This straight-shaft grass trimmer is ideal for jobs in densely populated and noise-restricted areas; and with zero exhaust emissions, it is a great choice for professionals looking to reduce their impact on the environment, and homeowners who want to start yard work in the morning. The FSA 85 is five times quieter than the Stihl gasoline-powered equivalent. When used with the Stihl AR 900 backpack battery, the trimmer delivers extended run times of up to 160 minutes. ● FSA 90 R Battery Trimmer— NEW! Lightweight and powerful, the Stihl FSA 90 R weights 7.5 lbs. without the battery and is designed for the professional user. High performance, advanced Stihl Lithium-Ion 36-volt battery powers this environmentally responsible, straight shaft trimmer with a slim profile and excellent cutting performance. The ergonomic loop handle provides excellent balance for optimal maneuverability and control around landscaping obstacles.

For more information, call 800-467-8445; visit stihlusa.com. *Note: Run time on a single battery charge can vary based on battery type, charge level, tool model, operating conditions, user operating style and remaining battery capacity.

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2015trimmerbrushcutterpreview (Material supplied by Desert Extrusion)

Desert Extrusion Offers Powerful Performance Time And Time Again Desert Extrusion is focused on providing the finest trimmer line and trimmer head products designed for the most discerning landscape professionals.

The design of the Desert Hawk fixed line trimmer head has proven itself time and time again, with more than six million in circulation. That success has led to new models in the Desert Assassin and Desert Heat fixed line trimmer heads.

With the same features of the tried and true Desert Hawk, the Desert Assassin offers the brute cutting power of four line design, while the Desert Heat presents powerful performance in a new light weight package.

All three heads offer these performance advantages: lightweight aircraft aluminum construction to dissipate heat, leading to longer line life and fewer line failures.

There are no moving parts to break, jam or fail.

The Lightnin’ Load Glide plate makes line loading simple and quick. These heads call for the use of large mass lines, providing greater impact power and improved cutting. These patented heads can be used with any trimmer line configuration, and they are available in a display package that includes extra Vortex lines and fit hardware. For the finest in fixed line trimmer head performance, use Desert Extrusion fixed line heads and trimmer line.

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The Vortex trimmer line continues to set the standard for quality commercial grade performance. This patented line features a unique spiral design that provides a number of performance advantages. The low drag aerodynamics offers a line that dramatically decreases drag, contributing to higher head speeds and therefore greater impact power.

Other benefits of Vortex include dramatically decreased noise levels, decreased vibration, no line flutter, elimination of line split or fray, decreased fuel consumption and tempered cutting edges.

The proprietary nylons used in its production also mean that Vortex is the longest lasting trimmer line made. Due to the success of Vortex, numerous “twisted” lines have shown up in the market. Do not be fooled. Proprietary raw materials, patented lobal design and manufacturing processes separate Vortex trimmer line from other “twisted” newcomers.

Desert Extrusion is an all American manufacturing firm located in Phoenix, Ariz. All products are manufactured in the United States using all American raw materials and packaging supplies.

This commitment to USA production, design technology and the finest product quality are the cornerstones of Desert Extrusion and their commitment to providing the finest quality products.

For more information, call 1-602-276-8009; visit desertextrusion.com.

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2015trimmerbrushcutterpreview (Material supplied by Oregon)

Advances In Battery Technology Charge Up Trimmer Options The green industry is charging up as manufacturers are developing high-performing, battery-powered tools that utilize new advances in lithium ion battery technology. The new breed of battery-powered trimmers and edgers, a/edgers and other essential landscaping equipment enable business owners to get the job done quicker, easier and more cost-effectively.

Gas-powered products will continue to play their role, but with variable fuel costs, emissions and time-consuming maintenance, they come with their own set of hassles for professionals. The market for battery-powered and electric equipment will soon outpace that of gaspowered products, according to 2013 research by RNRMarketResearch.com. The primary reason professionals are starting to add battery-powered tools to their landscaping arsenals is new advances in lithium ion battery technology.

New batteries feature higher power densities combined with lighter weight. For professionals, this translates into tools that are portable and easy to carry that can deliver the power and run times necessary for commercial landscaping projects. Unlike older battery technology, new lithium ion batteries offer constant, no fade power.

Oregon is embracing battery technology with a full line of lithium ion products. The Oregon 40V Max Cordless Tool System provides power, performance and extended run times for all tools in the line, including the gear-driven ST275 Trimmer/Edger, game-changing PS250 Pole Saw, self-sharpening CS250 Chain Saw and the extremely quiet and powerful HT250 Hedge Trimmer. The cordless tool system was developed with professionals in mind, and the BL300 Blower and CS300 Chain Saw will be added in Spring 2015 to add even more options for commercial landscapers.

In 2014, Oregon introduced a new cordless trimmer/edger for maximum power and run time. It’s the perfect tool for professionals looking for power and precision in a single trimming and edging tool. The ST275’s patented gear-drive tech-

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nology provides 50% more torque for faster, more powerful cutting. An ergonomic, in-line design allows for comfortable use and quick and easy conversion from trimming to edging. The ST275 Trimmer/Edger features Oregon’s quickload trimmer head, which makes string loading fast and simple. It also comes standard with Platinum Gatorline, resistant to cracking and breaking. And with dual lines and reliable bump feed line advancement, professionals get high quality cuts in less time.

The ST275 also features a variable speed trigger, putting control in the hands of the professional to determine the speed necessary for the job. The trimmer/edger is lightweight, weighing less than 10 lbs. when combined with our highest power 4.0 Ah battery pack. And with no fuel to mix or cords to pull, the ST275 starts instantly and is ready to work.

The ST275 and the other tools in the 40V Max Cordless Tool System will appeal to contractors and landscape pros looking for powerful, convenient tools without the hassles associated with gas. Low noise and lightweight, Oregon tools are ideal for early morning or municipal jobs, or for professionals simply looking for convenient tools that are ready to perform with a simple charge of the battery.

Oregon batteries are also free from the memory effect or voltage depression that plagued older rechargeable battery technologies. They can retain their charge in storage for months. If properly cared for, an Oregon battery can last more than 1,000 charge cycles. Oregon takes pride in this number, as many lower cost batteries do not last as long.

And don’t forget—in addition to providing power, convenience and unparalleled performance, Oregon cordless tools, including the ST275 Trimmer/Edger, are environmentally friendly, with no toxic emissions and no risk of fuel spillage.

For more information, call 503-653-4759; visit www. oregonpowernow.com.

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2015trimmerbrushcutterpreview (Material supplied by Rotary)

Rotary Offers Vast Assortment of Trimmer Line, Accessories and Parts for 2015 A new assortment of black vortex commercial strength trimmer line is among the featured items in Rotary’s 2015 master parts catalog. Rotary’s premium quality vortex trimmer line is durable, produces less noise and requires less operating power. In addition, Rotary has introduced several new trimmer heads, parts and accessories.

A special 28-page section in the new catalog includes photos and descriptions of vortex, diamond-cut, quad tex and premium quad trimmer line which is available in loops, donuts or bulk spools. I00% of Rotary’s monofilament trimmer line is made in the USA. The commercial grade trimmer line, high wheel and pre-cut trimmer line are among more than 9,000 parts for servicing dealers and distributors.

Rotary also offers a wide selection of fast loading trimmer heads, replacement spools, covers, housing and cam assemblies plus new bump-n-feed commercial duty trimmer heads that feature easy line advancing and dual line with durable nylon construction and a large capacity spool with easy release.

Rotary Corp. is recognized as the world’s leading supplier of outdoor power equipment parts, tools and accessories, serving customers in all 50 states and 68 countries around the globe. Founded in 1957, Rotary operates eight U.S. distribution centers plus alternate shipping centers strategically located throughout the U.S. A state-of-the-art manufacturing and distribution facility is located at its world headquarters in Glennville, Ga. The company’s new 2015 master catalog contains over 1,600 pages with photos, illustrations, descriptions, cross referencing and parts numbers. Other new parts include a variety of Copperhead mower blades for popular models such as Dixie Chopper, Exmark, Gravely, Honda, Husqvarna, John Deere, Kubota, Scag, Snapper and Toro.

Among other new items are chain saw bars, saw chain, air, oil and fuel

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filters plus belts, tires, carburetor kits, gasket sets, electric starters and spindle assemblies. Rotary’s new catalog makes it easy to find parts, tools and accessories with comprehensive listings by sizes, order numbers, product illustrations and original equipment numbers for replacements.

Plus, Rotary’s 2015 Quick-Cross CD-ROM features the new catalog with an easy index for OEM to Rotary and aftermarket to Rotary parts. In addition, customers can quickly locate specific products such as blades, belts or tires with an easy “keyword” search.

Users can also save and print quotes.

Backed by an exclusive parts warranty that ensures quality and performance, Rotary offers a wide range of outdoor power equipment parts for lawn mowers, trimmers, brushcutters, chain saws, pressure washers, snow blowers, garden tillers and more! The 2015 Catalog is free for servicing dealers and distributors.

Call 800-841-3989; visit www. rotarycorp.com.

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Jungle Jim’s Offers Trimmer Racks Jungle Jim’s Accessory Products, Inc. features its trimmer rack and blower holder series. The trimmer rack design enables the user to load and unload trimmers even easier than before. This groundbreaking design also allows the customer to custom fit each trimmer to prevent rolling during transport. Secure four, three or two trimmers quickly and easily! The spring loaded design and heavy duty locking bar deters theft, while the innovative compression pin and hook device eliminates spinning during transport. The 2TR, 3TR and 4TR models come with a spool line holder that alleviates the headaches of tangled trimmer line. Optional tool rack can be attached to all three models.

Jungle Jim’s has been providing quality lawn products since 1993. We offer products such as Jungle Wheels, Jungle Jack and a variety of trimmer racks and blower holders. Our line of products allows for customization of your trailer according to company size and needs. Whether you are just starting out or have been in business for years, Jungle Jim’s can help ensure your equipment is secure, organized and ready to help you get the job done. Our team is in constant pursuit of creating and providing more innovative lawn care accessory products for the consumer. For more information, visit junglejimsap.com.

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SHOWroom Land Pride Rotary Cutter RCFM4014

Good Vibrations Trimmer Strap

Land Pride introduces the new unit RCFM4014 3-Spindle, Rigid Deck Rotary Cutter to add to the line of Land Pride Rotary Cutters.

This new cutter features a 14' cutting width and is built Land Pride-tough for use in situations from cotton and row-crop shredding to pasture clearing. The new RCFM4014 is equipped with a 3" cutting capacity, 1¾" output shaft, tip speed of 15,000 FPM and gearbox ratings of 210/250 HP for the outboard boxes and t-box.

Call 785-823-3276; visit www.landpride.com.

The new Stretch Strong-Arm utilizes a patented Bungee-Pro System and shoulder pad to absorb the weight of a typical gas-powered trimmer.

The shoulder pad is contoured for soft cushioned comfort, while the Bungee-Pro System absorbs the weight of the trimmer and relieves body tension. Included is the Quick Connect shaft loop for quick attachment to all trimmers. The Stretch Strong-Arm is also compatible with leaf blowers.

Call 920-684-9310; visit gvpower.com.

The Power Dog Ambush Kuhns Power Equipment, LLC introduces the new Power Dog “Ambush” weed and brush mower. The Ambush come fully equipped with a hydro-transaxle, 26" cut instant forward and reverse, variable speed possibilities and elf aligning mechanical clutch twist grip handlebars. Operator safety switch, double sided blade and a full rear discharge are also included. Engine options include Honda or Briggs.

Call 574-862-4592; visit powerdogequipment.com.

Case Alpha Series Loader Case Construction Equipment introduces the new Tier 4 Final TR310 Alpha Series compact truck loader. The TR310 features wider tracks, greater width, lower ground pressure and a 19.5 gal. fuel tank. The series also includes a cooled exhaust gas circulation engine and dozer-style undercarriage that ensures stability on uneven terrain.

The machine is equipped with 74 HP, increased hydraulic flow and a radial-lift arm design for digging and pushing applications. The engine, filters and fill points are all located at the rear of the machine for quick and easy access. The TR310 offers an electro-hydraulic setup menu that features nine optimal preset speed and control settings.

Call 262-636-6011; visit www.casece.com.

Kohler eChoke Kohler introduces new, patent pending eChoke technology. Kohler’s eChoke technology is now available on both the air-cooled, V-twin 7000 Series (20-26 HP) and Confidant (19-25 HP) engines. With this new equipment, there is no need for any manual adjustments to prime the engine or need for a specific throttle location. The new patent-pending eChoke technology is Kohler’s most advanced starting system that is program controlled, with multiple sensors throughout the engine, providing a reliable firsttime startup in any condition.

Call 800-544-2444; visit kohlerengines.com.

JCB Compact Excavator

One model from the new range, excavator line-up is the 86C-1 conventional tail swing excavator. The other two machines are the 67C-1 conventional tail swing model and the 85Z-1 zero-tail swing excavator. Among the key features of all the new CTS and ZTS models are—10% lower fuel consumption, 30º tilting cab for excellent service access, 500 hr. greasing intervals, 6% more spacious cab, 11% extra visibility and 100% steel bodywork for excellent durability. The 3 compact POWER EQUIPMENT TRADE

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SHOWroom excavators are powered by all-new JCB by Kohler diesel engines, and features a sturdy swing bracket design with widely spaced bearings. The digging equipment has individual hydraulic piping for easy maintenance and hose replacement. Twin auxiliary circuits will be available, and operators will be able to program individual hydraulic flow settings for attachments.

Call 912-447-2000; visit www.jcb.com.

Worx 56V MaxLithium 2.0 Trimmer Worx introduces the new 56V MaxLithium Trimmer.

The trimmer comes equipped with detachable wheels, enabling easy storage for the user. The 56V trimmer weighs only 8.8 lbs, a cutting swath of 13" and features a pivoting head that allows the shaft to pivot from 0 to 90º. The trimmer performs like a gas trimmer, although it is 20% lighter than most gas models. Worx also ensured a smoother transition from trimming to edging by incorporating a button on the trimmer easily removing the power head assembly of the trimmer so that it can rotate into place for in-line wheeled edging. A thicker professional line is incorporated into the design to prevent wear and ensure durability when coming into contact with concrete or asphalt.

Call 866-354-9679; visit www.worx.com.

Stens True Blue Stens Corp. is the exclusive distributor of True Blue products.

The True Blue line includes belts and starter rope that are built for strength and durability. True Blue belts contain the high strength of DuPont Kevlar cords double-wrapped in Kevlar, ensuring the universal belts are long lasting and virtually bullet proof. The Stens True Blue start rope comes equipped with increased abrasion resistance from the rope’s coating, 30% longer life, flexible and is available in 100’ and 200’ spools of solid braid rope.

Call 800-457-7444; visit www.stens.com.

Honda Trimmers For homeowner and commercial trimming needs, the HHT25SLTA Honda string trimmer provides ample power and torque. Equipped with a standard loop handle, this lightweight trimmer is especially easy to use. The HHT35SLTA is the ulti30

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visit hondapowerequipment.com.

mate hand-held solution for heavy-duty trimming and brush removal. Designed to handle commercial applications, strong low-end torque characteristics allow many jobs to be performed at partial throttle-increasing fuel efficiency. Both models also come equipped with solid trigger design for durability. Both models feature Honda’s Quick Start system for easy starting and run on regular gasoline.

Call 770-497-6400;

Efco DS 2400 H Hedge Clipper Efco introduces the new DS 2400 H Hedge Trimmer that has been designed to focus on clipping versatility. The clipper is equipped with double reciprocating dual sides blades that can be locked into any positon in a 180º radius of the main shaft. The efco DS 2400 H features a steel drive shaft with a seven spline connection from the power head to the blade gear head. Comes standard with a 30" extension shaft for extra high trimming and pruning. The clipper is powered by the new efco 2400 series engine.

Call 800-800-4420; visit www.efcopower.com.

Briggs & Stratton P3000 Generator Briggs & Stratton’s PowerSmart Series P3000 inverter generator provides a quiet, lightweight, and fuel-efficient portable generator for outdoor enthusiasts. The 2,000W generator features computer-controlled technology that continuously and automatically adjusts engine speed, so as power needs drop, so does the engine speed, further reducing noise, fuel consumption and emissions. The P3000 enables users to connect two P3000 units together for nearly double the power, USB charging ports, LCD display to show watt usage and luggage style transportation system for easy maneuvering and storage.

Call 800-444-7774; visit www.briggsandstratton.com.

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SHOWroom DeWalt DCBL790M1 Blower

Toro Collect Z Mowers

DeWalt introduces the new DCBL790M1 battery powered blower. The blower comes standard with a 40V max 4.0 AH pack that is protected by the blow molded foot which provides durable protection for heavy use. The DCBL790M1 also comes equipped with a comfort grip handle, full variable trigger and speed control lever to eliminate having to hold trigger during use. The tube curvature of the blower creates rotational control and reduces user’s arm fatigue. The brushless motor provides more runtime and extended durability.

Call 800-433-9258; visit www.dewalt.com.

The Toro Co. has expanded its zero-turn mower lineup with 8000 Series Direct Collect Z mowers.

Toro’s 8000 Series mowers feature a high-capacity hopper with a powerful blower. These new models also have a rear-discharge design, a large-diameter blower, patented adjustable flow control baffles, 76 gal. hopper and a fill reduction system.

Responsive, easy-to-use to maneuver in tight spots and corners, ground speeds of up to 7MPH and a 7.5 gal. fuel tank.

Toro’s 8000 Series Direct Collect Z mowers are available with durable 42" or 48" cutting decks that are 4⅝" deep. The height-of-cut can be adjusted from 1.0" to 4.0" in .25" increments. Models are equipped with either a 20.5 HP Kohler Command Pro or 23 HP Kohler Command Pro EFI engine.

The 8000 Series offers a number of optional accessories, including a light kit, powered dump, snow blade or snow blower, mulch kit, dump tubs and suspension seat.

Call 866-336-5205; visit www.toro.com.

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The “crystal ball” OEM panel convened during the Dealer Summit Breakfast on the second day of the show. Panelists— including John Crowson, Scag Power Equipment; John Marchionda, Husqvarna; Bev DeVriedt, Power Equipment Distribution; and Harold Redman, Briggs & Stratton—fielded dealer submitted questions on topics such as the effect of internet sales, big box stores, E15 and premixed fuel.

Some of the liveliest discussion came in response to questions regarding internet sales and marketing. “The most dramatic change I’ve seen in my years in the industry has been the impact of the internet,” Crowson said. “Our research suggests that during the shopping experience the average customer visits the internet 5-6 times to get facts, through manufacturers’ websites and social media. We spent $50,000 on a webpage 18 years ago, and it was the single best investment we’ve made during my tenure with Scag. And today, for $500 you could get a web page that far surpasses what $50,000 bought us then.”

Many expressed concern about online aftermarket parts sales hurting dealers and squeezing margins for everybody involved. “There is no solution to that,” Marchianda said. “You cannot restrict trade by law. If any of you have a solution come see me.”

“We try to communicate the importance of buying parts from the dealer,” DeVriedt said. “I think residential people have bought into that, but I don’t know that commercial people will. A high percentage will buy online.”

On a related note, one question pointed out that Amazon has in effect become the equivalent of an online big box store, but that traditional brick-and-mortar stores still represent competition for independent dealers. All the panelists were united in expressing the importance of the dealer network to manufacturers. “We live and die by the independent dealer,” Crowson said. “We don’t sell through big box retailers. We are a niche player not capable of being everything to everyone kind of a company. It is a very competitive industry, with over 50 companies making zero-turn mowers, so we recognize that we need people who know how to sell the difference between our product and all those other brands, and that takes the indepenPET dent dealer…that’s the approach that works for us.”

David Abbott and Dan Shell contributed to this article.

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13 ➤ from you?” They suggested looking to automobile dealers as standard for posted labor rates. Whatever they charge, outdoor power equipment dealers should charge $10-15 less.

Customers who are used to paying for quality won’t complain as long as they get quality. It is better to be known as the dealer with prices that are a little high but is the place to go for those who want the job done right and on time. “Never apologize for pricing. Remember the value giving them in service.”

Preferred customers pricing is a way to reward and build loyal customers. If customers ask a dealer if he can match a lower price on, for example, a Husqvarna at Lowes, the response should always be a firm no, according to Clements’ team. Instead, salespeople should focus on quality of service and preferred customer pricing on labor rates and parts. They also advised dealers to charge additional rates for the use of expensive specialty tools, such as computers for diagnostics.

In the parts department, Clements’ team advised hiring a part-time parts support person, preferably a woman—women are generally better organized than men, they argued—with young kids in school so that they only want to make a little extra working a few hours a day. With that, one primary parts person should be able to handle most inventories.

They also suggested raising fill rates on parts in stock— given that most things can now be ordered and delivered next day on Amazon, to not have the part in stock is often to lose the customer. Even though it is impossible to have in stock everything every customer needs all the time, dealers should consider that if they receive three separate demands for any part in a three-month time span, that is a part they should be stocking. Further, parts departments should aim to reduce allocated time per transaction from an estimated industry average of nine minutes to four. That five minutes per transaction reduces wait time for customers further down the line. If the line is too long for them to wait, that’s a lost sale.

Another recommended strategy: velocity pricing. This means identifying a few common, price-sensitive items, the prices for which customers will know, and charging below the MSRP. This creates the perception of value and gives the customer a chance for apples-to-apples comparison with the competition. To make up the difference, raise prices on slower-moving items about which customers will be less knowledgeable.

Some other nuggets and highlights from the seminars: ● “If you’re doing something in your business that isn’t making you money, either fix it so it does or stop doing it.” ● We don’t want satisfied customers, we want loyal customers. ● A dealer said that his biggest concern with employees was that they are all just here for a paycheck. So I asked him…what are you here for? ● It is a great time to be in the industry. There are fewer dealers today, down from 39,000 to now 13,000. That’s a good thing. There is less competition, and the dealers left are better dealers. ● Make your dealership work for you instead of you working for it. Owners sometimes still think of themselves like an employee—the most overworked, underpaid employee. Start thinking like an owner. ● Your business is your 401k plan. It’s your retirement.

Grow it in such a way that you can sell it for more than the value of the parts in your inventory…so that it would look attractive to a buyer. ● They already like your brand; you have to sell them on why they should do business with you. You become the product people buy. Ask yourself, am I a good product?

Easy access to current advertisers! www.poweret.com/adindex.html Don’t forget to bookmark this link!

This issue of Power Equipment Trade is brought to you in part by the following companies, which will gladly supply additional information about their products.

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DEALERtodealer

DALE STOTTS

New Video Overlooks Big Industry Negatives

With a shortage of younger techs, why are we not being honest during the recruitment process?

I

know this article will probably upset several readers but in my defense, I want to talk frankly about the shortage of new, younger service technicians in this industry. I’m not saying there aren’t prosperous dealerships.

This is not my intent. But instead, I want to clear the smoke curtain several have placed in front of these younger possible technicians.

Future technicians need to be told the whole truth and nothing but the truth when seeing if this is the career for them. This industry faces a severe shortage of younger technicians and there is no need to gloss over several of the downsides with this industry. As the saying goes, “The truth will set you free.” Thus the reason for this article.

I recently read about EETC releasing a “Student Career Recruitment Video” this year. In this video several areas are covered, but there is one phrase I truly have issue with. Now before I give you this phrase let me first say, I have supported the work being done by EETC. This industry needs more educated, younger technicians.

So what is my problem? I’ve been in this industry for 50 plus years and I have seen few changes being made to help the technician, much less dealership owners.

Once again, I’ve put myself in the position to be chastised by EETC and all the industry ivory towers about my negative attitude about this industry we are involved in. This isn’t the first time, and I’m sure it is not going to be the last. In my own defense, let’s take a look how the majority of dealership owners and their service techs are viewing this industry.

I realize I’m from where some would say “The Stone Age” of this industry. At 38

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the same time, none of those who will criticize me can deny what I remember is wrong: In the 1960s, until around the 1980s, dealers were not faced with shrinking markets because of manufacturers going to box stores. When this happened servicing box sold units was placed on the shoulders of current warranty service centers. Next dealers started hearing, “If you want to survive in this industry you need to diversify.”

Future technicians need to be told the whole truth and nothing but the truth when seeing if this is the career for them.

Welcome to doing the warranty service work for box stores: Start selling other wares than just lawn and garden power equipment. As time has progressed, dealers continue to see shrinking profits while competing with the boxes that are not playing by the same rules.

Financial institutions are not interested in financing younger adults who would like to enter this “rewarding industry.” Why? Simply put: no lawn and garden power equipment dealership has anything to offer to be financed.

Yes, a dealership may have a great location, owns the property and building, has inventory and a profitable business, but this is not enough. Again, why? Because no current product lines being sold and serviced in the dealership are guaranteed to be transferred to the new ownership. As a dealership owner we only have a “Dealer Agreement” between a manufacturer and us.

This is not a binding contract, only an agreement which is all to the manufacturer’s advantage. So why would any financial institution want to enter into a financial time bomb as this?

Let’s say we have a teenager who likes to work with their hands and minds.

We explain it will take a certain period of time training before they can actually go to an employer and ask for a chance to go to work. Now this individual will start at the bottom rung of pay scale, and will be required to purchase several hundreds of dollars of hand tools. Even more challenging, in most regions, is they work in a seasonal industry. Meaning a strong probability this rising service tech may face being out of work for up to three months a year.

So now I’m labeled Mr. Negative again but am I wrong? Yes, this has been an interesting industry to be associated with. It has been challenging and frustrating. And yes, I have made a living at working in this industry, but and it is a very big but, by starting out when the industry was young and being very careful my overhead is held to a minimum. I’m now faced with wanting to retire in the next few years, like many of my fellow dealers I have nothing to sell except the building, land, tools, and inventory; all of which a money lender is not interested in. As this happens a majority of dealers, like myself, are left with closing their doors, taking pennies on the dollar for inventory and hoping to one day lease or sell their building and land.

I see no value in trying to entice young people into an industry with very little future for growth. The manufacturers all know without local service their products have no value. They need these younger folks. Sadly, I don’t see manufacturers doing anything to improve the working conditions for the younger folks, much less the current dealer or his service organization.

Again, my opinion, but from where I’ve been and the future I see, I don’t think I’m blowing smoke to hide the real truth PET in this matter.

Dale Stotts owns and operates Stotts Engine Service, Monett, MO 65708; fax: 417/235-1156; or email: djstotts@sbcglobal.net. The views of Dale Stotts do not necessarily represent those of Hatton-Brown Publishers, Inc.

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