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POWERlines

A Hatton-Brown Publication www.poweret.com

JESSICA JOHNSON

Now Hear This

T

he off-season. Everyone’s got one. For me, it’s that weird time in February when college football isn’t being played and it’s still too cold to really enjoy being outside in the afternoons. But in that dull time of winter-spring, I clean out closets, go on work trips and try to maintain my house—prepare it for the busy summer months and chaos of the holiday season. That’s the off-season in the Johnson house.

For most in the power equipment industry, the off-season is happening right now. Grass is basically stagnant and commercial cutters aren’t too busy. Perhaps, as one editorial I read recently out of Longview, Wash. has suggested, this “off-season” is one of the most important. Living landscapes must be maintained year round. I’ll trump them one better though, not only will lawn maintenance pay off come spring, but so will a little business development.

Since it’s (probably) a little slow around your dealerships, indulge me. Read through this issue—take note of the nuggets of real business advice that can be found from our GIE+EXPO review and columnist Sam Stearns’ GIE+EXPO takeaways. Flip back to PETcetera and find an interesting piece from the Wall Street Journal looking at survey results relating to success (or lack thereof) using different approaches to social media.

However, one of the most important things to help maintain your business, and grow in this off-season, I’ve always thought, is to reflect. After all, isn’t that what New Year’s is about? Out with the old and in with the new. In that spirit, I took a look back at Power Equipment Trade’s 2016. After I finished patting Dan Shell and I on the back for another bang-up job, I saw a theme. Each of our dealer profile owner/managers was confident, sure, but they each knew exactly who they were as dealers and what they wanted for their businesses.

For example, Greg Moen, co-owner of Moen Machinery in Gresham, Ore. says, “Early on we said we were going to pick the best brands and stick with them. We didn’t want to be one of those dealers constantly shuffling brands. We wanted to maintain consistency in what we’re selling.” Perhaps during your off-season, you’ll take the time to reevaluate whether your product lines are working for you or not.

Or if you have confidence in your product lineup, maybe it’s your employees you need to think about. As White Oak Equip.’s Suffolk Branch Manager Dorsey Ficklin says, “When a customer walks in we have the confidence, we have the know-how; we will find a solution for the problem they have.” Can you identify employee(s) in your dealership who can help every customer with any problem they might have?

And finally, possibly most important, are you making certain you are taking care of every person who walks through your door, including yourself? “My motto has always been to take care of people and the rest will take care of itself,” Mike Nadeau, owner of Mike’s & Sons, Fort Kent, Me., says. “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 PET not staying focused.”

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

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

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

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Volume 65

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Number 6

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DECEMBER 2016

Our 717th Consecutive Issue

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Founded in 1952

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

FEATUREstories

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HUBBARDS MAKES A MARK

Hardware Store Coupled With Dealership

TRIMMERS & ACCESSORIES 2017 Latest Products, Technology, Accessories

MADE IN AMERICA

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Briggs & Stratton’s Alabama Factory

GIE+EXPO 2016 REVIEW

News You Can Use From Louisville

VALUEadded Power Suppliers __________________________ 6 Dealer Voices____________________________ 27 Service Shop Management ________________ 32 Showroom ______________________________ 34 2016 Editorial index ______________________ 38 Distributor Library ________________________ 40 PowerWorks ____________________________ 44 PETcetera/Ad Index ______________________ 45 Dealer To Dealer _________________________ 46

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COVERphoto Thanks to a well-articulated consolidation plan, Hubbards Hardware is stronger than ever, beginning on Page 10.

(Cover by Shelley Smith; Dan Shell photo)

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 Husqvarna Releases Survey Results Husqvarna has announced the results of its Green Spaces Survey conducted in August 2016. According to the survey the majority of U.S. consumers believe individuals and companies should be using more sustainable lawn and tree care methods, such as battery-powered power equipment.

The report surveyed 1,579 U.S. consumers to gauge their investment in outdoor green spaces, their power equipment preferences and their opinions of commercial landscaping companies that use eco-friendly technology. More than half of consumers who have a lawn (65%) stated they would choose a landscaper who uses eco-friendly power equipment over one who doesn’t, while an overwhelming number of consumers (72%) say they would support companies that use eco-friendly power equipment over those that don’t.

The survey further reveals that consumers are increasingly interested in power equipment that is quieter and more efficient. More than half of survey respondents (57%) would pay more for a landscaper who uses quieter equipment, and majority (78%) believe public parks should use eco-friendly power equipment for maintenance.

Other important results from the Green Spaces Survey include more than half (56%) of respondents visit a public park once a week or more; while a vast majority (75%) of respondents spend three or more hours in the outdoors, including parks and their own backyards.

Survey respondents overwhelmingly (71%) believe companies that choose eco-friendly power equipment should receive tax benefits; and the majority (70%) of consumers believe there should be tax benefits for people who purchase eco-friendly power equipment.

EETC Releases 4-Stroke Certification Guide

The Equipment & Engine Training Council (EETC) has released a new 4-Stroke Study Guide that assists technicians in preparing for EETC’s Technician Certification test.The new study guide is great for teaching the fundamentals and basics in the classroom and as a tool for preparing for the EETC 4-Stroke Engine Certification Test. Compiled by there EETC’s 4-Stroke Education Committee, the guide features 160+ pages of 6

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detailed content, 90+ illustrated images and 85 self-test questions. To find out more, contact EETC, 888-406-1810; fax: 803-250-3632; email: eetc@eetc.org; visit eetc.org

Propane Mower Program Returns

The Propane Education & Research Council (PERC) has reopened online applications for the Propane Mower Incentive Program.

With the Propane Mower Incentive Program, landscape contractors, facilities managers, municipal fleet directors — and even homeowners — can apply for incentives of $1,000 for the purchase of a new propane mower, or $500 to convert an existing machine with a qualified conversion kit.

Throughout the life of the program, more than 4,000 gasoline mowers have been swapped out of fleets in favor of propane across 43 states. Applications for more than 600 mower purchases and conversions were received during the last iteration of the program, which ran from October 2015 to April 2016.

For equipment dealers, the Propane Mower Incentive Program also offers an easy way to introduce the topic of propane to customers looking to replace equipment at the end of the season.

Dealers interested in offering incentive program materials to customers or in learning more about selling propane equipment can visit propane.com/commercial-landscape/propane-equipment-dealers.

UEDA Announces Online Flat-Rate Guide

During GIE+EXPO, officials with the United Equipment Dealers Assn.

(UEDA) announced a new, interactive version of the popular OPE Flat Rate Guide (OPE FRG), which is currently available on CD. The new, online version of the OPE FRG will provide dealers with more accurate and continuously updated information.

“This is the only industry resource that factors actual dealer times into the flat rate calculation used to determine job pricing,” says Kim Rominger, UEDA Executive Vice President/CEO. According to Rominger, the new online OPE FRG benefits dealers and their service operations in three major ways: more accurate estimating since the data comes directly from dealers and better

reflects real-life repair times; improved customer relations because dealers are able to provide timely, consistent and accurate estimates; and better shop productivity since dealers can gauge the performance of their mechanics more accurately.

Longtime dealer BMS supplier Charter Software is working with UEDA to develop the online FRG technology platform. Anne Salemo, President/CEO of Charter, says she’s excited about a technology tool that’s managed by a dealer association for dealers. “Our goal is to get as many dealers as possible to subscribe to the OPE Flat Rate Guide,” Salemo emphasizes, noting that the web portal and interface available through the UEDA allows any business system to integrate with the OPE Flat Rate Guides.

The OPE FRG web site is mobile-capable, with an open platform that works with many different BMS. UEDA is working with other dealer associations to develop member- and non-member pricing. Meanwhile, dealers can pilot test the new OPE FRG now at unitedopefrg.com, with the full roll-out of the new OPE FRG scheduled for January 2017.

Stihl Invests $40M In Saw Chain Production Officials with The Stihl Group recently announced an extension to the company’s Bronschhofen chain production facility in the Swiss Canton of St. Gallen that will add 107,000 sq. ft. of extra space for production and engineering. The approximately $41 million (U.S.) investment will eventually create 50 new jobs at the Bronschhofen plant.

Crary Announces New President

Crary Industries, Inc., located in West Fargo, ND, a wholly owned subsidiary of Echo Inc., announced the promotion of Dan Birrenkott to the position of President. For the past nine years, Birrenkott has served as the Vice President of Finance for Crary Industries and has been a key member of its leadership team.

“He brings great ideas in overcoming challenging business conditions and has a clear vision for the future of the company,” states Tim Dorsey, President of Echo Inc. Crary Industries manufactures a variety of agricultural equipment including combine harvester attachments, subsurface tiling equipment, the Lockwood

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POWERsuppliers brand of potato equipment and the Echo Bear Cat line of power equipment.

Stens Announces Give Back Scholarship

To support a 2017 year long theme of “Give Back,” Stens will offer a spring 2017 educational scholarship to one or more recipients associated with the power equipment industry. For each Franzen SA6 chainsaw chain sharpener that was purchased in October 2016, Stens contributed $250 towards the scholarship fund, with an additional $100 contributed toward the scholarship fund for every Franzen SA6 purchased between November 1, 2016 and March 1, 2017.

The Stens Give Back Scholarship(s) will be awarded to a Stens dealership employee or dealership employee’s child who is pursuing post-high school education or training for the 2017-2018 school year. The maximum scholarship awarded to one recipient is $1,000, with multiple scholarships likely to be granted. The actual scholarship amount awarded to each individual will be based on the number of Franzen chain sharpeners sold October 1, 2016 through March 1, 2017 and the number of scholarship applications received. A scholarship pool of several thousand dollars is expected.

The scholarship application form will be available on stens.com by January 1, 2017, with applications accepted through April 1, 2017. Scholarship recipient selection will be made by no later than May 1, 2017.

Grasshopper Wins Achievement Award

The Grasshopper Co., based in Moundridge, Kan., was recently recognized for achievements in export growth and overall excellence by the Wichita Business Journal (WBJ). The awards were presented at a “Manufacturing, Wholesale and Distribution Awards” luncheon hosted by the WBJ to honor manufacturers and distributors for their contributions to the local, regional and global economies.

Case, Others Train Disaster Responders

Case Construction Equip., Folcomer Equip. and Groff Tractor provided equipment and product/training support to veteran-led disaster response organization

Wright Mfg. Names Distributor of the Year Wright Mfg. recently recognized Smith Distributing Company as its 2016 Distributor of the Year. Established in 1983, Smith distributes Wright commercial mowers to independent landscape equipment dealers in Oklahoma, Kansas and Texas.

Hal White, Wright Vice President of Sales, presented the award to President Glenn Smith and General Manager Kandis Caldwell. Wright is Smith’s exclusive mower line, and White noted that this is the second time the Oklahoma City firm has been named Wright’s Distributor of the Year since taking on the line in 2003. White lauded Caldwell, a longtime member of the Smith Distributing team who was promoted to general manager about 18 months ago. He credited her leader- From left, Wright Vice President of Sales Hal ship with providing the impetus for White presents the 2016 Distributor of the Year to Smith Distributing General Manager the distributorship to win the award. award Kandis Caldwell and President Glenn Smith.

White said, “Kandis has built a very good management team that has grown the business significantly in a very short period of time.”

Team Rubicon for use in training 10 new participants in its heavy equipment program. The training included course work and then practical operation laying riprap for erosion control and spreading topsoil to encourage growth of the natural habitat for wildlife at the Blackwater National Wildlife Refuge (NWR) in Cambridge, Md. Team Rubicon is training its members in the safe use and maintenance of heavy equipment for its disaster response operations. Folcomer Equip. provided a SR240 skid steer and Groff Tractor supplied a CX75C SR excavator to the effort. The partnership between Case, Team Rubicon and the National Wildlife Refuge Assn. dates back to November 2015 when the three organizations began working together to complete training and project work.

Other refuge training projects have been completed in Texas, California and Washington, with additional training taking place at sites throughout the country. Eventually, the U.S. Fish and Wildlife Service hopes that about 100 Team Rubicon members will be available to refuges for heavy equipment work and hundreds more available as volunteers for service projects across the country.

To learn more about Team Rubicon, visit TeamRubiconUSA.org. To donate to Team Rubicon in support of its disaster response efforts, visit Case.TeamRubiconusa.org.

German Prime Minister Congratulates Stihl

The Prime Minister of the federal state of Baden-Württemberg, Germany, Winfried Kretschmann, congratulated Stihl on the company’s 90th anniversary at a gala evening at the Theaterhaus in Stuttgart on September 28.

“90 years of Stihl—that’s a good reason not only for the company to celebrate, but also for the state of Baden-Württemberg. Because although Stihl is active all over the world, it has always remained true to its home region of Baden-Württemberg,” said Kretschmann.

“In 1926, Andreas Stihl opened an engineering office under his own name in Stuttgart, where he designed and produced the first transportable chain saw.

That was the start of a great success story. So for me, one thing is clear: The grandfathers of all garage and startup companies come from the Stuttgart region—and not from Silicon Valley!”

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POWERsuppliers Company founder Andreas Stihl exported the chain saws he had developed himself to North America, Russia and other European countries as early as the 1930s.

Morbark Appoints David Herr CEO

Morbark, manufacturer of Boxer Equip., has announced the appointment of David Herr as Chief Executive Officer. In addition to being an active member of the current Morbark Board, he brings extensive knowledge from experience with both products and services companies. He replaces Dan Ruskin, who resigned due to health issues.

Herr is an accomplished industry executive with more than 30 years of relevant experience in operations, supply chain management and executive management, including heavy-duty truck manufacturing. He earned a B.A. in Business Administration from St. Francis College in Fort Wayne, Ind. and M.B.A. from Northern Kentucky University. He will be relocating from Ft. Wayne, Ind., to Winn, Mich.

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TurfMutt Launches Educational Contest Thanks to an amazing rescue dog named Lucky, a.k.a. TurfMutt, a lucky teacher will win a trip to the National Science Teachers Association (NSTA) annual conference, an elementary school will win a $10,000 grant, and thousands of children in grades K-5 will learn science and how to take care of the environment.

To win the “Be a Backyard Superhero” contest, students in grades K-5 submit essays on how they are helping TurfMutt and his band of superheroes, the Outdoor Powers, combat the environmental villains (Carbon Creep, Dust Demon, Dr. Runoff and Heat Freak).

Entries are due January 23, 2017, and contest entry deadlines and rules are available at TurfMutt.com.

Says Kris Kiser, President and CEO of the Outdoor Power Equipment Institute (OPEI) and Lucky’s rescuer, “The $10,000 grant gives the winning school enough money to do a significant project—like install an outdoor classroom, a teaching garden or another environ-

mental education project of their choosing.”

Selecting winning schools based on the strength of the student entries, the TurfMutt program has awarded $35,000 to schools nationwide since 2010. This year, a teacher at the winning student’s school will also be awarded a trip to the 2017 NSTA conference.

ARI Acquires Auction123

Officials with ARI Network Services, Inc. recently announced the company has acquired Auction123, Inc., a provider of software and services to help dealers in selected vertical markets manage and feed inventory information to online marketplaces to drive more sales and leads. Auction123 serves several vertical markets including automotive, power sports, recreational vehicles and marine. Terms of the transaction were not disclosed. Auction123 will maintain its headquarters in Weston, Fla.

Visit www.poweret.com

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Consolidation Helps Build Business Hubbards independent home center looking at its best power equipment sales year ever in 2016.

BY DAN SHELL MEDFORD, Ore. xtending more than a century of business relationships with southern Oregon and northern California consumers, Hubbards Hardware &

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Home Center in the past three years has concentrated its considerable lawn and garden and related power equipment sales and service capacity in one location, following 10+ years of key acquisitions and expansion.

The company traces its roots to 1884, when founder F. Hubbard—considered a key figure in the development of modern commerce in what was then wild pioneer country in southern Oregon—established a farming supply store in Medford before it was even incorporated.

Acquired by the Seus (pronounced “Sice”) family in 1988 and operated by the four Seus brothers Paul, Mark, Bob

and Dan, Hubbards is now going stronger than ever as an independent home center with more than $10 million in annual sales. The business operates out of a 50,000 sq. ft. location on a major Medford thoroughfare that includes 7,500 sq. ft. of lawn and garden sales and service space. Paul and Mark work in the power equipment side of the business, while Bob and Dan handle other areas.

The business is a member of the Doit-Best hardware network and offers extensive products in its hardware and home furnishings and accessories departments—and also operates a full service lumber yard on site.

Hubbards Hardware & Home Center encompasses 50,000 sq. ft. under roof, including 7,500 sq. ft. for the power equipment department.

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“We were an Ace Hardware store for years, and we’ve been with Do-it-Best four years now and have a great relationship,” Paul Seus says, adding that he doesn’t see how large independent operations similar to Hubbards can survive without the buying strength such an affiliation can provide.

Under the Seuses’ leadership, Hubbards was selling hardware and a few mowers from the initial downtown location back in 1988, then five years later moved to a location on the south side of town that allowed expansion, with the power equipment operation getting its own building.

“Opening up the location in south Medford really gave us a chance to expand and sell a lot more mowers,” Seus says. “That part of the business really evolved, and we were comfortable with it.” Past lines carried include Toro, LawnBoy, Ariens, Echo and Homelite.

The company operated the south Medford store for 20 years until 2013. Meanwhile, in 2009 Hubbards had bought a closed retail facility at its current location and also added a power equipment department there as well. “We were still operating the south Medford store and decided we were competing with ourselves, so we moved everything to this location

Paul, left, and Mark Seus, two of four brothers who own and operate Hubbards in Medford

in 2013,” Seus recounts.

Hubbards picked up the Honda line in 1999 and Husqvarna in 2001. “Those lines really helped things take off for us and those have become our two staple lines,” Seus says.

The dealership also carries Tanaka, Billy Goat and DR Johnson lines, plus the Oregon 40V handheld line. Exmark mowers were recently added as a commercial option. “We have guys come by here all the time wanting us to take on

their products, but we think our mix right now really works for us,” Seus says.

Markets This year, Hubbards’ power equipment department is looking at its best sales year ever, and for sure the best year since the downturn of ’08-’09, Seus says. “Everything took a hit initially during the downturn and things have gradually come back, but we’ve seen a big increase

While Husqvarna and Honda are major offerings, Hubbards does a good job of marketing its own “Hubbards” brand of customer service.

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in this department this year,” Seuss exclaims, adding that Hubbards will also do more than $1 million in Honda products this year for the first time.

In addition to the improving market conditions, Seus says the dealership’s longevity is key to its success. “We’ve been here a long time and have a strong reputation in the market,” Seus says, adding that the store does plenty of business with Californians seeing how Medford is only 25 miles from the state line. (Oregon not having a sales tax doesn’t hurt either!)

Seus says that landscaper customers, who account for 20% of sales, are also doing well and have bounced back from the downturn. “When the economy went bad for those years, a lot of the smaller contractors went away while it seems more of the larger companies made it through,” he adds. “And now they are buying new equipment and upgrading older machines.”

Hubbards’ power equipment department has 10 employees.

Operations The lawn and garden operation accounts for 10 of Hubbards’ overall 40 employees. This includes five service techs, three parts counter employees and Paul and Mark, who handle floor sales.

The technicians include one saw specialist, three who handle most consumer handheld and wheeled products, and one who handles larger and commercial equipment. Commercial customers are given service priority.

The service department’s labor rate is $80/hr. “We check it ever year,” Seus says of the rate.

“We don’t want to be the highest in the market, but we’re not worried about being the lowest either.”

Seus notes that two years ago Hubbards went from $74 to the current $80/hr. labor rate fairly uneventfully. “A few people complained but some always will,” he says.

The service department includes an innovative “Repair Status” feature on Hubbards’ web site where customers can look up the status of their machines by order or customer number. “My nephew did that 12

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Work orders pile up in mid-summer.

for us,” Seus says. “We did it as a convenience for the customer, but it’s really more convenient for us because it’s eliminated a lot of those calls you get checking on equipment since now the customer can see the time frame for their service job.”

The overall “Repair Shop” section of the web site includes a listing of all major brands serviced, plus a helpful “Equipment Help and FAQ” page that gives customers tips on dealing with ethanol and fuel-related issues as well as dealing with common service issues and easy do-it-yourself maintenance tips such as “My chain saw will start but it has no power and/or it will not rev up. What is the problem?” or “Why does my blower die after 5 or 10 minutes?”

Seus is really happy with the service techs. “We’ve got a good crew now and they get the machines out,” he says, but there are times when turnaround time rises above three weeks. Like many dealers, he struggles with seasonality, and while the off-season isn’t as dead as it was when they first started in the business, Seus says, there’s still not quite enough year-round work right now to justify adding another technician.

Much of Hubbards’ marketing program is in conjunction with Do-it-Best. A big chunk of that is in the form of newspaper inserts.

“We’ve done a little bit of TV over the years, and very little radio,” Seus says. “We’ve tried a lot of different things over the years and this seems to work best for us.”

What’s also working for Hubbards is the company’s web site, www.hubbardshardware.com, that offers customers everything from power equipment to lumber to custom cabinetry. One employee handles the web site and internet sales, and the online sales effort has grown.

“Five years ago we did no internet sales, and now we’re shipping product all over the country,” Seus says. “It’s amazing.

Some guy in his office in New York, for example, sees our web site, likes a product and and decides to buy it from us instead of going down the street to a local PET store.”

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2017trimmerbrushcutterpreview (Material supplied by Rotary)

Rotary Offers Wide Selection Trimmer Line, Parts, Accessories

Trimmer Accessory Offerings l Vortex, diamond, quad tex and premium quad trimmer line l Commercial grade trimmer line l High wheel and pre-cut trimmer line l Available in loops, donuts and bulk spools l All types of trimmer heads l Replacement spools, housing and cam assembly l Air and fuel filters l Throttle cables and controls

The 2017 catalog is free! l Over

9,500 parts, tools and accessories pages with parts descriptions, photos and illustrations, plus cross reference lookup. l 1,625

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Rotary 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 2017 Quick-Cross CD features the new catalog with a quick reference for OEM to Rotary and aftermarket to Rotary parts. Customers can easily locate specific products such as blades, belts or tires with an easy keyword search.

Backed by an exclusive parts warranty that ensures quality and performance, Rotary is recognized as the world’s leading aftermarket supplier for a wide range of power equipment parts for lawn mowers, trimmers, brushcutters, blowers, chain saws, pressure washers, snow blowers, garden tillers and more!

For more information, call 800/8413989; visit rotarycorp.com.

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2017trimmerbrushcutterpreview (Material supplied by Ahlborn Equipment)

Ahlborn Equipment’s Forester Brush Cutter Blades Since 1961, Ahlborn Equipment has sold professional grade chain saw, trimmer and lawn and garden accessories, plus safety and protective gear, to dedicated dealers nationally.

“We’re a family company, now in our second generation,” says Tracey Ahlborn, owner, “and we use our experience and industry knowledge to design tools that serve our customers’ many needs.”

Ahlborn is especially proud of their new Forester 9” carbide-tipped, chain saw tooth brush cutter blade.

“We developed this blade to handle the tough stuff,” says Ahlborn, “We started with our very popular chain saw tooth blade, then beefed it up with carbide tipping to stay sharper longer and provide superior cutting, especially in dirty conditions.”

Building on the popular chain saw tooth blade, the carbide blade stays sharper longer and delivers excellent cutting, especially in dirty conditions—and it’s easily sharpened by hand.

Available soon, the new Forester blade will give a powerful new performer to anyone from road crews clearing brush to farmers clearing out hedgerows to tree farmers harvesting Christmas trees.

“It can handle plenty.

That’s for certain,” says Ahlborn. “We saw the need for a blade that really holds up and is easy to sharpen by hand. We put our 55 years of expertise to good use in developing this blade, and we’ve field-tested it extensively,” adds Ahlborn.

“We know the professionals who use our equipment—they want true performance at a good price,” he says. “I’m happy to say that our new Forester carbide-tipped chain saw tooth blade delivers both.”

For more information, call 800/472-7600; visit ahlbornequipment.com

Now in its second-generation, the family-owned Ahlborn Equipment specializes in selling professional grade outdoor-trade cutting and safety equipment to dealers nationwide.

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2017trimmerbrushcutterpreview (Material supplied by Honda)

Honda Power Equipment VersAttach Multi-Purpose System Honda Power Equipment enters the split shaft trimmer market with the introduction of the Honda VersAttach multipurpose system. Featuring two powerhead options and six different attachments, the VersAttach system combines the power and reliability of legendary Honda 4-stroke engines with a robust lineup of tools to fit a wide range of lawn and garden needs.

The Honda VersAttach system offers two powerhead models, the UMC425, powered by a Honda GX25 Mini 4-stroke engine, and the UMC435, powered by a GX35 Mini 4-stroke engine. The innovative design of the Honda Mini 4-stroke engine provides for full, 360° operation, allowing the VersAttach to be used—and stored—upright, sideways or even upside down, and eliminates the need to mix fuel and oil, saving the operator valuable time, money and frustration of trying to get the right fuel/oil mixture. Each model can be paired with an optional interchangeable edger, line trimmer, blower, hedge trimmer, pruner and cultivator that fit quickly and securely into the attachment shaft by way of Honda’s SureLoc joint locking system, saving time and effort for the user.

SureLoc System The VersAttach system includes a number of technologically advanced design innovations, including the SureLoc joint locking system. This two-position joint mechanism operates with a click and a twist, allowing the user to easily connect and disconnect attachments with no tools required. The SureLoc feature, incorporating a durable high modulus resin key, is wear resistant, offers intuitive assembly and instant, secure engagement of attachments. In addition, the anti-vibration system includes two rubber-mount shaft inserts between the shaft and clutch and the handle assembly, providing comfortable use, especially for long periods of operation.

For more information, visit powerequipment.honda.com.

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2017trimmerbrushcutterpreview (Material supplied by Makita)

Makita 4-Stroke Engine Hedge Trimmer Lineup Makita has expanded its line of 4-stroke engine power equipment with the release of three hedge trimmers that offer commercial-duty performance and lower emissions, with no fuel mixing required.

More Features, Faster Trimming Each Makita MM4 4-stroke engine hedge trimmer is loaded with features for faster trimming: 20" 25.4cc MM4 Articulating Hedge Trimmer (EN4950H): Features an articulating gear case with 13 angle settings for efficient trimming of overhead and low-lying hedges 24" 25.4cc MM4 Double-Sided Hedge Trimmer (EN5950SH): The 24" double-sided blade has high blade speed (4,200 SPM) for efficient cutting 30" 25.4cc MM4 Single-Sided Hedge Trimmer (EN7350SH): Combines high blade speed (4,200 SPM) with an innovative scoop-shaped chip receiver for faster, easier clean-ups

Quicker Starts, Easy Maintenance Each Makita 4-stroke hedge trimmer features Makita’s mechanical automatic engine decompression for quicker, easier starts. The oil filling port and drain plug are easily accessible with oil level view window for convenient checking, and the dual stage air filter with large sealing areas is easily replaceable. The Makita 4-stroke engine has a multiposition lubrication system that enables these trimmers to be inclined to any angle for continuous operation.

Makita MM4 4-Stroke Engine Engine seizure due to improper fuel and oil mixing is one of the most common failures of 2-stroke engine power equipment. Makita has a better solution with MM4 4-stroke engine power equipment including backpack and handheld blowers, a mist blower, string trimmers, brush trimmers, hedge trimmers, edgers, telescoping pole pruners and couple-shafted products. For hardscape applications, Makita created the world’s first 4-stroke engine power cutter with the 14” EK7651H. These efficient 4-stroke engine solutions go beyond exceptional tool performance, as they require no fuel mixing so users require only one gas can for all of their power equipment. They’re engineered to run quieter, idle smoother, have lower emissions and give users quicker and easier starts.

For more information, visit makitatools.com.

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POWER EQUIPMENT TRADE

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2017trimmerbrushcutterpreview (Material supplied by Sunbelt Outdoor Products)

Trimmer Line Styles Reviewed By Sunbelt Trimmer line comes in several different styles each with its own advantages and target applications. In a review of

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the three common types of trimmer line used currently, you can better understand the variety of lines produced

today, and also help you assist customers in selecting the right type of line for their applications.

Round—Round trimmer line is a long-time standard and works best in situations where it is not necessary to cut through thick growth of grass and weeds. It is less likely to break during contact with concrete and other types of objects.

Square—Square line provides cutting edges that round line does not. This makes it better at producing an even cut and allows you to take on areas with heavy weed or grass growth. It is more prone to break if it comes in contact with concrete, fences, etc.

Twist—Twisted line adds strength and durability to traditional round line; it is commonly used by professionals, as it is rugged and less likely to break, and is also capable of handling thick, heavy weeds and grass.

Sunbelt Outdoor Products offers all three of these styles of trimmer line in a variety of diameters. We carry three of the top industry brands: Professional, Titanium and Rino Tuff line. With variety and selection, Sunbelt is ready to assist dealers in getting the right line for their customers, with fast shipping from a nationwide warehouse network. To add these and other great Sunbelt products to your business, call today to find out how to become a reseller.

For more information, call 800/4380660; visit sunbeltparts.com.

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2017trimmerbrushcutterpreview (Material supplied by VP Racing Fuels)

VP Racing Fuels One Stop Shop 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 54-gal. drum—and is now available in five blends: l VP-SEF 4-cycle unleaded fuel l VP-SEF 2-cycle 50:1 pre-mix fuel + oil l VP-SEF 2-cycle 40:1 pre-mix fuel + oil l VP-SEF 2-cycle multi-mix fuel + oil for 40:1 and 50:1 l VP-SEF Pro-Max 2-cycle 50:1 pre-mix fuel + 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: l VP SAE 30 weight engine oil for air-cooled 4-cycle engines. l VP full synthetic SAE 30 / 10W30 engine oil for all 4cycle small engine: air-cooled, liquid cooled or diesel l VP 2-cycle synthetic oil for small engines l VP bar and chain oil l 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.

For more information, visit VP-SEF.com.

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2017trimmerbrushcutterpreview (Material supplied by Husqvarna)

Husqvarna 500 Series Trimmers For Landscapers, By Landscapers The Husqvarna 500 series trimmer lineup offers versatile equipment for putting the finishing touches on any lawn or landscaping job. These commercial trimmers were designed with landscaper input to ensure they meet the demanding expectations of landscape and lawn care professionals. Each model combines professional-grade performance with the latest innovations, including heavy-duty construction to ensure durability and ergonomic designs to minimize fatigue during long periods of use. Trimmers in the lineup are also equipped with Husqvarna’s proprietary X-Torq engine, which reduces fuel consumption and emissions while providing the power professionals need to get the job done right.

Along with providing professional-grade performance, each model in the 500 series trimmer lineup is user-friendly thanks to Husqvarna’s Smart Start technology, which makes the engine start quickly and with minimal effort. This intuitive design is complemented by easy-to-access choke and purge controls as well as an auto-return stop switch that ensures the trimmers are always ready to start. In addition, the trimmers feature adjustable, ergonomic handles that make the products balanced and easy to use.

To minimize downtime, users can take advantage of the Tap ‘n Go trimmer head, which allows trimmer line to be fed automatically when users push the trimmer head into the ground. The trimmers also come equipped with commercial-grade air filters that reduce wear on the engine over the product’s lifespan.

Some of the latest additions to the 500 series trimmer lineup include: l The 522L trimmer, which is a simplified unit with a steel shaft. Featuring a solid drive shaft and tool-less access to the air filter, the 522L is a practical choice for light trimming. l The 525LK trimmer, which has a detachable shaft to offer

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landscapers a cost-effective and versatile option for completing many jobs with one tool and several attachments. With the appropriate attachments, the 525LK can serve as a leaf blower, brush cutter, pole saw, edger and hedge trimmer. The shaft was designed so the coupler can be turned without tools, allowing users to quickly and easily swap attachments while on the go. l For professionals who prefer gas-free power equipment, the 536LiLx battery-powered trimmer is an ideal choice. The trimmer’s long-lasting brushless motor provides professional-grade performance while also producing reduced noise, vibrations and emissions. The 536LiLX also comes equipped with a two-way rotation head that allows users to operate the product in a forwards or backwards direction depending on their preference.

For more information, call 704/921-6844 visit husqvarna.com/us.

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2017trimmerbrushcutterpreview (Material supplied by Stihl)

Pick Your Power With Stihl String Trimmers For more than 90 years, Stihl has been defining the future of handheld power equipment. We’ve applied this legacy of innovation to our line of string trimmers—allowing your customers even more options to “pick their power” in the extensive Stihl lineup of gasoline, electric or battery equipment.

Stihl Battery-Powered String Trimmers Advanced 36V Stihl lithium-ion battery technology provides low noise, zero-exhaust emissions, delivers savings on time and fuel and helps users trim their yards and carbon footprint. l No cord, no exhaust emissions, no gasoline smell l Instant startup—just pull the trigger l Less vibration and quieter equipment performance than the gasoline-powered counterpart Stihl FSA 90 R String Trimmer: The FSA 90 R trimmer combines the benefits of lithium-ion technology with the renowned power of Stihl. A quiet, battery-powered trimmer, the FSA 90 R is great for landscaping in noise-sensitive areas like school grounds, business districts or hospitals. If it’s ease of use you’re looking for, this is the trimmer you need—it’s lightweight, has a 15" cutting width, ergonomic loop handle, a slim profile for easy handling and transport, and starts instantly with a squeeze of the trigger. Additional benefits include the innovative control handle with Ecospeed “soft” stop trigger setting, which can extend the amount of work done on a single charge. The time for trimming fuel costs and exhaust emissions is now, and the FSA 90 R is the right tool for the job.

Stihl Gasoline-Powered String 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. l Exceptional power-to-weight ratio l Anti-vibration technology reduces operator fatigue l Simplified starting procedure allows users to get to work quickly Stihl FS 91 R String Trimmer: Fulfilling the demanding landscaper’s trimming needs, the Stihl FS 91 R string trimmer is the well-rounded choice for professionals. It features a low-emission engine and large fuel tank which provides 30% longer run times than the previous model.* With its rubberized loop handle, this straight shaft trimmer delivers a comfortable grip of product, the maneuverability needed to navigate obstacles and the power finish the job. The FS 91 R string trimmer also has a simplified three-step start procedure that saves users time and a superior air filter benefitting the user in the long run. *As compared to the Stihl FS 90 R string trimmer.

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Stihl FS 56 R C-E String Trimmer: The FS 56 R C-E string trimmer features a high performance, fuel-efficient engine that runs cleaner and smoother and provides about 5% more power than the FS 55 R. When it’s not squeezing every last ounce of performance from its upright fuel tank, this straight shaft string trimmer keeps the weeds at bay, thanks to its AutoCut cutting head. The FS 56 R C-E also features Easy2Start technology, making starting nearly effortless. And with its simple, reliable and convenient starting procedure with a momentary stop switch, which automatically returns to the start position, this trimmer is always at the ready to get to work. For comfort, performance and maneuverability, this trimmer hits the sweet spot.

For more information, call 800/467-8445; visit stihlusa.com.

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DEALERvoices

GIE+EXPO Highlights From A Dealer Who Went Many sources tout the benefits to attending GIE each year, here one dealer shoots straight—what can you see and hear around Louisville?

BY SAM STEARNS

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ith review of the 2016 GIE+ EXPO being a major part of this issue, I think this is a good time to hit a few highlights of the EXPO from a dealer’s perspective. I think it may be helpful if I fill you in on what I found to be beneficial.

But before I jump into that, I have to address a glaring omission from my last column. You may remember that I praised a few dealers who had been helpful to me in various ways, urging all of us to emulate their attitude by making ourselves available to offer a helping hand to others in our industry. I neglected to mention a resource that has long been an aid to me, and most likely will continue to be as long as I’m doing this. The Professional Power Equipment Technicians and Education Network (PPETEN) is a very helpful organization to anyone who repairs power equipment. I can’t tell you how many times I’ve gone to their technical discussion forum for help on a particular problem in my shop and gotten enlightening advice from top notch power equipment pros who moderate the forum.

If you’re a technician, or if you employ a technician, who could use some help on some of those head scratchers that show up in your service department, do yourself a big favor and register at PPETEN. com so you can take part in these helpful discussions.

Now let’s take a brief look at EXPO’s highlights!

I was able to take in a few talks from the inaugural UTV University. The first one I heard was from Jennifer Robison,

national retail specialist and visual merchandising coordinator from Tucker Rocky Distributing. Throughout her presentation, Robison didn’t sugar coat the fact that most dealers are terrible at merchandising our showrooms. She began with the premise that visual merchandising silently speaks to customers about what kind of business you are and built upon that with twelve tips for effectively arranging the merchandise in your store for maximum sales. The central themes of her message seemed to be one, keep displays fresh, clean, and relevant; two, clearly define product categories with the spacing you use to display them, and three, avoid randomness in your displays.

Another helpful tip: visit sporting goods retailers for good merchandising ideas. As a dealer who plans to have a showroom in the near future, I found this presentation beneficial.

Ty Bello, VP of Sales and Marketing at American Landmaster, was the next speaker. In his talk, “Following the UTV Profit Tree from Sales to Service,” Bello taught that each department in your dealership should understand where its best margins are and that it should have a plan to maximize its profits. Many in the room likely found his message to be as overwhelming as it was motivational (I certainly did!), but he made some points that are important to always keep in mind to keep from becoming discouraged. First, growth means change. Second, change is inevitable for success.

Third, awkward is the beginning of normal. I wrote these down because I know they’re principles that I’ll always need to keep at the front of my mind if my small dealership is going to be as successful as I want it to be.

Many of us had the opportunity to hear from power sports dealership consultant Mark Mooney. He preached the virtues of measuring and monitoring several different metrics in our dealerships, so that we can know for certain how much money we’re making (or NOT making) in different areas. He encour-

aged processes in each dealership that will maintain consistency in customer experience. There were two major themes from his talk that struck a chord with me. First, verify what you think you know. Owners and managers need to ensure that certain things are being done well, not just assume that they are being done. Second, it all starts at the top. This was directed specifically at owners. We set the tone for our dealerships. If our businesses are to be successful, it has to start with the effort, diligence and vigilance we ourselves exercise. Mooney ended his talk with a question that has been haunting me ever since he uttered it, and now I’ll haunt you with it: “Your business is a reflection of you. Do you like what you see?” As owners, the biggest challenge we face is the person in the mirror looking back at us.

I also spent a lot of time in the Dealer Resource Pavilion, getting helpful advice from the Bob Clements International team on: increasing sales through service and parts departments, hiring employees, optimizing websites, and whatever else I wanted to ask them about. If you’re a dealership that hasn’t worked with Bob Clements and his team, you need to seriously consider it.

He has given me a vision of what my dealership can be and because of that direction, I now have a better-defined path to walk to attain the success I’ve always wanted for my business.

I’m sure that reading through my brief summary of EXPO highlights won’t have the same effect as actually experiencing the EXPO for yourself. As excited as I am about what was communicated to me there, I don’t think I’m able to relay very much of that excitement here. The moral of this story is to go to the EXPO! If you’ve never taken the opportunity to attend, I can honestly tell you it’s a worthwhile investment of your time. PET 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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‘Craftsmanship’ Engine Line Boosts Vanguard Innovations Briggs Commercial Power focuses on commercial customer needs.

BY DAN SHELL AUBURN, Ala. roduction continues to ramp up at Briggs & Stratton’s innovative 810cc Vanguard engine assembly line that gives Briggs’ mower manufacturer customers the product

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flexibility, technical innovation, durability and performance to better meet commercial mower market needs.

Designed to further bolster the innovation and quality of the Commercial Power Vanguard 810cc engine line announced in 2013, the assembly line features an elite team of Briggs & Stratton Master Service Technicians (MSTs) who work closely together to build and test the engines that Briggs & Stratton officials say are the “ultimate ZTR engine.”

The Vanguard line traces its roots

The ‘craftsman’ engine line here is reaching Briggs’ goal of meeting customer needs.

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back 30 years with the Daihatsu Briggs & Stratton (DBS) joint venture between the two companies that produced the first Vanguard engines in 1987. The Vanguard Small Block and Large Block families continue to be produced at the DBS plant, while the Mid Block Vanguards are produced in the U.S.

Background Briggs & Stratton’s Auburn plant saw its first engine built in August 1995, and the facility was the first occupant of the Auburn Technology Park on South College Street south of town.

In the years since, the Auburn plant has evolved from focusing on consumer to commercial products and today is the only commercial plant among Briggs & Stratton’s U.S. manufacturing plants. In the late 1990s, the plant began producing the V-twin platform and continues to do so today, manufacturing the largest engines of any of the four Briggs & Stratton plants in the U.S. Concentrating on the V-twin, the Auburn plant produces more than half a million engines annually. Two of the largest volume customers, according to news reports, are Husqvarna and John Deere.

Russ Stone, Auburn plant manager since 2010, says the plant’s V-twin and commercial focus means that over the years, “This facility has become a showcase.” The Vanguard 810 lower volume “craftsman” assembly line is another example of the plant’s innovative manufacturing processes, he adds.

Briggs has hosted multiple events for dealers, distributors and commercial users to showcase the technology and innovation that drives the plant. “We’ve had several dealer conferences here,” Stone says. “We bring the guys through, let them talk to the MSTs on the line and the dealers always leave just blown away by what they see.”

The line is staffed primarily with Briggs & Stratton MSTs. “It’s not a traditional mass production process; essentially it’s like handcrafting an engine,” Stone says, noting that each work sta-

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tion covers more manufacturing steps and task times are longer.

Plant personnel began developing the new Vanguard assembly line back in 2012 when MSTs from within the plant were first identified to help head up the project. The group started work in January 2013 and the line produced the first engine samples that summer.

The technicians were involved in the line’s configuration from the beginning, helping with the design of work flow, tooling layout and assembly stations. Starting from scratch, “We had a great opportunity to build the line around the engine, instead of adapting the engine to an existing assembly line,” says Brian Strickland, Briggs & Stratton area manager who’s worked with the Auburn plant’s new Vanguard line since its inception.

Being able to start with a blank sheet on how to design the line also meant first asking customers what they wanted, Strickland says. Briggs officials knew the line would be lower production than most traditional assembly lines, but the benefit is boosting flexibility to meet changing customer demands.

“We can increase production if we need to,” Stone says, noting that currently the line is only running one shift. “But the main point was to do more custom work for what our customers need.”

‘Craftsmanship’ For the Vanguard line at Auburn, many of the die-cast blocks and other components come from the Briggs & Stratton plant in Statesboro, Ga. After final parts prepping and washing, the assembly line starts with a quality control department that samples components and ensures they are meeting product specs.

The work stations start with the engine blocks, and the MSTs are essentially building the engine from the inside out, starting with components inside the block. Each engine that starts on the line is given its own individual bar code.

At each work station, when a new engine arrives, the MSTs log the engine into the plant database, then the MST’s ID badge is scanned to show what employee handled the assembly functions.

Integrated control screens and direct current precision tightening tools at each work station show the MSTs the tasks required and also are integrated with tooling to monitor wrench torque and tightness, for example.

“Everything in the engine, all the

components, are all tied back to the database,” Strickland says. And at the end of the line, each engine is cranked and load-tested and tuned to operating specifications before being boxed and shipped.

The level of investment in tooling, technology and employee involvement has added up to a well-thoughtout concept, Stone believes.

“When you see the investment and the accountability, dealers know we can all truly stand behind the engine.”

In fact, Stone says, he’s had several dealers tell him that all Briggs Vanguard dealers need to visit to see the line in action and see the commitment to quality.

“From conception to execution, our primary goal is to build quality engines that will perform in the field and live up to the Vanguard name.”

Noting that the plant has an average of 12-15 years employee seniority, Stone says there’s a lot of pride in the plant overall and the new line. “The employees are proud to be part of American manufacturing, and the Vanguard line is a PET great example.”

Russ Stone left, and Brian Strickland

Quality, accountability are built-in to each unit.

Employees had input into line design, tooling and building the line around the engine.

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That’s A Wrap GIE+EXPO 2016 Shines Visitors, booth space both set records.

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veryone who is anyone in the lawn and garden industry apparently made their way to the Kentucky Expo Center, where the 2016 GIE+EXPO, held October 19-21, set a record for the biggest event ever. Actually, this is the third year in a row that sentence could be written as the event has set attendance and booth space records in each of the last two years as well.

This year GIE+EXPO buzzed with business indoors and out. The more than 22,600 dealers, distributors, landscapers, retailers and others from around the world who attended the event represented a 12% increase in registration over 2015. Thirty-three percent of dealer and 44% of lawn and landscape attendees were first-timers.

GIE+EXPO is sponsored by the Outdoor Power Equipment Institute (OPEI), Professional Grounds Management Society (PGMS), and the National Assn. of Landscape Professionals (NALP).

This year, the more than 900 exhibits

counting GIE+EXPO and the co-located Hardscape North America (HNA) trade show, set a record—and that included 230 new exhibitors.

On the show floor, the New Products Showcase sold out, with a record number of companies (76) spotlighting more than 100 products introduced within the past year. Overall, the indoor booths covered 676,000 sq. ft. thanks to an 80,000 sq. ft. expansion in exhibit space.

Dealers enjoyed Dealer Day events on GIE+EXPO’s opening day. Events ranged from technicians seminars sponsored by the Engine & Equipment Training Council, plus power sports seminars; once the show floor opened in the early afternoon, many exhibitors held dealer appreciation receptions and promotions.

One of the biggest each year is at the Stihl booth, where the company presented its Stihl $5,000 Giveaway check to winner Kurt Mechling of Performance Powersports in Seneca, SC. “We’re bigger than ever,” said OPEI President Kris Kiser during a GIE+ EXPO news conference. “We’ve had a good three-year run, and this year we sold out the South Hall and the demo area, so demand is big for this show.”

Kiser noted that the show sold more

Despite a half-day of rain, GIE+EXPO 2016 set booth and outdoor demo space records.

indoor space than ever, and is seeing more diversity among equipment exhibitors including more golf turf and UTV suppliers. The expanded product diversity this year was also boosted by expanded education opportunities for dealers and their technicians.

“We’re getting more exhibitors and more show visitors, and we’re in one of those where-you-need-to-be modes, which is great for GIE+EXPO,” Kiser said.

During the news conference Kiser mentioned two big issues facing the industry continue to be ethanol and drought/water management.

“Congress hasn’t fixed the ethanol problem—imagine that,” Kiser said. “It is a mess that won’t get fixed any time soon.”

He added that while ethanol interests are apparently subsidizing the expansion of pumps to handle blends higher than E10, the marine industry is pushing hard to establish ethanol-free retailing options.

“There might be a push in Congress to repeal or reform (ethanol mandates) during the lame duck session of Congress,” Kiser said, cautioning that every special interest out there is looking for something in that session as well.

“The oil and gas guys are taking the lead on repealing and reforming, but our position is more proactive in (ethanol) education,” Kiser added.

California’s response to drought and water management challenges is also an issue, Kiser said, along with the EPA’s “WaterSafe” program that doesn’t consider the overall benefits of greenscapes and managed lawns.

The state recently completed a multi-million dollar program of tax credits for homeowners who take out their lawns, Kiser said, before noting the program has been an expensive way to learn the value of greenscapes.

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“When you deaden the landscape you exacerbate heat problems, carbon footprint problems and loss of habitat,” Kiser said.

To show what was possible after many homeowners complained their grass-removed lots were “either mud or dust” depending on weather conditions, OPEI has worked to “reconvert” several lots that had undergone lawn removal.

“We wanted people to know that drought isn’t forever, so don’t make a forever mistake such as tearing your lawn out,” Kiser said. “We’re trying to do the right thing and show what you can do with things like modern irrigation systems and appropriate plantings,” he added.

A big feature for dealers at GIE+ EXPO are the business management seminars provided by Bob Clements International, a longtime dealership consultant whose lively and insightful presentations give dealers plenty of ideas to improve their businesses.

On the dual importance of having quality employees and avoiding bad ones, “You’d rather run short a person than have a bad employee who poisons your whole organization,” Clements said.

“You can’t put good employees around a bad employee and magically make that employee a ‘good’ one,” Clements said, adding that one bad employee will adversely affect all the good ones in an organization.

For those who have a bad apple employee but haven’t mustered the will to get rid of them, Clements urged dealers in the audience to make the move—the sooner the better. With the slower pace of business in the fall, “Now is the time to do some pruning and housecleaning,” he said.

Clements urged dealers to spend time, effort and money promoting their dealership as a local market brand—and not so much the product lines offered.

“The brands you sell are not ‘your’ brand,” Clements said. “Think about your brand, why people should do business with you, and promote that: The reason they should come to your store.”

Dealers should make their businesses feel like home. “People want to feel like they’re coming home when they enter a store,” he added.

During a session on selling more parts, Clements noted that the parts counter is the first point of contact for customers, and the place where most customer interaction occurs.

“You want to make the parts counter a messaging center for your dealership, and you want people to walk

Dealers enjoyed expanded educational opportunities on Dealer Day.

Jason Dorsey gave the Dealer Keynote on working with and marketing to millennials.

away saying ‘They have the parts I need at great prices.’”

Use the Wal-Mart model to create that impression, Clements said, by making sure you’re the lowest or highly competitive on basic parts most customers know the price of, while building higher margins into less price-sensitive parts.

Clements noted that if the service department is the backbone of a dealership, then parts sales are like blood moving through the dealership’s body, circulating profitably to the right places.

It’s not selling customers something they don’t need, but parts counter employees need to make suggestions to customers about how to improve product performance and durability, Clements said, adding that it’s important to “teach your people how to teach your customers to take better care of their equipment.”

Most parts people simply fill the order and don’t worry about upselling, but the owner or manager’s job is to train parts counter people to sell not only

what the customer wants, but also show them what they need to really boost performance and durability, he added.

Part of the job in sales, Clements said, is to teach customers, “give them the knowledge they need to buy more from you.” Find the customer’s equipment issue, plus any other factors related to it, show the customer and you’ll sell more parts.

Look closely at every job, find out all the issues and when you do, about half of your customers will say go ahead and replace the additional part or add to their initial service request, Clements said.

For dealers who have their technicians looking up parts, Clements said in a dealership with a $75/hr. labor rate having technicians look up their own parts costs more than $20,000 annually per tech. “You gotta rethink things,” Clements exclaimed, adding that dealers can find people to look up parts for that salary. Plus, he said, “Having technicians spending more time working PET means you’ll sell more parts.”

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Thank You For The Memories This article is to announce that after many years John Walker has decided to ‘take down his shingle.’

BY JOHN WALKER

I

t has been a great experience for almost four decades. It was 18 days before Christmas when I received that pink slip from my very last employer. I gave the situation some thought and three days later in a fine restaurant, a martini in hand, I presented an “idea” to my bride. Five minutes later she raised her glass and said: “You’ve always wanted to work for yourself and if we don’t do it now we may never do it!” I never looked back and was never sorry for the decision I made. I recognize that there were many people who both assisted and contributed to my success.

I decided rather quickly, following my firing, just what I wanted to do and whom I wanted to do it for. My early career was spent working with dealers in the farm, construction, industrial golf and turf industries, as well as the lift truck industry. I worked in these industries after my tour for Uncle Sam ended. I was aware and understood as to what the dealer’s opportunity was within the area of what was referred to as product support/aftermarket. I researched the area as best I could, found neither the competition not truly focusing on just the aftermarket; nor were the major suppliers (most) focused on consulting for the equipment dealer’s aftermarket.

It appeared to me to be an area that

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most manufacturers and their dealers were taking for granted. The few consultants that were attacking this particular market also had greatly expanded their focus and were attacking the dealer’s opportunity for the marketing of wholegoods.

It was Mike Nicholes, the man who knows more about parts inventory control and management than anybody out there has ever known, who got me started. He consistently shows his clients how to have the right part on the shelf, at the right time and, at the right price. He got me started in the heavy duty trucking industry and taught me all about the one topic which I believe helped me most to show equipment dealers the magic of 100% absorption rate.

said about absorption rate. Added profit covers a whole lot of sins and achieving 100% absorption rate is not all that difficult, but I assure you it takes a lot of work and commitment. Make your product support managers responsible.

Stop telling yourself your problems about increasing your overall service business are not your fault, especially when you have a list of customers who bought a “ton” of equipment from your dealership and are taking that equipment to either their own shop or the local “shade-tree” independent mechanic.

Stop believing that finding technicians is too hard to do, because if you continue thinking that way you will never change your mind and realize that it is hard to find technicians. One of my best friends

Added profit covers a whole lot of sins and achieving 100% absorption rate is not all that difficult, but I assure you it takes a lot of work and commitment.

Simply stated, establishing 100% absorption rate calls for the dealer to establish all of his departments into individual profit centers. It is a call for specific measurement easily identified as, one, sales transactions, two cost of sales transactions, and three, expense transaction. Therefore a profit center is a department(s) within a dealership that pays all of the expenses of this particular department and has a “bit” left over for the dealership. If the dealership’s parts manager, service manager and rental manager work together to achieve 100% AR and the “left over bit” of profit, pays the dealership’s fixed overhead and variable selling expense then the dealer will experience a highly profitable dealership.

As dealers the couple of items I’d like to leave you with are: Think about what I

is a highly successful equipment dealer.

He has over 300 technicians and is looking for another 30 before the year is out.

Funny thing is, I know he will find them because he does not sit around with the excuse that technicians are hard to find!

Think positive, stop being reactive and become pro-active!

Stop worrying about equipment “market share,” run a profitable dealership and the world will beat a path to your door. If you have to worry about the profit you gave up to sit at the president’s table on awards night in order to accept a glass globe, think about how unenjoyable that is and look elsewhere PET to support yourself and family.

John Walker is the former President of Aftermarket Services Consulting Co., and can be reached by phone, 803/548-6707.

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SHOWroom FEATUREproduct

Simplar Shredding Saw The Simplar Shredding Saw delivers both efficient shredding and saw cutting in one tool by combining saw teeth on three flat blade segments with added saw teeth on downward facing extrusions. Superior performance is achieved through 24 cutting teeth placed radially. The leading teeth are closer to the blade center than the trailing teeth and an additional nine cutting teeth are placed at angles on the downward side of the blade—putting a total of 33 cutting teeth into play with each rotation. The Shredding Saw easily cuts hardwood tree trunks up to 3" diameter, and the blade’s bright, segmented cutting edges visually blend into a bright circle letting the operator easily see where the blade is working. Contact 360-2255263; e-mail: bestbrushblades@yahoo.com.

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SHOWroom

INDUSTRIAL

www.powerequipmenttrade.com

Stihl RB 400 Pressure Washer The Stihl RB 400 Dirt Boss pressure washer delivers power with a 196 cc (6.5 HP) engine that can output 2,700 PSI of water pressure at 2.7 GPM. Featuring an easy start pump system, the RB 400 Dirt Boss comes standard with a detergent injector system, allowing detergents to be easily added to the washer for efficient cleaning.

Built to last with premium pump components, like brass manifold design with stainless steel valves and ceramic-coated pistons, the Dirt Boss also has premium engine features such as durable cast-iron liner and low oil shutdown feature helping to prevent engine failure.

Ten-inch pneumatic tires with rugged steel hubs are designed for frequent use, optimal mobility and portability.

Visit stihlusa.com.

Cat RP Series Portable Generators Caterpillar is expanding into the home and outdoor power category with the introduction of the Cat RP Series of portable generators. The RP Series is designed to provide reliable, convenient power for both professional contractors and retail consumers. The North American product launch includes four standard models, ranging from 3.6 to 7.5 kW as well as California-specific variations.

The RP Series generators feature a compact design—up to 4 in. shorter than comparable competitive models—and a low center of gravity to reduce tipping. Bundled wires are tucked away in the frame, ensuring wires won’t snag or pull loose when moving. Solid, never-flat wheels eliminate punctures on job sites. The generators also feature automatic shutdown when oil levels drop too low to protect the generator from damage.

To power multiple devices, the RP5500, RP6500 E and RP7500 E have multiple outlets, both 120V and 240V. Two models of the RP Series are available with a lithium ion battery-start option.

Visit cat.com/homeandoutdoorpower.

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SHOWroom

SNOW, ICE CONTROL

SHOP TOOLS

SnowEx UTV V-Plow

Handy Redesigned Lift Tables

Measuring a full 6' wide, SnowEx’s new professional-grade V-Plow for UTVs’ plow blade angles to 5' wide to fit most sidewalks and through gates. Two width settings cover optimal tire track width. Configuring the plow to straight blade position, V position and bucket blade scoop position allows for ideal customization when facing various snow management situations.

The UTV plow blade is constructed of high-strength, low-alloy steel components. It’s also reinforced with six vertical ribs for additional stability. And the 5" hardened steel cutting edge has built-in trip-edge protection, which will trip in any position without losing the snow load.

SnowEx UTV V-Plow accessories include wing extensions, shoe assemblies and deflector kits.

Visit snowexproducts.com.

Handy has redesigned two of its lift tables, the Standard 1200 Air Lift and the S.A.M. 1200 Air Lift.

The redesigned Standard and S.A.M. lifts have an automatic ratcheting safety mechanism with dual springs that create a positive lock as the lift is raised. The safety mechanism is easily flipped back to lower the lift, and automatically resets once the lift reaches the bottom. With the automatic reset, there is no more worrying about the operator having to remember to set the safety bar.

The Standard 1200 Air Lift features a tabletop work surface of 80"x24", a maximum height of 39" and a minimum height of 8". The S.A.M. 1200 Air Lift features an 84"x24" work surface with a maximum height of 39" and minimum height of 8". The S.A.M. also features the rear drop-out panel.

Visit handyindustries.com.

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SHOWroom

MOWERS Altoz TRX Tracked Mower

Sarlo Power Mowers BigMo 34

Altoz has announced a first of its kind mower for 2017—the industry’s first tracked zero-turn mower.

TRX provides firstof-its-kind patent-pending technology for commercial use on sloped, wet and rough terrain. Equipped with rear-mounted tracks and torsional suspension system, the TRX allows users to maintain places they simply can’t effectively or safely cut with a traditional zero-turn mower.

Thanks to its low ground pressure and high traction, the TRX reduces compaction and minimizes ground disturbance while maintaining superior traction.

TorqFlex front suspension and rear torsional track suspension provide a smooth ride by bridging uneven terrain and reducing operator fatigue. Additionally, TRX’s commercialgrade track and flat-free front tires eliminate potential tire damage.

The TRX will include the option of 61" or 66" finish cut or rough cut mower decks, Kohler Command Pro EFI 33 HP or Briggs & Stratton Vanguard EFI 37 HP engines. The TRX will ship to Altoz dealers early spring of 2017.

Visit altoz.com.

Sarlo Power Mowers, Inc. introduces the new BigMo 34 Hydro, a walk-behind mower with a 34" cutting deck, hydro transmission and the revolutionary, patented twin track deck. The twin track cutting system features an in-line spindle design built into an extremely compact platform.

The BigMo 34 Hydro is built to commercial-duty specifications with a powerful 10.5 HP engine and hydrostatic drive system, providing the ultimate blend of performance and convenience.

The BigMo 34 Hydro offers seven cutting positions with no-tools height adjustment, bearing-mounted, no-flat front swivel caster wheels, large turf tires in the rear, positive reverse and differential axle, electric clutch, commercial, greaseable blade spindles and a fabricated deck.

Visit sarlomower.com.

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2016 Editorial Index February

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. Page 10.

Powerlines Will You Take A Selfie?

Page 5.

Proactive Outlook Boosts Oregon Dealer’s Success Dealership in greater Portland market has rebounded from downturn, expanded sales and marketing effort.

Page 10.

Nowhere Else To Be: GIE+EXPO 2016 A complete preview of the show. Page 12.

New Kid On The Block Intimate interview with Bjoern Fischer. Page 14.

Expo Elite. Page 14.

PowerGuide 2016. Page 16.

April Powerlines ‘Give Us Your Thoughts’. Page 5.

2016 Survey Says: Dealers Looking Up Almost a decade after 2008, lawn and garden dealerships are finding better business prospects, though issues remain. Page 10.

Fuel Additives. Page 16.

Construction Dealer Goes Into Handhelds Four-location Virginia dealer grows into new lines and a new location.

Page 24.

Is Your Dealership Theft Proof?

Page 30.

June Powerlines Throwback Chain Saws. Page 3.

2016 Chain Saw Products. Page 10.

2016 Chain Saw Specification Charts. Page 13.

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Cowlitz Remains On Chain Saw Target Handheld equipment is the dealership’s equipment focus, but diversification into tractors has expanded business. Page 20.

Challenges Dealers Face Online In 2016. Page 28.

August Powerlines Avoidable Accidents. Page 3.

2017 Mower Preview. Page 9.

Mississippi Dealer Weathers Dry Spells Interstate expansion created a roadblock for I-55 Outdoor Power & Supply, Inc., but smart adjustments keep the business afloat. Page 20.

Propane Continues Upward Trend.

Page 26.

October Powerlines GIE+EXPO 2016 Dealer Value.

Page 3.

The Importance Of Living Landscapes. Page 30.

December Powerlines Now Hear This. Page 3.

Consolidation Helps Build Business.

Independent hardware store has great success as small engine dealership.

Page 10.

2017 Trimmer, Brushcutter Preview Page 13.

Craftsmanship Engine Line Boosts Vanguard Innovations. Page 28.

That’s A Wrap!

Review of GIE+EXPO’s Dealer Day, educational offerings, exhibitor news and new products. Page 30.

Thanks For The Memories Longtime PET contributor John Walker announces his retirement, bids farewell to readers. Page 32.

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POWERworks AR, LA, MS, OK, TX 4408

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PETcetera Survey: Social Media Falling Short?

Social media has evolved to become a highly valued channel for marketers, helping them engage with consumers, share content in real time, and promote their brands in inexpensive ways.

But while social media spending as a percent of total marketing budgets has grown by more than 200% over the last seven years, it is still falling short of marketers’ projections and faces many challenges, according to the latest CMO Survey, sponsored by the Fuqua School of Business at Duke University, the American Marketing Association and Deloitte.

Among the survey’s key findings: Social media spending as a percent of companies’ total marketing budgets increased from 3.5% of budgets in August 2009 to 11.7% in August 2016—a 234% jump. Five years ago, marketers projected that social media would make up 17.5% of budgets by 2016. What happened?

Unrealistic Expectations for Social “There are four reasons social is falling short of projections,” says Christine Moorman, T. Austin Finch Senior Professor of Business Administration at the Fuqua School of Business and director of the CMO Survey.

“First is the bandwagon effect. Marketers expected that social media would keep growing at its initial rapid rate, so they may have overstated future spending. Second, when marketers were thinking about their own spending, they forgot that their competitors might start spending at the same rate. As a result, the market may have become saturated, decreasing the effectiveness of spending, which in turn could dampen future spend. Third, actual spending on social may be continuing to grow at the rate marketers projected, but from someone else’s budget—IT or other areas of the company—not marketing.

And the fourth and most likely reason is that companies haven’t realized the ROI they anticipated from social media, dampening the desire to invest in the channel,” she says.

Hard to Show Impact of Social The survey found that nearly half of marketers (44.1%) say they have not been able to demonstrate the impact of social media on their business. Just over one-third (35.6%) say they have a good qualitative sense of the impact, but cannot quantify it. Only 20.3% of marketers say they have quantitatively proven the impact of social media on their business.

“It is really challenging for companies to show the impact of social media,” Moorman says. “If a company drops a coupon into the marketplace, it can track whether or not someone goes into a store and uses it. It is much more difficult to attribute an action—sharing a brand on social media, for instance—to sales.”

According to the survey, 50% of B2B product marketers said they haven’t been able to show the impact, compared with only 28.3% of B2C product companies. “Consumer companies are doubling down on social media, while B2B companies are just getting into the game,” Moorman says. “B2B companies have legacy sales forces, so it is harder for them to understand how to go to market with social and how their customers are using social channels like LinkedIn and Twitter. The best have started generating content their customers find valuable.”

More Integration Is Needed Consumer companies are also doing a better job integrating social into their overall marketing strategies, the survey found.

On a scale of 1 to 7 (where 1 means “not at all effectively” and 7 means “very effectively”), B2C product marketers had a mean score of 4.3 when asked how effectively they were inte-

grating social media into the firm’s marketing strategy. B2B product marketers had a mean score of 3.6.

“Despite the fact that companies are spending so much more on social, they are not integrating it more into their overall marketing strategies,” Moorman says. “It is a major missed opportunity.”

She says one reason B2C companies might be doing a better job than B2B companies at integrating social is that more B2C companies have brand managers who are responsible for this kind of integration. “One problem with B2B companies is they usually have their own sales forces with their own communications activities,” Moorman says. “B2C companies might have this kind of structure too—they might have a brand manager and a sales force that sells products to retailers. But the brand manager typically has control of all activity for the brand. At B2B companies, the sales force often has as much control as the brand manager over positioning the brand.”

Looking ahead, the survey found that social media spending as a percent of total marketing budgets is expected to increase from 11.7% this year to 22.2% in five years.

Source: The Wall Street Journal, CMO Today by Deloitte, deloitte.wsj.com/cmo/2016/11/15/cmo-survey-why-is-social-mediafalling-short/

PETevents JANUARY 26-28, 2017—Power Show Ohio, Ohio Expo Center, Columbus, Oh. Call 614-889-1309; visit omeda.org.

FEBRUARY 4-6, 2017—Outdoor Power Equip. Aftermarket Assn. annual meeting, Omni Amelia Island, Amelia Island, Fla. E-mail jhawes@opeaa.org; visit opeaa.org.

Listings are submitted months in advance. Always verify dates and locations with contacts prior to making plans to attend.

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DEALERtodealer

The Cost Of Doing Business DALE STOTTS

Each year the cost of doing business increases but there is one thing dealers continue to complain about—the cost of everyday freight and handling of replacement parts.

E

very year the cost of doing business rises, and for many, asking for changes in freight policies has never been a priority. So let’s take a moment to review what is happening, and then see if any of my suggestions would help in reduction of these expenses.

First, the familiar handling charges: These range from $9.95 to $15.95 or more with some companies. I’ve yet had the rationalization of these charges explained when it comes to sending only one to three small items in a package.

Many times the package is full of waste paper in a box ten times larger than the items in the box. Now when it comes to rationalization from the shipper they are just recovering the cost of the carton— the waste paper—the package sealing tape, and don’t forget the invoice and mailing label, plus the time it takes an individual to locate the needed parts and do all this work. So this is a bargain?

Second, and again, I’ve not been convinced these following charges are necessary as well, backordered parts. Just recently a fellow dealer and myself were discussing this. He had just received three boxes, one box each day after the other, via UPS. Freight charges cost were $15.95 per box. Now what the rub is: In the first box was a $0.80 washer, which was on backorder, plus the waste paper, invoice, etc. Not only was the individual charged the freight, but the standard $9.95 handling charge as well.

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gasket and then on the third day, a $1.50 bolt. All of these items were from previous backorders and all with the exact same freight and handling charges.

So for three small items with a cost of $3.30, the dealer paid an additional $77.70 with no rational way to recover these extravagant “cost of doing business” costs. When this dealer’s territory rep came in a few days later the dealer confronted him on these freight and handling costs; explaining all of the items could have been sent via the U.S. Postal Service, in much smaller containers and definitely less than the $15.95

Many manufacturers and distributors wonder why dealers are unhappy with current freight programs. This is just one fine example. They seemingly don’t care what extra expenses dealers incur and dealers have a very hard time of conveying these freight and handling charges to the consumer.

Cost of doing business is one thing.

We all have those hidden costs that we must recoup via labor and profit margins on parts and equipment. At the same time, it would be a nice gesture if more of these suppliers would take the high road.

Not charge these extravagant freight and handling charges to the dealer on backor-

At the same time, it would be a nice gesture if more of these suppliers would take the high road. Not charge these extravagant freight and handling charges to the dealer on backordered items. per package freight costs.

The rep’s reply, “Sorry but that is the company’s policy on shipping items to their dealers. They do not use the U.S. Postal Service to ship parts. They have a contract with UPS and thus the basic minimum charge on freight applies.”

Now many of you may be asking why didn’t the dealer cancel the backorders, or ask for all backorders to be shipped when the dealer had another larger order, or even place all the backorders together and send in just one package. Again, the answer is of course “not our policy.”

A few dealers, like myself, have requested no backordered items be shipped unless we are notified first. This also falls on deaf ears. So one day out of the blue, a package arrives with a backordered item. Most of the time the repair has been made and out the door, and the dealer is often stuck with an unwanted item. Even canceling the backordered item many times does not matter—the message never gets through, here comes the part with all of its handling and freight charges attached.

dered items. Especially the times when the dealer has no way of knowing when items are ordered if the supplier will backorder anything on the original order.

Isn’t it time these suppliers would take the initiative to help in lowering these freight costs? What is wrong with using the U.S. Postal Service when sending small and backordered items? Not all packages require the expensive $15.95 freight charges.

Shouldn’t there be a sliding scale on handling charges? Dealers understand a standard handling charge for general orders but when a small order could be handled in a bubble pack envelope with simple postage charges, why can’t this be done? What do you think? Wouldn’t this be a viable way to show some degree of interest on the supplier’s part to help in reduction of PET another cost of doing business?

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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