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Volume 65

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Number 3

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June 2016

Our 714th Consecutive Issue

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Founded in 1952

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

FEATUREstories

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2016 CHAIN SAW ANNUAL

Latest Products, Replacement Parts

2016 SAW SPEC CHARTS PET Breaks Down All Models

COWLITZ RIVER RIGGING Pro Saw Users Drive Sales

VALUEadded Power Suppliers __________________________ 6 Industry Voices __________________________ 28 Service Shop Management ________________ 30 Showroom ______________________________ 34 Distributor Library ________________________ 40 PETcetera/Ad Index ______________________ 45 Dealer To Dealer _________________________ 46

COVERphoto Washington’s Cowlitz River Rigging is far from your average “gritty” saw shop. The dealership’s profile begins on Page 20. (Cover photo by Dan Shell, chain courtesy of Oregon, design by Shelley Smith)

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 ■ Southern Loggin’ Times ■ Timber Processing ■ Panel World ■ Wood Bioenergy

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POWERlines

A Hatton-Brown Publication www.poweret.com

JESSICA JOHNSON

Throwback Chain Saws

n social media there is a popular trend called “Throwback Thursday.” On Thursdays, people “throw it back” and post things that are old. Often I post funny pictures of my kids from when they were teeny-tiny, or pictures of myself in the glorious early 1990s where my mother’s hair was bigger than my entire body and she favored shoulder pads with her suits. There’s a particularly awesome picture of her, my older sister and I in matching puffy painted watermelon shirts with our names on them that I love to post near my sister’s birthday. Usually this merits a few laughs from friends, or sharing stories of “I remember when this picture was taken…” from relatives. I would venture to say every single person reading this is going to know exactly what I mean when I say “The Glorious Nineties.” Ah, the time when the economy was booming, dealerships couldn’t stock enough wholegoods to meet with weekend demand and everyone wore high socks. Around the PET offices, The Glorious Nineties carries its own lore—manufacturers I’ve only read about and the infamous Chain Saw Tech Spec Charts. Well guys and gals, they are back. And back in a big, big way. Editorial Adviser Dan Shell and I were sitting in a meeting not too terribly long ago and the battle once again about the charts arose. Shell, never one to forget The Glorious Nineties—I think because of a current lack of hair compared to then but I digress—decided it was time we bring them back. I had no idea what I was in for. PET is constantly evolving and changing and staying on pace with the changing face of the marketplace. In order to do that, though, it was really time to “throw it back.” The seven pages of spec chart data was a labor of love I hope every dealer finds beneficial. We’ve had countless letters over the last few years that talk about how awesome they were, and how lacking our Chain Saw Annual has been in the recent past without them. Well, no more! Similar to the evolution of saws (and this industry) as they are today— just take a look at the Husqvarna throwback photo here to give you a clue—PET’s chain saw issue is coming on strong in 2016. In this year’s edition of the charts, which first debuted in 1991 and were last seen in 2004, we cover every model by every major dealer brand. We list each and every model, engine displacement, available bar lengths, powerhead weight and suggested retail price. Okay, maybe not a “big, big” way, but they are back. To jog some memories, I climbed into a dusty attic in the middle of May in Alabama to pull the original, first ever, spec chart. The first iteration of the charts had 180 saws featured from 15 manufacturers— including two Ariens Co. saws, talk about a throwback! Each listing included 12 pieces of information. To dip our toes back into the chart water, I didn’t want to tackle all 12 pieces of information. However, for next year perhaps we might expand the charts and I am definitely open to any, all suggestions as to what could make these the best they can be. That said, as with everything PET-related, humans made these charts with love: So if you find an error, don’t tell me! Just kidding. I’m always available to chat, just drop me an PET email or give me a call. I’d love to hear your throwback chain saw stories. Contact Jessica Johnson, ph: 334-834-1170; fax 334-834-4525; e-mail: jessica@hattonbrown.com

Co-Publisher/Adv. Sales Manager David H. Ramsey Co-Publisher/Executive Editor David (DK) Knight Chief Operating Officer Dianne C. Sullivan Publishing Office Street Address: 225 Hanrick Street Montgomery, AL 36104-3317 Mailing Address P.O. Box 2268 Montgomery, AL 36102-2268 Tel: (334) 834-1170 Fax: (334) 834-4525 Editor-in-Chief ■ Rich Donnell Managing Editor ■ Jessica Johnson Editorial Adviser ■ Dan Shell Senior Assoc. Editor ■ David Abbott Associate Editor ■ Jay Donnell Contributing Writers Dale Stotts, Greg German Art Director ■ Cindy Segrest Ad Prod. Coordinator ■ Patti Campbell Circulation Director ■ Rhonda Thomas Marketing/Media ■ Jordan Anderson Advertising Sales Southern U.S. Randy Reagor Tel: (904) 393-7968 Fax: (334) 834-4525 E-mail: randy@hattonbrown.com Midwest U.S., Eastern Canada John Simmons Tel: (905) 666-0258 Fax: (905) 666-0778 E-mail: jsimmons@idirect.com Western U.S. & Canada Susan Windham Tel: (334) 834-1170 Fax: (334) 834-4525 Email: windham.susan4@gmail.com Europe & Scandinavia Murray Brett Tel: +34 96 640 4165 Fax: +34 96 640 4022 Email: murray.brett@abasol.net Distributor Library Kathy Sternenberg Tel: (251) 928-4962 ksternenberg@bellsouth.net Classified Advertising Bridget DeVane Tel: (334) 699-7837 (800) 669-5613 bdevane7@hotmail.com Reprint Sales Patti Campbell Tel: (800) 669-5613 patti@hattonbrown.com

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POWERsuppliers Stihl Invests Big In Germany Stihl inaugurated its latest investments in Germany on March 4, 2016—an extension to the engineering center and a new production logistics building in Waiblingen-Neustadt. German Chancellor Dr. Angela Merkel said in a special video message for the inauguration ceremony, “By extending your engineering center you are sending out a strong signal. You want to continue being a leader in the competition for better products that keep what they promise.” The total investment for the new buildings, including the necessary infrastructure and equipment amounts to 90 million euros (more than $99 million). The family-owned business, which celebrates its 90th anniversary this year, shows once again its dedication to the founding company in Waiblingen. Stihl advisory and supervisory board chairman Dr. Nikolas Stihl said in his official welcoming address, “Today, we are celebrating an investment in consolidating our core competencies. Our ability to innovate and the quality of our products set us apart. In its 90-year history, Stihl has written engineering history over and over again. In the future we will continue to put our faith in the creativeness of our staff at our corporate headquarters.” The building provides space for more than 300 workplaces. With approximately 12,600 sq. meters of floor space it will accommodate equipment rooms, laboratories, electric test bays, workshops, offices and a new staff dining hall. The new production logistics building is located right next to assembly and production at Stihl Plant 2 and has a total floor area of about 15,000 sq. meters. At the heart of the facility are two automatic warehouses for containers and pallets. Supplies of material to product assembly will be highly automated by way of robotic systems, pallet handling and conveying technology as well as driverless transport systems.

New Yamaha Division Manager

The Yamaha Motor Corp. USA, based in Kennesaw, Ga., has appointed Jim McPherson to division manager of its power equipment division effective April 1. As division manager, McPherson will be responsible for the management of Yamaha’s power equipment team and implementation of the company’s strate6

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gic business development plan for North America, in addition to managing the industrial engine department. He succeeds Tory Sugimoto, who remains as assistant division manager, focusing on long-term strategic planning.

Charter4Charity Generates Donations

At February’s CNH Expo Show Charter Software’s Charter4Charity initiative generated $1347 for the Disaster Relief Fund. The Disaster Relief Fund works to assist employees of equipment dealerships who have been impacted by natural disasters. The Charter4Charity initiative was developed to turn trade show events into a positive experience for all of those in attendance. Charter4Charity was launched in October of 2015 as an effort to raise money for charity at every trade show Charter Software attends. Rather than giving away a television to attract visitors to the booth, Charter felt that the opportunity to join their cause to help people flourish would be more powerful. For every visitor to Charter’s booths at trade shows this year, they are giving $1. For every visitor that schedules a demonstration of Aspen software, they are giving $100. For more information, visit charter4charity.us.

Makita Named Soccer Partner

Makita has expanded its presence in the world of soccer as the official power tool and official partner of the 2016 Copa America Centenario. It is the latest in a growing number of Makita initiatives that engage the professional tool user through soccer, the fastest growing sport in the U.S. Makita joins Anheuser-Busch, CocaCola, Delta Air Lines, Nike, Samsung, Sprint, State Farm and Swiss watch brand TAG Heuer as tournament partners. Copa America is the oldest international continental competition and will feature some of the world’s best players from North, South and Central America and the Caribbean. The Copa America Centenario honors 100 years of the Copa America Tournament, with competition from June 3-26, 2016, in 10 markets across the U.S. Makita will deliver the excitement of Copa America Centenario to professional tool users and dealers across America

through online sweepstakes, in-store promotions and activation and more. On match days, fans can look for Makita-hosted game-day celebrations with local dealers and contractors, as well as onsite Makita tool demonstrations. Copa America Centenario is the latest in Makita’s expanding presence in soccer, which includes the official power tool sponsorship of Major League Soccer (MLS), and sponsorship of Mexican National Team (MNT) during its annual matches in the U.S. Copa America Centenario will open on Friday, June 3, when host the U.S. welcomes Colombia to Levi’s Stadium in Santa Clara, Calif. The inaugural match will kick-off at 9:30 p.m. ET. Copa America Centenario will be televised around the world, and on Univision and Fox family of networks in the U.S. For more information including competition schedule and detailed broadcast schedule, visit ca2016.com.

Stihl Receives Impact Award

The ninth-annual Old Dominion University Economics Club Impact Award, which recognizes outstanding practitioners of sound economic and financial policy, was accepted by Stihl Inc. President and member of the Executive Advisory Committee of Old Dominion’s Strome College of Business, Bjoern Fischer. During his acceptance speech, Fischer referenced the growth of the company in Hampton Roads, Va. He discussed the pivotal role that the company’s employees had in the company’s record-breaking sales growth over the past two decades. The Economic Impact Award, established in 2008, boasts a distinguished list of winners, including Sen. Paul Sarbanes (D-Md.), co-sponsor of the Sarbanes-Oxley Act of 2002; Elizabeth Duke, former governor of the Federal Reserve Board of Governors; former Va. Gov. Gerald Baliles, who is also a former director of the Miller Center at the University of Virginia; and the founders of Eastern Virginia Medical School. For information about the ODU Economics Club of Hampton Roads, visit odu.edu/business/center/econclub.

Morbark President Wins Award

The Michigan Manufacturers Assn. (MMA) has named Morbark, LLC, par-

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POWERsuppliers ent company of Boxer Equipment, President James W. Shoemaker Jr. the 2016 John G. Thodis Michigan Manufacturer of the Year Award recipient for large tier companies. Now in its 35th year, the award program recognizes manufacturers for their dedication to community service, issue advocacy and their role as a symbol of the positive work being done by the manufacturing industry. The large tier category award is presented to a company with 200 or more employees. “I’m deeply honored,” Shoemaker says. He joined Morbark in 2003 as Director of Operations before being promoted to Vice President of Operations, and then was appointed President in 2011. “Jim Shoemaker is a great example of what it means to be a Michigan manufacturer, and he has helped position Morbark, LLC, as a top manufacturer in the state,” Chuck Hadden, President and CEO of the MMA, says. “Every recipient of the Michigan Manufacturer of the Year Award carries on the memory of John G. Thodis, MMA’s longest-serving CEO. John believed that manufacturers were more than just innovators within their facilities; they are also leaders in their community. He would be proud to see Jim carrying on that great tradition.”

New Kawasaki Engine Dealer Sales Managers

The engine division of Kawasaki Motors Corp., U.S.A. announced the promotion of Bryant Huyser to a regional sales manager of the company’s dealer sales team. This group has also added two new dealer sales managers, Shawn Blatt and Mike Miller. Huyser has been with Kawasaki for nine years, holding various inventory and sales management positions. Most recently he was OEM sales manager based in the company’s Grand Rapids headquarters. He will continue at that location with overall dealer sales responsibility for the Central Region, which encompasses Alaska, Washington, Oregon, Illinois, Indiana, Michigan, Wisconsin, Minnesota, Iowa, Missouri, North Dakota, South Dakota, Nebraska, Wyoming, Colorado, Montana and Kansas, and parts of Nevada, Utah, Oklahoma, Ohio, Arkansas and Pennsylvania. Blatt has more than 20 years of balanced experience in the power equipment industry, having held positions as both a corporate territorial sales manager and as the owner/operator of a turf equipment

dealership and service center in the Kansas City, Mo. area. He will continue to be based in the region and will be responsible for dealer sales and development in northern Arkansas, Colorado, Kansas, Nebraska, western Missouri and eastern Okalahoma. Miller’s sales area will cover Oregon, Washington, Alaska, Idaho, Montana, Wyoming, Utah and Nevada, and he will remain based in Washington state. His prior background includes more than a decade of territorial sales in a variety of industries.

Stihl Names VP-Operations

Stihl Inc. recently announced Stephen Ballenger as the new Vice President of Operations in the U.S. Ballenger will be responsible for all production operations at the more than one million sq. ft. corporate headquarters in Virginia Beach, Va. where the company produces more than 275 models of handheld power equipment. His role will include directing manufacturing, engineering, materials and procurement, logistics, buildings, maintenance and quality assurance activities. Ballenger brings more than 30 years of engineering and manufacturing expertise and leadership experience to Stihl, most recently serving as president of Light Vehicles USA for Metalsa in Elizabethtown, Ky. Previous leadership experience includes positions at Carl Zeiss, Hella and a 15-year career with Bosch North America.

Subaru Launches Loyalty Program

Subaru Industrial Power Products has launched a new loyalty program to support and reward its dealer network. The loyalty program was first made available to customers Feb. 22, at The Rental Show in Atlanta, Ga. Dealers earn loyalty points for every Subaru engine sold. To receive points, dealers log in to the new dealer portal and register the serial number of the sold engine. The points are then redeemable for Subaru products, apparel or marketing materials through the new dealer portal. David Frank, Subaru Vice President-Sales and Marketing, says, “The new dealer portal not only lets our dealers track and redeem loyalty points, but it also provides them extremely useful resources, such as product information,

training and certification opportunities.” After creating a user profile on the dealer portal, dealers can enter, track and redeem points on the loyalty program page. The page features the product registration form for sold engines. It is easy to navigate to research engine prices and point values. Other tools on the portal include access to product information, such as updated service bulletins, operators’ manuals and warranty services. The dealer portal also features Subaru’s service school, which includes presentations, training videos and certification tests. The dealer portal gives dealers the convenience of ordering engines, equipment and parts from the online product store.

OPEI Appoints Ross Director Of Standards

The Outdoor Power Equipment Institute (OPEI) has appointed Michael Ross as Director of Standards. Ross will be involved with electrical product standards development with the American National Standards Institute (ANSI), the International Electrotechnical Commission (IEC), the International Organization for Standardization (ISO), and Underwriters Laboratories (UL). He also will communicate with key regulatory agencies, such as the Department of Energy, the Consumer Product Safety Commission (CPSC) and the Environmental Protection Agency (EPA) and monitor regulatory issues on behalf of OPEI. He will be staff executive for the Electric Products Committee. Ross has held numerous industry positions that made him an ideal candidate for the position at OPEI—among them, previously working as a regulatory engineer for handheld lawn and garden equipment for MTD Southwest, Inc.

EDA Launches New Web Sites

As part of its rebranding, the Equipment Dealers Association (EDA), formerly North American Equipment Dealers Association (NAEDA), recently launched two integrated web sites to service their members. EquipmentDealer.org (www.equipmentdealer.org) is the association’s information hub, providing information about the organization, membership opportunities and services provided by EDA. The second new site, news.equipmentdealer.org, is a digital extension from the

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POWERsuppliers association’s former print magazine, Equipment Dealer. It is the online source for association news, legislative and compliance information, manufacturer news and other general industry updates. “As we are monitoring areas of government relations, manufacturer relations and regulatory compliance, our members rely on timely information and updates,” states Rick Lawhun, President and CEO of EDA. “We are excited to launch a new online platform that provides dealers quick access to updates on these relevant topics from their computer, tablet or mobile device.” Lawhun says as an international organization, serving approximately 4,500 equipment dealers in U.S. and Canada, it is important for the EDA to be easily accessible to members, prospective members, regional associations, manufacturers and individuals. The goal is to provide these groups with the most up-

to-date information and to be able to share resources efficiently. The new sites also allow members and non-members to learn more about the association, and its history, mission, purpose, services and staff, he said.

Kioti Celebrates 30 Years

Since the first Kioti tractor was introduced in the U.S. in 1986, Kioti Tractor has aligned itself among the nation’s leading tractor brands. “The 30th anniversary marks Kioti’s unparalleled commitment to the advancement and growth of tractor technology, value and service,” Peter Dong Kyun Kim, President and CEO of Daedong-USA, Inc.- Kioti Tractor division, says. Built on 69 years of precise engineering by its parent company, Daedong Industrial Company, Ltd., and backed by an

OPEI’s TurfMutt Contest Winners Announced The Outdoor Power Equipment Institute’s Research and Education Foundation and Scholastic announced the winners of TurfMutt’s national “Be a Backyard Superhero” contest. Each of the grand prize winners will receive a $5,000 grant to improve the yards and green spaces at their respective schools. The K-2 grand prize winner is Ali Tomlinson of Playa Vista, Calif. and the grade 3-5 grand prize winner is Kashvi Ramani, of Ashburn, Va. Tomlinson attends Playa Vista Elementary school: Her entry was “Teamwork Makes The Dream Work,” a story about Kashvi Ramani, a fourth grade student at how TurfMutt and the outdoor powers Belmont Station Elementary School in Ashburn, Va., is pictured with Lucky, the rescue saved a neighborhood. Ramani attends dog who inspired the TurfMutt cartoon Belmont Station Elementary school: Racharacter. Ramani recently was named a mani’s entry was an original rap song, grand prize winner in the TurfMutt “Be a “Outdoor Saviors.” Backyard Superhero” contest with ScholasBoth check presentations were held tic and she wrote an original rap song, “Outdoor Saviors,” featuring TurfMutt and Wednesday, June 1, 2016. his pals, the Outdoor Powers. Her school The annual contest is part of the Turfreceived a $5,000 grant to improve its Mutt environmental stewardship and edu- green space from the OPEI Research and cation program where students in grades Education Foundation. K-5 learn how to take care of green spaces, TurfMutt and his friends, the Outdoor Powers, inspire the lesson plans, providing a fun and creative way to teach environmental and science lessons. The cartoon-ized TurfMutt character is based on a real-life rescue dog named Lucky. To enter the contest, students had to create an original picture using the TurfMutt character cutouts. Students wrote stories to accompany their artwork showing how they are Backyard Superheroes and how they are combating the environmental villains Carbon Creep, Dust Demon, Dr. Runoff, and Heat Freak while working to save living landscapes. Students in K-2 wrote stories between 25-50 words, and students in grades 3-5 wrote 100-150 word stories. 8

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expansive dealer network in North America, Kioti offers its customers a unique blend of South Korean product quality and craftsmanship and American ingenuity, service and tenacity with each tractor, UTV, attachment and implement sold. Following their introduction into the North American market, Daedong-USA, Inc. was formed and Kioti Tractor established their first headquarters in Wilson, N.C. in 1993. In 2004, with the continued growth and success of the company in mind, Kioti built a new North American headquarters on more than 13-acres of land in Wendell, N.C. Kioti product offerings now include more than six tractor series including the newly expanded CS and CK10 series, three Mechron UTVs and an array of implements and attachments.

Stihl Southwest Celebrates 50 Years

As Stihl Southwest celebrates 50 years in the industry, the company has chosen to commemorate each decade with its own special remembrance event. To help celebrate this anniversary, a special web site has been created, 50thssw.com, to share the history, recollection and photographs over the years. In the first decade, PET predecessor Chain Saw Age makes an appearance!

Kawasaki’s Engine HQ Gets Makeover

The Engines Division of Kawasaki Motors Corp., U.S.A. last year announced the pending consolidation of most of the division’s business components in a significantly renovated headquarters facility in Grand Rapids, Mich. The 200,000 sq. ft. project is expected to be completed later this year. The building’s new look will be a stateof-the-art research and development center, previously outsourced to Kawasaki Motors Manufacturing Corp., U.S.A., an engine production facility in Maryville, Mo. The combined R&D spaces within the renovated building will command a large portion of the project and keep Kawasaki’s engineering staff in close proximity to the sales team, with the goal of ultimately providing increased responsiveness to Kawasaki customers and driving innovation of new product. The new offices and cubicles were designed so that anticipated future expansion can be accomplished with minimal disruption.

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2016 CHAIN SAWproducts Cannon Bar Works Guide Bars

Cannon Bar Works Ltd. has been an industry leader in innovation and quality since 1955. Their objective has always been to provide professional arborists, loggers, carvers and competitors with the highest quality saw chain guide bars. Cannon Bars are individually made by skilled craftsmen to ensure all quality standards are met and exceeded to provide customers with “The Best Bar—Bar None!” All of the guide bars are built for the toughest conditions and are made in British Columbia, Canada, offering a full line of saw chain guide bars. They manufacture SuperBars for bucking and falling, SuperMini Bars for tree care and log home builders, Carving Bars, SawMiller double-ended bars for slab milling, .404" and ¾" harvester bars for mechanized log harvesting and processing, and many more. Cannon is looking to expand their dealership network across North America to satisfy the growing demand for high quality bars. They offer great margins and freight allowances. Cannon will be exhibiting at the GIE+ EXPO 2016 in Louisville, Ky., October 19-21, 2016 and hopes to see you there. For more information, visit cannonbar.com; call 888604-9990.

Efco Chain Saw Line Efco offers a variety of chain saws for small or big projects. The Efco chain saw engine boasts linear torque curve to ensure unrivaled performance, even during extended periods of heavy and continuous use. Majority of Efco chain saws include an air purge for easy starting and anti-vibration system for increased operator comfort, and also include a lateral chain tensioner that simplifies tensioning adjustments while avoiding any risk of contact with the chain. For the professional arborist and landscaper, the 132 S is a top handle chain saw that is compact, but provides excellent power-to-weight ratio. Users with small to medium properties, MT 3500 and MT 3750 are the perfect match. These versatile chain saws are great for trimming, light pruning and small to medium diameter cutting. For more demanding users and frequent firewood cutting, the MT 4100, MT 4400 and MT 5200 are the go to saws. Finally, the MT 6500 was built for the professional user and is great for felling medium to large size trees and firewood cutting. Efco supports all of its products with a 5-year consumer and 2-year professional warranty. For more information, visit efcopower.com. 10

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Husqvarna 136Li Chain Saw

Weighing only 10.8 lbs., the 136Li chain saw’s well-balanced, ergonomic design—coupled with the low-vibration and emission-free operation of the battery system—reduces strain on the user’s shoulders, arms and wrists even during extended periods of use. It’s operated by an interactive keypad that starts and stops the machine with the press of a single button to ensure users can instantly start their chain saw without any hassles. In addition, the 136Li chain saw is much quieter than a gas-powered chain saw, which facilitates a less disturbing atmosphere in residential areas where noise can be an issue. The 136Li chain saw is powered by the same battery used in each of Husqvarna’s battery-powered handheld machines, allowing users to switch the same battery powering their chain saw to a Husqvarna battery-powered trimmer or blower without missing a beat. For more information, visit husqvarna.com/us.

Makita 20" Professional Saw

The Makita 20" 61 cc professional chain saw (EA6100P53G) combines a high power-to-weight ratio with easier starts and less vibration. A primary point of difference is Makita’s exclusive easy start, a spring-assisted starter with optimized engine management for quicker starting with less force. In addition, the 61 cc engine delivers 4.6 HP with stratified air scavenging for lower emissions and improved fuel efficiency. Additional features include a heavy-duty air filter system for extended filter life and improved durability. For convenience and ease-of-use, the EA6100P53G has touch and stop single-lever operation engineered for immediate shut-off, an easy-to-clean chain compartment for efficient clearing of chips even when rip cutting, and an advanced vibration dampening system that is engineered to reduce vibration. It has magnesium housing for improved durability and less weight (only 13.2 lbs.), with a compact design and smooth rounded surfaces for easy cleaning and operation. For more information, visit makitatools.com.

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2016 CHAIN SAWproducts Oregon SpeedCut System

The SpeedCut System combines Oregon’s new .325" pitch narrow kerf saw chain and SpeedCut laminated guide bars. The new SpeedCut narrow kerf saw chain offers higher cutting efficiency and durability due to a redesigned cutter shape. Oregon’s precision grind technology ensures the SpeedCut saw chain is sharp and ready right out of the box, and it’s designed to cut 10% faster than Oregon’s top-performing narrow kerf .325" pitch saw chain. Available in 2016, the SpeedCut System can be purchased together in a guide bar and saw chain combo pack, and will be available in four lengths: 13", 15", 16" and 18". The SpeedCut guide bars and saw chain can also be purchased on their own. The guide bar family will be available in five lengths, from 13" up to 20" A narrow kerf icon on product packaging helps customers easily identify guide bar and saw chain compatibility. For more information, visit OregonProducts.com.

PMD International Saw Parts The Archer saw chain factory was formed as an Australian owned and directed organization (PMD International), using American engineering and machinery, based in China to produce high quality chain at a competitive price point. The company uses Japanese steel for reliable high-grade raw material. Demanding quality-control systems supported by modern test labs and a dedicated quality control staff ensures that the saw chain is of consistent high quality. Archer saw chain goes through continual and extensive field testing in Australia, the U.S. and Finland as the final link in the product quality commitment. Put it all together and the efforts have yielded an economically priced product whose performance compares favorably with the saw chain leaders. Archer has become a respected alternate brand on the worldwide saw chain market supplying distributors and OEMs in more than 50 countries. PMD has recently introduced a new design of Archer saw chain: the ⅜ low profile chisel chain. This chain is targeted to the pro arborist and cutters seeking a high performance low profile saw chain. A complete line of guide bars, saw chain accessories and chain saw spare parts make up the forestry division of PMD International. The newest accessory is the Fast-Filer—a hand held saw chain sharpener. Invented by a Tasmania, Australian dealer, this roller-based sharpener is easy to use and produces consistent angles and lengths of the saw tooth and depth gauges. For more information, visit pmdinternational.com.au; call 803-736-0758.

Rapco Industries Carbide Chain

Rapco’s carbide chain is ideal for challenging and difficult cutting applications. Engineered specifically for adverse cutting conditions, Rapco’s chain is designed to stay sharp—up to 25 times longer than standard chain. Use it for a wide variety of cutting applications, including fallen trees, stump removal, recycled plastic pilings, railroad ties and engineered wood products. Manufactured in nearly all pitches and gauges to fit most chain saws, the chain is available with three cutter styles and two types of carbide so that it can be customized to your specific cutting requirements. Where traditional chain doesn’t cut it—try Rapco. For more information, visit rapcoindustries.com.

Rotary Copperhead Saw Parts

Rotary has introduced over 30 new Copperhead chain saw bars and chain, plus a wide variety of parts and accessories for 2016. Thousands of chain saw items are featured, including a new assortment of chain parts, plain straps and presets, plus low profile, semi-chisel and skip tooth chain in cut loops or 25 ft. and 100 ft. rolls. Commercial grade saw bars for the most popular brands are included along with a complete line of chain saw filters, springs, carburetion kits, piston and cylinder assemblies, crankshafts, pole saw bars, repair tools, files and chain breakers. New spur sprockets and various bolts, links, fuel filters, starter parts, ignition coils and bar stud nuts are also listed. Engineered for quality, reliability and maximum performance, Rotary’s Copperhead saw bars and chain are featured in a special 105-page section of the company’s master catalog. For more information, visit rotarycorp.com. 32 POWER EQUIPMENT TRADE

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2016 Chain Saw Specification Charts NOTE: Information for PET’s Chain Saw Spec Charts has been furnished by appropriate manufacturers and suppliers. Due to metric-to-non-metric and non-metric-to-metric conversions, some measurements may not be exact. Also, weights were requested “dry, engine only,” but some may include cutting attachments. The “—” symbol indicates no reply; it does not necessarily mean the feature is not available. Manufacturers’ suggested retail prices are provided for most of the brands listed; however, some prices were withheld at the request of the manufacturer. These prices are designed to serve only as a general guide. Prices are shown as of May 31;

all specifications are subject to change. We made every effort to make this chart as complete and accurate as possible; however, those companies marked by a “**” notation did not return changes to us by press time. The specifications listed for them are the most accurate we had on file. Should manufacturers, suppliers, distributors or dealers spot any missteps, please notify Jessica Johnson, Managing Editor, Box 2268, Montgomery, AL 36102-2268/334-834-1170; fax: 334-834-4525; email: jessica@hattonbrown.com. Thanks. —The Editors POWER EQUIPMENT TRADE

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CS 552

55 cc

20 in.

16.6 lbs.

$259.99

CS 511

51 cc

18 in.

16.2 lbs.

$229.99

Cub Cadet, cubcadet.com

Dolmar, dolmarpowerproducts.com ES-173A

Corded

16 in.

11.4 lbs.

$229.95

PS-32C

32 cc

14 in.

9.4 lbs.

$219.95

PS-35C

35 cc

16 in.

9.7 lbs.

$269.95

PS-421

42 cc

16 in.

10.8 lbs.

$319.95

PS-510

50 cc

16, 18, 20 in.

12.3 lbs.

$459.95

PS-5105

50 cc

16, 18, 20 in.

11.9 lbs.

$499.95

PS-6100

61 cc

18-20 in.

13.2 lbs.

$624.95

PS-6400

64 cc

20 in.

13.9 lbs.

$589.95

PS-7310

73 cc

PHO

14.7 lbs.

$899.95

PS-7910

79 cc

PHO

14.7 lbs.

$959.95

Echo, echo-usa.com

CS-271T

26.9 cc

12 in.

6.6 lbs.

$299.99

CS-303T

30.1 cc

12, 14 in.

7.7 lbs.

$319.99 - $329.99

CS-355T

35.8 cc

14, 16 in.

8 lbs.

$349.99 - $359.99

CS-310

30.5 cc

14, 16 in.

8.8 lbs.

$199.99

CS-352

34 cc

14, 16 in.

8.8 lbs.

$259.99

CS-361P

35.8 cc

14, 16 in.

8.3 lbs.

$399.99 - $409.99

CS-370

36.3 cc

16, 18 in.

10.1 lbs.

$279.99

CS-370F

36.3 cc

16 in.

10.4 lbs.

$299.99

CS-400

40.2 cc

16, 18 in.

10.1 lbs.

$299.99

CS-400F

40.2 cc

18 in.

10.4 lbs.

$319.99

CS-450P

45 cc

16, 18, 20 in.

11.2 lbs.

$379.99 - $399.99

CS-490

50.2 cc

16, 18, 20 in.

10.6 lbs.

$349.99

CS-500P

50.2 cc

16, 18, 20 in.

10.6 lbs.

$449.99 - $469.99

CS-590

59.8 cc

18, 20, 24 in.

13.2 lbs.

$399.99

CS-600P

59.8 cc

16, 18, 20, 24, 27 in.

13.3 lbs.

$559.99 - $589.99

CS-620P

59.8 cc

16, 18, 20, 24, 27 in.

13.7 lbs.

$639.99 -$669.99

CS-620PW

59.8 cc

16, 18, 20, 24, 27 in.

14.1 lbs.

$669.99 - $699.99

CS-680

66.8 cc

20, 24, 27 in.

12.5 lbs.

$619.99 - $639.99

CS-800P

80.7 cc

24, 27, 32, 36 in.

16.5 lbs.

$829.99 - $859.99

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Efco, efcopower.com MT 7200

70.8 cc

20, 24, 28 in.

14.9 lbs.

$599.99 - $619.99

MT 8200

80.7 cc

20, 24, 28 in.

15.6 lbs.

$629.99 - $659.99

132 S

30.1 cc

12,14 in.

7.8 lbs.

$299.99 - $309.99

MT 3500

38.9 cc

14,16 in.

10.7 lbs.

$209.99 - $219.99

MT 3750

35.2 cc

14,16 in.

9.9 lbs.

$269.99 - $279.99

MT 4400

42.9 cc

16, 18 in.

10.5 lbs.

$319.99 - $329.99

MT 5200

51.7 cc

16, 18, 20 in.

12.8 lbs.

$409.99 - $429.99

MT 6500

63.4 cc

16, 18, 20, 24 in.

14.8 lbs.

$589.99 - $619.99

MT 4100 SP

39.0 cc

14,16 in.

9.9 lbs.

$299.99 - $309.99

Husqvarna, husqvarna.com/us 240

38.2 cc

16 in.

10.3 lbs.

$179.95

435

40.9 cc

18 in.

9.2 lbs.

$279.95

435

40.9 cc

18 in.

9.2 lbs.

$269.95

440

40.9 cc

18 in.

9.7 lbs.

$299.95

445

45.7 cc

20 in.

10.8 lbs.

$329.95

440 e-series

40.9 cc

18 in.

9.8 lbs.

$299.95

440 e-series

40.9 cc

18 in.

9.8 lbs.

$309.95

450 Rancher

50.2 cc

20 in.

11.3 lbs.

$399.95

450 e-series

50.2 cc

20 in.

11.3 lbs.

$379.95

450

50.2 cc

20 in.

11.3 lbs.

$369.95

455 Rancher

55.5 cc

20 in.

12.8 lbs.

$439.95

460 Rancher

60.3 cc

24 in.

12.8 lbs.

$509.95

465 Rancher

64.1 cc

28 in.

13.45 lbs.

$549.95

545

50.1 cc

20 in.

11.2 lbs.

$519.95

555

59.8 cc

20 in.

12.3 lbs.

$639.95

365

70.7 cc

28 in.

14.1 lbs.

$759.95

536 Li XP

Battery, 36V

14 in.

5.29 lbs.

$399.95

543 XP

43.1 cc

18 in.

9.9 lbs.

$529.95

550 XP

50.1 cc

20 in.

10.5 lbs.

$619.95

550 XP TrioBrake

50.1 cc

20 in.

10.8 lbs.

$639.95

550 XP G

50.1 cc

20 in.

10.8 lbs.

$669.95

562 XP

59.8 cc

28 in.

12.6 lbs.

$739.95

562 XP G

59.8 cc

28 in.

12.6 lbs.

$809.95

372 XP X-Torq

70.7 cc

28 in.

13.4 lbs.

$879.95

372 XP G

70.7 cc

28 in.

13.4 lbs.

$939.95

576 XP

73.5 cc

28 in.

14.5 lbs.

$899.95

576 XP AutoTune

73.5 cc

32 in.

14.5 lbs.

$959.95

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390 XP

88 cc

28 in.

16.1 lbs.

$1,099.95

395 XP

93.6 cc

36 in.

17.4 lbs.

$1,259.95

3120 XP

118.8 cc

42 in.

22.9 lbs.

$1,799.95

T5 36 Li XP

Battery, 36V

14 in.

8.2 lbs.

$399.95

T435

35.2 cc

14 in.

7.5 lbs.

$319.95

T540 XP

37.7 cc

16 in.

8.2 lbs.

$639.95

Jonsered, jonsered.com/us CS 2253

50.1 cc

13-20 in.

11.02 lbs.

$569.95

CS 2260

59.8 cc

13-20 in.

—

$699.95

CS 2172

70.7 cc

16-28 in.

14.1 lbs.

$799.95

CS 2252

50.1 cc

13-20 in.

11.02 lbs.

$459.95

CS 2258

59.8 cc

13-20 in.

12.35 lbs.

$589.95

CS 2166

70.7 cc

16-28 in.

14.1 lbs.

$679.95 - $739.95

CS 2240

40.9 cc

13-18 in.

9.48 lbs.

$269.95

CS 2245

45.7 cc

13-18 in.

10.8 lbs.

$329.95 - $339.95

CS 2250 S

50.2 cc

13-18 in.

11.2 lbs.

$369.95

CS 2255

55.5 cc

18-20 in.

12.8 lbs.

$439.95 - $449.95

CS 2238

38 cc

14-16 in.

10.14 lbs.

$179.95

CS 2172 W

70.7 cc

16-28 in.

14.51 lbs.

$829.95

CS 2188

87.8 cc

18-28 in.

15.4 lbs.

$999.95

CS 2236 T

35.2 cc

14 in.

7.5 lbs.

$329.95

Makita, makitatools.com EA6100P53G

61 cc

20 in.

13.2 lbs

$624.95

EA500053G

50 cc

20 in.

11.9 lbs

$499.95

DCS642120

64 cc

20 in.

13.9 lbs

$589.95

DCS5121

50 cc

18 in.

12.3 lbs

$399.95

EA4300F40B

42 cc

16 in.

10.8 lbs

$319.95

EA3201S35B

32 cc

14 in.

9.4 lbs

$239.95

5012B

Corded

11 ⁄4 in.

9.5 lbs

$229.95

UC3551A

Corded

14 in.

12.1 lbs

$199.95

UC4051A

Corded

16 in.

12.3 lbs

$209.95

XCU01Z

Battery, 18V

4 ⁄2 in.

5.4 lbs

$199.95

XCU02Z

Battery, 18V, 2X

12 in.

11.2 lbs.

$219.95

Maruyama, maruyama-us.com**

MCV42

42.4 cc

15 in.

10.8 lbs.

—

MCV31R

30.1 cc

14 in.

7.3 lbs.

—

MCV31T

30.1 cc

12-14 in.

7.3 lbs.

—

MCV51

50 cc

18-20 in.

11.2 lbs.

—

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CS300

Battery, 40V

16 in.

12 lbs.

$359.00

CS1500

Corded

18 in.

12.6 lbs.

$129.00

Oregon, oregonproducts.com

Poulan Pro, poulanpro.com PPB4014

40 cc

14 in.

9.92 lbs.

$199.00

PP5020

50 cc

20 in.

15.5 lbs.

$199.00

PL3314

33 cc

14 in.

12.5 lbs.

$109.00

PP3816A

38 cc

16 in.

12.75 lbs.

$129.99 - $139.99

PP4218A

42 cc

18 in.

13.25 lbs.

$169.99

Shindaiwa, shindaiwa-usa.com 305s

30.5 cc

14,16 in.

8.8 lbs.

$199.99

340s

34 cc

16 in.

8.8 lbs.

$259.99

358Ts

35.8 cc

14,16 in.

8.0 lbs.

$349.99 - $359.99

402s

40.2 cc

18 in.

10.1 lbs.

$299.99

491s

50.2 cc

18, 20 in.

10.6 lbs.

$349.99

591

59.8 cc

18, 20, 24 in.

13.2 lbs.

$389.99 - $399.99

600 sx

59.8 cc

20, 24, 27 in.

13.7 lbs.

$649.99 - $669.99

Stihl, stihlusa.com MS 170

30.1 cc

12-16 in.

8.6 lbs.

$179.95

MS 171

31.8 cc

12-16 in.

9.5 lbs.

$199.95

MS 180

31.8 cc

12-16 in.

9.0 lbs.

$199.95

MS 180 C-BE

31.8 cc

12-16 in.

9.3 lbs.

$239.95

MS 181 C-BE

31.8 cc

12-16 in.

10.1 lbs.

$269.95

MS 211

35.2 cc

12-18 in.

9.4 lbs.

$279.95

MS 211 C-BE

35.2 cc

12-18 in.

10.1 lbs.

$319.95

MS 250

45.4 cc

16-18 in.

10.1 lbs.

$349.95

MS 251 Wood Boss

45.6 cc

16-18 in.

10.8 lbs.

$329.95

MS 251 C-BE

45.6 cc

16-18 in.

11.9 lbs.

$369.95

MS 150 C-E

23.6 cc

12 in.

6.1 lbs.

$509.95 - $519.95

MS 193 C-E

30.1 cc

14 in.

7.61 lbs.

$369.95 - $419.95

MS 201 C-EM

35.2 cc

12-16 in.

8.6 lbs.

$679.95 - $729.95

MS 271 Farm Boss

50.2 cc

16-20 in.

12.3 lbs.

$399.95

MS 291

55.5 cc

16-20 in.

12.3 lbs.

$429.95 - $449.95

MS 311

59.0 cc

16-20 in.

13.67 lbs.

$479.95 - $509.95

MS 391

64.1 cc

16-20 in.

13.67 lbs.

$549.95 - $579.95

MS 241 C-M

42.6 cc

12-16 in.

9.9 lbs.

$549.95

MS 261 C-M

50.2 cc

16-20 in.

10.8 lbs.

$599.95 - $619.95

MS 261 C-MQ

50.2 cc

16-20 in.

11.46 lbs.

$719.95 - $739.95

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MS 362 C-M

59.0 cc

16-25 in.

12.8 lbs.

$729.95 - $759.95

MS 441 C-M

70.7 cc

16-32 in.

14.6 lbs.

$919.95 - $959.95

MS 461

76.5 cc

16-32 in.

14.6 lbs.

$1,039.95 - $1,079.95

MS 661 C-M

91.1 cc

16-36 in.

16.67 lbs.

$1,169.95 - $1,289.95

MS 880 Magnum

121.6 cc

17-59 in.

22.3 lbs.

$1,799.95 - $1,809.95

MS 461 R Rescue

76.5 cc

16-25 in.

15.4 lbs.

$1,249.95

MS 150 T-CE

23.6 cc

12 in.

5.7 lbs.

$459.95 - $469.95

MS 193 T

30.1 cc

14 in.

7.28 lbs.

$319.95 - $369.95

MS 201 T C-M

35.2 cc

12-16 in.

8.16 lbs.

$629.95 - 679.95

MSA 160 C-BQ

Battery, 36v

10-14 in.

5.95 lbs.

$249.95 - $259.95

MSA 200 C-BQ

Battery, 36v

10-14 in.

6.39 lbs.

$279.95 - $299.95

MSE 170 C-BQ

Battery, 120v

12-16 in.

8.4 lbs.

$299.95 - $319.95

MSE 210 C-BQ

Battery, 120v

12-16 in.

9.4 lbs.

$399.95 - $419.95

MSE 250 C-BQ

Battery, 120v

16-20 in.

9.4 lbs.

$499.95 - $519.95

MS 261

50.2 cc

16-20 in.

10.8 lbs.

$599.95 - $619.95

MS 362

59 cc

16-25 in.

12.8 lbs.

$759.95 - $789.95

Tanaka, tanaka-usa.com TCS40EA18

39.6 cc

15, 16, 18 in.

9.9 lbs.

$299.97

TCS33EDTP/14

32.2 cc

12,14 in.

7.5 lbs.

$269.97

TCS33EB16

32.2 cc

14, 16 in.

8.4 lbs.

$199.97

TCS51EAP

50.1 cc

20 in.

11.5 lbs.

$399.97

TCS33EDTP/12

32.2 cc

12, 14 in.

7.5 lbs.

$259.97

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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. BY DAN SHELL LONGVIEW, Wash. ogging companies and professional timber cutters who demand high-performance chain saw technology remain major markets for Cowlitz River Rigging (CRR). The lock boxes out front for customers who need to pick up sharpened chains at 3 a.m. on the way to the job site are the same, but the equipment that’s running many of those freshly sharpened chains is a good bit different than when Dennis and Chris Wallace founded the dealership in 1987. Today, brothers Scott and Wayne Wallace are now running the show for the most part, though Dennis and Chris remain closely involved. “We’re transitioning into my brother and myself running the business,” Scott says, “But my parents still both work about 12 hours a week.” Southwest Washington and northwest Oregon feature some of North America’s most productive and heavily managed forests and are within a 50 mile radius of the dealership. The logging and industrial accounts that make up a significant amount of CRR’s business reflect the economy of the Longview-Kelso area, a long-time log and pulp and paper export town with huge log yards and loading facilities and related support businesses, along with scores of small and large industrial facilities for miles up and down the Columbia River. What it means is that in an era when Stihl itself sells more trimmers than chain saws, Cowlitz River Rigging re-

Wayne Wallace takes in another service job.

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JUNE 2016

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mains focused on Stihl saw sales, related chain sharpening and service. And the dealership also pursues a niche extremely rare for the average power equipment dealer: industrial rigging, cables and chains used not only in logging but also at the Longview port facilities and other plants in the region. But perhaps the biggest change since CRR went into business almost 30 years ago is the addition of the Kioti tractor line in 2009, putting the dealership into the wheeled equipment business for the first time. Dennis Wallace had researched the line at a big ag show in California a couple years prior, after deciding CRR needed to diversify. Scott says he was wary at first taking on the new area of responsibility and related parts and inventory requirements, but now he’s sure glad his father said “Let’s do it!” According to Scott, “It’s been great for us. The first year the goal was to sell a dozen tractors and now we’re selling more than 40.” The move into tractor sales complements the long-time focus on pro saw sales and logging and industrial customers. “We work with hundreds of professional loggers and saw users,” Scott says. “That’s the basis of how the business started, and we’re still into it.” Though the logging industry has mechanized many former chain saw applications, different machinery still uses chain saw technology. “We’ve seen a transition of the longer bars mov-

ing toward more harvester bar sales, especially the bars 32 inches and longer,” Scott says. “We sell more harvester chain than chain saw chain,” he adds, noting the dealership moves almost 10 miles— more than 50,000 feet—of saw chain every year. As more hand fellers have been replaced by mechanization, “Instead of every night having 20 timber cutters coming in, you now have a half-dozen or so and the rest of the chain is harvester chain,” Scott says. “We definitely sharpen more harvester chain than chain saw chain.”

Noting that he began working in the saw shop in 1999, Scott says those tough customers who still use a chain saw all day long want more horsepower and lighter weight: “It’s the same two things they’ve always wanted” and also what has driven saw development from the beginning, he adds. The best-selling saw currently at CRR is Stihl’s MS 461, Scott says. One of the newer saws is the MS 661, which replaced the popular 660. As is sometimes the case when that happens, roughly half the customers like the new version while others want the old one back. “The 661 is lighter and has more

Scott, left, and Wayne Wallace are transitioning to ownership.

Following Dennis Wallace’s vision, showroom is neat and clean.

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stump power, but some of the guys say it’s not as ‘quick’ as the 660,” Scott says, adding that cutters working in leaning alder—a common hardwood in the region—all want super-fast chain speed with quick recovery time.

One trend he has seen since beginning work with pro saw users is an increasing emphasis on safety, a demand that CRR fills with a wide selection of forestry accessories, from hardhats, vests and other safety equipment to

shovels, wedges, axes, hand tools and a full line of work clothes and boots. Wayne manages the “store” part of the dealership, which includes clothing, forestry tools and accessories and everything else non-power equipment related. He also works with industrial accounts and manages two outside sales reps who call on industrial customers in the region. Industrial services include the rigging shop, which has a full-time employee and produces a variety of cable, chain and sling solutions for customers as varied as small logging operations to Fortune 500 companies. The dealership is qualified to offer pull tests and certify sling, chain, cable and wire rope attachments and 26

It Was 20 Years Ago Today. . . Chain sharpening, bar repair are a big part of Cowlitz’s services.

Dennis and Chris Walllace, shown here in 1996, founded the dealership in 1986.

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JUNE 2016

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Cowlitz River Rigging (CRR) was featured in the June 1996 Power Equipment Trade Chain Saw Annual, with owner Dennis Wallace in his 10th year as the boss after working for eight years in the store when it was a branch location of a larger logging supply company. (He bought the branch in 1986.) At the time, CRR had moved into its current location a couple of years ago that tripled its space and allowed a bit of diversification: Back in 1996 CRR was carrying go-kart and chipper lines and was also a sales and service outlet for Motorola radios and U.S. Cellular cell phones. Like today, CRR was pursuing an extensive direct mail program. No web site was mentioned in the story, though Dennis said he was trying to rise above the gritty, greasy saw shop image with better lighting, attractive displays and more cleanliness. Dennis and his wife, Chris, were marketing the business as “a grown man’s candy shop,” Dennis said at the time. Interestingly, the CRR web site, www.loggingsupply.com, does a great job of fulfilling Wallace’s vision today. The biggest challenge way back when? Maintaining profitability. “A horrible lot of money goes through here,” Dennis said 20 years ago. “Trying to make it stop is the real trick.”

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Informal, old saw display is a testament to dealership’s pro saw focus.

Kioti tractor line added in 2009 has helped diversify and expand the dealership’s product offerings.

22 can also design rigging systems for custom applications. The related hydraulic hose shop offers replacement hydraulic hoses for almost any type of logging or industrial equipment. “The big industrial and mill accounts include lots of safety supplies, hydraulic hoses, oil spill kits and lots of high-visibility vests and hardhats,” Wayne says. In addition to the chain saw and tractor lines, the dealership also sells Yamaha pumps and generators, Oregon log splitters, Honda engines and Woods Equipment tractor attachments. Truck bed toolboxes are also a big seller for both commercial and homeowner customers.

Service Pays

Hard-to-find forestry accessories of every type are also a dealership specialty.

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Even during the peak of busy season, CRR rarely gets more than a week out on service job turnaround. “Typically, we’re pretty comfortable saying we’ll get your equipment back in two days,” Scott says, adding that working on Stihl only allows a broad parts inventory, and anything that isn’t on hand is no more than a day away with the Stihl Northwest warehouse barely 40 miles up I-5 in Chehalis. Though the dealership has the Kioti tractor line, there are no plans to branch out into traditional mower sales. “We don’t want the inventory, and we do really well with our handheld equipment,” Scott says. The dealer believes, “We have the best guys in the area, hands-down,” Scott says of the dealership’s two technicians who are Stihl gold and silver level certified, respectively, and one does most of the Kioti work as well. Another service tech spends almost all his time sharpening chain and reconditioning bars. A part-time service employee does some pickup/delivery, assembly and limited service work.

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try, though we don’t sell Stihl products over the internet,” he’s quick to add. A big part of CRR’s marketing is a direct mail flyer campaign for all established customers, with flyers going to all customers who are billed monthly as well. “We keep a database of all our customers but we haven’t really gotten into email marketing yet,” Wayne says. The dealership also does some newspaper, radio and TV advertising, “But really we’re doing more online overall,” Scott says. “I can’t tell you how many times we’ve gone back and forth with a

customer on email, send some specs, features and photos and eventually they’ll make a decision. The first time I sold a tractor without seeing or even really talking to the customer except through email—it sorta blew me away.” Update: Since PET visited back in February, Scott reports that “Spring is exceptionally busy,” with several record sales months. “All of our success has to be credited to our employees for their excellent customer service and hard PET work,” he says.

Scott says the two primary technicians are also able to come out and work with customers on sales. All service techs can make up hydraulic hoses and lend a hand in the rigging shop. “I like well-rounded guys who can work in any facet of the business,” Scott says. “In the busy season, we want the sales guys selling and the service guys working on equipment, but at the same time we’re a small business and if we have get eight customers in here we need well-rounded people, so I like employees who can do more than one thing.” The dealership operates three grinders (two Stihl and one Oregon), plus a Silvey automatic raker grinder and a Bell K6 chisel grinder. “I’m really looking into an automatic grinder,” Scott says. “I talked to a few dealers who really like them, and with the amount of chains we do it’s got to help.” The dealership charges $70/hr. for power equipment service work, $80/hr. for tractor work. “Our labor rate is average for the area, maybe a little low for tractors,” he says. “People tell us we’re too cheap on our chain sharpening, but our chain guy is able to make $60/hr. all the time.”

Marketing The dealership has had a web site since the mid ’90s and also has a Facebook page. “We started with just a basic web site, kept working with it and expanding it,” Wayne says, adding, “It’s really come on in the past five years or so.” The attractive web site promotes shopping with CRR on its home page, with sales specials and other product categories up front and highlighted. “We make sales on the internet every day,” Wayne says. “We’ve shipped to Alabama, New York, all over the counPOWER EQUIPMENT TRADE

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INDUSTRYvoices

Challenges Dealers Face Online In 2016 Today’s world can easily cause information overload. Marketing has become multi-screened, and media channels are becoming intertwined. Your web site must serve as an online storefront that’s as organized and inviting as your physical location. BY TIM WHITLEY inety-three percent of purchase decisions begin with a web search. Your web site is an extension of your physical locations, so it should represent the core values and priorities of each of your locations. It’s important that the look and feel of your dealership is consistent. Information-only web sites aren’t useful to potential customers anymore. On average consumers look at 7.2 web sites prior to purchasing new or used equipment. These days, people are researching everything they intend to buy prior to making a purchase. Following are six challenges your dealership is already facing or will soon face and how to solve them in the digital world.

make it easy for people to find your location. Be sure your addresses, phone number, hours, etc. are all correct. Place pictures of the physical location inside the directories.

Challenge One: Most dealers are unaware that Google is setting you up to win and not to fail. Many dealers don’t realize this, but in 2015 Google implemented its new algorithm that favors local businesses rather than national businesses. Think about it: When you’re on your smartphone and you Google “restaurant,” it shows you the nearest one. This happens with all searches, including businesses that sell equipment. Try it out. Solution: Be sure that your local directories have been claimed and optimized to

Challenge Two: iFrames. Most dealers are using old technology to push out inventory to their web sites, and this is causing major issues. The first issue is that Google doesn’t accept iFrames with web sites. If you are wondering what an iFrame is, it is an HTML document embedded inside another HTML document on a web site. The iFrame HTML element is often used to insert content from another source, such as an advertisement, into a web page. Solution: Directly tie your inventory

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into your web site using an API from your POS system. Challenge Three: Mobile. Most dealerships do not show up in a mobile search. This is a huge issue. If your web site has issues functioning, loading or appearing on a smartphone, then you’re missing out on half (or more) of your audience. Google won’t allow you to rank in their search engine if you don’t provide a good web experience to the smartphone user. Period. It is a pass/fail test. It’s like closing your dealerships and not allowing at least half of your foot traffic the front door. Solution: You must have a responsive site that integrates your equipment into your web site and isn’t iFramed in

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INDUSTRYvoices from external sources. A responsive web site allows users to access your site by a variety of devices and presents the web site as it should depending upon the layout of the device. Challenge Four: Believing that you’re just a small dealership and don’t matter online. This is false! Google has set up its entire algorithm for you to win! The ques-

when they have so many choices. Solution: Integrating your business solutions (CRM or POS) with your web site to provide a customer portal with invoices, record of inventory, etc. is important. Another way is through social media marketing. Four in five American adults have Facebook or use social media. People love to interact and feel wanted online. Your equipment dealership can build trust and loyalty through social media. Challenge Six: Responding to leads. Your salespeople have only 20 minutes to respond to an online lead before the conversion rate drops to 12%. When consumers are on your web site (your online storefront), they fill out a form to request information about a piece of equipment. How long does it take you to respond? Do you respond right away or do you give them enough time to move to the next business? Solution: Reach potential customers before they leave your business’s web site using Calldrip. When a consumer fills out a form on your web site, your salespeople are automatically notified

on their phones. If one salesperson isn’t available, Calldrip’s system moves to the next salesperson available. An available salesperson answers the call and is notified that someone just requested information. The salesperson is then prompted to call the consumer back right away. This allows you, the dealer, an opportunity to set an appointment with the consumer before that person ever leaves the website or looks at another dealer’s inventory. The challenges each of you face in the digital spectrum happen more frequently than ever. Four of the top 10 equipment dealers in the country have created a top-of-the-line web site that engages customers, retains them and doesn’t allow iFrames to disrupt the user’s flow. They’re all following Google’s rules because Google is the king. If you follow Google’s rules you will succeed in the online world Google PET wants you to succeed in. Tim Whitley is president and co-founder of Team SI, a full technology and digital marketing firm in Little Rock, Ark. To learn more about Team SI, visit TeamSI.com/eq.

tion is, are you set up to win? Solution: You want to own what you have on your web site. Don’t send the user to a competitor because of an accidental click or two in iFrames or allow all your traffic to be sent to the brand’s web site. Keep them on your site just as you would try to keep a customer in your showroom. Challenge Five: Retaining relationships in a digital world. This can be tricky because consumers now have so many choices. You want to have a close relationship with your customers online just as you do in the physical world. I’m sure your customers text you and send you Christmas cards, but think about how to retain relationships in an online world POWER EQUIPMENT TRADE

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How To Increase Your Market Share Dealers are being pressured on a regular basis to improve their market share. It has grown to the point where it is the number one issue between manufacturers and equipment dealers today. BY JOHN WALKER

s an equipment dealer you are accustomed to being told (in sometimes impolite terms) that you had better figure out how to (quickly) increase your dealership’s market share. Who benefits from increased market share? Is it equipment dealers? If so, how do they benefit? Dealers are constantly being asked (or told) to reduce their equipment margins. Margins on equipment sales today in most industries have dropped to the low single digits, with no end in sight. If a dealer’s market share drops, then he is given a warning and a time limit for reaching the manufacturers’ arbitrary goal. Does the supplier/manufacturer benefit from increased market share? This question is impossible to answer, as the availability of “hard numbers” is very limited. I’ve been told it makes stockholders very happy. In many instances, corporate officers and management personnel receive bonuses based upon market share—that is one of the reasons market share pressure builds at the end of the manufacturer’s fiscal year. 30

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The dealer’s basic function as a “customer” (a definition we’ve always disputed) of the manufacturer and/or supplier is to both sell and service the products produced by the manufacturer/supplier. These two functions, plus the handling of used equipment, are functions the manufacturer/supplier cannot perform. Equipment manufactured today is extremely sophisticated and becoming more and more complicated and difficult to service. One thing that has never changed in the market place is the customer’s concern about service after the sale. Customers cannot afford any unscheduled down time. They want to know that after the sale there will be someone there to take care of their service needs and requirements. They continue to want high parts availability and

quick service response time. As mentioned in so many of our articles, most equipment dealers have a low service contribution to sales percentage. In all too many cases, this contribution is below 10%, and 10% is mediocre at best. As we mentioned in so many of our articles over the years, it is the dealer’s service department that carries the dealership’s highest margins.

Why It Matters This is why we constantly point out to dealers that if they are going to continue to reduce their margins on highpriced equipment, they had better develop a solid marketing plan for selling customers the dealership’s services after the sale. If this does not happen, even the 5-6% service contribution will begin to erode as customers, one, try to do the work themselves, two, seek out independent shops; three, give shade-tree technicians an opportunity, or four, seek out a fleet management company that are beginning to develop throughout the country. Dealers can ill afford to lose even that meager 5% service contribution. If they lose that, their cash flow will begin to dry up while their absorption rate will drop dramatically. Most dealers will say the one problem or hesitation in increasing service contribution is their inability to find qualified technicians. This is a topic we talked and wrote about more than 25 years ago. The pool of technicians is drying up and the aging workforce is removing many of those in the labor pool. Training technicians is yet another expensive and long-term process. The new tools and computers for working on new and sophisticated equipment is also an enormous expense. It’s

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a vicious cycle. If the desire for market share continually drains the profitability of selling equipment, how do dealers afford an experienced, quality crew in their service shop with the necessary tools for working on this new equipment? These problems are becoming more and more profound each year, with little light at the end of the tunnel. You can also add to this scenario the fact that for manufacturers all warranty problems start in the field and not on the production line in their plants. This is yet another drain on the equipment dealer’s cash flow.

Possible Solutions So what is the answer? Maybe, just maybe, manufacturers/suppliers need to give dealers a bit of leeway on market share. Maybe they should look at helping equipment dealers develop strong customer satisfaction with all the services they have to offer their customers. Customer satisfaction builds something equipment dealers have not had in a long time—customer loyalty. Product lines are basically the same, and therefore the buying issue becomes little more than price. Customer loyalty

brings the customer back the second, third, fourth and even the fifth time to purchase equipment from the dealership. Most equipment dealers have not had this earned luxury in years and it is customer loyalty that drives customer retention.

dealer’s self-feeding profit spiral. Those equipment dealers who have achieved world-class service status have recognized that customer service is not a department. It is everyone within the dealership, from top to bottom, working together to create a culture that defines

Those equipment dealers who have achieved worldclass service status have recognized that customer service is not a department. It is everyone within the dealership, from top to bottom, working together to create a culture that defines true customer satisfaction. According to statistics from customer polls, customer retention means that the customer is more than willing to pay a bit more for the product, if the selling dealer markets and provides the after service they expect. As the customer returns more and more often to the dealership to purchase equipment and service, the dealer’s financial strength increases and sales improve dramatically, satisfying both the dealer and the manufacturer/supplier with increased market share. This is what we describe as the equipment

true customer satisfaction. Maybe it is time for manufacturers/suppliers to become involved once again in increasing their dealers’ customer satisfaction indexes. PET John Walker is the former President of Aftermarket Services Consulting Co., an international training and consulting company working with manufacturers, dealers and associations in parts and service marketing managing and merchandising techniques. Contact AMS, P.O. Box 541, Fort Mill, SC, 29716; email: amsconco@aol.com.

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2016 CHAIN SAWproducts Stihl MSA 200 C-BQ Chain Saw

No pulling on cords, fuel mixing or complicated startup procedures; with the Stihl MSA 200 C-BQ chain saw, just squeeze the trigger and start cutting. In addition to easy starting, Stihl lithium-ion tools produce zero exhaust emissions and are quieter than their gasoline-powered counterparts. Powered by an interchangeable 36V Stihl lithium-ion battery, this chain saw delivers the speed, cutting capacity, and run time to take on just about any cutting job. The battery indicates the current charge level so users are aware of how much power is available before beginning a job. Low vibration keeps users from tiring quickly during long run times and increases comfort in the cut. The quick chain adjuster feature enables the user to tension the chain without the use of tools. The Stihl Quickstop Plus chain braking system stops the rotating chain in less than one second when the rear handle is released. This cordless chain saw delivers the speed, cutting capacity, and run time to handle most yard work, carpentry, storm cleanup and firewood cutting jobs. For more information, visit stihlusa.com.

Tilton Equipment Mako Parts The constantly growing line of Mako parts from Tilton Equipment now includes dozens of cylinder assemblies to fit a wide range of popular chain saw and cut-off saw models. The extensive Mako line also offers a variety of additional components, including air filters, gasket sets, fuel filters, fuel line, fasteners, starter components, starter cord, handles, fuel and oil caps, mufflers, anti-vibration mounts, ignition components, sprocket covers, clutch assemblies, chain adjusters, crankshafts, bearings and seals, as well as complete engine rebuild kits. Mako products are imported by Tilton Equipment Co., who also offer a complete line of other chain saw-related products, such as saw chain, accessories, sprockets and rims, safety apparel, chain grinders, filing tools and a comprehensive selection of guide bars. For more information, visit tiltonequipment.com; call 800-4471152.

TriLink Saw Chain

Sunbelt Timber Ridge Bars, Chains Sunbelt Outdoor Products has been committed to being the first choice for quality power equipment parts and accessories for over 60 years. With over 66,000 parts and growing, they are confident that they will have the parts in stock that you need to keep your customers running: One area of focus is the forestry industry. Over the years, Sunbelt has developed a full line of Timber Ridge forestry products. Timber Ridge is broadly available for most OEMs used in today’s market. Timber Ridge bars and chains are manufactured to provide you with the OEM standard for durability and performance while also meeting ANSI safety standards. With the Timber Ridge lineup Sunbelt offers guide bars, chain, bar and chain combos, bar mounts, sprockets, rims, clutch drums, files, safety clothing and many more accessories to give you exactly what you need to get the job done. For more information, visit sunbeltparts.com; call 800438-0660. 32

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At TriLink Saw Chain, they believe that quality is the key to success. The guide bar and saw chain factory is ISO 9001:2000 certified. This certification gives customers the confidence that they are buying from a company that is committed to providing quality products and services. TriLink Saw Chain offers a complete line of professional saw chain as well as low kickback saw chain that has been tested, approved and listed by Underwriter’s Laboratories to meet all standards for low kickback chain in accordance with the American National Standard Safety Requirements (ANSI B175.1) for gasoline powered chain saws. The manufacturing facilities are audited quarterly by Underwriter’s Laboratories to maintain this listing and leads to customer confidence in the products. In an effort to enhance cutting performance and chain life, TriLink Saw Chain introduced the Centri-Lube oiling system. Centri-Lube saw chain has a specially designed channel in each drive link that picks up oil from the bar and distributes it to the rivets that act as bearings on a chain. As the chain travels around the bar tip and drive sprocket, centrifugal force moves the oil up this channel and distributes it to the rivets in each link—reducing friction and heat build-up in the chain and guide bar, thereby increasing cutting performance and chain life. Chain lasts longer and the job’s done faster. For more information, visit trilinksawchain.com. All product releases are provided by the manufacturer/supplier and all statements/claims are attributable to the manufacturer/supplier.

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MOWERS Wright Velke Walk-Behind Mowers

Kioti Tractor Mid-Mount Mower

Wright Mfg. has introduced two new Velke hydro-powered walk-behind mowers: the HC series is available with 32", 36" and 48" cutting decks; the larger LC series offers a choice of 52" and 61" decks. All sizes can be specified with either a fixed or floating deck. The HC series is ideal for mowing medium size properties and tight spaces; while the LC models have larger tires, reinforced frames and a wider stance, they still offer low impact on commercial properties. Each model is ideally balanced to mow on slopes and climb curbs. The intuitive controls are easy to squeeze, and they isolate vibration. The flat-free caster tires increase the mower’s excellent maneuverability, even in tight spaces. An integrated Velke sulky latch is provided on all models. The operator has a choice of walking or riding when a Velke sulky is attached, and the latch secures the sulky in a folded position when the operator chooses to walk. Visit wrightmfg.com.

Kioti Tractor, a division of Daedong-USA, Inc., introduces a new drive-over mower for compact tractors with the launch of the Kioti KM2560 mid-mount mower. Compatible with the CK2510 and CK2510H of the brand’s CK10 series, the new mower attachment is Kioti’s first mid-mount mower option for the CK10 line. Ideal for jobs in commercial environments, mowing turf or acres of farmland, the KM2560 mower provides precision cuts and increased maneuverability in tight environments. The suspended mower deck gives the operator 1.5" to 4.5" cutting control, for a clean cut every time, while eliminating hassles when moving from job to job or riding over curbs. Additionally, this mid-mount mower can easily and quickly attach and detach thanks to its drive-over attachment deck. With a 60" cutting width and a spindle speed of 3,334 RPM, the mower’s three-blade system shears grass with a tip speed of 18,343 ft. per minute. Visit kioti.com.

TURF EQUIPMENT TurfEx TT5000 Spread-N-Spray TurfEx introduces the TT5000 Spread-N-Spray, with a new standard height-adjustable boom kit that maximizes spray width while minimizing waste. The TT5000 is driven by a 7HP Subaru EX210 engine with electric start and a 0.95-gal. fuel tank. Its heavy-duty Peerless transmission has two forward gears, neutral and reverse, with a top operating speed of 5 MPH. A hand-operated transmission disc brake and foot-controlled sulky band brake allow smooth, confident operation of the unit, and the machine’s low center of gravity further increases the safety of the TT5000. 34

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An integrated 17-gal. tank system has a single rapid-fill port for easy filling, and a balanced design for enhanced stability. To apply the liquid, the TT5000 includes a front-mounted 84" stainless steel boom, which can spray between 6' and 12' wide for general spraying, or 3' wide for trim. The boom wings can be folded for travelling through fence gates and other confined areas, and they include spring-activated tripping mechanisms to help prevent damage if the boom strikes an obstacle. A professional-duty spray wand with 10' hose also comes standard. The unit’s electric pump can be turned on while the engine isn’t running, allowing the operator to spot spray using only battery power. The hopper of the TT5000 holds up to 150 lbs., or 3 cu. ft., of material. A 12" polyethylene spinner throws a spread pattern up to 14' wide, while the stainless steel flow gate with adjustable precision-agitation distribution promotes consistent, accurate application of granular material. Other standard features include knobby-tread front tires, rear turf tires, a double-bearing sulky pivot, side deflector, hopper cover, top screen and bumper update kit. The TT5000 is backed by a 2-year warranty on parts and labor. Visit turfexproducts.com.

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TURF EQUIPMENT Classen Pro Overseeder The Classen Pro HTS20 hydro-drive overseeder features the industry’s tightest blade placement, providing 13 seed rows in a 20" swath for a thicker, carpet-like coverage. The unit’s double-edge double-blade reel spaces the blades a narrow 1.5" apart to provide greater than 15% more rows of seed than competitive units. Depth can be set in any of 10 settings from 0" to 1.625", to attain the proper depth for the seed. This allows for better seed placement to refresh existing turf, establish new grass or tackle a weedy lawn. A 40 lb. capacity floating seed box follows the contours of the terrain —whether it includes bumps, dips or uneven areas — to ensure consistent seed placement and also locks in place for hill or slope seeding. A seed agitator inside breaks up clumps caused by dew and humidity. The HTS20 features a hydrostatic drive, for smooth power flow in forward and reverse. The 9 HP Honda engine offers operating speeds as fast as 3 MPH forward and 1.5 MPH reverse, and the single-lever forward/reverse controls on the handle make it easy to operate. This allows the machine to cover as much as 26,400 sq. ft. feet per hour. Classen backs its Pro HTS20 hydro-drive overseeder with a

2-year commercial and rental warranty. Visit classenturfcare.com.

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HANDHELD Echo ProXtreme 2620 Series The new Echo 2620 lineup includes a standard trimmer (SRM2620), a hightorque trimmer (SRM-2620T), a brushcutter (SRM2620U) and an edger (PE-2620). The ProXtreme Series 2620 power head is what makes this lineup different. It offers a unique combination of high power and low weight. The newly designed 25.4 cc professional-grade two-stroke engine delivers 1.35 HP. The weight reduction is achieved primarily by using military-grade magnesium versus aluminum; using a two-stage air filtration system provides better air filtra-

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tion. An insulator plate and flexible bellow-style fuel transfer system dramatically reduces heat. That system, combined with a remote fuel tank air vent versus an integrated fuel cap vent, prevents clogging and reduces re-start issues. The larger fuel tank allows for extended run time between fill ups. The SRM-2620 and SRM-2620T trimmers both feature a solid shaft for lighter weight and quick acceleration. The SRM-2620 uses a 1.62:1 gear reduction, while the SRM2620T features a 2:1 gear reduction. The higher torque range of both models eliminates the need to run wide-open throttle to achieve peak torque. This keeps the unit cooler and saves fuel. The units also cut 17" swaths and use the easier-loading speed-feed 400 head. The SRM-2620U brushcutter also features a solid shaft. Gear reduction is 1.62:1. The tool-less, adjustable U handle has an integrated throttle lever and can fold parallel for storing and transport. It comes with an additional shield for blade use and shoulder harness. The blade is an optional purchase. The PE-2620 edger uses a flex cable drive that enables a curved shaft design for better sight lines and more ergonomic tool positioning when in use. The contoured aluminum debris shield with open face reduces clogging. The captive wheel mount hardware enables easy wheel height adjustments with no chance of losing any parts. The 2:1 gear case powers through tough overgrown grass. Visit echo-usa.com.

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INDUSTRIAL

www.powerequipmenttrade.com

Mi-T-M Cold Water Washer Mi-T-M Corp. recently released a new series of cold-water pressure washers; this series consists of 14 models, which includes electric driven and gasoline direct drive

and gasoline belt drive options. The direct drive CA aluminum series feature a triplex piston AR, general or Mi-T-M pump with external bypass, stainless steel and brass unloader, external downstream detergent injector, vibration isolation plate and corrosion-resistant aluminum frame with 1Âź" tube handles. The electric models range from 1500 to 3000 PSI and feature a low speed, 1750 RPM motor. Gasoline models range from 2700 to 4000 PSI and feature a Honda OHV engine. Visit mitm.com.

PARTS & ACCESSORIES Rotary Foam Filters Rotary offers a complete line of air, fuel and oil filters for mowers, trimmers, chain saws, ATVs and golf carts. Rotary premium quality filters are professionally designed to protect engines under tough operating conditions while ensuring maximum efficiency and peak performance. Commercial strength air filters from Rotary can improve airflow, horsepower and overall engine performance. Oil filters feature a special blend of fibers and resin that create a filter media with excellent dirt-trapping capacity for maximum protection. Rotaryâ€™s 2016 parts catalog includes a special 55-page section with photos and descriptions of all types of filters for the most popular brands of outdoor power equipment. 100% of all Rotary foam air filters are manufactured in the U.S. Visit rotarycorp.com.

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POWERworks OH, MI, IN, KY, TN, SC, NC, VA, W. VA, PA, NY, VT, NH, ME, MA, RI, CT, NJ, DE, MD, FL, GA, LA, MS, AL, AR, OK, TX, AK, WA, OR, ID, MT, ND, SD, MN, WI

TX, OK, AR, LA, NM, CO, MS

POWER EQUIPMENT TRADE

JULY/AUGUST 2014

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Western U.S.

DE,MD,NJ,NY,PA,VA,W.VA,NH,VT,CT,RI,ME

DISTRIBUTORS: For information about placing your ad in PET’s Distributor Library Section

Call Kathy Sternenberg • 251-928-4962 Nationwide

5417

3376

MN, WI, IA, ND, SD

MN, ND, SD, IA, IL, TX, WI

For information about placing your ad in PET’s Distributor Library Section

Call Kathy Sternenberg 251-928-4962

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Nationwide

13063

4331

Southeastern U.S.

Nationwide

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POWERworks Shelby County Implement • Shelbina, MO 63468 Ph: 573-588-4731 • 573-588-2020 Fax: 573-588-4264 • Email: sci63468@hotmail.com M/C, Visa and Discover Accepted 3524

PRICE REDUCED

Obsolete McCulloch & Obsolete Green Machine

9009

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

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

607-638-9297 phone or fax Busy lawnmower, trimmer, snow blower and chainsaw sales, service and repair shop in business since 1965 includes all inventory, parts, equipment and a list of over 1700 current customers. Lots of traffic and tons of room for expansion and growth into new products. The business is on a 26 acre parcel and operates out of 10,000 square feet of interior space comprised of 3 buildings - a 42x90 clear span steel building for storage and work space, a 20 x 40 storage building. And a third building with a 32 x 60 showroom, office, additional storage area and a 24 x 80 service shop. 5454 Route 32, Catskill, New York. Come take a look ............... NOW ONLY $385,000

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

WISCONSIN ENGINE PARTS NEW–OBSOLETE • BUY–SELL HARD TO FIND PARTS CLOSEOUT PRICES

H&M Industrial Supply (800) 346-4331 2236

HOMELITE PARTS BUY & SELL NEW, USED & OBSOLETE

8100

Stihl * Homelite * Lawnboy * Briggs & Stratton New * Obsolete * Used Parts THOUSANDS OF PARTS!

Ask For Ray 502-228-1462 • Fax: 502-228-7737

POULAN WEED EATER PARTS

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PETcetera Small Engines On Display

Earning The Right To Close With Buyers One of the common complaints from sales executives is that their people aren’t strong closers. This is a reinforcement of the fact that far too much emphasis is placed on closing. It’s as though a strong ending can salvage a poor three-act play. Any seller that has seen Glengarry Glen Ross remembers Alec Baldwin’s advice on the ABC’s of selling: Always Be Closing. If only it were that easy. Frequent closes in sales can be highly offensive to buyers who don’t appreciate pressure applied by sellers. This insinuates that the seller is in control and driving the buying process, rather than the buyer. A seller earns the right to ask for the business if and when a buyer has all they need to make a buying decision. One of the most powerful motivators for buyers is a clear understanding of the potential benefit on a monthly basis so they understand delaying decisions means deferring benefit. If sellers do a good job, placing orders can be a logical conclusion for buyers. Some will volunteer to buy but if they don’t, the attempts to close will go much better. Source: A Seller Must Earn the Right to Close With Buyers Today, by Frank Visgatis, entrepreneur.com/article/271696

PETevents JUNE 21-23—Outdoor Power Equip. Institute annual meeting, The Omni Grove Park Inn, Asheville, NC. Call 703-549-7600; visit opei.org. The East Coast Sawmill and Logging Equipment Exposition—aka the Richmond Expo—took place at the Richmond Raceway Complex in Richmond, Va., on Friday, May 13 and Saturday, May 14. This year was the 35th edition of the biennial show, which takes place in even-numbered years. Expo Richmond featured static and a few active equipment displays on the 12-acres of outdoor exhibit space alongside dozens of indoor exhibit booths, all aimed at the forest products industry. Naturally, both Stihl and Husqvarna were on-hand displaying chainsaws, and a few mowers to boot.

Power Equipment Art

JULY 12—Iowa Nebraska Equipment Dealers Assn. annual meeting, Embassy Suites, La Vista, Neb. Call 515-223-5119; visit ineda.com. SEPTEMBER 4-6—SPOGA International Trade Fair, Cologne Köln Messe, Cologne, Germany. Call 773-326-9920; visit spogagafa.com. Listings are submitted months in advance. Always verify dates and locations with contacts prior to making plans to attend.

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

In keeping with this month’s chain saw theme, and reaching back a few years, we dug up this photo of a saw bar biplane sculpture, found in an old PET photo archive envelope labeled: “Dominick Williams, OPE artist.” This and other power equipment sculpture photos were taken at the July 1992 International Lawn, Garden & Equipment Expo in Louisville, Ky.

ADVERTISER B3C Fuel Solutions Briggs & Stratton Cannon Bar Works Echo Green Industry & Equipment Expo Husqvarna Forest & Garden Makita USA Masport Morbark Outdoor Power Equipment Institute Pferd PMD International Rapco Industries Rotary Stihl Sunbelt Outdoor Products Trilink Saw Chain Walbro

PG NO. 35,39 3 47 9 24-25 19 23 36 12 29 33 37 29 35,37,48 2 27 31 38

PHONE NUMBER 834.347.0482 414.259.5748 888.604.9990 800.432.3246 800.558.8767 800.487.5951 800.4 MAKITA +64 9 571 5888 800.831.0042 703.549.7600 800.342.9015 +61 3 8390 3933 800.959.6130 800.841.3989 757.486.9100 800.438.0660 904.285.0687 520.229.5657

ADLINK is a free service for advertisers and readers. The publisher assumes no liability for errors or omissions.

POWER EQUIPMENT TRADE

JUNE 2016

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DEALERtodealer

DALE STOTTS

The Ultimate Catch 22

Many dealers are finding themselves too often in a catch 22.

ince my last article I’ve been in contact with a few of my readers. Two points have been voiced and actually tie together: What is going to be the future of dealerships in this industry? The first dealership, a father and son operation, will close their doors around the end of 2016. The father’s health is creating the reason for closing. You may ask, “What about the son taking over the operation?” The son has decided to pursue a different direction for his future. A solid business but closing, leaving a hole in the community with one less qualified and reputable sales and service dealership. Now this leaves a vacancy for consumers not only for service, but also the sale of the products this dealership offered during their years of operation. The second dealership, a husband and wife operation in a rural community: They are struggling, not for lack of traffic, but instead the ability to secure certain equipment lines to sell. Their biggest problem is the large financial requirements of a number of these manufacturers. They are being asked to invest between $20,000 to $40,000 in specific wall displays, equipment and parts inventory. They are looking at this significant investment and not seeing this as being feasible in their smaller marketplace. Not only is their direct marketability limited; they are also 30 to 45 miles from larger cities with larger dealerships/Box Stores selling equipment. After making the decision not to invest, they decided to rely on being a service only center. Now having all the engine and power train manufacturers “Dealer Agreements” they are in a 46

JUNE 2016

catch 22. With these agreements they are mandated, by the manufacturers, to do warranty service on any wholegoods using these engines and/or power trains. As we know, when a lawnmower is manufactured the OEM uses several different suppliers to power their equipment. So a consumer brings in Brand A’s mower with an engine warranty, the dealer is to make the repair. Except not only does this unit have an engine problem, but also a problem with the mower deck—possibly needing a belt or pulley. The dealer is not allowed to make this repair under warranty since he is not the authorized selling agent of Brand A. This means explaining to the consumer he must now find another service center, an authorized agent to do the repairs on the rest of the unit. Even though the unit was purchased from a store without service technicians. Taking this further, a unit arrives at this dealership’s door, out of warranty, needing general repairs. A few of the parts cannot be purchased via aftermarket suppliers or the consumer demands original replacement parts only be used. Another catch 22. After locating a selling agent, they will only sell to independent dealers at list price. Nothing says a dealer with a manufacturer’s equipment agreement must sell to anyone else at a discount on parts. Thus making it harder for independents to service their consumers at a reasonable repair cost. So we have two separate conditions leaving consumers with little choices for service. One, a dealership is closing leaving a hole in the local market. The second, a smaller dealer who would like to be a manufacturer’s representative, but are being faced with a large financial obligation and therefore have to charge consumers more to have a product repaired. No longer do the major equipment manufacturers want to bother with smaller dealerships. Sadly these manufacturers have forgotten their original

roots. Their roots are small independent dealers, those who gambled and started with the manufacturer when they too were not the well-known operation in the industry. At the same time, many a dealer has been left out in the cold after being loyal for years to a manufacturer. One day being told, “We have chosen to partner with a Big Box Store,” or read about a merger with another manufacturer, or even just ceasing operations. Many times these actions leave dealers with a significant inventory and little, if any way, to recover their expenses. Where does this leave the industry today? Dealers not being able to sell their operations because of the stumbling blocks placed to continue. Smaller independent operations being told, “You are only interesting if you are willing to spend thousands of dollars for our wares. Yet you must compete and service for the Box Stores and/or other large operations in your area.” Are there exceptions to this seemly rule of thumb of doing business? Yes, there are a few equipment manufacturers who work with smaller dealerships. But again, they too are becoming fewer in this industry. Many small manufacturers are being forced out of the industry either by foreign competition or buy outs by larger brands. So my question is this: Is this industry heading for the same demise as the electronics industry? Buy the product and when it fails put in the dumpster and buy another. Or are we headed like the farm equipment and automotive industry, only a few dealerships scattered across the country leaving the consumer with the only option of traveling just for simple service and original replacement parts; to a few independent operations only doing non-warranty repairs for consumers who can’t, or won’t, travel and are looking for more cost effective repairs on their wares. I honestly feel the small operations—like myself and others— are the future dinosaurs of this industry. The future will only see the Big Box Store/mega dealerships with some style of service trying to take care of this consumer. What PET is your opinion? 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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