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POWERlines

A Hatton-Brown Publication www.poweret.com

JESSICA JOHNSON

Avoidable Accidents

ummer in the Deep South is my least favorite time of the year. I absolutely hate it. An average temperature of 1,200° by lunchtime sounds a lot like the opposite-to-Heaven, if you ask me. If you ask my 2-year-olds, it sounds like the optimal time to scream bloody murder until someone who can properly operate a dead bolt lets you follow around a landscape crew. Or the trashmen. Or pretty much anyone who seems to be doing something fun, like the kid going door-to-door to sell mosquito spray. Typically, being aware that the key to a 2-year-old’s development is to experience things different from their routine, I will walk them outside and let them watch the trash truck or wave to a neighbor jogging by. The lawn crew? That’s just, to me, an obvious no-no. However, it wasn’t until we were on the church playground one Sunday that I realized not everyone is consciously aware of the danger mowers provide. I was chatting with another mom, eyes trained on the little bodies bouncing up and down from the mini-jungle gym, swamping battle stories from the week—she too, having a boisterous little boy the same age as my twins. She dropped into conversation that her son recently acquired a toy lawnmower and has taken to going outside and walking methodically up and down the lawn with his toy mower. Sounds harmless, right? I mean, as a little girl I had a toy vacuum I pretended to use all the time. Except apparently, my friend’s son didn’t just go out there and pretend to mow the lawn. He was following his father methodically up and down the lawn—while his father was using a push mower! After my horrified gasp, and a quick safety lecture, I asked her why she originally thought that was ok. She didn’t realize that when using a push mower with bagger, there would be any possible discharge or danger. As dealers, the most important thing you can do for customers, especially residential customers, is giving them a safety lecture. Even the smartest of smart people need reminding that powered equipment is just that—powerful equipment with moving parts that can gravely injure. No one wants to think about being maimed; heck, no one wants to actually be maimed. Until of course you are chatting with a friend who point-blank reminds you that you unknowingly almost maimed your child repeatedly—talk about a day ruiner. Using my smart phone, I quickly Googled “lawnmower accidents” and was able to find a few sites spouting off facts and figures to show her that, yes, yes, I am right and you super need to pay attention to what’s going on in your front lawn. I was extremely encouraged to see one of the first listings being from OPEI with a list of safety tips. The key safety points they make are: ● Operating any mower on a slope requires extra caution. Slopes are a major factor related to loss of control and tip over accidents, which can result in severe injury. ● Use the right equipment for the task. Don’t select a product that may be too small or unsuitable for the job. Ask your retailer or dealer for assistance. ● Know how to operate your mower. Read the operator’s manual to understand the controls. Know how to stop your mower quickly and disengage the controls. ● Survey the terrain. Watch for holes, ruts, bumps, rocks, or other hidden objects. Uneven terrain could overturn the machine. Tall grass can hide obstacles. ● Be vigilant of risks, especially when operating on a slope. On a slope there is a risk of slip and slide resulting in a loss of control. Often, I try to share things like this on PET’s Facebook page, with the hope that our dealer fans will like and share the posts. There’s only one way to cut down on accidents, and that’s by educating the consumers. PET

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 n Rich Donnell Managing Editor n Jessica Johnson Editorial Adviser n Dan Shell Senior Assoc. Editor n David Abbott Contributing Writers Dale Stotts, Greg German Art Director n Cindy Segrest Ad Prod. Coordinator n Patti Campbell Circulation Director n Rhonda Thomas Marketing/Media n Jordan Anderson Advertising Sales Southern U.S. Randy Reagor Tel: (904) 393-7968 Fax: (334) 834-4525 E-mail: randy@hattonbrown.com Midwest U.S., Eastern Canada John Simmons Tel: (905) 666-0258 Fax: (905) 666-0778 E-mail: jsimmons@idirect.com Western U.S. & Canada Susan Windham Tel: (334) 834-1170 Fax: (334) 834-4525 Email: windham.susan4@gmail.com Europe & Scandinavia Murray Brett Tel: +34 96 640 4165 Fax: +34 96 640 4022 Email: murray.brett@abasol.net Distributor Library Kathy Sternenberg Tel: (251) 928-4962 ksternenberg@bellsouth.net Classified Advertising Bridget DeVane Tel: (334) 699-7837 (800) 669-5613 bdevane7@hotmail.com Reprint Sales Patti Campbell Tel: (800) 669-5613 patti@hattonbrown.com

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Volume 65

Number 4

August 2016

Our 715th Consecutive Issue

Founded in 1952

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

FEATUREstories

9 20 23 24

2017 MOWERS & ACCESSORIES Latest Products, Technology

I-55 OUTDOOR POWER Businessman Turned Dealer

LOOKING AHEAD

One Dealer Is Excited

FIGHTING REMORSE Handling Service Correctly

VALUEadded Power Suppliers __________________________ 6 Industry Voices __________________________ 26 Showroom ______________________________ 28 Distributor Library ________________________ 32 PETcetera/Ad Index ______________________ 37 Dealer To Dealer _________________________ 38

COVERphoto I-55 Outdoor Power has seen lots of changes and challenges in recent years, but recently found its groove, beginning on Page 20. (Cover design by Shelley Smith, David Abbott photo; inset photo courtesy of America Honda Power Equipment.)

Member Verified Audit Circulation Power Equipment Trade (ISSN 1063-0414) is published 6 times annually (February, April, June, August, October and December) by Hatton-Brown Publishers, Inc., 225 Hanrick St., Montgomery, AL 36104. Subscription Information—PET is sent free to qualifying industry professionals in the U.S. All non-qualified U.S. subscriptions are $55 annually; $65 in Canada; $95 (Airmail) in all other countries (U.S. funds). Single copies, $5 each; special issues, $20 (U.S. funds). Subscription Inquiries—TOLL-FREE 800-669-5613; Fax 888-611-4525. Go to www.poweret.com and click on the subscribe button to subscribe/renew via the web. All advertisements for Power Equipment Trade magazine are accepted and published by Hatton-Brown Publishers, Inc. with the understanding that the advertiser and/or advertising agency are authorized to publish the entire contents and subject matter thereof. The advertiser and/or advertising agency will defend, indemnify and hold Hatton-Brown Publishers, Inc. harmless from and against any loss, expenses, or other liability resulting from any claims or lawsuits for libel violations or right of privacy or publicity, plagiarism, copyright or trademark infringement and any other claims or lawsuits that may arise out of publication of such advertisement. Hatton-Brown Publishers, Inc. neither endorses nor makes any representation or guarantee as to the quality of goods and services advertised in Power Equipment Trade. Hatton-Brown Publishers, Inc. reserves the right to reject any advertisement which it deems inappropriate. Copyright ® 2016. All rights reserved. Reproduction in whole or in part without written permission is prohibited. Periodicals postage paid at Montgomery, Ala. and additional mailing offices. Printed in USA. Postmaster: Please send address changes to Power Equipment Trade, P.O. Box 2419, Montgomery, Alabama 36102-2419. Other Hatton-Brown Publications: Timber Harvesting n Southern Loggin’ Times n Timber Processing n Panel World n Wood Bioenergy

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POWERsuppliers EDA Announces Award Recipients The Equipment Dealers Assn. (EDA) recently completed its 2016 Dealer-Manufacturer Relations Survey Report and the award recipients have been selected. The Dealer’s Choice Award is presented to manufacturers that receive the highest ratings in 12 key categories covering operations and support. One recipient is selected in each of EDA’s four manufacturer membership categories. Recipients for the 2016 Dealer’s Choice Award are John Deere for full-

line manufacturer; LS Tractor for tractor manufacturer; Vermeer for shortline manufacturer and Grasshopper for power equipment manufacturer. Since the award’s inception in 2013, Vermeer has achieved the top rating in the Shortline Manufacturer category all four years. John Deere, LS Tractor and Grasshopper topped their respective category for the second consecutive year. EDA also bestows Gold Level recognition to the manufacturers that receive exceptional overall ratings. The 2016 Gold Level recipients are Branson Tractor, Kioti Tractor and Kubota in the tractor cate-

The Year Of The Dealer At GIE+EXPO GIE+EXPO has dubbed the 2016 show “The Year of the Dealer,” with speakers, new educational tracks, the Dealer Day Preview and hundreds of new products on display at the upcoming GIE+EXPO to be held October 19-21 in Louisville, Ky. According to Kris Kiser, President and CEO of the Outdoor Power Equipment Institute (OPEI), organizers anticipate topping last year’s record-breaking attendance. “We continue to work to expand GIE+EXPO—not just in size, but in scope and depth, and this year we’re pulling out all the stops with opportunities for dealers,” he says. “If you’re a dealer, this is the year you absolutely don’t want to miss.” The Dealer Resource Pavilion will move to a new location in the South Wing. This exclusive area, right on the show floor, will combine education for dealership owners and managers, training for technicians, a dealer-only lounge and internet café, new products and best-practice advice for managing your service center. In addition, dealers can enjoy networking with peers and a free beer and hot dog reception Thursday, 3:30-5:00 p.m. The Dealer Kick-Off Keynote will feature Jason Dorsey, The Gen Y Guy. In this keynote presentation, Selling Across Generations: Specific Actions That Drive Sales With Each Gen- Educational opportunities abound. eration, Wednesday, 1-3:30 p.m., he will share research, ready-to-use actions and unexpected insights for selling to different generations at the same time. Sponsored by Gravely and Stihl, the keynote is free with tradeshow registration. New for this year are Power-Up Morning Sessions held on Thursday and Friday from 8-9:00 a.m. The first is with powersports dealer consultant Mark Mooney, who will share advice for achieving long-term success in dealerships. Friday’s session features U.S. Olympian Shannon Miller, a member of the “Magnificent Seven” team that won the U.S. Women’s first ever Team Gold in Gymnastics, and will share The Gold 6

AUGUST 2016

gory. Shortline manufacturers included Bourgault Industries, Claas, Degelman, Great Plains, H&S Mfg., Kuhn NA, Land Pride, Landoll, MacDon Industries, Meyer Mfg., Unverferth Mfg. and Woods. Ariens, Echo, Exmark, Ferris, Gravely, Hustler, Scag, Shindaiwa, Stihl, Toro, Walker and Wright Mfg. rounded out the Gold Level list for power equipment manufacturers. The total number of Gold Level recipients increased significantly from 16 in 2015 to 27 this year. Overall, average ratings improved and were more clustered as compared to last year. For the

Medal Mindset. The $5 fee for each of these sessions will be donated to charity. Also new this year is UTV University, which features proven powersports dealer training specialists, including Mark Mooney, Jennifer Robison and Ty Bello. Also included is a roundtable discussion about the state of the UTV industry. This is free with tradeshow registration, but pre-registration is required for this program. As with years past dealers have the opportunity for the first look at the newest products, including uninterrupted one-on-one time with suppliers during this sneak peek of the show floor Wednesday, 3-7:00 p.m. During a welcome reception on the show floor, 5-7:00 p.m., many of the exhibitors will host games, food, festivities and prizes in their booths, including a $5,000 giveaway sponsored by Stihl Inc. Dealership guru Bob Clements his team from Bob Clements International will lead five free dealership management workshops. Topics will range from leveraging the unique advantages of being a small business to hiring key employees and increasing sales through your website. Tech training and certification, priced $30-$45 for each class, will be on Wednesday through the Equipment & Engine Training Council (EETC), which is also offering discounted opportunities for certification testing. The Outdoor Demonstration Area will be open 9 a.m.-5:00 p.m. on Thursday and 9 a.m.- 4:00 p.m. on Friday. Three free concerts will rock the Nissan Commercial stage, sponsored by Dixie Chopper, at Fourth Street Live! in downtown Louisville during the show: The Crashers on Wednesday; Joe Nichols with Brooke Eden on Thursday and Wax Factory with Kirby’s Dreamland on Friday. The Fabulous Friday $10,000 Giveaway is back! One lucky winner will be drawn at 4 p.m., and the winner must be present to win the $10,000 prize. The giveaway is sponsored by Belgard Hardscapes. To register for GIE+EXPO 2016, visit gie-expo.com.

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POWERsuppliers second year in a row, Dixie Chopper receives the Most Improved Award for achieving the greatest percentage increase in overall ratings from 2015 among all manufacturers.

Altoz CEO Wins Entrepreneur Award

Dennis Brazier, Altoz’s CEO & Founder, was recently named one of the winners of the Entrepreneur Of The Year 2016 Upper Midwest Award. The award-winning entrepreneurs were selected by an independent judging panel made up of previous winners of the award, leading CEOs, private capital investors and other regional business leaders. The winners were announced during a June 9 event at the JW Marriott Minneapolis Mall of America. Regional award winners are eligible for consideration for the EY Entrepreneur Of The Year national program. Award winners in several national categories, as well as the EY Entrepreneur Of The Year Overall National Award winner, will be announced at the EY Entrepreneur Of The Year National Awards gala in November. The U.S. Entrepreneur Of The Year Overall Award winner then moves on to compete for the World Entrepreneur Of The Year Award in Monaco, June 2017.

Subaru To Close Industrial Power Div.

Fuji Heavy Industries recently announced a name change to Subaru Corp. along with an operational change that will focus all engineering and financial resources on the quickly growing automobile division. The Industrial Power Products division will close after fulfilling all order commitments for 2017. Product parts and support will remain available indefinitely. Subaru Industrial Power Products and Subaru Automobile have seen tremendous growth in recent years. With more demands for resources, the company will focus on the automobile division. To make the transition as smooth as possible for its customers, Subaru intends to continue to supply spare parts for a reasonable period to meet market requirements. Additionally, customers will see no change in quality assurance of products. Effective immediately, FHI suspends all new development projects of the industrial business. This includes not only newly received inquiries, but current

on-going projects as well. FHI will temporarily maintain the production, supply and servicing of existing models. The exact suspension date of these existing products has not yet been determined; FHI’s intent is to cease production of existing products by the end of September 2017. For more information about these changes please contact David Frank, Vice President of Sales and Marketing, dfrank@subarupower.com.

injuries have been reported. The hedge trimmer can operate faster than expected, continue running after the trigger is released or operate by depressing either the trigger or the front handle switch individually, posing a laceration hazard—about 8,000 units in the U.S. and 1,000 in Canada are under this recall. For more information, visit stihlusa.com and click on product recalls at the bottom of the page.

ARI CFO Wins Business Award

Charter Releases Aspen Integrator

Husqvarna Group’s construction division has acquired Diamond Tool Supply, based in Monroe, Mich., a producer of polishing and grinding diamond tools for concrete, stone and terrazzo. The acquisition will add sales of about $5.8 million, mainly in the U.S. to the division based on full year 2015 accounts.

ARI Network Services, Inc. announced that its Chief Financial Officer, William Nurthen, has won a 2016 CFO of the Year Award in the medium company category from The Milwaukee Business Journal. “It is an honor to receive this award from The Milwaukee Business Journal,” Nurthen says. “The award is a reflection of the collective efforts of the finance team at ARI. The group has consistently risen to the occasion in support of our growth strategy, efficiently managing issues such as acquisition integration and expansion in our product offerings and customer base, all while maintaining the high reporting standards of a publicly traded company.” Launched in 2008, the annual CFO of the Year Award is designed to recognize CFOs who play vital roles in the success of their businesses or organizations as well as make valuable contributions to their profession and communities. Nominations for the award were made by colleagues, companies and peers based on their wide range of experience, commitment, character and value to their organizations. Winners were selected by a panel of judges comprised of financial professionals from the Milwaukee area.

Stihl Recalls Hedge Trimmers

New Bill Fights Ethanol Issues

Charter Software Inc. recently announced the launch of Aspen Integrator, a new module that integrates Aspen, Charter’s flagship business management software, with the third party suppliers that dealers use to run their business efficiently. With Aspen Integrator dealers can now connect to multiple data sources including CRM packages, shopping carts, auction and equipment sites, manufacturers, and email and phone systems in real time. This integration also allows dealers to keep multiple data sources current, reducing duplicate data issues caused by current software integrations; and has the added benefit of being able to run secure live queries and more quickly respond customer inquiries.

Husqvarna Acquires Diamond Tool Supply

Stihl model HSA 65 battery-powered hedge trimmers have been recalled. “STIHL” and “HSA 65” are printed on the side of the battery compartment between the trigger and the loop handle. The hedge trimmer is gray and orange, with a loop handle, removable battery and a 20 in. hedge-trimming blade. They were sold nationwide from June 2010 through April 2016. Stihl is recalling these trimmers after seven reports of the trigger or front handle switch not operating properly. No

Seeking to head off ethanol industry efforts to introduce higher ethanol blends more widely into U.S. transportation fuel, a bill under consideration in Congress would direct the EPA to “consider current market realities and cap the maximum volume of ethanol blended into the transportation fuel supply at 9.7% of projected gasoline demand.” The bill comes as the EPA is considering new ethanol levels for 2017 after slightly reducing ethanol requirements from past projections. Ethanol produc-

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AUGUST 2016

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POWERsuppliers ers know that a 10% blend under current gasoline consumption quickly reaches a “blend wall” that restricts overall ethanol usage, so the industry lobbied several years ago to get E15 (a 15% blend) approved as a transportation fuel. The small engine and marine industries have lobbied heavily against the approval of E15 since it damages engines, and many groups, including the Outdoor Power Equipment Institute, have come out in support of the bill, titled the Food and Fuel Consumer Protection Act (H.R. 5180).

PES Invests In Warehouse

Power Equipment Systems (PES), a Salem, Ore. family business that’s grown into one of the nation’s premier wholesale distributors of premium lawn and garden equipment, parts and engines, has expanded into a renovated Willamette Valley warehouse complex that formerly housed a semiconductor silicon wafer plant. The move represents an $8.6 million investment to purchase and improve the 8-acre campus. The 75,000 sq. ft. main warehouse is now filled with racks of tools, parts, belts, equipment and riding mowers from key brands such as Cub Cadet, RedMax, Columbia, Jonsered, Troy-Bilt, Kohler Engines and Remington. PES also offers its customers parts sourcing, technical assistance, and educational and marketing resources to help them be more successful in every aspect of their dealerships and service businesses. The PES team now employs 40 people including call center personnel, warehouse crew and a sales team that interacts with

independent dealers and repair shops across the West. An average of 600 orders ship daily, via small parcel carriers and pallet load carriers. The new facility gives the company growing room for more products and staff. Power Equipment Systems was founded in 1979 by William “Bill” Burrell, who ran it until his death from cancer in 1995. The privately-held company is now run jointly by the wifeand-husband team of Burrell’s daughter and son-in-law, Kelly and Pete Yunker. “Power Equipment Systems is part of the Salem community and where we call home. We couldn’t imagine growing anywhere else,” Kelly Yunker says. Pete Yunker notes how well the project turned out. “The additional space allows us to serve our customers more efficiently and be able to say yes to more opportunities.”

General Transmissions Announces N.A. Parts Distribution

General Transmissions, a maker of CVTs for lawn tractors and snow blowers, has just launched a new North American regional parts distribution network to provide servicing dealers with a convenient source for CVT parts for its products. Additionally, service technicians can access the complete service manuals and related instructional videos for GT CVTs on the company’s website, generaltransmissions.com/en/service-parts. Dealers servicing General Transmissions-made CVTs will find parts readily available through the regional distribution network, which breaks out into four main geographic regions across the United States and Canada. For the Midwest region: Oscar Wilson Engine & Parts, St. Louis, Mo.; Southwest region: Engine Warehouse, Houston, Tex.; West Coast/Mountain states: Power Equipment Systems, Salem, Ore.; Eastern U.S./Canada: Servantage Dixie Sales, Brown’s Summit, N.C.

Polaris Recalls 43,000 Rangers

Approximately 43,000 Ranger off-highway vehicles (model 570) are being recalled by Polaris Industries. This recall is the result of a discovery that affected vehicles may overheat during heavy engine loading, slow-speed intermittent use and/ or high outdoor temperatures and catch fire. Obviously, this hazard heightens the risk of injury or crash. This recall involves 2015 and 2016 model year Polaris Ranger 570 recreational off-highway vehicles that have either two or four seats and a rear box. “Ranger” is printed on the rear box and “570” is printed on the hood; “Polaris” is stamped onto the front grill. These vehicles were sold in several colors. The following models are included in the recall: For model year 2015: Ranger 570; Ranger 570 EPS; Ranger 570 EPS HD; Ranger Crew 570; Ranger Crew 570 EPS. For model year 2016: Ranger 570 2×4; Ranger 570; Ranger 570 EPS; Ranger 570 EPS HD; Ranger 570 EPS ZUG; Ranger Crew 570; Ranger Crew 570 EPS. All known purchasers are being contacted directly by Polaris and should stop using the vehicles immediately. Contact Polaris at (800) 765-2747 from 7 a.m. to 7 p.m. CST Monday through Friday for more information. Customers can also check online to find out if their vehicle is part of the recall by visiting Polaris.com and clicking on off-road safety recalls.

AUGUST 2016

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2017mowerpreview (Material supplied by American Honda Power Equipment)

Honda Commercial Mowers XHA Self-Propelled, PDA Push The Honda HRC commercial series offers two models: the self-propelled, hydrostatic drive HRC216HXA and push-type HRC216PDA—both offer the best combination of features and durability for the professional landscaper. Offering Honda’s exclusive microcut twin-blade mulching technology enhances the legendary performance of the HRC series. Twin blades produce finer clippings for mulching, and finer clippings means less bagging. l Honda HRC lawnmowers are designed with a number of standard features and benefits: l Dome-shaped deck design that facilitates both bagging and mulching while delivering finer clipping particles. l Offset twin blade microcut system—the only 2-blade 21in. commercial lawnmower l Hydrostatic cruise control shaft drive transmission for increased durability. (HXA model only.) l Front guard provides lawn mower deck and engine protection; also allows for convenient transport tie down. l Durable, lightweight nexite wheels with axle protectors. l Cast-aluminum valve cover for optimum protection in commercial environments.

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Product Specifications l Engine: HXA: Honda GXV160 PDA: Honda GSV160 l Transmission: HXA: Shaft-drive hydrostatic cruise control PDA: Push type l Blade Control: HXA: Honda roto stop blade stop system PDA: Flywheel brake l Side/Rear Discharge: Rear optional l Mulching (Blade): Microcut twin blades l Cutting Width: 21 in. l Deck Material: Heavy duty 15 g. steel l Air Filter Type: Dual element l Starting: Recoil l Ignition: Electronic l Fuel Capacity: .29 gal. l Ground speed: HXA: 2.1-4 MPH l Mowing Height: ¾ in.- 4 in. l Wheels: 9 in. Nexite (precision ball bearings) l Dry Weight: HXA: 123 lbs. PDA: 99 lbs. Visit hondapowerequipment.com.

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2017mowerpreview (Material supplied by Bush Hog)

Bush Hog Introduces Heavy Duty Hog Line

ush Hog introduces three new zero-turn mowers, the HDE series, the HDC series and the HDZ series into its product offering. The HDE series is designed for homeowners with acreage or estate owners. The HDC and HDE series are designed for commercial use. There are 18 different models among the three series, with engine offerings from Briggs & Stratton, Kawasaki and Kohler. With electronic control modules, the ZT can easily be started with the press of a button. A USB power port is standard on the HDC and HDZ series. The redesigned decks with a smooth surface make them easy to clean. The HDE ZT series comes in seven different models and has engine availability up to 25 HP. The HDC ZT series comes in five different models and has engine availability up to 27 HP. The HDZ ZT series comes in six different models and has engine availability up to 32 HP. “Our zero-turn project team has been dedicated to

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providing the right product at the right price without sacrificing Bush Hog’s durability and performance. The 2017 lineup will feature a whole new look, as well as several new added amenities to help improve upon the performance our customers have come to expect.” Keith Johnson, Bush Hog product manager, says. “Heavy Duty Hog operators will notice an improvement in ride quality, due to our new design having a lower center of gravity and improved weight distribution. The elimination of saddle mounted fuel tanks improves the operator’s visibility of the perimeter. In addition to our end-users, our dealers will enjoy some added benefits too. We have made some changes to the new models that will decrease the dealer setup times and eliminate the hassle of tearing apart and disposing of wooden crates.” Let Bush Hog’s new Heavy Duty Hog line help you make tall grass short this season. Visit bushhog.com; call (334) 874-2700.

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2017mowerpreview (Material supplied by Rotary Corp.)

Rotary Offers Vast Array Of Power Equipment Parts

otary offers over 9,500 different parts, tools and accessories for power equipment including a full line of mower blades, air and fuel filters, belts, trimmer line, trimmer heads, electric starters, carburetors, overhaul kits, chain saw parts and much more. Hundreds of new items have been introduced for 2016 including high-lift, low-lift and commercial strength Copperhead mower blades. The new blade assortment is available for many popular brands including Bobcat, Dixie Chopper, Exmark, Ferris, Gravely, Husqvarna, John Deere, Kubota, Murray, Snapper, Scag and Stiga. Rotary also has introduced a variety of new foam air filters and pre-filters for major brands such as Briggs & Stratton, Generac, Honda, Kawasaki, Kohler and Onan among others. A new assortment of black vortex commercial strength trimmer line is among the featured items in Rotary’s 2016 master parts catalog. Rotary’s vortex, diamond-cut, quad tex and premium quad trimmer lines are available in loops, donuts or bulk spools. Rotary is considered the world’s largest supplier of power equipment parts. Landscapers and other retail customers can visit the company’s website

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at rotarycorp.com for a locator to find the nearest authorized Rotary dealer. The 2016 catalog is free for servicing dealers and distributors. Follow Rotary on Facebook and Twitter or watch the company’s latest videos on YouTube. Visit rotarycorp.com; call (800) 841-3989.

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2017mowerpreview (Material supplied by B3C Fuel)

You Have To Test Fuel To Know If It Is Bad While your grandpa’s gasoline was considered stable, modern gas is less stable than in the past and degrades over time. The proliferation of ethanol in modern fuel continues to exacerbate the already present issues with fuel degradation and water. In addition to being inherent in ethanol blended gasoline, the amount of water in your tank increases over time. Ethanol is hygroscopic, absorbing water from the atmosphere. If enough water is absorbed, phase separation occurs, which is the point where the ethanol and water combination reach saturation and “fall out,” settling on the bottom of the tank. And, at lower temperatures, phase separation can occur with very little water present. Knowing fuel quality is the first step to fixing and prevent-

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ing fuel related issues. Now, in less than two minutes, dealers can check the gas in a customer’s unit to see if it is a fuel related issue by using 2in-1 gasoline test swabs and ethanol quick test swabs. The 2-in-1 swabs will check the gas to see if it is fresh, marginal (decaying), or bad, and if there is water present. The ethanol percentage quick test can show you the percentage of ethanol in the fuel. The service center can then inform the customer the status of the gas and use it as part of your diagnostic service. This can also inform the dealer if the repair is covered under warranty. The great part of the swabs is that it only takes a few minutes to perform the test and it can be done right in front of the customer so that there are no questions. Visit B3Cfuel.com.

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2017mowerpreview (Material supplied by Masport)

Masport Tradition Builds Quality M

asport Limited commenced as a family owned manufacturing company in 1910 in Auckland, New Zealand. Masport introduced an iron foundry in 1911 and started manufacturing vacuum pumps and stationary engines for a range of agricultural equipment. After establishing a solid base in the farming industry, Masport started to diversify producing its first hand mowers in 1930 and New Zealand’s first petrol-powered lawnmower in 1938. Masport manufactured munitions for the army during World War 2. Post-war the company refocused on its core business, introducing further farm machinery such as ride-on tractors. With a growing reputation for engineering excellence, the company expanded off shore with an increasing range of agricultural, horticultural and lawn care products. Today Masport specializes in outdoor power equipment such as lawnmowers, shredders, cultivators and outdoor leisure products such as barbecues and patio heaters. The company continues to enjoy a growing reputation for providing quality products, exporting to over 40 countries worldwide.

Every lawn is different, which is why Masport has developed a comprehensive range of lawn and garden equipment. Masport mowers have been designed to meet the needs of the heaviest lawn conditions and the longest mowing times, therefore they are built to last. The models in the Masport range are feature rich, innovative and truly high performance mowers. Regardless of whether you see taking care of your lawn as a pleasure or a chore, Masport has the equipment to help you realize your vision, while suiting your lifestyle and budget. Masport is committed to quality and performance. We back our products. Masport Walk Behind Mowers have a 4 year consumer warranty and 1 year commercial warranty. All other Masport products carry a 2 year consumer warranty and 3 months commercial warranty. With a wide product range that is durable, hardworking and well-designed, you can trust Masport. A range of quality spares and accessories are available. Proudly designed and engineered in New Zealand and sold all around the world. Visit masport.com

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2017mowerpreview (Material supplied by Billy Goat Industries)

Billy Goat One & Done Hydro Aerator, Hydro Drive Overseeder W

hen doing standard renovating to improve the health and density of existing turf, the option to aerate and overseed with significantly less labor, fatigue and time is offered with Billy Goat’s pair of advanced technology hydro system machines. Combined 30 in. wide aeration and speed up to 4.3 MPH, the AE1300H hydro aerator completes quarter-acre aerations in as little as 15 minutes— that’s 59% faster than 26 in. drum units. And with its VAD, the unit creates two to 10 times more holes than fixed drum models in a single pass, offering the ability to do patch repair and seed bed prep in just one pass. Patent pending flextech arms with flexible limb reciprocating action drive plug depths up to two times that of drum units, even in dry conditions. In-ground steering provides unmatched

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maneuverability—no lifting to make turns so there’s no turf repair—plus reverse aerating, both affording maximized productivity and minimized operator fatigue. The hydro drive OS901 overseeder allows you to verticut and overseed all in one pass. The self-propelled hydro drive offers infinite speed control that eliminates pushing and fatigue and features intuitive forward and reverse operator controls. An exclusive 11-blade slicing reel floats along contours of yards increasing seed to soil contact and improves germination rates. The exclusive auto drop system automatically starts and stops seed drop, conserving seed and preventing end-of-run seed piling. Visit billygoat.com.

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2017mowerpreview (Material supplied by Sunbelt Outdoor Products)

Spotlight on Quality, Spotlight on Sunbelt XHT, Predator: Tough Mower Blades

houses across the U.S., Sunbelt can help you get the parts you need when you need them.

Visit sunbeltparts.com; call (800) 438-0660.

Sunbelt Outdoor Products Predator and XHT blades are the strongest blades on the market. The secret to their strength and durability is in a patented austempering process called marbain, taking it a step further than competitors. Ideal for professionals, these blades require less sharpening, last longer and are lighter weight than other competing blades.

Accelerator Industries Premium Grass Catchers Ideal for professionals working in wet climates or any conditions where it is necessary to bag grass or leaves, the Accelerator Industries line of premium aluminum grass catchers are best in class. The drilled aluminum body provides high airflow that will prevent clogging that commonly happens with other bagging systems.

Earthway Spreaders: The Professional’s Choice The professionals choice for spreaders, Earthway products save time, produce professional results and are tough enough to hold up to daily use. Earthway’s Ev-n-Spred technology ensures an even spread pattern, with higher accuracy than competing brands. Sunbelt Outdoor Products is a wholesaler of professional grade turf products and is celebrating 60 years in business this year. With nine ware-

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Mississippi Dealer Weathers Dry Spells Interstate expansion created a roadblock for I-55 Outdoor Power & Supply, Inc., but smart adjustments keep the business afloat. BY DAVID ABBOTT JACKSON, Miss. eginning at an intersection with I-10, Interstate 55 stretches from its southern terminus in LaPlace, La., 964.25 miles across six states to its northern terminus in Chicago, Ill. Like

most interstates with numerical designations ending in a five, I-55 runs north to south (or south to north, depending on your perspective), a cross-country route built to connect the Gulf of Mexico to the Great Lakes. That route takes I-55 right through the heart of Jackson, and right in front of I-55 Outdoor Power & Supply, Inc. The power equipment dealer sits on a frontage road with interstate traffic speeding by just a stoneâ€™s throw from the parking lot. Though proximity to a major thoroughfare is often good for business, unfortunately, I-55 (the road) has lately proved more bane than boon to I-55 Outdoor Power. Owner Josh McAlpin explains that when an ongoing lane ex-

Josh McAlpin

I-55 carries Grasshopper, Toro, Shindaiwa, Echo and RedMax products.

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pansion project began in summer 2013—a project that has sometimes blocked access to the frontage road— his business dropped off by 30% immediately. “That didn’t affect our business with our established customers, but new retail sales dropped by at least 30%.” Since the construction isn’t finished yet (is road work ever?), that drop-off has become the new norm. In fact, it is the main reason why McAlpin is the sole owner today. He and his former partner, Lanney Foote, bought the store from its original owner, Cecil Hodge in 2010; Hodge had started the company in 1992. Foote, a commercial lawn maintenance and landscape contractor, had been a customer. He was interested in moving away from cutting grass seven days a week, so he talked to Hodge about buying him out. Foote approached McAlpin, a neighbor and friend from church, because while he knew the product, McAlpin knew business. With a BS in Math from Mississippi College in nearby Clinton, most of his career up to that point had been on the operations side of wealth management. The two friends went into the business together 50/50, and for the first three years it worked out well. Then the road widening project started and business shrank. “We knew that it wasn’t going to be able to sustain us both,”

Technician Timothy Hanberry handles most repair jobs.

McAlpin says. Foote still ran his lawn care business but hadn’t had sufficient time to devote to it since taking on I-55, and consequently had lost a few accounts. “After a lot of long discussions and prayer we just felt like he needed to go back to that full time and I would take this full time,” he says. There are no hard feelings, of course. Foote remains a weekly customer of I-55, and even still helps out with certain things, such as when McAlpin plans a vacation. With Foote gone, there are now only three making up the I-55 staff. Besides McAlpin, Lynn Stevenson is at the parts counter and technician; Timothy Hanberry handles about 85% of the service work. “I help with that a little as I can,” McAlpin says. “Being so small, we all have to flexible.” McAlpin says his primary role is as sales manager, but he also picks up parts, makes deliveries and keeps the place clean and mowed.

Adjustments

The dealer sits on a frontage road just off of I-55, visible from the front of the property.

Because of the roadwork, McAlpin and his team have had to make a few adjustments—a greater emphasis on parts sales, for one. For anoth-

er, they stopped opening on Saturdays. “I went six weeks losing money on Saturdays, because there were several Saturdays that the frontage road was blocked and customers couldn’t get here. We would have maybe one or two decent Saturdays in a month, and the time away from my family wasn’t worth it.” Also, he estimated, I-55 would still get at least 50% of the lost Saturday sales on weekdays. When road construction is completed, he says, they will re-evaluate that decision. Also, although the store may not be officially open to the public on weekends, it will make accommodations for regular customers who maybe need to pick up a mower, not just on Saturdays but on holidays as well. For instance, McAlpin met a customer who needed parts on Thanksgiving day last year. Another adjustment that helps make up for lost revenue during the slow winter months: I-55 offers free pickup and delivery for winter service jobs in December-February. “We schedule customers a year in advance and keep a running calendar,” McAlpin says. “That has grown to 70 service jobs during the slow months, and that helps generate cash flow.” That’s one of the good things about the South for his business, McAlpin points out: short winters. “You cut grass down here at least ten months,” he says. “Our state fair starts on the first Wednesday in October and that is usually when you see business start to drop off, but I still cut grass until after Christmas, and by Valentine’s Day it starts back.” Last year didn’t quite fol-

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low the pattern, he admits, because it was so dry. “We got rain on July 5 and had no substantial rain again until the third week of October. So it started off as a good year and ended up not so good because nobody was cutting grass much from July through September. This business has so much to do with the weather, both the moisture in the ground and temperature. If you have long, sustained cool nights in the spring, it slows growth. If you have warm nights then business picks up a lot in March, but if not, it’s the end of May.” This year, retail sales have been up a little over the same time last year. After getting through the initial seasonal boom when everyone brought their equipment out in the spring for many to find that it wouldn’t crank up, service jobs dried up in May due to another dry spell. Since the first of June, however, McAlpin says the shop has been as busy as it was in the peak of the spring. They’ve steadily worked through a backlog of two to two-and-a half weeks turnaround over the summer.

Goods, Services Lines carried in-house are Grasshopper’s full line and Toro residential mowers, while the handheld selection includes Shindaiwa, Echo and RedMax. I-55 is also a non-stocking dealer for Billy Goat and Bobcat: Customers can order those products and I-55 will service those brands. When McAlpin and Foote took over six years ago, Grasshopper and Shindaiwa were the only lines I-55 carried; the previous owner was just then adding Echo on a consignment test basis to see how it went. They took on RedMax in late 2010 and Toro in 2011. Before the interstate work started, I-55 was the biggest Shindaiwa dealer in its sales territory. Grasshopper is the flagship line in terms of units sold because of the commercial market, while I-55 sells a lot of Toro parts to its residential sector. McAlpin says they also pick up a lot of Toro parts and service business from big box store customers. The customer base, in terms of wholegoods sales, is about 40% residential and 60%, he figures. Posted shop rate is $77 an hour. McAlpin says they arrived at that figure based on what others in the area are charging, aiming for somewhere in the middle. “I have seen some as high as $89 and some as low as $65.” The fee was $68 an hour when he bought the store in 2010; he’s raised it twice since, first to $73 and then to the current $77. The shop produces 2530% of I-55’s total gross revenue. A solid 15% of total annual gross revenue comes from a very different source: pine straw. I-55 started selling pine straw in 2011, mostly to commercial contractors using it for mulch and garden bedding. “It’s a big business in the fall, and we needed something like that to help during the slow times of year,” McAlpin says. “Not that it completely sustains us but it is a cash flow generator.” The pine straw comes from Georgia. Mississippi had several suppliers before Hurricane Katrina. Now, McAlpin says, there is only one pine straw supplier in that part of the state, and he can only produce enough to keep one vendor supplied. Even though the storm was almost 11 years ago, it caused such widespread devastation to pine plantations in the region that McAlpin estimates it might take 20 years to fully recover, if enough landowners have replanted pine—a long-term investment. The I-55 team is always looking for ways to grow the business, McAlpin says. In the last 18 months they have put up a PET web site with an eye towards online sales. 22

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DEALERvoices

Questions About The Future Sam Stearns is about to take a big leap of faith, and he is looking for some guidance.

try Clipper zero-turn mowers. For the record, becoming a Country Clipper dealer was a great move. But I don’t want to stop there. Assuming I’ll have a building constructed in time for me to operate from it next year (an admittedly untested assumption), I want to add other equipment lines so I can draw many different kinds of customers to my doors. I have been advised to consider adding a line of lawn & garden tractors next, and then maybe a handheld line and some consumer walk-behind mow-

this part to be a money making machine. I have learned that the key to attaining and maintaining a service shop like this is the processes by which it operates. But I am also really interested in seeing from other dealers out there what sort of tools I ought to be investing in if I want to have a highly productive shop. This year, I bit the bullet and bought an Oregon blade grinder. I absolutely love it! I’ve been looking at Heftee lifts for a while now, and boy, would I love to have one of those! Remember, I’m operating out of a garage behind my house, and nearly all my tools and equipment are inherited from my dad, who, while a terrific auto mechanic, was never a professional in the power equipment industry. Furthermore, I was never an employee in a power equipment dealership before I decided to start my own, so I don’t necessarily have or know the sorts of equipment that should

BY SAM STEARNS y the time you are reading this column, I expect to have taken possession of a new piece of property for which I have very high hopes. Three acres to build the dealership of my dreams! Up until now, I’ve operated out In many ways, I feel like nothing I have done for the past of a garage behind my house on a county road a couple turns and about three miles ten years really prepares me for what is coming. There is an from the city limits. You probably amazing number of questions that need answers, and I wouldn’t say I’m completely invisible here, but I admit that a customer of mine don’t feel like I have very many of them. was right when he told me, “Man, no one knows you’re out here!” But now, I’m making plans for a move ers. Sounds pretty good to me, and that be the staples of a highly productive shop. right on the edge of the city limits, on the will probably be more than enough Perhaps some of you with productive main north/south artery of town. A drastic product line expansion for one year. shops could fill me in! improvement in location, I’d say! Subsequent years will provide opportuThis is my third column in this terrifNo building is there. No pavement is nities to expand my product offering even ic publication. In the first two, I was there. No utilities are there. All of it is more, but I imagine I will have a pretty sounding off on a couple of ideas about going to have to start from scratch. I good sense then of what sorts of things which I have very strong opinions. So have so much planning to do before I my market is asking for. But for right since I may have sounded somewhat even think about breaking ground. I’m now, I would be interested to know what authoritative, you may have gotten the beginning to feel the anxiety of hiring sorts of product lines some of you more impression that I’m trying to pass myemployees. I’m beginning to feel the experienced dealers would try to add over self off as some expert. I admit I’m far concurrent weight and excitement of the the next year if you were in my shoes. from an expert. I’ll probably be my old prospect of owning and managing a The dealership of my dreams has as self in the December issue and offer business that is larger than myself. its backbone a clean, well-lit, respectsome sort of my “expertise” again. In many ways, I feel like nothing I able and humming service shop. I want But for now, I’m asking you to share have done for the past ten your thoughts about what years really prepares me for sorts of equipment a fledgwhat is coming. There is an ling dealership ought to amazing number of quesmake sure it’s adding to its tions that need answers, and showroom and it’s service I don’t feel like I have very shop. Many of you have many of them. been through this before. PET But for purposes of this Sam Stearns owns and operissue, I’ll focus on just two ates Mr. Mowerman, Scottsof the major questions. First burg, IN 47170; e-mail: mr. mowerman@hotmail.com. The of all, the mowers and other views of Sam Stearns do not equipment I can carry next necessarily represent those of year. At this point, the only Hatton-Brown Publishers, Inc. Stearns’ current location. wholegood I carry is Coun-

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The Key To Fighting Buyer’s Remorse Customers buy a product to fill a specific requirement or need. For the buyer, the equipment purchased is the means to make a living; they are all business people whose livelihood depends upon the equipment performing up to standard. BY JOHN WALKER he term “buyer’s remorse” surfaced many years ago, by which we do not know. What it refers to, we believe, is the remorse or “mental anguish arising from a past experience.” When tied to the word buyer it becomes the anguish concerning the buyer’s choice from whom he purchased the equipment. Did the buyer make the right decision? Did he make an educated choice? Or was the choice made because of a few bells and whistles, the color of the equipment or the product’s market position based on units sold? It is at this point, and particularly with a new buyer that other more important questions come to mind. Unanswered questions like: Does the dealer have the resources, personnel and facilities to take care of my needs and requirements after the sale of the equipment? Customers as a general rule want to single source the equipment they purchase. They want to return to where they purchased the equip-

AUGUST 2016

ment for their product support needs. They don’t want to have to source parts; they don’t want to look for someone who can fix their equipment right the first time and they don’t want to go elsewhere for a rental unit. The customer wants to return to where the unit was purchased for needs and requirements after the sale. When queried as to what customers are looking for in order to dispel buyer’s remorse four main items came forward. First, parts availability: They want a dealer who maintains and carries in stock the right parts, at the right time and at the right price, or is able to have the parts within 24 hours. Then, service response time: They want a dealer who has the ability and quality of personnel to keep unscheduled down time to a bare minimum. They also want trained

personnel working on their equipment. Finally, they want these quality-trained personnel to be both friendly, reliable and available and ready to work on their equipment when the unit(s) are down. I’ve had the opportunity over the years to do work for what I call worldclass equipment dealers. Getting to know these dealers made it possible for me to talk and question customers as they came into the dealership. These conversations with customers became the fun part of my job; the questions and answers were face-toface, enlightening and quite interesting. At the parts counter I might ask a question like: “Do you shop here for all your parts? Isn’t it possible that you can get a better price down the street?” The answer: “Yea, I buy almost 100% of my requirements here. I know in some cases I pay a higher price than I could get down the street, but these people have the parts on the shelf or can have them delivered to me by tomorrow afternoon!” Then I might switch the topic to the dealer’s service department, with a question like: “Do you use this dealership for servicing your equipment?” To which the general reply may run something like: “Yea, I get my service done here and sometimes I wonder why I’m paying a premium price . . . $149.50 an hour, but then I know for certain when they fix it, it will be fixed right. They keep telling me that their technicians are the best there is and I can’t dispute it. They have always done the job right the first time and best of all, they are on time and I have no argument with that. They do a great job at servicing what they sell! Another thing is, that when this dealer does the work, they always alert me to any problems I

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may want to take care of now rather than later. They take care of us and that’s the important thing. We can’t afford to have our equipment sidelined or down all together.” Do you always get answers like this when you ask questions like this? No. But think about this, what if you heard answers like this 50% to 65% of the time—because that is what we see in world-class equipment dealerships and that kind of praise brings equipment into your shop, pumps up your field work and sells a lot of parts. This provides a dealership with a whole lot of sales and profits and an increase in customer satisfaction indexes. This leads to an increase in customer retention, which leads to increased market share. Can you do away with buyer’s remorse in a couple of weeks? The answer is probably not, because many of you have spent years taking customers for granted—putting up with employees who are merely reactive to customer’s needs. Many dealers have spent years being primarily suppliers to their customers and have neglected being marketers of their products and services. But you can start right now changing

the dealership’s attitude and approach; changing the attitude and approach of your managers; and working to get every dealership employee on the same page with customer service.

Tips For Success Draw your managers and employees together and tell them that basically everything your dealership does in the next six months will be focused upon your dealership’s profit opportunity; of selling service to every one of your customers who buys equipment from your dealership but decides to service the equipment himself, or have someone else perform the service for them. Try this: Pick out 10 to 15 of your equipment customers who are not using your service department and become determined to have them on your customer list before year’s end. Try this: Use every opportunity to sell your service: Before the sale of the equipment, during the sale of the equipment and, yes, after the sale of the equipment. Remember that selling your service is a guarantee to increase your parts sales. Start looking at the opportunities your

dealership has with your aftermarket. Stop being a Doubting Thomas and believe that the greatest profit opportunity is in the “back-end” of your business. If you are serious about changing and would like a jump-start, email me at amsconco@aol.com and ask for our short manual: Fourteen Steps for Increasing Your Aftermarket Sales. It is yours, free of charge, my parting gift to you. After you’ve read that manual, and you feel comfortable in taking the next step, ask me for Enhancing Your Customer’s Buying Experience. You’ll be invoiced for this manual, the amount of $19.99. Documents are sent to your email address—if you are not satisfied with paying for the second after you receive it, keep the manual but do us the favor of sending a short email, telling us that the manual was of no value to your dealership. 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, and managing and merchandizing techniques. Contact AMS, P.O. Box 541, Fort Mill, SC, 29716; email amsconco.com.

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INDUSTRYvoices

Propane Continues Upward Trend The use of commercial propane mowers by professionals is continuing its climb upwards, survey results show dealers are encouraged. BY JEREMY WISHART

t the outset of the 2016 cutting season, more than 20,000 propane mowers were in operation, being used to maintain residential lawns, commercial properties and pub- Currently, more than 150 mowers powered by propane are on the market. lic green spaces. Currently, 14 manufacturers offer more than 150 propane mowers models in zero-turn, stalker and firm, found that within three years more walk-behind varieties. Within the last than half of power equipment dealers four years, propane mower purchases will be offering commercial propane have grown by 300%, and the number of mowers to their landscape contractor OEM SKUs has ballooned by 500%. customers. It’s clear there is a strong contingent According to the survey, only a quarof contractors already sold on the beneter of power equipment dealers currentfits of propane equipment and a lot of ly sell propane mower models and conOEMs are ready and willing to provide version services. But when dealers were the equipment the contractors prefer. asked if they expected to offer propane But what’s possibly even more immodels within the next three years, that pactful to the continued future growth figure increased to 60% of responding of propane in the landscape market than dealers. the figures above are the statistics from That large increase in propane equipment availability could mean a contina recent research study of power equipued increase in propane equipment purment dealers. chases in the near future.

Future Projections

It’s no secret that equipment dealers often hold the key to what machine is ultimately selected for purchase by a contractor. If a dealer and their team are comfortable selling and servicing a specific mower brand and model, it’s more likely to be what the contractor is ends up buying. Results from a study commissioned by the Propane Education & Research Council (PERC) this spring conducted by an independent, third party research 26

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Factors In Success A lot of the success propane equipment is currently enjoying in the commercial landscape market can be attributed to the 2013 breakthrough year. Prior to 2013, during the 2011 and 2012 cutting seasons, all of the propane mower models on the market were existing gasoline mowers that required installation of a propane conversion kit at the factory level. But PERC used an increasing interest

in propane as an opportunity to develop more fuel-efficient technology. It began dedicating more resources to the landscape market with programs such as the Propane Mower Incentive Program, which helped offset some of the upfront costs contractors faced when making the switch from gasoline or diesel-fueled mowers to propane. In fact, the Propane Mower Incentive Program became so popular amongst contractors that it has grown into a pillar program for PERC. The incentive program gives contractors $1,000 toward a new propane-powered mower or $500 toward a qualified conversion kit. To date, PERC’s Propane Mower Incentive Program has helped put 3,500 new propane-powered mowers in the field around the country. The program is expected to reopen in October 2016. In 2013, propane received some noteworthy buy-in. PERC helped Kohler launch its Command Pro EFI propane engine, the first OEM-built EFI propane engine to enter the market. That same year, two manufacturers, Exmark and Toro, adopted the Kohler engine and developed dedicated propane-powered mowers, while John Deere made available 20-plus mower options approved for dealer conversions. Several other manufacturers—such as Hustler, Big Dog and Wright Mfg.— took the same approach shortly thereafter. Commercial mowers powered by propane were here to stay. With a strong group of contractors already cutting with propane equipment coupled with the encouraging research indicating dealers are going to make propane offerings even more prevalent at their dealerships, propane’s future is PET looking promising. Jeremy Wishart is the deputy director of business development at the Propane Education & Research Council. For more information about commercial propane equipment, visit propane.com; e-mail jeremy.wishart@propane.com.

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SHOWroom FEATUREproduct

TD’s Yard Card Power equipment dealers seeking to offer a private label credit option specifically designed to keep consumer and commercial customers coming back for purchases of all types need look no further than the Yard Financing Program from the TD Retail Card Services, a division of TD Bank, N.A. “This is not a ‘one-and-done’ installment program geared to the purchase of a single piece of equipment,” explains Michael Lupo, Vice President, Merchant Relations at TD Retail Card Services, which ranks among North America’s largest private label credit card companies. “Rather, Yard Card is a revolving, universal program that allows dealers to offer their customers financing on any item and any brand they sell, from large pieces of equipment to handhelds, parts and service and even barbecue grills.” “It’s all about building loyalty,” Lupo continues. “Your customers apply once and, assuming they’re approved and make their payments, have the opportunity to keep using the card for future purchases without tying up their bankcard credit lines or tapping out their cash.” Today, the Yard Financing Program is offered at approximately 3,000 dealers of all sizes throughout North America. Consumers can apply for the Yard Card, while commercial customers are eligible for Yard Card Plus. Through partnerships with 29 manufacturers of lawn and garden and snow removal power equipment, the Yard Card offers a wide range of financing plans on purchases of new and used high-ticket equipment—with special financing programs up to 72 months. Overall, the program’s average ticket on equipment purchases is approximately $2,700, with commercial tickets averaging around $7,000. “On commercial accounts, it’s not uncommon for us to finance transactions in the $100,000 range,” Lupo notes. “Simply stated, our goal is to do everything possible to help the dealer close the sale and keep customers coming back by providing them with a dedicated line of credit and your store’s name embossed right on the card.” Visit TDRCS.com/Yard.

PARTS & ACCESSORIES Rotary Replacement Belts

utors. The entire catalog may be downloaded in a PDF format from the company’s re-designed website at rotarycorp.com. In addition, there is a locator for customers to find the nearest authorized Rotary dealer. Visit rotarycorp.com.

Earth & Turf CarryCat Tool Carrier

Rotary has introduced 40 new belts for 2016—including replacements for Exmark, Ferris, Gravely, Husqvarna, Hustler, Kubota, MTD and Snapper mowers. Rotary offers more than 3,000 different belts for power equipment including heavy-duty belts reinforced with high strength aramid fiber and two-ply construction. Rotary’s line of premium quality belts is engineered to meet rigid operating standards with excellent resistance to heat, oil and abrasion. Related items include belt idlers, flat idlers and v-idlers plus belt, spindle, idler and transmission pulleys. Rotary also offers edger pulleys and a bushing assortment for idler pulleys. Over 9,500 different parts, tools and accessories for power equipment, including 350 new items, are featured in Rotary’s 2016 master catalog for servicing dealers and distrib28

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Earth & Turf Products, LLC, recently released the CarryCat tool carrier to fit 3-point hitches of compact tractors, which will be available starting now. This very useful attachment is designed to conveniently carry and secure the most commonly used landscaping hand tools. Features include stand-alone storage with adjustable stand off feet to suit a variety of tractor sizes, adjustable gasoline-can holder, soft-lined chain-saw mount and receiver for drawbar. Fabricated with a heavy-duty powder-coated finish, the list price is $598. Visit earthandturfattachments.com.

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SHOWroom

PARTS & ACCESSORIES Walbro Universal Fuel Tanks Walbro recently announced a new line of low evaporative emission universal fuel tanks for gasoline and diesel powered equipment. Designed for both heavy duty and extreme duty applications, standard fuel tanks are available in popular 5-, 6-, and 7-gal. capacities in both black and natural colors. They can be configured with optional accessories such as vent valves, return lines, level senders, roll-over valves, drain valves and other common fuel system components to create a customize fuel system solution. The Walbro universal tanks provide an affordable way for OEMs to use best-in-class multilayer fuel tank technology for low and medium volume production. Additionally, given the trend toward electronic fuel injection (EFI) in small engines, these products make it easier and less costly for customers to transition from carbureted to fuel injected engines. Walbroâ€™s new systems are CARB and EPA compliant that help customers reduce their upfront tooling costs. These tanks are designed to withstand the toughest applications. In addition to the heavy duty tank, Walbro is offering extreme duty products that have a 40% thicker shell to provide even greater puncture and abrasion resistance. Visit walbro.com.

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PARTS & ACCESSORIES Stihl AR 3000 Backpack Battery Professionals get gas-powered performance from Stihl battery products with the 36V, 1148 watt-hour AR 3000 backpack battery. Interchangeable with all handheld tools in the Stihl battery line, this sleek, high-performance battery has 25% more capacity than the Stihl AR 900, running for up to 13 hours* and elimi-

nating exhaust emissions and fuel costs. The AR 3000 comes equipped with numerous features for the demanding professional like audible and visual recharge alerts, rain cover, sturdy housing and a durable base plate. Its ergonomic design with comfortable shoulder straps, hip belt and chest strap distributes the weight evenly, reducing operator fatigue. This advanced Stihl lithium-ion technology with extended runtimes** minimizes downtime on the job, allowing professionals to take on more work. Recharging the AR 3000 to 100% capacity takes only 160 minutes when used with the Stihl AL 500 high-speed charger—five times faster than many other backpack batteries on the market. Visit stihlusa.com. *Depending on Stihl battery-powered product being used and application **As compared to the Stihl AR 900 backpack battery

MOWERS Ariens Ikon X Ariens Ikon X is an allnew zero-turn lawnmower built with the durability and quality that Ariens is known for packed with premium features, like fabricated deck designs in either 42" or 52" sizes, the Ikon X incorporates enhancements that improve cut quality, durability and ease of use. The newly designed, fully fabricated, commercial-style cutting deck has a 4.5" deep design to provide airflow in challenging mowing conditions, delivering an unmatched quality of cut. The wide discharge opening allows for even dispersal of clippings without clumping, while the constant tension deck belt system increases the life of the belt and reduces the need for adjustments. The Ikon X was built with ease-of-use and operator comfort in mind, integrating features such as the dial height of cut selection, which puts 13 cutting positions at the operator’s fingertips. Other considerations, like fully adjustable control arms, foot-operated deck lift, cup holder, storage compartments and advanced vibration isolation were added to increase operator efficiency, while keeping comfort a high priority. All models are available with either a Kohler 7000 series engine or a Briggs & Stratton commercial turf v-twin engine. Models come backed with a three-year limited consumer 30

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warranty and a five-year limited warranty on the frame and deck shell. Visit ariens.com.

Wright Mfg. Compact Stander I Wright Mfg.’s compact Stander Intensity, known as the Stander I, is equipped with the first 36" deck to incorporate Wright’s revolutionary aero core technology. The floating deck on the Stander I tilts side-to-side and front-to-back, allowing the mower deck to better follow terrain contours. It also improves the weight distribution for better handling on hills. The deck height can be adjusted on the fly in quarter-inch increments, and anti-scalp rollers automatically adjust the deck height to changes in terrain. The floating stand-on platform of the Stander I absorbs rough terrain through elastopolymer bumpers that provide a dampened feel similar to a car. The bumpers are progressive to accommodate various weight operators. The wide stance provides greater control and its forward slant makes the controls more ergonomic. Recessed caster wheels reduce the turning radius. This feature, combined with the compact footprint and outstanding control and handling, allows operators to trim as they mow. The compact size also means more mowers will fit on a trailer. Contractors who want the Stander I’s great handling features but need a larger deck can specify a 48" or 52" deck; engines range from 18.5 to 22.1 HP. Visit wrightmfg.com.

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INDUSTRIAL

TURF EQUIPMENT

General Equip. M235 Hole Digger

Ryan Lawnaire ZTS Aerator

General Equip. Co. introduces its new M235 two-man hole digger. The M235 is well suited for a range of hole digging applications in various soil types, featuring new polymeric Gen 2 comfort-flex operator handle technology with integrated flex-type handle grips, which takes the next step in absorbing torque-related kickback forces and damping machine vibrations. Featuring a Briggs & Stratton 190 cc, 4.5 HP gas engine, the M235 delivers a maximum drilling torque of 154 ft./lbs. The newly designed, heavy duty, oil-cooled transmission includes a centrifugal all-metal clutch and machine-cut spur gears with a 1 in. diameter output shaft. The new transmission lock feature allows for easy removal of a stuck auger from the ground without disconnecting the power unit from the auger and helping prevent damage to both. A full line of augers in 2Âź-, 3Âź- 4-, 6-, 8-, 10-, and 12-in. diameters are available providing an effective digging depth of 30 in. A 15-in. long extension is also available for deeper hole digging applications. Visit generalequip.com.

The Lawnaire ZTS is the first stand-on aerator from Ryan. The innovative, lowmaintenance design is highlighted by a hasslefree drivetrain with an automatic chain tensioning system and multiple easyaccess panels to keep out debris. Performance features include a shock-absorbing operator platform, an aeration depth stop and an ergonomic, rapid hydraulic tine lift. With powerful and nimble zero-turn drive, the Lawnaire can reach a speed of up to 7 MPH. The quickness and intuitive controls of the Lawnaire ZTS also make it ideal for the rental market, requiring less time and experience, while providing more comfort to the user. Visit ryanturf.com.

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POWERworks AR, LA, MS, OK, TX 4408

ND, SD, MN, WI, MI, IL

AR, KS, LA, MS, NM, OK, TN, TX

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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

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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

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Nationwide

13063

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Southeastern U.S.

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

PRICE REDUCED

Obsolete McCulloch & Obsolete Green Machine

9009

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

607-638-9297 phone or fax

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

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

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

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HOMELITE PARTS BUY & SELL NEW, USED & OBSOLETE

8100

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

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

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PETcetera Mastering The Art Of Storytelling Want people to purchase your product or pay for your service? Don’t tell them to do it; tell them a story, instead. Good marketers know they only have seconds to capture a potential customer’s attention—and storytelling is the most effective way to do this, Molly Phillips, a senior account manager at Greenroom public relations and marketing agency, says. “By allowing us to empathize, imagine, relate and emote, stories efficiently help us to connect with, harness and retain information. If you can sear an image or emotion in someone’s psyche, it is far more likely to be retained long term,” she said.

Craft A Compelling Story So what makes a marketing “story” resonate with consumers? The first thing you need is a logical sequence. Every story has a beginning, middle and end—the “three-act” transformational approach of a classic story: Act I: The status quo. Set up the current state of the market or the world your customer lives in. Act II: The conflict. Present a problem your customer is facing, or will face in the future. Act III: The resolution. Explain how your product or service will solve this problem. The other important element of a great story campaign is a clear target audience, says Joe Anthony, principal and president of financial services a Gregory FCA public relations firm. You can have the greatest story in the world, but if you’re not delivering the message to the right people, the campaign will fail.

Your Brand Is The Hero Phillips said it’s better to link your brand to the story through integration, rather than association. Telling a beautiful story that has nothing to do with your brand and simply flashing your logo at the end won’t help audiences make the connection, she said. “Make your brand ... a character in the story,” Phillips said. “This tactic is what made the (2011 Super Bowl) Volkswagen commerical with the little boy dressed as Darth Vader such a success. The car became a part of the narrative, not just a bystander to it.” Provide A Visual They say a picture is worth a thousand words, and that’s especially true in sales and marketing. Visual marketing is highly effective, and providing a clear image of how your company can help a customer will tie the “story” back to your brand in a consumer’s mind. “Storyteller marketing should illustrate how a product or service can be used, when the target consumer needs or should purchase it and how they can obtain it,” says Anthony. “Insurance companies will show images of (drivers) safely out of harm’s way after a car accident, talking with their agent on how to get repairs. That’s a good example of showing how a need [is met] in one quick visual.” Be Authentic Some of the most effective marketing campaigns use firsthand experiences of real employees or customers with real stories about the company and its product or service. “We are wired to find meaning in adversity,” says Carmine Gallo, a business storytelling expert and author. “It’s why we

never get tired of hearing Shark Tank’s Barbara Corcoran talk about being fired from 20 jobs, working as a waitress and turning a $1,000 loan into a real estate empire.” If someone in your company has had to struggle and overcome challenges to get to where they are—and can apply those lessons to the current market—that’s marketing gold, Gallo says. “It’s a story worth telling.” Source: Mastering the Art of Storyteller Marketing, Nicole Fallon Taylor, Business News Daily, businessnewsdaily.com/9244-storyteller-marketing.html.

PETevents SEPTEMBER 4-6—SPOGA International Trade Fair, Cologne Köln Messe, Cologne, Germany. Call 773-326-9920; visit spogagafa.com. OCTOBER 19-21—GIE+EXPO, Kentucky Exposition Center, Louisville, Ky. Call 812-949-9200; visit gie-expo.com. NOVEMBER 2-4—Far West Equipment Dealers Assn. annual meeting, Marriott Newport Beach Hotel & Spa, Newport Beach, Calif. Call 707-678-8859; visit fweda.com. JANUARY 26-28, 2017—Power Show Ohio, Ohio Expo Center, Columbus, Oh. Call 614-889-1309; visit omeda.org. FEBRUARY 4-6, 2017—Outdoor Power Equip. Aftermarket Assn. annual meeting, Omni Amelia Island, Amelia Island, Fla. E-mail jhawes@opeaa.org; visit opeaa.org. FEBRUARY 12-15, 2017—Joint annual meeting of Deep South Equip. Dealers Assn., South Eastern Equipment Dealers Assn., and Southern Equipment Dealers Assn., The Ritz-Carlton Hotel, New Orleans, La. Call 225-383-5064; visit dseda.org. Listings are submitted months in advance. Always verify dates and locations with contacts prior to making plans to attend.

ADlink This issue of Power Equipment Trade is brought to you in part by the following companies, which will gladly supply additional information about their products. ADVERTISER American Honda Power Equipment B3C Fuel Solutions Billy Goat Industries Briggs & Stratton Bush Hog Cannon Bar Works Caterpillar Green Industry & Equipment Expo Heftee Industries Masport Morbark Outdoor Power Equipment Institute Rapco Industries Rotary Sunbelt Outdoor Products TD Retail Card Services Walbro

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

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DEALERtodealer

GREG GERMAN

Seeing Success As One Great Idea

The key to attracting the younger generation is helping them see the difference they can make.

ver since my second oldest son was around 11 or 12 years old, he had said that he wanted to become a millionaire. After hearing him make that statement more than a few times, I finally asked him how he planned on becoming a millionaire one day. His reply was fairly astute for someone still not in his teens. He said, “I just need one really good idea.” I thought about his answer and I really could not argue with his point of view. I could have given him some really sage advice like, “Son, the real way to become a millionaire is work hard, save your money, invest wisely and to give generously to others. If you do that, one day you will have more than you could ever imagine.” But here was the problem with attempting to give him my point of view on that matter of wealth building: He didn’t have the same perspective. You see, to that point, his life experience was colored by the success stories of people like Bill Gates (founder of Microsoft), Mark Zuckerberg (founder of Facebook) and Jeff Bezos (founder of Amazon). All of these people are regularly on both the internet and television glamorizing their “one great idea.” They had star power and helped to reinforce my son’s progressive thinking that all you need is one really good idea and the rest is all easy-street from there. I know you seasoned readers of PET are thinking the same thing as me about those famous folks that I named above. We all know that each of these people didn’t just have “one great idea.” They

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had a whole series of really good ideas. But most importantly, they had the intestinal fortitude to see their really good ideas to fruition. I will guarantee that all of these people had many more failures than they had successes. The difference was this: They kept going in spite of their failures and in spite of the naysayers who were constantly saying that their idea would never work.

Oh yes, the same thing that our “experienced” generation has said for many years about the younger generations. They just aren’t cut from the same cloth as we were. Well, that’s a bunch of garbage. This current generation can be a hard-working and determined group. The difference is that they want to make sure that what they are doing is really going to make a difference. I really believe that this one of the big challenges that we have as business owners and managers, many who are in their 20s and 30s have not really experienced the down business cycles that are undoubtedly ahead. Many of them are so bright and have so much potential, but will they stand tall when times are tough and the opportunities are not quite as robust? Oh yes, that is the same thing that our “experienced” generation has said for many years about the younger generations. They just aren’t cut from the same cloth as we were. Well, that’s a

bunch of garbage. This current generation can be a hard-working and determined group. The difference is that they want to make sure that what they are doing is really going to make a difference. Yes, they need a paycheck. But unlike our mature generation who may have stayed in the same unchallenging or low risk job for many years because we wanted the security that it provided, this current generation of young adults really does want to make a difference. If they don’t feel that what they are doing is making a positive contribution, they have no qualms about checking out and moving on. A few years ago the statistic I read was that the average young adult would have 13 jobs in their lifetime. I am guessing that the statistic needs to be updated and would be an even higher number today. A friend of mine who works in the high tech industry said that he “has to move jobs” every 18 months. If he doesn’t, people actually wonder what is wrong with him. He is always looking for a new challenge. I know our businesses in general are not considered very progressive, but we are all trying to attract the best applicants from a shrinking talent pool. Make sure that your team knows that they are appreciated, that your business is important and the work that they perform does make a positive difference. The only person who can influence their story is you. So go out and start telling PET stories. Greg German is President of German-Bliss Equipment, Inc. in Princeville, Ill., which operates three power equipment dealerships that market products for the lawn and garden, industrial and agricultural sectors. He can be contacted at P.O. Box 440, Princeville, IL 61559; fax 309-3852540; email ggerman@germanbliss.com. The views of Greg German do not necessarily represent those of Hatton-Brown Publishers, Inc.

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