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10 Volume 71

Number 1

FEBRUARY 2022

Our 748th Consecutive Issue

Founded in 1952

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

FEATUREstories

10 LUKE’S SMALL ENGINE 14 PARTS & SERVICE SUPPORT 24 FOCUS ON 31 DEALER TO DEALER

Small Shop, Big Heart

Products To Elevate The Shop Right-To-Repair Movement

Sam Stearns Is On The Move

VALUEadded Power Suppliers __________________________ 6 Business Management Help _______________ 18 Distributor Library ________________________ 25 PowerWorks ____________________________ 29 PETcetera/Ad Index ______________________ 30

COVERphoto Maine’s Luke Roy says a middle school shop class helped him fall in love with turning wrenches. In 2021, he turned his habit of fixing up mowers in the garage into a fullfledged dealership offering sales and service—and the love still hasn’t dried up. Story begins on Page 10. (Jessica Johnson photo; cover 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 ® 2022 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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A Hatton-Brown Publication www.poweret.com

GREG GERMAN

A New Year Brings New Opportunities

2021

is in the books, and opportunities for 2022 lay ahead. Time marches on, but are you? For many dealers I have talked to, last year was a good year. It would be very easy to say to ourselves “Wow, I did such a wonderful job last year. Sales were strong, margins were better, and I had all the business I could handle. I am awesome.” If you said that, I hope your good fortune was all because of your excellence in managing your operation, having the best staff representing your company, and that you are the preeminent dealer in your marketplace. If that is so, congratulations because you are awesome! Keep doing what you are doing because you have found the formula. But if you are like me and looking at 2021 through a different set of glasses, you might determine that 2021 was driven much by the trillions of dollars artificially being pumped into the economy, too few goods chasing too many dollars, and customers becoming used to “waiting” for the inventory to show up. Will this set of circumstances continue? I think we all know the answer to that. It’s a market and the market will change, and we will get back to a point where the market will determine who is successful and who is not. If I popped your bubble, I’m sorry, but the market was going to pop it anyway at some point. So how do you prepare for this coming reality? Get better at what you do. Take the next 30 days and determine the answer to this question. “Why should someone do business with me, instead of my competitor?” If you get really honest with yourself and look closely in the mirror, you will see that your business does do some things well, but has many areas that you can improve. Most power equipment businesses have three or four specific areas where we create revenue. Those areas drive revenue through equipment sales (new/used), replacement parts, repair services, and rentals. The question you must answer for yourself is this. “What do I need to do in each of these revenue channels in order to differentiate myself from the rest of my competition?” Seems like a simple enough question, but it is one that we don’t ask ourselves enough. The internal responses can almost be overwhelming as we measure our business against others in the marketplace. When we get overwhelmed, sometimes our response is to do nothing. What I have found is that it is literally impossible to be the best at everything in your market. You need to be good, but you definitely need a way to differentiate yourself from your competitors. If you were to look at each of the key areas in your business (equipment sales, parts, and service), what could you do that nobody else in your marketplace is doing that would set your dealership apart from everyone else. As an example, on used equipment, could you be the one who offered a seven-day, no questions asked return policy, or offer a 30-day guarantee for major components? To increase parts sales loyalty, could you offer a rewards program that earns future discounts on parts based on purchases? To increase service sales, could you guarantee a certain number of days turnaround on repairs, or provide every repair customer a quote, prior to work beginning? Each of these ideas will take a certain amount of interaction with your customers to find out what they are needing and/or how you could improve upon what another dealer may already being doing so that you can be the best in the market. Lots of businesses do this with great success. Think about it, there are pizza delivery businesses that guarantee a pizza to be delivered in 30 minutes or less, or it is free. Their ads say little about the quality of the pizza, just that you are going to get it quick. Yes, the pizza needs to be decent, but it doesn’t have to be best quality pizza, just the fastest delivery. Your business can do the same thing to differentiate yourself from the rest of the pack. Ask your customers, ask your staff, and ask yourself, what you can do differently for this upcoming season. You might be amazed as to the growth that you will create and these new offering will sustain your PET business for the future. Contact Greg German, fax 309-385-2540; e-mail: ggerman@german-bliss.com

Hatton-Brown Publishers, Inc. 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 Publisher/Adv. Sales Manager David H. Ramsey Chief Operating Officer Dianne C. Sullivan Editor-in-Chief n Rich Donnell Managing Editor n Jessica Johnson Senior Editor n Dan Shell Senior Assoc. Editor n David Abbott Associate Editor n Patrick Dunning Contributing Writers Greg German, Sam Stearns Publisher/Editor Emeritus David (DK) Knight Art Director n Cindy Segrest Ad Prod. Coordinator n Patti Campbell Circulation Director n Rhonda Thomas Marketing/Media n Jacqlyn Kirkland 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 +34 96 640 4048 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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Briggs & Stratton Gives Snapper A Brand Refresh Snapper, a brand of Briggs & Stratton, is starting the New Year with a refreshed look, a new website and the return of Sam the Snapper, the brand’s original icon. The legendary brand, which celebrated 70 years in 2021, and the new look leans into its heritage as Snapper continues to attract the next generation of users. Evoking nostalgia, the refreshed brand uses a simpler logo, a hint of humor in the brand’s content, ads and images that take you back to the pride you felt the first time you mowed your lawn. “We hear time and again from our customers that their first experience mowing a lawn was with a Snapper. The connection with their parents or grandparents in that moment, and the sense of accomplishment sticks with them,” says Christin Wam, Director of Marketing, Briggs & Stratton’s Turf & Consumer Products Group. “We wanted the new look of the brand to honor the connection so many people have with Snapper and the memories that the brand brings to mind.” A cast iron turtle head ornament appeared on some of the earliest “Snappin’ Turtle” mowers back in the 1950s. That association with the brand eventually led to Sam the Snapper as an icon for Snapper mowers. Like the brand, Sam has evolved over the years and was most recently used in 2009 before making his return as part of the current brand refresh. In addition to the new logo and website, (www.snapper.com) the brand has launched an Instagram page (@snappermowers) to further its engagement with its loyal customers.

Kohler Power Makes Acquisition Kohler Co. has announced that its Power Group has signed an agreement to acquire multinational Curtis Instruments, headquartered in Mount Kisco, NY. Curtis is a leading electrification partner to OEMs across a broad range of markets including material handling, golf and recreational vehicles, mobile elevated work platforms, construction, agriculture, turfcare, marine and select on-road segments. Founded in 1960, the company employs approximately 1,100 and operates in 16 countries, including manufacturing locations in Puerto Rico, Bulgaria, China and India. Curtis’ product portfolio spans motor speed controllers, HMIs and instrumentation, power conversion, CAN modules and other accessories. The acquisition expands and diversifies Kohler’s power portfolio by leveraging Curtis’ electrification expertise with Kohler’s well-established gasoline and diesel engine business to best serve off-highway OEM customers. Curtis Instruments will operate as a standalone entity within the Kohler Power Group with Stuart Marwell, President, reporting to Brian Melka, Group President–Power. Kohler Power and Curtis now have more than 160 years of combined technical experience in energy management solutions. Terms of the agreement are not disclosed. “We’re excited to welcome Curtis Instruments to our Kohler Power organiza6

FEBRUARY 2022

tion. This business, under the leadership of Stuart and Nick Marwell, is highly regarded for its market-leading position and expertise in electric and hybrid off-highway applications,” says Melka. “For more than 100 years, Kohler has been a preferred source of power for homes, businesses, and equipment, and integrating the Kohler and Curtis product portfolios and existing OEM relationships will create substantial growth opportunities for both brands. With this acquisition, we are leveraging our history of trusted expertise in power resiliency, as clean energy continues to play a crucial role in the continued expansion of Kohler Power.”

Toro Co. Acquires Spartan Mowers

The Toro Co. has announced that it has acquired privately-held Intimidator Group, based in Batesville, Ark. The Intimidator Group designs and manufactures Spartan Mowers, a professional line of zero-turn mowers known for their performance, durability and distinctive styling. Sold through an established dealer network, Spartan Mowers has strong brand recognition in southern regions of the U.S., appealing to rural markets and large acreage customers. Intimidator Group also designs and manufactures an attractive line of powerful and versatile side-by-side utility vehicles that perform well in the toughest terrains. “The addition of Spartan Mowers to our portfolio strategically positions us to be an even stronger player in the

large and rapidly growing zero-turn mower market,” says Richard M. Olson, Chairman and CEO of The Toro Co. “Spartan’s product lineup complements our innovative Exmark and Toro branded equipment and provides unique opportunities to further leverage technology and design, procurement and manufacturing efficiencies.” The transaction has already received customary regulatory approvals. The purchase price was $400 million, which was paid with a combination of cash on hand and short-term borrowings under the company’s existing revolving credit facility. For calendar year 2021, Intimidator Group net sales were approximately $200 million.

OPEI Engages On Engine Restrictions

As the power equipment industry faces continued state and local efforts to restrict or ban engine-powered equipment, the Outdoor Power Equipment Institute (OPEI) is engaging through its committees to respond and advocate for members. One-size-fits-all restrictions or bans of power sources don’t recognize the significant market penetration battery/electric power has had. Engine manufacturers are expanding into battery/electric power source production, and OEMs continue to develop and bring to market new battery/electric equipment for consumers and professional contractors. Key seg-

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EETC Workshops Train The Trainer Train the trainer workshops from EETC are back for 2022, with two just announced: July 12-14 and July 19-21. Each workshop is limited 16 attendees, and pre-registration is required. The three-day hands-on workshop will provide the knowledge and confidence to conduct a basic 4-cycle small engine course. The curriculum and lesson plans are designed for high schools and middle schools, and will teach attendees how to make the subject matter engaging and interactive with multi-media resources and hands-on labs. The factory-trained, certified instructors teach the course curriculum with the goal to make small engine programs impactful, engaging, and interactive! Topics covered include ignition systems, fuels and oils, timing and lubrication systems, cooling systems, assembly/disassembly procedures, governor systems, compression systems and fuel systems. EETC will also provide a general curriculum overview that can be adapted to STEM guidelines, as well as available resources following the course. The course is taught using Briggs & Stratton 950 series horizontal shaft OHV engines—found in many of EETC engine kits sold for students. Registration includes three room nights at the Fairfield Inn & Suites by Marriott, lunch and refreshments each day, one Small Engines (4th edition textbook & workbook), plus a USB drive with the EETC small engine curriculum and OHV engine instructor’s reference guide.

FEBRUARY 2022

ments of equipment—including handheld equipment—are already majority battery/electric, and the market continues to trend in that same direction. Manufacturers continue to invest in expanding their own battery/electric platforms in other, larger segments, including zero-turn mowers and UTVs. OPEI is working to assist those contractors, power equipment dealers, and other small businesses impacted to communicate to legislators and regulators that the industry is already making this power source transition. OPEI is advocating for governments to assist this ongoing market transition with consistent and commonsense public policy.

VP Racing Adds VP Of Marketing

VP Racing Fuels, Inc. has announced the promotion of Ben Dolan to Vice President of Marketing. “The VP team takes pride in having star players in every division

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POWERsuppliers and at every level,” says Alan Cerwick, VP’s President and CEO. “Since joining the VP team as Director of Marketing in September of 2020, Ben has proven his star power, bringing unique and creative marketing ideas and leadership qualities that are being applied across all business units. Ben is a VP team player who

has earned this promotion with his skills and strong work ethic.” He has over 20 years of marketing and sales experience across a broad range of industries. Dolan earned his BS in Marketing and MBA with a digital marketing concentration from the University of Dayton. “My first short sixteen months at VP

have been exciting, challenging, and fun,” adds Dolan. “ I am humbled by the timing of this recognition and pledge to continue doing my part to bring the very best products to our end-users, and the strongest sales and marketing tools to our distributor and retailer colleagues.”

Longtime OPEI Leader Dennis Dix Dies

Dennis Dix, who served for nearly 30 years as the President of the Outdoor Power Equipment Institute (OPEI), died on December 12, 20/ 1. “Although I didn’t know Dennis personally, I was exposed to his legacy each and every day,” says Kris Kiser, current President and CEO of OPEI and the TurfMutt Foundation. “The association’s significant financial structure and foundation is a statement to his longtime leadership and vision.” Dix joined OPEI in 1972, and was instrumental in establishing the association’s first headquarters building in Alexandria, Va. and in launching OPEI’s trade show in Louisville, Ky. “As the generations roll along, some stand ahead of others leaving a legacy of goodwill, strong leadership, and always doing the right thing in their acDennis Dix, third from left at the groundtions more than their words. Dennis was both at an emerging time for the industry,” breaking of OPEI headquarters in Virginia. says Dan Ariens, Chairman and CEO of Ariens Co., and show chairman for OPEI. “From safety standards, to organizing and formalizing the young industry, he put in place an organizational structure which is still in use today, and when he retired he left us a financially strong association. The trade show he and his contemporaries organized is still a very significant source of revenue for OPEI and today one of the top 10 in the country.” A memorial service will be held March 19, 2022, at 10:00 a.m. at Emmanuel Lutheran Church, 2589 Chain Bridge Road, Vienna, VA. Details on charitable memorial contributions will be shared when available.

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Striving For More While Staying Personal Maine’s Luke Roy keeps growing. BY JESSICA JOHNSON CARIBOU, Me. uke Roy is a bit of a unicorn. At least in power equipment dealer circles—maybe unicorn isn’t the right word. But he’s definitely not your typical power equipment dealer. Though he says he’s held a wrench since he learned how to walk, Roy didn’t grow up in a power equipment dealership. Instead, he got hooked on small engines in middle school and high school shop classes. “We tore down and rebuilt an entire engine in a 90-minute shop class and it ran. Throughout middle school and high school I would pick up mowers on the side of the road and bring them home and start tinkering on them,” Roy says of his start. After he and wife Marie purchased their home in 2014, Roy used the 25x30 three-car garage (with two bays that are insulated) to start working on equipment. He says he started with family, and then family told their friends and friends told their neighbors and in a few years, it quickly became 25 machines in a matter of two weeks. At the same time while working full-time in law enforcement, Roy did repairs on the side. The police work took its toll, and Roy went down to part-time; he picked up some hours working as a parts guy for another shop close to where he lived. After the birth of their second son in February 2018, Roy put in his two weeks notice with the local police department and told his wife he was going into business. “She was like, ‘WHAT?!’” he remembers laughing. “I told her I think I am going to open up a small engine repair business.” Thanks to strong wordof-mouth and the community’s need to have a dependable small engine mechanic, Luke’s Small Engine Shop has

FEBRUARY 2022

Luke’s Small Engine Shop started as repair only, and never lost the emphasis on quality work.

been busy since the day he started. Just three years later, Roy realized it was time to take the shop to the next level. In April 2021, he began seeking the proper certifications and licensing from the county and city to move his business out of his house. He paid two months’ rent in May 17, 2021, and moved Luke’s to a true storefront. Things went so well for Luke’s that when the second rent payment was due that third month he bought the building instead. Roy started out at a one-man show, but quickly became ob-

vious he needed help. In June 2021, he brought on Ron Lund, after the other man stopped in the shop one day and struck up a conversation with Roy about how to fix an engine. Roy had a gut feeling that the other man was going to last as a mechanic, even though he had no training. Roy explains, “I realized he was willing to learn. So I took him onboard and under my wing. And I told him, we don’t know everything, but the day we do the doors are going to be closing, So, there’s no reason we can’t

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learn it together.” For Spring 2021, Luke’s was strictly repair only. After a while, Roy noticed he had a fair amount of customers who were bringing machines in that were not worth repairing. A straight shooter to the core, Roy says he was telling his customers to go elsewhere for new machines because a $300 machine that was carrying a $1,500 repair bill just wasn’t worth it. “If it has sentimental value, we will do it of course,” he says. “When it’s worth it we do it, but we’re very open about what it is going to cost. I was always sending these guys away.” That’s when Roy realized it was time to start looking for wholegoods to fill up the showroom. To fill that showroom, Luke’s became a Bad Boy dealer, while maintaining his status with Rotary as the second largest account in Maine. Roy then added Efco power equipment and Jiffy ice augers to round out the equipment offering.

Making The Transition Not unlike Ron in his shop, Roy also had someone take him under his wing. Bill Parker with Rotary Corp. told the younger man something he says he will never forget. “He’s been with me from day one,” Roy explains, “and he said, ‘let’s go I think you’re going to make a good go at this. From 2018 to now you were doing $3,500 a year with me and now up to $30,000 a year in parts that’s a massive difference in a year.” Roy says Parker was right. He was doing a massive difference in parts purchasing partly because with his own shop now, Roy is stocking regularly reached for parts. This helps Roy get

you get 24 in. of snow and you need to get to work. I am not going to benefit anyone by not having parts in stock.” The idea that Luke’s provides a service and they are there if you need them in a powerful one and a bit of a motto for the business. Something Roy repeats rather frequently—especially when thinking back three to four years when he never thought he would own a dealership that is taking on new lines in preparation for Spring 2022.

Natural Growth

Luke Roy, with his support system—his family

machines into the shop and out as quickly as possible. Another reason Luke’s stocks so many parts is shipping concerns. While the world grapples with delays and out of stock items, Roy just laughs. He’s never been able to get anything overnighted to his place in northern Maine. “You pay for overnight shipping, and it is still two to three days,” he says somewhat resigned. The shipping concerns have pushed Roy to be smarter with his ordering and stock more than he needs at a given time. Explaining, “I am here to provide a service I need to maximize providing that service. If that means I stock two pulleys instead of one let’s do it. You have to spend money to make money. Snowblowers don’t break when they are just sitting there. They break when you need to get your driveway open when

Sacrificing shop space, Luke’s has a showroom for wholegoods sales.

That underserved community heard quickly about Luke’s and in a matter of two weeks, the shop had 65 work orders waiting. At present, Luke’s employs Roy, plus two other full-time techs, and three others on a part-time, call-in basis. Luke’s also has what they call a “shop roadie” who sets up machines and organizes the storage areas—important tasks that keep the work orders flowing, but tasks that the mechanics and Roy don’t need to be spending time on. Employees are provided with a positive atmosphere to work in. Roy says its like hanging out with the guys. “That’s the atmosphere that I want. There’s no need to create hostility where you’re all miserable to come here and work. I try not to let things roll downhill. The guys know what needs to be done back there; they are efficient. They are here helping me, I realize that and they make good money,” he emphasizes. Techs are paid a base pay, plus commission on billable hours. They also receive uniforms, work boots and winter clothes. Roy didn’t like it when he had to take his hard earned money to buy work gear that would just get destroyed, so he doesn’t do it to his guys now that he’s in charge. He feels that by treating them well, they will want to stay and grow with him as the shop expands. Winter can be a bit of a struggle work-wise, depending on the snowfall, but the shop has remained steady. “We’re not silly,” Roy says about this winter, “We’re silly in May.” Part of why the shop stays steady is that Roy and his guys will work on anything, regardless of its brand. The customer mix reflects that commitment, and Luke’s sees everyone from commercial operations to state entities and land conversation services to a homeowner with something from Sears. All customers are treated to the same quick turnaround, which can be as fast as one or two days depending on parts availability and timing.

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Luke’s started out so cramped in his garage, Roy could barely work on things.

During that silly period, the heart of the season, Luke’s can be as far as four to six weeks out, but Roy says he makes a point to tell customers that turnaround time from the beginning to cut down on any disappointment or pressure to get a machine up and going as fast as possible when it is not physically possible. While they might not all turn wrenches, Roy’s family, from his mom and dad to his in-laws, all help the business in some capacity. Their collective support is what helped Roy get to where he is today, he explains, and he’s grateful they help with all the things they do.

What’s Next The natural growth Roy has seen with the business helped him realize he needed a three-year plan. The building is fine for now, but they did sacrifice shop space to add showroom space. The shop is so small that when a cab tractor comes in, mechanics have to work on it in the driveway. It way Roy says he’s picky on what he will work on in the winter. “I am not going to let the guys work outside when it’s 8°.” The next planned expansion on the acre of land Roy has the building on (which is zoned commercial) is to expand the parking lot and take the shop to three of four bays in a different building with 20 ft. walls to create space for hoists from the ceiling. The goal is to put in a really nice new shop and convert the existing shop into more showroom space and some offices. That's a big goal for the building that was, to put it mildly, dilapidated when Roy purchased it. “I have dumped a lot of money in this building over the last year,” he explains. “I did the things that 12

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were going to save me money right off the bat—adding door seals, replacing broken fluorescents with LED.” Those changes have helped both Roy and his staff sees the possibilities with Luke’s in the future. But also, Roy is quick to say he doesn’t want to build an empire. He realizes his shop is small right now but he likes having the personal touch. Adding, “I don’t want to be the biggest guy on the block, but at the same time, I haven’t figured out how to slow down growing. You have to balance it and grow with your market. People come in here, and they want a service.” Growing with the market is partly why Luke’s is a Jiffy ice auger dealer. 45 minutes from his house was the closest sporting goods/outdoor store Roy could find. So when he wanted to up-

grade his fishing set-up and go all in on a quality ice fishing rig, he had nowhere locally to turn. He saw a real need for himself and took a chance others would have that need. So, he gave it a try. In December 2021, because it hadn’t been a heavy snowfall year yet, his biggest revenue stream (aside from work orders) was fishing equipment. Part of the strategy with the fishing equipment comes from the idea of a “no book.” Even though Roy tries not to say “no” to anyone looking for something, sometimes it is a big N-O. And he writes it down in a notebook. “I document when I have to say no to something, and then I look back in six months and see what the needs are,” he says of the strategy that has helped him define what he wants to do. The personal touch is how Roy got Luke’s to where it is today, and that is something he is not willing to compromise. For him, he says it isn’t about the dollar signs, it is about providing a service and maintaining the little guy feel. “Even as I grow, I want to keep my open door policy. I want people to feel like they can still talk to me,” he says. And the little guy, small town feel is evident in a small bag behind the front counter. There, Roy keeps little stuffed animals for his smallest customers to have. It is an idea Roy remembers from his own childhood, going to a local grocer who would give kids a free banana if they acted like a monkey—a small act that stuck with him. “These little guys are future customers for us. I am still young. You never know who you are PET talking to.”

Support products like pre-mixed oils, and parts, are a huge part of Luke’s business.

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PARTS&ServiceSupport EDITOR’S NOTE: The following has been supplied by each manufacturer; for more information see their advertisement elsewhere in this issue.

ARCHER Archer is a 100% Australian-owned, China-based manufacturing and trading company offering over 10,000 quality parts and accessories for the chain saw and lawn and garden industry. We manufacture saw chain in our modern state-of-the-art factory, which is ISO endorsed. Our chains are UL approved. These dedicated manufacturing methods, along with strict quality control programs, assist in manufacturing high-quality saw chain supplied to pro replacement markets around the world. Archer has a large offering of lawn and garden products— including trimmer line, heads, unique brushcutter blades, robotic mower parts and blades, and spare parts for trimmers and brushcutters. We use a modern laboratory and QC programs to audit all parts and accessories that we sell to our many partners and customers around the world. This ensures consistent quality and provides our customers with the confidence that they require for dealing with China today. It also enables us to 100% guarantee all products and shipments. Our in-house packaging department (containing 12 packaging machines) allows us to offer all types of packaging, including clamshell retail, pro distributor, private label, bar coding, and part numbering—catering to all customer’s requirements. Our factory currently sells to over 80 countries with 60 Archer distributors around the world. The Archer factory, warehouse and showroom is located in Jinhua, China and invites all interested people to visit when it becomes possible again. We offer you risk-free business.

ASPEN In 2020, Aspen Fuels successfully launched in the U.S. market, bringing our premixed Aspen 2 (for 2-stroke engines) and Aspen 4 (4-stroke) fuels to power equipment dealers locally. Aspen fuels are alkylate-based fuels, which are among the cleanest and most stable petroleum products that can be produced. As clean highoctane gasoline, Aspen provides a much better user-experience and extends the life of power equipment. Over 30 years ago, Aspen first developed alkylate fuel for small engine equipment with the mission to improve the conditions for forestry professionals who were experiencing various health problems from frequent equipment operation. Aspen’s fuels are not only ethanol-free, but also engineered to be virtually free of the other harmful substances that are found in gasoline such as sulfur, benzene, toluene and other aromatic hydrocarbons. Aspen 2 is premixed with fully synthetic oil and suitable for engines requiring 40:1 or 50:1 mixes. With virtually no fumes or harmful components, Aspen provides a significantly improved experience, especially when working with handheld machines. Aspen also offers a lower environmental impact containing minimal aromatics and a biodegradable oil. Both Aspen 2 and Aspen 4 are ethanol-free with a formulation that minimizes corrosion and deposits allowing for longer-lasting engines with less maintenance. Long-storage stability of over five years is another benefit. Professionals are among the primary users of Aspen 2 and Aspen 4 as they have the most to benefit from a cleaner fuel. As dayto-day operators, commercial users will be less exposed to harmful substances by using Aspen, which will also help minimize equipment downtime. Service teams can also greatly benefit from Aspen’s advantages for their shop use and ensure that serviced equipment starts up whenever needed. In the U.S., Aspen Fuels are available through Oscar Wilson Engine & Parts, Power Equipment Systems, and John E Landis Co. Aspen fuels can be purchased in quarts, 1.3 gal. and larger pails and drums, ideal for shop or professionals use. Dealers can now reach out to distributors and take advantage of spring order programs.

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PARTS&ServiceSupport HEFTEE For nearly 25 years the Heftee 2000 and 4000 have been the lift of choice for professional power equipment technicians working on the widest range of riding mowers and commercial turf equipment. Heftee lifts are ideal for shops short on floor space; there is no special installation required and the Heftee 2000 and 4000 operate on 110V. Safety is Heftee’s first priority. All our lifts are designed and tested to hold four times their rated capacity, and our safety record is unmatched in the industry. Technicians stand comfortably with unrestricted access to service areas, no longer lying on cold concrete floors in awkward positions to perform under-equipment jobs. The lifts deliver both improved ergonomics and increased technician productivity. Heftee lifts are freestanding for easy relocation within shop. Heftee’s revolutionary single-mast design gives unrestricted access to the equipment. There are no crossbars or twisting cables, and the jacks, booms, support arms and easily adjustable work platforms included with the lifts—all integrate with the lift to make it a complete power equipment workstation. The Heftee 4000 safely accommodates equipment up to 87 in. wide and lifts up to 4,000 lbs., to 6 ft., in less than a minute. The Heftee 4000 standard equipment package comes complete with jacks, boom and extension arms for completing virtually any repair job. It was specifically designed for the larger commercial riding mowers and turf equipment. The Heftee 2000 safely handles equipment up to 60 in. wide and lifts up to 2,000 lbs., to 6 ft., in less than a minute. Like it’s bigger brother, the Heftee 2000 standard equipment package includes jacks, boom and extension arms. The Heftee 2000 is ideal for medium to small riding lawn mowers with 60-in. mowing decks and smaller. Making hard-to-service equipment easy to service is Heftee’s business. Any lift can lift. Heftee lifts are equipped with unique features that enhance service. The technician can focus on repairing hard-to-service turf equipment and utility vehicles better, faster, safer.

IDEAL COMPUTER SYSTEMS Ideal is a leading dealership software provider for power equipment, powersports, marine, RV, agriculture, trailer and golf cart dealerships. It’s tough to keep every single dealership process, department and employee in check when there are so many of them. That’s why Ideal created an all-in-one system that allows industry-specific dealers to manage it all in one place. Through 30 years of listening to feedback from dealers like you, we’ve incorporated the industry’s best business practices to ensure that Ideal works like a dealership that operates on a day-to-day basis. We have developed close data-relationships with many industry experts, key manufacturers and suppliers. It’s through these data-relationships that we are able to incorporate many industry-specific best practices into our software development. Why Ideal? All-in-one software that gives you everything you need to run your dealership. Complete customer history in one place. Your information is always up-to-date and accessible in real time. With 30 years of experience, our system incorporates all the best practices in dealership management. Forward-thinking innovator with ideas that shape the industry. Over 1,100 dealers currently use Ideal and we have close relations with every client in North America. Outstanding customer care with hands-on industry experience. Long-standing partnerships with key manufacturers and suppliers in the industry. Ideal’s Parts Locator Would you like to have an easier time finding reasonably priced parts for old equipment? Thanks to Ideal Parts Locator, you can quickly look up the parts you need at nearby dealerships via an easy-to-use search functionality. How can it help? Purchase parts for less Streamline your search Locate hard-to-find parts

Liquidate old stock Improve customer satisfaction Connect with sellers faster

Parts Locator is completely free for Ideal customers.

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What To Know About:

Content Distribution

BY JACQLYN KIRKLAND

onsumers are constantly bombarded with content. Bombarded is probably an understatement. Approximately 2.5 quintillion (that’s 2.5 followed by 18 zeroes!) bytes of data are created and distributed on the Internet every day. To put that into perspective, 2.5 quintillion bytes of data would fill about 100 million blu-ray discs. So, what’s the best way to ensure your dealership’s content gets in front of potential customers?

What Is Content Distribution? Content distribution is simply promoting your content to online audiences in multiple media formats (like video, social media posts, emails) through various channels (a dealership website or Facebook). Examples include your latest video uploaded to YouTube or the e-blast you sent to subscribers about an upcoming sale. You have probably already incorporated content distribution into your marketing strategy without even realizing it.

How To Create A Strategy Research And Plan: The main goal of content distribution is to get your content in front of your ideal audience. It would be a waste of time to just randomly blast your content into the digital realm. If you don’t know who your target audience is, now is the time to identify who they are. From your website’s Google Analytics you can gather information (age, gender and interest categories) about the people visiting your website. You could also survey current customers to see what catches their attention (as well as collect emails for your email list). For example, if you are looking to target senior citizens in your area, Facebook should rank high on your list. If you want to reach the “younger crowd,” you won’t have much luck on LinkedIn. Instagram would be a better fit. Once you know your target audience you can decide what content works best on what channel.

Facebook page. Still others might need to be reworked in order to share on different channels. An instructional video could be uploaded to your website and YouTube but then it can also be repurposed into a blog post. Now would also be the time to set your goals and key performance indicators (KPIs) for your distribution strategy. The exact KPIs, or metrics, you choose will vary by channel. Be sure to keep track of how your content is performing on each channel. You could track traffic and reach on your website, opens and clicks in your email campaigns and engagement on social media. As an example, a goal you might want to use is to gain 500 new email subscribers within the next year by cross-promoting your email on social media. Create And Distribute: Once you have completed your research and have a plan in place now is the time to create content. If you will do this in-house, there are several free programs that you can use, such as Canva and Visme. A spreadsheet or planning calendar will keep everyone on the same page concerning when and where to post your content. Be sure to optimize the content for the channel where it will be shared. Instagram is a very visual platform so your content will need to be eye-catching. Analyze Results: Once your content has been distributed, your job isn’t done yet. It’s important to keep track of how the

Set Goals And Select Channels: Some content will only be usable on one channel while others can be distributed on multiple channels. For example, an infographic could be used on your website’s blog and 18

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content is performing so you can make future content marketing decisions. This is the time to analyze your goals and KPIs so you have an idea of how things are progressing. When your content distribution campaign is finished, it’s time to repeat the process. Look over your results to decide what strategies worked well last time.

Types Of Distribution Owned Content Distribution: This refers to content posted on a channel that belongs to the dealership, such as a website, newsletter or social media pages. For example, you create the content and decide how it is used on the dealership website. ● Pros: You have complete control on the content created and you don’t have to pay anything. ● Cons: You might not have a broad reach or much engagement and it will take some time to build up an audience.

with a new audience. It could also lend credibility to your dealership. ● Cons: You are not in control of how the content is used once it is shared. Paid Content Distribution: This is when the dealership pays a third-party to promote your content. Obviously, this type of content distribution requires more of a monetary commitment. ● Pros: Reach new audiences. ● Cons: Can be expensive and result in a lower return on investment (ROI). Using a third-party could also make your content look less credible.

Types To Distribute

● Infographics: This is a visual representation of information with minimal text. Infographics make communicating large amounts of information more palatable. To give you an idea, an infographic on “Snowblower Safety Tips” could give customers a visual represenExample of an infographic Earned Content Distribution: This is tation for everything they need to purwhen third-parties distribute content about your dealership chase (hopefully your dealership has the safety gear in stock without you asking them to. For instance, an Instagram influthat customers will need!) so they can safely operate a snowencer likes your new logo and decides to share it as an Instablower. The infographic could also include graphics to repregram Story. sent hazards to avoid. ● Pros: It’s free and your dealership can increase its reach Where To Distribute: Dealership’s blog, social media 20

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● Social Media Graphics and Posts: These are the visual component of any social post, usually in the form of images, gifs and video. Social posts could be used to share company updates, an upcoming sale, new products or instructional videos. Where To Distribute: Facebook, Instagram, Twitter, LinkedIn, YouTube ● Blog Posts: These are articles shared on your dealership’s blog—a page on your website that is regularly updated with new content, such as information on a new product, preventing snow plow corrosion, safety gear, etc. An estimated 92% of content marketers use blogs as part of their marketing strategy. When surveyed, 56% of consumers said they purchased something from a company after reading a blog post from that company. A blog post doesn’t just have to be text. Make it more appealing by adding a video or images. Where To Distribute: Email list, social media ● Videos: Video content has become even more popular online. Based on a recent survey, 68% of marketers say video has a better ROI than Google Ads. That’s probably because people prefer to watch a short video to learn about a product or service rather than viewing a static image or reading. Where To Distribute: Dealership website, email list, social media ● Email Campaigns: This is a series of emails that are distributed to the dealership’s subscribers (people who opted in from your website or social media). About 72% of customers prefer email as their main channel to communicate with a business. Email campaigns can be created and distributed for special sales during the holidays like Black Friday. That campaign might consist of six emails leading up to the holiday. Where To Distribute: Dealership website, social media

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PARTS&ServiceSupport

PRUFREX The MMS-AL is an intelligent high-end, out-of-the-box motor management system for 2- and 4-stroke engines with 1 or 2 cylinders: The “mega-turbo” for your time-to-market! Micro-electronic control of ignition timing, fuel injection and engine management enhances performance, improves running, and leads to reduced fuel consumption and emissions. The system makes automatic adaptation to environmental conditions possible. It can also control the peripheral components of the application. Whether the engine is 1 or 2 cylinders, the basic version, created in a modular format, can be quickly adapted to your needs. Functions such as CAN communication or eGas control are integrated. Your benefits with the MMS-AL: Less components, lighter weight, and a space-saving footprint. The MMS-AL is suitable for 1- or 2-cylinder combustion engines, 2- or 4-stroke 100cc-1000cc. Applications are, for example, all conventional fuel pumps and injection systems such as lawn tractors, zero-turn mowers, side-by-side ATVs, two wheels, outboards, generators and much more.

ROTARY The performance and reliability of power equipment parts is essential to the success of servicing dealers and landscape professionals. From service jobs and minor repairs to complete engine overhauls, Rotary has the replacement parts it takes to get the job done. Choose from over 9,500 guaranteed quality parts, tools and accessories including Rotary’s Copperhead line of mower blades, trimmer line and chain saw bars and chain that are engineered to perform better, last longer and cut with powerful force. Backed by an exclusive warranty, Rotary parts are available for mowers, trimmers, chain saws, brush cutters, pressure washers, snow blowers, garden tillers and much more. 2022 Catalog Features 350 New Items Among the new items are a variety of Copperhead professional-grade mower blades plus heavy-duty belts, filters, wheels and battery-powered handheld and backpack sprayers. Many other popular items including Copperhead trimmer line, saw bars and chain, idler pulleys, carburetion kits and snow blower parts are also featured. Available for dealers and distributors, Rotary’s master catalog has photos, illustrations, descriptions, cross referencing and part numbers for every major brand. The Worldwide Leader In Parts Celebrating its 65th anniversary in 2022, Rotary is recognized as the world’s leading supplier of power equipment parts, serving customers in all 50 states and 75 countries around the globe. The company operates seven U.S. distribution centers, plus a manufacturing division that produces mower and edger blades, air filters and trimmer line at world-class facilities in Georgia and Arizona. Next day delivery is available to nearly 85% of Rotary’s customers in the continental U.S. with same day shipping for most orders received by 4 p.m. EST. Approximately 80% of Rotary’s complete line of parts are manufactured in the U.S.

STIHL The Stihl iCademy learning management system is a free web-based training platform primarily designed for Stihl dealers and their employees. The platform boasts over 380 courses, covering a range of topics from safety and maintenance training to new product features and benefits. Uniquely Stihl Dealer Training “We believe it is important to offer our network of more than 10,000 Stihl dealers the tools and training resources they need to sell and service Stihl products. That’s why we offer hundreds of online technical and sales training courses in adPOWER EQUIPMENT TRADE

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PARTS&ServiceSupport dition to several levels of in-person training options as part of our Stihl MasterWrench Service program,” says Jennifer Harr, Stihl Inc. sales training supervisor. The training platform seamlessly allows users to enroll in courses, monitor progress and unlock different levels of the Stihl MasterWrench Service program. Specific curriculums are assigned based on the user’s job title. Free Vocational School Training Resource In an effort to help foster the next generation of skilled trade workers, Stihl also offers vocational schools curated content within the Stihl iCademy training catalog for instructional purposes. Today more than 780 vocational schools across the country have access to these free tools and resources to support their instructional programs. Vocational school instructors and students alike can include their Stihl iCademy course and curriculum completions on a resume for future employment opportunities—whether at a Stihl dealer or otherwise. Enhanced Platform Features The Stihl iCademy site offers innovative features and intuitive functionality designed with dealers, as well as vocational instructors and students in mind. Intuitive; Responsive Design: Whether users complete training from a desktop, tablet or mobile device, the new site detects the screen size and changes the layout accordingly, improving user experience. Search Function Capability: Quickly find a specific training course, reference materials, recall information, catalogs or specialty manuals. “Top Picks” Carousel: Displays the most relevant course recommendations based on the user’s course history powered by algorithms and interaction over time. Training Calendar: View and sign up for available in-person training events. Stihl dealer employees can contact their territory manager for more information. Vocational instructors interested in the platform can request access at www.STIHLiCADEMY.com.

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PARTS&ServiceSupport SUNBELT Sunbelt Outdoor Products is committed to being your first choice for quality power equipment parts and accessories. With over 66,000 parts and growing, we are confident that we will have the parts, in stock, that you need to keep your customers running. Our knowledgeable and friendly customer service staff are ready to provide immediate answers and make the extra effort to research those most difficult parts questions in order to help you meet your business needs. Sunbelt offers a wide range of parts for a variety of power equipment for almost every major brand of equipment. Whether it’s a push or walk-behind mower, lawn tractor, string trimmer, stick edger, chain saw, utility vehicle or all-terrain vehicle, Sunbelt has the parts that your customers need when they need them. We stock a wide variety of replacement parts for power equipment. Additionally, we offer an extensive line of Arborist products and accessories. Our nationwide network of warehouses are strategically located to offer next day delivery to most of our dealer network throughout the U.S., getting those must-have parts to the end-user fast! We work hard to meet your needs as a business by providing you with same day shipment for all orders received before 4:00 p.m. EST. Sunbelt is strategically located to get you the parts you need, when you need them. Air filters Bearings Belts Broadcast spreaders Bushings Brushcutter blades Carburetors Edger blades

Electric PTO clutches Fuel filters and line Fuel stabilizers Hydrostatic motors and pumps Ignition coils Inner tubes Internal engine parts

Lawnmower blades Mufflers Oil / oil filters Pressure washer parts Pulleys Safety products Snow thrower parts Seats

Solenoids Spark plugs Spindles Starters Sulkies Switches Throttle cables Tiller tines

POWER EQUIPMENT TRADE

Tires / Tweels Trimmer heads and line UTV parts Workshop tools Many, many more

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Right-To-Repair Focus: Deere, Apple…Biden?

During the past few months, activities and issues surrounding the right to repair movement have continued apace, and even U.S. President Joe Biden has weighed in during a recent cabinet meeting. Meanwhile, farmers and farm technology remain flashpoints for the movement, while Apple and others have made moves to appease independent service and consumer interests. Right-to-repair (RTR) activists have made much of President Biden’s recent statements concerning RTR in general, citing support of a recent unanimous ruling by the Federal Trade Commission (FTC) to boost enforcement of RTR in general and requirements for suppliers to provide manuals, parts and tools to consumers and independent service shops to repair anything from computers to combines. “It’s going to make it easy for millions of Americans to repair their electronics instead of paying an arm and a leg to repair or just throwing a device out,” Biden said. Meanwhile, Apple and Microsoft both announced in late 2021 plans to make parts, tools and other materials available for repair. Across the nation, more than two dozen states were looking at various forms of RTR legislation in 2021. In his comments in the January Northeast Dealer newsletter, Northeast Dealer Assn. Field Director Tim Wentz noted that “Apple’s roll out of parts and special tools available to the public/independents seems to have taken some of urgency away from the right-to-repair issue (for now). Looking forward, I suspect that the right-to-repair advocates will not be satisfied with the offering/industry response 24

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and fully expect that they will continue pushing the issue particularly in Massachusetts, New York and New Jersey.” Wentz urges dealers to take the time to familiarize themselves and their employees with the issue. He adds there is lots of misinformation out there in the press and on the internet, and dealers need to play an active role in communicating with consumers. Wentz also added that these types of issues—with related lobbying and outreach efforts— require significant financial investment and show the value of association representation. “Most would agree that the association’s advocacy easily justifies membership dues, and that additional investments in support of work-force development and legislative and legal defense programs are wise investments,” Wentz noted.

Deere Hit With RTR Class Action Lawsuit Antitrust and proprietary software are the issues in a lawsuit filed by Forest River Farms in Forest River, N.D., against Deere & Co., claiming the tractor manufacturer has created a “monopolization of the repair service market for John Deere (“Deere”) brand agricultural equipment with onboard central computers known as engine control units, or ‘ECUs.’” The farming operation wants a jury trial and wants the court to order John Deere to make the software available to consumers and independent service operations. The lawsuit also seeks damages for farmers who have paid for repairs by Deere dealers since January 2018. The lawsuit claims Deere has been misleading the public about ease of availability of materials and the company’s actions allow it to “collect supracompetitive prices for its services every time a piece of equipment requires the software to diagnose or complete a repair.” As a result, the suit says, Forest River Farms and other class action members have paid much more for repair services than they would have in a competitive market.

Automakers Want Time To Meet Mass. Law With two major issues ongoing, Massachusetts is a key RTR battleground. The state passed a law in 2012 requiring OEMs to share diagnostics tools and require a standard interface device for data, then ratcheted up the law last year to include wireless telematics data as well—scheduled to go into effect this year. As a result, groups representing auto manufacturers are introducing legislation to delay the law’s implementation until 2025, claiming the industry needs more time to make key software changes. Meanwhile, two manufacturers have already “complied” with the law, as both Subaru and Kia have turned off the telematics systems on cars sold in the state. State officials say that’s an acceptable way to comply, but car manufacturers say that’s evading, not complying and filed a lawsuit soon after the telematics law passed saying it conflicts with federal cybersecurity guidelines. According to a statement from Kia, “The new law requires 2022 and later vehicles using a telematics system to be equipped with an interoperable, standardized and open access platform, but such a platform does not currently exist on the market, thus making it impossible.”

Ala. Farmer Sues Deere For Repair Resources Downtime from a stop engine light on his Deere tractor led to a $600 repair bill for a Deere technician to come out, wipe water off and reattach a sensor wire in three minutes—and that in turn led to a lawsuit by Trinity Wells that Deere has created a service monopoly unfair to small farmers. Wells, a northwest Alabama farmer, says his only repair option was to call Deere since proprietary software is involved. According to Wells’ attorney, the case turns on farmers’ inability to find anybody to work on their tractors except Deere dealers due to certain proprietary software that’s been installed. The suit claims Deere has created a monopoly in violation of the federal Sherman Antitrust Act by stifling competition in the tractor repair market, forcing small repair shops to close and driving up prices for farmers. Wells’ lawyers are asking the court to declare the case a class action suit and hope to represent all Deere tractor customers affected in Alabama, Tennessee and Mississippi.

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For more information about placing your ad in PET’s Distributor Library Section Call Kathy Sternenberg

251-928-4962

Do you offer products in the power equipment industry? Advertise your company to PET’s subscribers nationwide in our Distributor Library section.

Call Kathy Sternenberg • 251-928-4962 4331

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Shelby County Implement • Shelbina, MO 63468 Ph: 573-588-4731 • 573-588-2040 Email: sci63468@hotmail.com Visa and Mastercard Accepted 3524

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

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

Obsolete McCulloch & Obsolete Homelite Parts Bob’s Lawnmower Service 7632 State Hwy. 7 Maryland, NY 12116-3201

607-638-9297 phone or fax

HOMELITE PARTS BUY & SELL NEW, USED & OBSOLETE

8100

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

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PETcetera Electric Sheep Robotics Raises $21.5 Million For Its Robot Mower Electric Sheep Robotics has announced the formal general availability of its Dexter robot. Dexter takes existing commercial lawnmowers, both gas and electric, and turns them into autonomous vehicles. Dexter is designed to address critical labor shortages in the landscaping, facilities, and property management industries. Nationally, a record 4.5 million U.S. workers quit their jobs in November. There are more job openings than there are workers. The labor market in landscaping is particularly dire. Tens of thousands of full-time positions are going unfilled, according to the National Association of Landscape Professionals, who also calls 2021 “the worst labor market in recent history.” In addition to the announcement of general availability, Electric Sheep also announced Series A financing in the amount of $21.5 million, led by Tiger Global. To date, the company has raised $25.7 million and is currently the best-capitalized autonomous mowing start-up with the largest number of commercial customer deployments. “Automation of the $115 billion outdoor maintenance market is an enormous opportunity hiding in plain sight. Electric Sheep is leading the way with fully autonomous solutions. We are excited to invest and help them grow their leadership position,” says Griffin Schroeder, Partner, Tiger Global. Other investors include Foundation Capital, who led the $4 million Seed round, grep-vc, Signia Venture Partners, as well as individual pre-Seed investors Ariel Cohen (TripActions), Travis Deyle (Cobalt Robotics), Sahil Lavingia (Gumroad), and Reinforced Ventures. Electric Sheep will use the funds to fuel expansion across all departments in order to meet growing customer demand. The company currently has contracts with 30 customers across the U.S. and interest is high.

Coming in mid-Feburary, dealers have the chance to participate in the 2022 PET Dealer Survey—available only for a limited time. Check PET’s website for details or visit surveymonkey.com/r/PETSurvey2022.

PETevents FEBRUARY 27-March 1—Combined annual meeting of Midwest-Southeastern Equipment Dealers Assn., MSEDA, United Equipment Dealers Assn. and Deep Southern Equipment Dealers Assn., Marriott Riverfront, Savannah, Ga. Visit mseda. com/about/annual-meeting. APRIL 5-7—National Hardware Show, Las Vegas Convention Center, Las Vegas, Nev. Call 203-840-5622; visit nationalhardwareshow.com. APRIL 6-8—Equipment & Engine Training Council annual meeting, Green Bay, Wis. Call 888-406-1810; visit eetc.org. JUNE 21-23—Outdoor Power Equip. Institute annual meeting, Fairmont El San Juan Hotel, San Juan, Puerto Rico. Call 703-549-7600; visit opei.org. OCTOBER 19-21—Equip Expo, Kentucky Exposition Center, Louisville, Ky. Call 812-949-9200; visit equipexposition.com. NOVEMBER 15-17—2022 North American Dealer Conference, Nashville, Tenn. Visit nadealerconference.com. Listings are submitted months in advance. Always verify dates and locations with contacts prior to making plans to attend.

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

PG NO.

PHONE NUMBER

Aspen USA

312.283.7347

CHP-Mean Green Mowers

513.738.4736

Constellation Software

416.861.2279

Heftee Industries

800.755.7540

Masport

+64 9 571 5888

Pellenc America

707.568.7286

PMD International

+61 3 8390 3933

+49 9103 7953 0

Prufrex Innovative Power Products Rotary

20,23,32

800.841.3989

Stihl

2-3

757.486.9100

Sunbelt Outdoor Products

800.438.0660

TD Retail Card Services

800.538.3638

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

FEBRUARY 2022

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DEALERtodealer

Giving Yourself The Option To Outgrow Your Current Space SAM STEARNS

For Sam Stearns, a long-awaited relocation is just step one in his plan.

hings are pretty exciting here at Mr. Mower Man! 2022 is set up to be a year filled with new and exciting things! For one, I just had a 14x40 portable garage delivered on December 30th to my new location on a U.S. highway. I’ll be using this building as a shop this year. Relocating at last! It’s going to be a busy month or two before busy season hits once again, as I get the new garage insulated and prepared for handling all the power equipment work that’s going to be done in it. This portable garage isn’t intended to be permanent. It’s a step in the direction of the permanent brick and mortar dealership that I’ve always wanted to have, like the dealerships featured in this publication. But unfortunately, buildings like that are expensive to build, especially when they have to be approved by the state as commercial structures. And since I’m committed to staying out of debt, I needed to create an in-between step to where I want to be eventually. Hence, the portable garage! I’m very grateful for the people who gave me this idea in the first place. It really does seem like the ideas that have been the most beneficial have come from somebody else!

Challenges I expect that there will be several challenges to overcome as a direct result of operating out of a different building in a new location. Some of these I’m aware of, and they range from minute details (like, where I’ll place my equipment wash area) to bigger picture issues (like, will I have to hire someone soon in order to handle the growth in business due to moving to a high traffic area?). But I know that there will be some issues that present themselves relatively out of the blue when I least expect it, and I’m go-

ing to have to keep my thinking cap handy at all times. But that’s part of being a small business owner, right? At the end of the day, it’s up to me to make the best of the challenges, which are really opportunities in disguise. What challenges are we going to face together as an industry this year? Everyone isn’t relocating like I am, but we all have to deal with things like product shortages and price increases. Yikes! From everything I’ve heard thus far, I think we For the 2022 season, Mr. Mower Man will operate out of this portable garage. can expect the problems with shortages to be a litBob Clements International for all of tle more pronounced than last season. I you who are interested in learning how know they will be for my business. How to strengthen your service processes are you all planning to deal with this? and increase the profit coming out of I’ve heard from some dealers that they your service and parts departments. are expanding the number of product And what about price increases? If we lines they offer in an attempt to curtail ignore this, we do so to our own harm. the shortages and not run out of product Please don’t position your business to so quickly. I’m actually considering this simply absorb the price increases, bemyself, making some contacts to other cause we will all be paying more for all OEMs to see if they’re interested a new the things we have to buy. I believe we dealership opportunity. Some are interall need to be raising our shop rates this ested in exploring the possibility with year. I plan to be bumping mine up on me, but not all of them are even setting March 1st. And because we’re in a time up new dealers right now. of rapidly increasing prices like we havThankfully, my profitability doesn’t en’t seen in several decades, it’s probarely on new equipment sales, even bly a good idea to bump them up two to though that’s a really nice bonus. I four times over the course of the year, in hope none of you dealers are going to smaller increments. So I may be bumpend up in the red this year because you ing the shop rate up again both in June can’t get enough product to sell. If and September, for example. I know that you’re running your service and parts many of us really hate raising prices, but departments the right way, they can resist the urge to feel like you’re gouging keep you afloat by themselves, with people by doing so. You’re not. You’re new equipment sales being gravy. We just trying to survive in the most difficult all love gravy, but we can live without economic climate your business has ever it if we must! Lord willing, I’ll be able experienced. And survive you can! PET to survive with a little less of it this Sam Stearns owns and operates Mr. year, if that’s the way it has to be. This Mower Man, Scottsburg, IN 47170; e-mail will be a great year to maximize the mr.mowerman@hotmail.com. The views of profitability of our service departSam Stearns do not necessarily represent those of Hatton-Brown Publishers, Inc. ments! As I often do, I recommend POWER EQUIPMENT TRADE

FEBRUARY 2022

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