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POWERlines

A Hatton-Brown Publication www.poweret.com

Fight For...

Your Right?

JESSICA JOHNSON

W

hile our beloved Dan Shell is my go-to guy when it comes to Right-to-Repair, recently he was travelling and asked that I pull an article he had seen online on the topic. Previously, I had been unwilling to delve into the topic because to be honest, it intimidated me. It just seemed so sizable, and, if I am being honest, a little ridiculous. So people want to be able to screw up their machines of all different types (everything from smart phones to string trimmers) and then go to authorized repair centers and complain about how they can’t fix it properly. Huh, what? And let’s not forget, there is definitely going to be voided warranties and issues with purchasing used equipment for resale now because who the hell knows what Jimmy Bob might have done to his machine that will later possibly cause it to literally explode.

Like I said, for me, it just all seemed to be too much. Perfect for a 30-year industry veteran like Shell who loves to deep dive on the internet and find little nuggets of insight and information. He’s my own personal version of Alexa—and he’s going to be sharing that this fall in Louisville. We are still nailing down details and getting our participants together, but Dealers Driving For Excellence is back!

We will once again present two sessions of free dealer-focused education at Equip.

Our first session will be Dan Shell, joined by Tim Wentz of the Northeast Equipment Dealers Assn., another industry titan and Right-to-Repair knowledge source, covering updates on legislation, ideas on how dealers can make Right-to-Repair laws actually work for them instead of against them, and more.

In light of the decision to move forward with this session, I decided it was time to start learning and stop being intimidated. I didn’t just save that article for Shell, I read it. I learned a few things. For example, am I the last to learn that one of the first cases related to Right-to-Repair was actually in 1939? A company was sued by Champion Spark Plug for copyright infringement/violation of patent rights when Champion discovered their spark plugs were being refurbished and sold by this other company. Not exactly the same as today’s Right-to-Repair legalese, but the U.S. Supreme Court did actually rule that Champion’s trademark was violated and this other company would only be allowed to resell refurbished spark plugs if “used” or “repaired” was stamped on them.

The author notes that this first case was surprising and that in more modern era, the courts have often sided with the end user in Right-to-Repair cases—that large companies have vast lobbying resources and legal teams to argue for stricter patent protections, while “the little guy” is simply a consumer who wants to repair or modify a product they rightfully purchased. It is worthy to note here that the author is clearly on the side of consumers and very much anti-corporation.

While that “side” is not exactly popular among the independent dealer base, Smith’s opinion is interesting to me, and something I hadn’t thought of before. Because, he argues, that really the justification for the protection of patents is that they incentivize companies to invest time and money in research and development. Then those developments can be sold, once patented, with the inventing company having exclusive rights to those sales.

The same goes for dealers, who have invested time and money in representing a brand and training service technicians and buying specialized tools. The “small guy” may make a compelling case in wanting to fix his own stuff on his own time, but the well trained lawn and garden dealership remains by far the better consumer option. Join us at Equip Expo to see how Right-to-Repair can work for dealers. I’ll be the one in the audience PET taking notes.

Contact Jessica Johnson, phone 334-834-1170, fax 334-834-4525; e-mail: jessica@hattonbrown.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 Editor n David Abbott 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 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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12 Volume 72 n Number 2 n APRIL 2023

Our 755th Consecutive Issue n Founded in 1952

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

FEATUREstories

12 GET YOUR HEAD RIGHT 16 2023 SPRING TRIMMER CHARTS 22 2023 TRIMMER ANNUAL 30 DUST & RUST Helping You Gear Up For The Season Technical Specs For Most Models New Models, Parts & Accessories

16

A Walk Down Memory Lane

VALUEadded Power Suppliers __________________________ 6 Shop PETs ______________________________ 27 Showroom ______________________________ 28 PowerWorks ____________________________ 32 Distributor Library ________________________ 33 PETcetera/Ad Index ______________________ 38 Dealer To Dealer _________________________ 39

COVERphoto In some of the country, spring has definitely sprung, grass is growing, rain is falling and soon (if not already) inventory is flying off the shelves. Need some words of wisdom for the beginning of busy season? Find them, starting on Page 12. (Cover photo by Jessica Johnson, design by Shelley Smith)

22

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 ® 2023 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 Echo Announces New President & CEO Echo Inc. has announced the appointment of Harold Redman as its new president and CEO effective April 3. He brings more than 30 years of power equipment experience and a proven track record of execHarold Redman utive and organizational leadership, strategic green industry vision and product innovation to Echo.

Redman began his career with General Power Equipment, a division of True Value Hardware. He then joined Simplicity Manufacturing for nine years before his tenure at Briggs & Stratton, where he served as President of the Home Power Products business for four years and President of the Turf & Consumer Products business from 2010 to 2022.

“Echo is a well-respected company with a reputation of offering great products and customer care, and I’m hon-

ored to lead a company rich in innovation and legacy. As our industry continues to change with new technologies, I look forward to working with this exceptional team of talented and passionate Echo employees to bring new products and services to the green industry,” comments Redman.

Redman succeeds Tim Dorsey, who is retiring after 27 years from Echo serving in various roles, most recently as president for the last nine years. Dorsey will continue to serve as a Global Operating Officer of Yamabiko and a board member for Echo and Yamabiko Europe.

Altoz Hires New District Sales Manager Altoz has expanded its sales force with the addition of Ryan Garrelts as District Sales Manager for Florida, South Carolina, Georgia, south-

ern Mississippi and Alabama. Garrelts says he’s honored to join the Altoz team. “I look forward to working with the dealers to promote and sell Altoz products. It is exciting to represent such a diverse and unique product line. The opportunities that innovative products like Altoz’s track equipment provide dealerships and end users to increase their revenue is astounding,” he adds.

Garrelts brings several years of territory management experience and proven sales growth in the power equipment sector. “Ryan’s proven track record and growth-driven mindset are great fits for his new role at Altoz. He is eager to build dealer relationships, grow the Altoz brand and increase dealership sales and profitability,” says Karl Bjorkman, Sales and Marketing Director.

Husqvarna Launches New Warranty Program Ryan Garrelts

Husqvarna Group has launched a comprehensive two-year warranty program designed to provide extended

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POWERsuppliers

Stihl Inc. Names Auditorium After Former President Fred Whyte

Former Stihl Inc. President Fred J. Whyte’s wife, Karen Whyte, Stihl Inc. President & CEO Terry Horan, right, and National Marketing Manager Ken Waldron unveil the newly named Fred J. Whyte auditorium.

Stihl Inc. kicked off the new year by paying homage to, and dedicating its U.S. headquarters’ auditorium to, former President Fred J. Whyte. On Jan. 10, 2023, Whyte’s wife, Karen Whyte, and Stihl Inc. President and CEO Terry Horan unveiled the newly named Fred J. Whyte auditorium during an afternoon ceremony.

Whyte began his Stihl career in 1971 as a regional manager for Stihl American, the same company where his father had worked for nearly two decades. In 1982, the Stihl family asked him to establish Canadian operations for Stihl. After 10 years with Stihl Ltd. in Canada, he was named Stihl Inc. president in 1992. Whyte served in this role for 23 years and managed the Stihl U.S. operations headquartered in Virginia Beach, Va. Under Whyte’s presidential tenure at Stihl Inc., the company experienced 22 years of annual increases in sales and revenue and became the number-one-selling brand of gasoline-powered handheld power equipment in America. He retired from this position in December 2015.

During retirement, he served as sole director and chairman of the board of directors for Stihl Inc. In this advisory role, Whyte provided strategic counsel to the company’s executive council and reported to Stihl International, where he worked closely with the Stihl family in Germany. Whyte passed away in July 2017 at age 70.

“Fred truly enjoyed connecting with people, but when it came to interactions with people at Stihl, it went another level,” Karen Whyte shared at the ceremony. “Fred realized that the success of Stihl depended on the success of the employees, the distributors and Stihl dealers. It was important to him to build relationships with them, to understand their businesses and what they needed to be successful.”

The Fred J. Whyte Auditorium is located in the 80,000 sq. ft. Stihl Inc. administration building in Virginia Beach, which opened in October 2019.

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POWERsuppliers protection for equipment used by commercial green space and tree care professionals. The two-year warranty is a significant benefit for professional saw customers, as the coverage is the longest commercial warranty in the market. Additionally for commercial zero-turn mowers and stand-on mowers, the first two years of ownership will be covered under warranty with no hour limitations on usage. Customers can immediately take advantage of this program and benefit from two full years of warranty coverage for Husqvarna 300 and 500 series professional handheld and wheeled products.

These include pro batteries (BLi100-Bli950x); pro split boom attachments; W500 walk-behind mowers; Z400 zero-turns; V500/Z500/ P500D stand-on, zero-turn and articulating riders.

“Husqvarna’s revamped warranty program is another demonstration of our commitment to our commercial customers,” comments Carlos Haddad, Vice President of North America, Professional Products at Husqvarna Group.

Third Eye Blind Playing Equip Expo Concert Equip Exposition, the international landscape, outdoor living, and equipment exposition, has announced the event’s first ever arena concert, being held at the KFC YUM! Center, Thursday, October 19, as part of the trade show being held October 17-20 at the Kentucky Exposition Center (KEC).

Third Eye Blind will headline a “thank you” concert at the KFC YUM! Center, and singer-songwriter Dylan Scott will open the show thanking the many people who make Equip Exposition what it is.

This special arena concert acknowledges the many significant friends and partners of Equip Expo that have welcomed the trade show to Louisville for 40 years and promises to be a great time for Equip Exposition attendees.

“We’re celebrating our 40th anniversary of Expo, and we couldn’t have grown to this point without the support of thousands of people — from our attendees and exhibitors at the show to the bartenders and hotel staff through-

out the city,” says Kris Kiser, President of the Outdoor Power Equipment Institute (OPEI), which owns and manages the show. “They all make the ‘Expo experience’ possible, and we want to say thank you with this concert. The entire industry comes to Expo, and now everyone who participates can come to the party. It’s on us.”

Registered attendees and exhibitors for Equip Exposition may attend all three nights of entertainment for free with their registration badges serving as tickets.

In addition to the concert at the KFC YUM! Center, entertainment during the 2023 three-day event includes: House band, The Crashers with a jamming Welcome Party at the downtown Kentucky International Convention Center on Tuesday night, October 17. Food and hors d’oeuvres will be provided and there will be a cash bar for drinks. A free Fourth Street Live! Concert by the Juicebox Heroes starts at 8 p.m. on Wednesday, October 18. World-champion, Kentucky-based chain saw carver, Abby Peterson, at the Kentucky Exposition Center, October 18–20, will carve a statue of TurfMutt Foundation spokes-

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POWERsuppliers dog, Mulligan the TurfMutt.

Equip Exposition hotel reservations are open and making plans early on where to stay is strongly encouraged.

Registration to the show will open in April.

VP Racing Fuels Has New Brand Identity

VP Racing Fuels, Inc., regarded worldwide as the leader in racing, performance fuel products, and branded re-

tail, has announced the launch of a new identity for the corporation, its products, and programs. VP will immediately begin transitioning to the “VP Racing” moniker and a refreshed logo.

“We are excited to announce an updated identity for VP,” says Alan Cerwick, VP Racing’s President & CEO. “This change is a better reflection of the vitality of our company and its ever-expanding product and service lines.”

For the past decade, VP has been charging into new areas of business and new product categories. Over this time, VP has entered the motor oil market for outdoor equipment fuels, fuel additives, coolants, appearance products, jug containers, diesel contamination prevention products, UAV/ UAS fuels, hand sanitizer, and spe-

cialty chemicals. Further, VP has branded nearly 400 gas stations, oil change centers, car washes, and marinas.

“We are immensely proud that VP remains the global leader in racing fuels with over 80 custom-formulated blends,” adds Cerwick. “However, we are clearly now much more than race fuel.”

NEDA Goes To DC, Promotes Issues

In March, the Northeast Equipment Dealers Assn. (NEDA) participated in numerous visits with legislators in both the U.S. House and U.S. Senate to share dealership concerns and priorities. Representative Zach Nunn (Iowa) and Representative G.T. Thompson (Pennsylvania) staff along with many others were interested to learn about dealership priorities, explore issues unique to the industry and its small business such as: Infrastructure spending, tax policy, the 2023 Farm Bill, workforce development, Right-to-Repair, pharmacy benefit manager/drug price transparency (S. 4293), and Wa-

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POWERsuppliers ters of the U.S. (WOTUS).

Without exception, every legislator thanked the participants for taking the time and effort to invest in face-toface visits. Noting that the visits demonstrated a true commitment by the participants to building the relationships necessary for solutions-based

legislation/governance. NEDA’s Tim Wentz says the organization has come to understand that those who take the time to invest in face-to-face visits soon become the legislators “SME (subject matter experts)” that are called on as the legislators seek to gain better understanding of compli-

cated issues.

Engaging legislators, building relationships, and advocating on the member-dealer’s behalf is core to NEDA’s mission. Wentz says he looks forward to these visits facilitating dealer visits for legislators, leveraging everyone’s voice for the benefit of all.

Rotary Adds Territory Managers Rotary Corp. has appointed two new territory managers as it expands the sales division to meet the needs of a growing dealer network, according to an announcement by Mark Smith, Chief Sales Officer.

John Jordan, who has experience in landscape and power equipment sales, will serve as Rotary’s territory manager for western Tennessee and western Kentucky. He will be responsible for sales and support as well as dealer recruitment.

In addition, Mark Knight, with over 20 years of sales experience including multi-line brands of power equipment, will oversee business recruitment and sales support for Rotary’s dealer network in central Florida.

“Both John and Mark bring valuable experience to our sales team,” comments Smith. “They recognize the opportunities and challenges facing independent dealers, and I feel confident both will build powerful partnerships with our customers to ensure their longterm success.”

John Jordan Mark Knight

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It Gets Wild In April It’s been raining and storming like crazy across the country to bring in spring. Here’s some motivation, ideas and things to help you make your first big push into the season.

Always Be Ready Young dealer Luke Roy pays overnight shipping and gets his parts in two to three days—but that’s life in northern Maine. It has also helped him develop a simple philosophy: “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.”

Don’t forget that your customers need you, and you need your customers.

Employee Of The Month Really, who could say “no” to Northeast Mowers’ Ruby? At just about one year old, this St. Petersburg, Fla. “snorki” (mini Schnauzer, yorkie mix) knows all there is to know about the dealership’s mower lines already.

I’m sure manager Chris Cummings is glad to have this darling girl on staff!

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Keep It Simple Jeff Smith operates a larger than life dealership off Interstate 20 in Louisiana that turns over $7 million annually in one location. His plan for the future is clear: “We want to do more of what we’ve done, which is prove the quality of our brands with less employees and just get better and better at what we do. That has always been my philosophy. I don’t want to have five mower brands. I want to keep it simple, make piles of money and take care of my employees.”

Who doesn’t want to make piles of money and take care of their employees this year?

Take Care

Never Settle

Lis McQuaig and her husband John, after years of working in the auto industry, took a leap and purchased an equipment dealership in their Alabama town from a retiring owner in 2017. They saw lots of opportunity. “We decided to take it and run with it. We cleaned, and cleaned, and cleaned at first. We didn’t make too many changes the first year. We wanted to see how the business ran and the way things worked before making major changes.”

Stark Street Lawn & Garden has covered the north, south east and west markets of greater Portland, Ore. as well diversified markets nearby in Bend and Newberg. Dealer Tom Jenne says that when expansions first started in 1998, he was “10 feet tall and bulletproof.”

After settling in, she made changes and has grown the business after she had a full grasp of the market, her employees and their product lines. Don’t be afraid to make sure you have a full understanding before you rush to make changes in your business—but always be willing to go for it!

Jenne says, “But we’ve been able to leverage it, and it’s worked. We wanted the four corners of Portland, and it’s all worked out because we had certain expectations for the business and we’ve always worked to that.” So if you’re in the thick of it—keep going.

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2023 String Trimmer Specification Charts Note: Information for PET’s String Trimmer Spec Charts has been furnished by appropriate manufacturers and suppliers. Due to metric-to-non-metric and non-metric-to-metric conversions, some measurements may not be exact. Also, weights were requested “dry, engine only,” but some may include attachments, and where applicable, batteries.

The “—” symbol indicates no reply; it does not necessarily mean the feature is not available.

We made every effort to make this chart as complete and

accurate as possible; however, those companies marked by a “**” notation did not return changes to us by press time. The models listed for them are the most accurate we had on file.

Should manufacturers, suppliers, distributors or dealers spot any missteps, please notify Jessica Johnson, Managing Editor, P.O. Box 2268, Montgomery, AL 36102-2268/334-834-1170; fax: 334-834-4525; email: jessica@hattonbrown.com. Thanks.

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—The Editors

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GT-225

21.2 cc

10.1 lbs

Curved

16 in

GT-225i

21.2 cc

10.6 lbs

Curved

16 in

GT-225SF

21.2 cc

10.8 lbs

Curved

16 in

GT-225L

21.2 cc

11.2 lbs

Curved

16 in

SRM-225

21.2 cc

11.5 lbs

Straight

17 in

SRM-225i

21.2 cc

12 lbs

Straight

17 in

SRM-266

25.4 cc

13.4 lbs

Straight

17 in

SRM-2320T

21.2 cc

12.2 lbs

Straight

17 in

SRM-2620

25.4 cc

12.6 lbs

Straight

17 in

SRM-2620T

25.4 cc

12.8 lbs

Straight

17 in

SRM-3020

30.5 cc

13.7 lbs

Straight

20 in

SRM-3020T

30.5 cc

13.9 lbs

Straight

20 in

SRM-410X

42.7 cc

18.4 lbs.

Straight

20 in

DS 2210 S

21.7 cc

9.0 lbs

Straight

16 in

DS 2410 S

21.7 cc

9.9 lbs

Straight

16 in

DS 2410 T

21.7 cc

9.9 lbs

Straight

16 in

DS 2700 S

27 cc

12.6 lbs

Straight

16 in

DS 3000 S

30 cc

13.2 lbs

Straight

16 in

DS 3000 T

30 cc

13.9 lbs

Straight

17 in

DS 3500 S

36.3 cc

15.2 lbs

Straight

17 in

DS 3500 T

36.3 cc

16.8 lbs

Straight

17 in

DS 4100 T

44 cc

18.3 lbs

Straight

17 in

DSH 2500 S

25.4 cc

12.8 lbs

Straight

16 in

DSH 2500 T

25.4 cc

14.1 lbs

Straight

16 in

DSH 4000 S

40 cc

16.1 lbs

Straight

16 in

DSH 4000 T

40 cc

18.1 lbs

Straight

16 in

DSi 30

40 V

6.4 lbs

Straight

12 in

Mo d

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Echo, echo-usa.com

EFCO, efcopower.com

Honda, powerequipment.honda.com** HHT25SLTA

25 cc

13 lbs

Flex

17 in

HHT35SLTA

35.8 cc

15.5 lbs

Flex

17 in

HHT35SUKA

35.8 cc

16.1 lbs

Flex

17 in

POWER EQUIPMENT TRADE n APRIL 2023 n 17

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525LK

25.4 cc

9.92 lbs

Straight

18 in

535LK

34.6 cc

12.79 lbs

Straight

18 in

520iLX

40 V

6.6 lbs

Straight

16 in

522L

22.5 cc

9.26 lbs

Straight

18 in

525L

25.4 cc

9.7 lbs

Straight

18 in

525LS

25.4 cc

10.14 lbs

Straight

19 in

525LST

25.4 cc

10.36 lbs

Straight

19 in

524LK

25 cc

11.9 lbs

Straight

18 in

430LS

29.5 cc

11.2 lbs

Straight

19 in

535LS

34.6 cc

12.57 lbs

Straight

20 in

525iLST

40 V

7.5 lbs

Straight

18 in

535LST

34.6 cc

12.13 lbs

Straight

20 in

EM2652LHN

25.4 cc

11.5 lbs

Straight

17 in

EM2650LH

25.4 cc

10.9 lbs

Straight

17 in

XRU18PT

18 V x2 (36 V)

13.4 lbs

Straight

17 in

XRU15PT

18 V x2 (36 V)

10.4 lbs

Straight

15 in

XRU12SM1

18 V

8.6 lbs

Straight

12 in

XRU11M1

18 V

7.4 lbs

Straight

113⁄4 in

XRU13Z

18 V

7.3 lbs

Curved

11-3/4 in

XRU02Z

18 V

6.4 lbs

Straight

10-1/4 in

XUX01MSPT

18 V x2 (36 V)

10.9 lbs

Straight

17 in

XUX01ZM5

18 V x2 (36V)

13.1 lbs

Straight

17 in

XUX02ZX1

18 V

9.2 lbs

Straight

13 in

B230C

22.5 cc

10.5 lbs

Curved

-

B230L

22.5 cc

11.3 lbs

Straight

-

B270L

25.4 cc

11.7 lbs

Straight

-

B270L TURBO

25.4 cc

12.1 lbs

Straight

-

B300L

30.1 cc

11.5 lbs

Straight

-

B300L TURBO

30.1 cc

12.2 lbs

Straight

-

B420

41.5 cc

17.7 lbs

Straight

-

B420L

41.5 cc

16.4 lbs

Straight

-

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PET0423_TrimmerCharts_cs.qxp_PETJune03SawCharts 4/5/23 11:00 AM Page 18

Husqvarna, husqvarna.com/us

Makita, makitatools.com**

Maruyama, maruyama.com

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ST 600

40 V

3.7 lbs

Straight

14 in

ST 275

40 V

9.4 lbs

Straight

-

Excelion 2 DH

1500 W

14.3 lbs

Straight

16.5 in

Excelion Alpha

900 W

6.8 lbs

Straight

15.75 in

Excelion 2 LH

1500 W

12.1 lbs

Straight

16.5 in

TRZ230S

22.5 cc

10.14 lbs

Straight

19 in

BCZ230TS

22.5 cc

10.14 lbs

Straight

19 in

BCZ260S

25.4 cc

10.8 lbs

Straight

19 in

BCZ260TS

25.4 cc

10.8 lbs

Straight

19 in

BCZ3060TS

29.5 cc

12.19 lbs

Straight

19 in

BCZ350S

34.6 cc

13.01 lbs

Straight

18 in

BCZ3050SW

29.5 cc

12.76 lbs

Straight

18 in

FS 38

27.2 cc

9.3 lbs

Curved

15 in

FSA 45

18 V

5.1 lbs

Straight

9 in

FS 40 C-E

27.2 cc

9.9 lbs

Curved

15 in

FS 50 C-E

27.2 cc

10.1 lbs

Curved

16.5 in

FS 56 C-E

27.2 cc

11.5 lbs

Straight

16.5 in

FS 56 RC-E

27.2 cc

10.6 lbs

Straight

16.5 in

FSE 60

120 V

8.8 lbs

Curved

14 in

FSA 86 R

36 V

7.3 lbs

Straight

14 in

FSA 90 R

36 V

6.2 lbs

Straight

15 in

FS 111 RX

31.4 cc

11 lbs

Straight

16.5 in

FS 91

28.4 cc

12.8 lbs

Straight

16.5 in

FS 91 R

28.4 cc

12.1 lbs

Straight

16.5 in

FS 94 R

24.1 cc

10.1 lbs

Straight

16.5 in

FS 111

31.4 cc

12.8 lbs

Straight

16.5 in

FS 111 R

31.4 cc

12.1 lbs

Straight

16.5 in

FSA 130 R

36 V

8.6 lbs

Straight

16.5 in

Mo d

Po

el

(Di er spl ace mn to rV olt age )

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Oregon, oregonproducts.com

Pellenc, pellencus.com

RedMax, redmax.com/us

Stihl, stihlusa.com

POWER EQUIPMENT TRADE n APRIL 2023 n 19

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ath Sw Cu tt

i ng

Sh

aft

t Dry

We i gh

w

FS 131

36.3 cc

12.8 lbs

Straight

16.5 in

FS 131 R

36.3 cc

12.1 lbs

Straight

16.5 in

FS 240

37.7 cc

15.2 lbs

Straight

16.5 in

FS 240 R

37.7 cc

14.6 lbs

Straight

16.5 in

FS 311

36.3 cc

15.9 lbs

Straight

18.9 in

FSA 57

36 V

5.95 lbs

Straight

11 in

FSA 60 R

36 V

7.1 lbs

Straight

13.8 in

FSA 135

36 V

10.8 lbs

Straight

16.5 in

FSA 135 R

36 V

10.1 lbs

Straight

16.5 in

KM 56 R C-E

27.2 cc

9.5 lbs

Kombi/Split Shaft

-

KM 91 R

28.4 cc

9.7 lbs

Kombi/Split Shaft

-

KM 94 R

24.1 cc

8.8 lbs

Kombi/Split Shaft

-

KM 111 R

31.4 cc

9.7 lbs

Kombi/Split Shaft

-

KM 131 R

36.3 cc

9.7 lbs

Kombi/Split Shaft

-

KMA 130

36 V

7.1 lbs

Kombi/Split Shaft

-

KMA 135

36 V

7.5 lbs

Kombi/Split Shaft

-

FS 70 R

27.2 cc

10.6 lbs

Straight

16.5 in

FS 361 C-EM

37.7 cc

19.8 lbs

Straight

20.5 in

FS 461 C-EM

45.6 cc

19.2 lbs

Straight

20.5 in

FS 561 C-EM

57.1 cc

22.5 lbs

Straight

22 in

T235

21.2 cc

11.9 lbs

Straight

20 in

T262

25.4 cc

12.6 lbs

Straight

20 in

T302

30.5 cc

13.7 lbs

Straight

20 in

T262X

25.4 cc

13.7 lbs

Straight

20 in

T302X

30.5 cc

14.3 lbs

Straight

20 in

Mo d

Po

el

(Di er spl ace mn to rV olt age )

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Shindaiwa, shindaiwa.com

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TRIMMERannual2023 EDITOR’S NOTE: The following companies submitted these editorial profiles and images to complement their advertisements placed elsewhere in this issue. Please refer to those advertisements for web site and contact information. All statements and claims are attributable to the companies.

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 and chains are UL approved. These dedicated manufacturing methods along with strict quality control programs assists 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, 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 own in-house packaging department allows us to offer all types of packaging—including retail clamshells, pro distributor, private label, barcoding, and part numbering—catering to all customer’s requirements.

Our factory currently sells to 96 countries, with 100 Archer distributors around the world.

The Archer factory, warehouse and showroom is located in Jinhua, China and invites all interested people to visit. We offer you risk-free business.

EFCO Make tough jobs easier with the Efco DS 2700 S trimmer. Made in Italy, and designed for intense and continuous use, the DS 2700 S provides plenty of power for tough cutting conditions, long term durability and operator comfort for easy handling. The DS 2700 S is powered by a 27 cc 2-stroke engine rated at 1.3 HP and the power is transferred to the cutting attachment by a maintenance free solid steel drive shaft. The DS 2700 S comes standard with two cutting attachments: A Load&Go trimmer head that features line replacement without disassembling the head that is fast, easy, and toolfree, and a four-tooth steel blade for efficient cutting of thick vegetation. Operator comfort is enhanced with an anti-vibration system, soft touch grips and an adjustable harness. The DS 2700 S is backed by a consumer “Five Year, No Fear” warranty and two-year titanium commercial warranty for professional use. Experience legendary Italian design and performance with Efco.

KRESS Kress is leading the transition to battery-powered commercial lawn equipment for professional applications. The industry’s first true game-changing innovation in battery power eliminates the need for gasoline-powered equipment. Despite growing environmental awareness, commercial landscapers have been forced to accept high-emission, gas-powered equipment as the only economical option that provides the performance and run-time they require to complete a full day’s work.

The entrance of Kress into North America is a tectonic shift for the landscape industry.

With the new Kress Commercial eight-minute CyberSystem battery platform—with a longer battery life span, higher power output, the fastest charge times and zero downtime—commercial landscapers can finally replace their noisy and environmentally hazardous equipment without sacrificing performance, power or runtime.

The Kress Commercial 16.5 in. 60 V line trimmer with built-in LED “heads-up” display, aluminum gear head and a heavy-duty solid steel driveshaft, provides exceptional power for trimming lawns or the most difficult overgrown areas.

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TRIMMERannual2023 The Kress Commercial 60 V lawn edger, also with built-in LED “heads-up” display, delivers the power and precision for any landscaping need. A contoured blade guard combined with a rubber debris shield and front gunning sight, operators can easily achieve accurate edging even in the roughest conditions.

Both the Kress Commercial 60 V line trimmer and lawn edger deliver unmatched power equivalent to the 30 cc gas-power range and are IPX4 waterproof rated, ensuring use of the tools even during inclement weather. Fueled by the Kress eight-minute CyberSystem, the new Kress Commercial line trimmer and lawn edger answer the call for any professional landscaper looking to transition from gas to battery.

Lawn and landscape professionals can now experience the power of the full line of Kress Commercial products first-hand at demo events across the U.S. and Canada.

PELLENC Powerful, the Excelion 2 battery-powered brush cutter from Pellenc offers unmatched professional performance for intensive landscaping and forestry work with a power of 1,500 W equivalent to a 45 cc gas brush cutter, a speed from 3,000 up to 6,600 RPM and 16.5 in. cutting swath in all weather conditions with its IP54 protection. With the ULiB 1500 battery, it ensures a working time up to three hours, adapted to demanding sites. In addition, thanks to its smart handle, you can use your brush cutter with four speeds plus boost, cruise control, eco mode and benefit from digital information in real time. With a balanced weight 30% lighter than a gas brush cutter equivalent, choose the double handlebar at 14 lbs. or round grip at 12 lbs. option—whichever best suits your working habits. Durable and multifunctional, it allows you to do brush clearing, mulching, trimming and sawing work. Its robust “City Cut” weeding head is designed to avoid projecting debris is the optimal alternative solution to using chemicals in urban areas.

The powerful, new Excelion Alpha professional string trimmer and its Alpha 520 embedded battery compare very favorably to gas machines with its 900 W power equivalent to a 25 cc gas string trimmer with a weight of 6.8 lbs. Its new design makes it easy to use while also ensuring maneuverability and a fast-working pace. With productivity in mind, the Excelion Alpha delivers a speed of up to 6,400 RPM and an average battery life of three hours. Its versatility makes it suitable for trimming tall and dense grass as well as for finishing work.

Pellenc designs and manufactures durable, robust tools, motors, and batteries for professional use. For 13 years, landscape contractors from all around the globe have put their trust in Pellenc’s professional battery-powered tools.

ROTARY Aerodynamic technology produces more cutting power with less drag.

Rotary’s best-selling Vortex trimmer line is the leading choice of landscape professionals. The twisted, aerodynamic line produces more cutting power at impact with less drag and reduced vibration. Vortex line has superior tensile strength, excellent wear resistance and requires less operating power.

Available in a wide assortment of loops, donuts or spools, Copperhead Vortex line ranges in diameter from .080 in. to .170 in. Using advanced technology and proprietary nylon raw materials, Rotary’s Copperhead brand is setting industry standards for durability, efficiency and performance.

Engineered For Landscape Professionals Full mass line Significant improvement in energy efficiency Up to 50% noise reduction Increased RPMs allows use of larger diameter lines Optimum performance in hot, cold, dry or wet conditions Rotary also has a wide assortment of other professional-grade trimmer line including diamond cut, quad-tex, premium quad and precut varieties that are guaranteed for quality and performance.

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TRIMMERannual2023 Manufactured in the U.S. at Rotary’s world-class facilities in Arizona and Georgia, Copperhead trimmer line undergoes extensive testing to ensure peak performance in a variety of conditions. The Copperhead brand is sold in all 50 states and more than 75 countries around the world.

Trimmer Heads & Parts Rotary offers a vast assortment of fast loading trimmer heads, replacement spools, line cutters, covers, throttle controls, housing and cam assemblies. Popular commercial trimmer systems with professional bump-n-feed heads are available for easy line advancing and dual line indexing with durable nylon construction and a large capacity spool for easy release.

Thousands of parts, tools and accessories for power equipment are featured in Rotary’s 2023 catalog for servicing dealers and distributors. All Rotary parts are guaranteed for quality that exceeds all OEM standards for operation.

STIHL The Stihl HSA 60 is the most powerful hedge trimmer in the AK homeowner system, offering power and precision with a higher stroke rate, longer run time and increased blade length when compared to the HSA 56. The double-sided, diamond-ground blades and the rotating handle will allow your customers to cut with sharpness and versatility.

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TRIMMERannual2023 STENS Say goodbye to uneven edges and unsightly overgrowth and hello to a flawless, polished lawn with Stens versatile Silver Streak trimmer line!

A wide selection of shapes, colors and packing options are included in the Stens Silver Streak trimmer line family. Options include both bold colors for those who prefer to pick up after trimming, and color options that blend into grass and landscaping, for those who would rather leave the line behind.

Co-extruded and copolymer lines range from .065 in. for battery powered and small electric trimmers, to .155 in. diameter line for larger gas-powered trimmers. Package options include a small clamshell containing about 30 ft. to 50 ft. of line, .5 lb. and 1 lb. clamshells containing 100 ft. to 400 ft. of line, and 3 and 5 lb. spools with up to 2000 ft. of line. Line length per packaging varies, based on shape and diameter of line per package.

The Silver Streak offering includes: Edge, a green six-sized line with an excellent and professional clean cut from any angle; Fire, a red standout color for an intense third-degree cut; Stealth, an efficient round shape in camouflage green that hides in the grass and works great for manicured lawns; Buzz, an orange bold and bright square line for a flat crop and ideal for edging; Ninja, a round coated core line with a versatile sleek design for a deadly cut; Optimum, a hexagon coated core premium clean cut line with professional results; and Razor, a twisted, five-sided coated core line that is quiet and efficient for accurate slicing and a stunning lawn.

Silver Streak trimmer line from Stens is a great solution for both professional landscapers and do-it-yourself homeowners.

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TRIMMERannual2023 SUNBELT Trimmer Line Styles Explained Trimmer line comes in several different styles each with its own advantages and target applications. We’ll review three common types of trimmer line used, to help you better understand the variety of lines produced today, and also to help you assist customers in selecting the right type of line for their applications.

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

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

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

Sunbelt Outdoor Products offers all three of these styles of trimmer line in a variety of diameters with our top-of-the-line Titanium Power brand. Sunbelt is ready to assist you in getting the right line for your needs, with fast shipping from a nationwide warehouse network.

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SHOWroom FEATUREproduct

Unlock The Power Of Texting How much time do your employees spend trying to respond to customer inquiries, contact customers about work order updates, and receive timely payment once an order is processed or a job

is complete? Given how valuable each minute of time is at your dealership, especially during busy season, it’s important to find ways to save time and complete regular tasks faster.

Here’s how dealerships are solving this challenge with a communication tool like TargetCRM from Ideal.

Eliminate Phone Tag Text messaging has become a popular tool for dealerships to communicate with customers more effectively.

With two-way texting you can reduce voicemails by up to 80% and engage customers more easily, strengthening your sales and service—even in the off-season.

Send Targeted Promotions An automated sales and marketing platform, like Ideal’s TargetCRM, can help turn one-time customers into repeat buyers—all year round. You can engage with customers through targeted text messaging and emails based on their purchase history, distance, and other personalized factors.

For example, if a customer purchased a chain saw from you, you could send them targeted promotions related to chain saw oil, accessories, or attachments, all with a few simple steps.

Automate Service Updates By automating processes such as work order updates, you can free up your technicians’ time as they don’t need to spend as much time calling the customer. A service manager or technician could spend three minutes on average calling a customer when their work is complete, but by automating this process, you can save roughly five hours a week!

Get Paid Faster Make pre-selling and receiving deposits easier by giving customers the flexibility to pay on a mobile device using credit card and ACH. With this secure, mobile-optimized feature you can collect payment quickly and make every day pay day.

TargetCRM also integrates with Ideal, so you can avoid double entry by leveraging the information you have directly from your DMS. Visit idealcomputersystems.com/ targetcrm.

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SHOWroom Ariens Walk-Behind Mowers

DR Power Brush Mower

AriensCo is adding to its equipment offerings with a new line of walk-behind mowers under the Ariens brand.

“We’re back in the walk business and in a big way,” says Andy Massignan, Director of Product for the Residential Market at AriensCo. “Our 21-in. walk mowers were designed by the AriensCo team from the ground up using every bit of knowledge to create a premium product for those who may never need to step up to a zero-turn mower.”

Each Ariens Razor model has a 5.5 in. deep steel deck for better mulching and more durability. Consumers can mulch, bag, or disperse clippings because the Razor mows the way the individual wants to mow. The four-model Razor lineup includes a push, a front wheel drive self-propelled, a rear-wheeldrive self-propelled model with Reflex speed control technology, and a high-end Reflex model featuring a dual cutting blade with LaserEdge Eversharp self-sharpening technology.

All models feature a Briggs & Stratton engine; dual lever height adjustment that quickly changes between seven positions from 1 to 4 in. heights; and quick adjust folding handlebar with three positions to fit operators of all heights with a simple turn of the knob. Handle can also be folded forward and locked to store. Plus, a two-year limited residential warranty on the engine and three-year limited warranties on certain models.

The Razor line-up will be available at Ariens dealers in the U.S. as well as Big Box stores including Fleet Farm, Lowe’s, Northern Tool & Equipment and True Value in select markets.

Visit ariensco.com

DR Power Equipment has revealed one of the first battery-powered brush mowers available in the landscape market, the DR FB26E electric field and brush mower. Featuring a high-capacity 2.5kWh removable and shareable battery, the DR FB26E electric field and brush mower has the strength to cut up to 90 minutes on a single charge.

The DR FB26E electric field and brush mower has the power to cut through 6 ft. tall weeds, 4 ft. tall grass, and saplings with a 2 in. diameter. A built-in battery caddy allows a user to transport a fully charged backup battery to the mowing site with ease. All primary controls for the DR FB26E electric field and brush mower are located on one easy on-board control panel display, including drive speed, blade control, battery-charge level, operation status, hour meter and service notifications. Lugged, sealant-filled drive tires provide rugged traction and durability. The gear-drive transmission and steering system features three forward speeds and one reverse with an electric clutch.

The brushless motor is powered by a 2.5kWh DR E-series battery pack, which is shareable with the DR ZT5e zero-turn mower. The DR FB26E electric field and brush mower is one of a dozen models in DR Power Equipment’s electric field and brush mower line that includes both self-propelled walk-behind models and tow-behind models for use with ATVs, UTVs or lawn tractors.

Visit drpower.com.

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DUST&rust Readers are encouraged to send relevant historical lawn and garden media items in.

20 Years Ago…

He was Shop PETs before Shop PETs were cool! Yoshi, iguana mascot, keeps a close eye on the showroom 20 years ago at Sandy Plains Mower & Saw in Marietta, Ga.

Stihl Inc. announced a $60.8 million investm ent at its Virginia Beach headquarters that in cluded a major expansion with the purchase of more acreage and the addition of 200 jobs, scheduled fo r completion in 2005.

y topic was A hot technolog Interchange, Electronic Data business to an established unications business comm ould connect system that w utors and dealers, distrib ck in the OEMs way ba e the Interold days befor resence e ubiquitous p th e m a ec b day. et n ain that it is to ch ly p p su e th across

003 issue, In the March 2 tland, CESSCO in Por ago, was a Ore., 20 years ing away dealership mov business from its rental g to diroots and lookin er equipversify into pow lership rement. The dea ess today mains in busin l job site as an industria plier and equipment sup ealer. is still a Stihl d

Oakhurst Sales in Charlotte, NC had recently held an open house that drew more than 100 customers, and was in the midst of upgrading its digital technology to include point of purchase systems. Oh, and the labor rate was $45/hr.

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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!

9009

POWERworks

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

POULAN WEED EATER PARTS

HELP WANTED!

ARE YOU HIRING?

PLACE AN AD IN OUR HELP WANTED SECTION TO FIND THE RIGHT EMPLOYEE FOR YOUR COMPANY.

Contact Bridget DeVane • 800-669-5613 for more info

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ZENITH CARBURETORS

MARVEL SCHEBLER CARBURETORS Carburetors – Repair Kits Floats – Jets H&M Industrial Supply (800) 346-4331 2236

YOU COULD BE READING YOUR AD HERE!!

Contact Bridget DeVane 800-669-5613 for more info

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TX, OK, AR, LA, NM, MS

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PUT HEADINGS HERE

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Nationwide

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PA, NY, VT, NH, ME, MA, RI, CT, NJ, DE, MD, NC, SC, TN, KY

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

Call Kathy Sternenberg

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PETcetera Toro Announces Five-Year Commitment To Dual Degree Engineering Program

Newly established partnership will provide a $375,000 grant to support student scholarships, in addition to engineering internships across Toro and its businesses.

Continuing a long-standing commitment to furthering education and advancing diversity in the industries it operates in, The Toro Co. is joining with the Atlanta University Center Consortium (AUCC) and its Dual Degree Engineering Program (DDEP) to expand opportunities for Black students to pursue careers in engineering.

Over the next five years, Toro has committed $375,000 to

fund scholarships for engineering students from the member institutions. The grant includes financial assistance for tuition and indirect costs associated with student scholarships. In addition to scholarships, Toro will provide paid internship opportunities for DDEP students to gain deeper experiences across its many businesses.

“As we seek to create new partnerships and opportunities to help shape the future of our workforce, we are very excited to partner with the AUCC and support students pursuing degrees in the engineering field,” says Dr. Carliss Miller, Senior Manager, Diversity, Equity and Inclusion at The Toro Co. This investment and partnership comes as the demand for jobs in the area of STEM are projected to rise due to an increasing number of people who are transferring to other occupations or exiting the workforce. It also aligns with the Toro’s strategic commitment to diversity, equity and inclusion and goal to increase the number of women and racial and ethnic minorities in leadership positions by at least 20% by fiscal 2025 as compared to fiscal 2021.

PETevents JUNE 20-22—Outdoor Power Equip. Institute annual meeting, Omni Grove Park Inn, Asheville, NC. Call 703-5497600; visit opei.org.

OCTOBER 17-20—Equip Expo, Kentucky Exposition Center, Louisville, Ky. Call 812-949-9200; visit equipexposition.com.

JANUARY 29-31—2024 North American Dealer Conference, Dallas, Tex. Visit nadealerconference.com.

MARCH 26-28—National Hardware Show, Las Vegas Convention Center, Las Vegas, Nev. Call 203-840-5622; visit nationalhardwareshow.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.

PG NO.

PHONE NUMBER

CHP-Mean Green Mowers 9,11 Echo 28 EFCO 23 Heftee Industries 26 Hustler 31 Ideal Computer Systems 15 Kress 14 Masport 6 Pellenc America 10 PMD International 25 Prufrex Innovative Power Products 8 Rotary 21,26,40 Stens 5 Stihl 2 Sunbelt Outdoor Products 7

ADVERTISER

513.738.4736 800.432.3246 800.800.4420 800.755.7540 620.327.1143 800.737.1620 +64 9 571 5888 707.568.7286 +61 3 8390 3933 +49 9103 7953 0 800.841.3989 800.457.7444 757.486.9100 800.438.0660

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

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INDUSTRYvoices

Four Biggest Enemies Of Sales Success Identifying the problems and their solutions

BY JOHN CHAPIN

S

ales success simply boils down to talking to enough of the right people the right way. The right people are people who have a need or desire for what you have; they have the ability to make a decision on what you have; and they have the means to invest in what you have. Speaking to them the right way refers to saying the right things all the way through the sales process—from getting and keeping their attention on the first call all the way through closing the sale. All of that said, here are four major roadblocks that prevent talking to enough of the right people the right way.

Enemy #1: Fear

their spouse makes enough money, or their parents or in-laws are generous with their money. This also happens when new sales reps are living with their parents and the parents are still paying all the bills. In other words, the rep just needs beer money for the weekend.

Enemy #3: Looking For The Easy Button This one can be a result of enemy number one, fear, but it is usually more a case of a sales rep who simply doesn’t want to work hard. They want success without the effort, they’re looking for the magic bullet. They’re always looking for a hack, a way to game the system, versus following the tried-and-true path.

Enemy #4: Not Working On Sales Skills

Whether it’s fear of rejection, fear of failure, fear of success, or another type of fear, this stops people from even getting out of the starting blocks to begin with. I’ve seen fear wrapped in perfectionism where the sales rep either has to know everything, have the perfect call, or know everything about the prospect before they call them. I’ve also seen fear in procrastination where there is always something else to be done like cleaning one’s desk at 11 a.m. on a Wednesday, during prime calling time.

This one relates to the second half of the success equation: Talking to people the right way. The average sales rep has mediocre to poor sales skills. You can walk up to a “seasoned’ sales rep, who’s been in the business for fifteen years, give them a standard objection that they’ve been getting since week one, and what comes out of their mouth is usually gibberish. And typically starts with a long, “ahhhhhhhh.” You’ve got to know exactly what to say in each and every sales situation and have it committed to memory.

Enemy #2: Comfort

Solutions

This usually happens when a sales rep gets to a certain level of income where they are making enough money to pay the bills and have some money left over.

This can also happen when a salesperson is well funded. In other words, they have enough money in the bank,

Okay, so now, what are the solutions? For the salesperson, the solutions are apparent. Face and overcome your fears, have a powerful why along with accountability so you don’t get stuck at a certain level of income, stop looking for the easy way out and do the

hard work necessary for success, and finally, get great at selling by working on your sales skills.

To help manage salespeople, here are the steps to follow: First, hire the right people. Hire people with people skills, a great attitude, and a strong work ethic. Test for these in the interview process.

Second, set standards and hold people accountable to those standards.

Third, keep your eyes open and pay attention to when people show up for work, when they leave, and pay attention to their overall attitude and work ethic.

Fourth, and related to point three, watch your new and struggling, or coasting, sales reps. You’ve got to make sure the new sales reps are on the right track and developing the right habits.

You also have to ensure that struggling and coasting salespeople are doing the right activities.

Fifth, understand something about your sales reps and what motivates and drives them. Ask them in the interview process why they need to be successful.

Sixth, judge and pay reps based upon the bottom line. What gets rewarded gets repeated. And with sales reps, 99.9% will go to where the money is. If you want them to bring in new accounts and new business, pay them more for that and less for repeat business.

Finally, realize that the average human will not work harder than they have to. And the average sales rep, when they’re making enough money, is happy to go from salesperson to order taker. Don’t allow bad attitudes and slackers. They’ll drag down the whole organization and ultimately, your cusPET tomers will suffer.

John Chapin is a motivational sales speaker and trainer. Visit completeselling. com; e-mail: johnchapin@completeselling. com.

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