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POWERlines

A Hatton-Brown Publication www.poweret.com

Git ’Er Mowed & Git ’Er Sold JESSICA JOHNSON

W

hen I visited this month’s cover dealer, Leslie Lawrence, he told me about how Toro helped him get in business. There’s a lot more to it than that basic sentence, but the gist was, after making such a great name for himself in small town Texas as an honest and hardworking sales and service center, Lawrence got attention from all sorts of folks—a local newspaper once drew a caricature of Lawrence that now graces the side of his building and the back of every Leslie’s Outdoor Power t-shirt.

But when some of the big manufacturers started at looking to expand outward from the Dallas metroplex eastward, before you hit the Louisiana line, Lawrence’s name popped up. He told me both parties drove a hard bargain, but they ultimately reached a deal. With that deal, Lawrence packed up the shop and showroom in Gilmer, Tex. and moved into the building they currently operate from in Longview—that was 2005. Fast forward to 2023, and Leslie’s, now being operated by the second generation of Lawrences, John, Richard, Richard’s wife Heather, still carries the full-line of Toro products.

When I asked Lawrence about the latest announcement that Toro has entered into an agreement with Lowe’s to have the Big Box stock the full line-up of all-season power equipment to be available at Lowe’s nationwide in spring 2024 (riders, walkers, portable power, snow blowers, you name it) both in store and online, the Vietnam vet squashed any concern off the remark like it was a mosquito in the early fall.

Sure, it is never great when products you sell are available for purchase somewhere else—but Lawrence said it is almost impossible to feel threatened by the Box Stores because he (and his fellow dealers) have something they never will, service. You might be able to buy a Toro mower at Lowe’s but you won’t be able to have it serviced. When the Bahiagrass tears up those blades, Lowe’s isn’t going to be the one to sharpen them or provide replacements when the time comes. Leslie’s will, though.

And Lawrence believes once someone walks into the door of his business, and they see how everyone is treated like family, with the Ten Commandments proudly and honorably displayed above the front door, it will be an easy transition—that Lowe’s customer is now a Leslie’s customer. It was the way he said it though, that the transition wouldn’t be an issue, that made me stop and think. Lawrence has seen a lot over his time in the business, but when others might have slumped shoulders or otherwise struggling in a post-COVID economic downturn Leslie’s is expanding their shop and warehouse; they are taking on new battery lines, excited to be selling Kress products into Texas.

The Lawrence family uses their business to be a blessing to customers, it is the way they have always done it, but what I think is the biggest blessing of all is that Lawrence’s attitude can be a blessing to his fellow dealers. Stay in your own lane. Do want you do best—service customers. Make your showroom inviting to everyone. Be respectful. Be knowledgeable and people will keep coming back. It doesn’t hurt to have a little fun PET while you’re at it…in the words of Leslie Lawrence, “Git ‘Er Mowed!”

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) 312-0452 Fax: (334) 834-4525 Email: windham.susan4@gmail.com Europe & Scandinavia Murray Brett Tel: +34 96 640 4165 Mobile: +34 66 931 5837 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 5 n OCTOBER 2023

Our 758th Consecutive Issue n Founded in 1952

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

FEATUREstories

12 TEXAS DEALER 20 EQUIP EXHIBITORS 28 A CPA’S TAKE 39 EMPLOYEE OF THE MONTH Stays True To His Faith

20

Show Off Their Goods

On Valuing Your Business

Some Of Our Favorite Pets

VALUEadded Power Suppliers __________________________ 6 PowerWorks ____________________________ 32

28

Distributor Library ________________________ 33 PETcetera/Ad Index ______________________ 38

COVERphoto For Leslie Lawrence, owning one of the largest power equipment dealerships in east Texas wasn’t exactly the plan, but since the 1990s the business has been his passion, giving him and his family a new meaning in life and an ability to put their faith in practice, beginning on Page 12. (Cover photo by Jessica Johnson, design

by Shelley Smith)

39

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 NAEDA Launches Engagement Platform

Briggs Appoints New CEO

The North American Equipment Dealers Assn. is excited to announce the launch of its new members-only dealer engagement platform, NAEDA Community. This social and communications platform will provide a central place for dealers to connect, collaborate, learn, and share.

NAEDA was formed in 2022 with the recent merger of the Equipment Dealers Assn., the Midwest-SouthEastern Equipment Dealers Assn., the United Equipment Dealers Assn. and the Western Equipment Dealers Assn. With this merger now firmly in place, NAEDA is looking to enhance its communications efforts with its 4,000 plus dealer members across North America.

“We are thrilled to be launching an online community exclusively for NAEDA dealers where they can engage with dealers across North America and their association,” states Kim Rominger, NAEDA CEO. “We are confident this exciting communications tool will drive engagement, help us promote our programs and services and improve the member experience with our association.”

NAEDA dealers can stay engaged with hot industry topics, association news, events, workforce development opportunities, and more. Dealers can start discussions with fellow dealers by simply creating a post. Sending a private direct message to connect with individual members or sharing a link with the community to start a conversation are key functions. Through the platform, dealers can also register for NAEDA events such as the NAEDA Conference, training sessions or fundraising events supporting the Equipment Dealers Foundation. Managing notifications and profile information to tailor the community experience is provided in a user-friendly format.

Invitations have been sent out via email for dealers to join. Dealers are encouraged to share the NAEDA Community with the rest of their organization so they can have the opportunity to sign up and stay connected. “This platform provides several ways for dealers to connect, collaborate, and share what is going on in their business and the industry in general,” adds Rominger. “We are confident that this will enhance our dealer’s industry and association experience.”

Visit the NAEDA Community, naedacommunity.com.

Briggs & Stratton has appointed Joe Liotine Chief Executive Officer, as of August 29, 2023.

Liotine joins Briggs & Stratton after serving 18 Joe Liotine years in senior roles at Whirlpool Corp. most recently as President and Chief Operating Officer where he led the Global KitchenAid business, had global responsibility for product development, R&D, sourcing, and IT, and was instrumental in building worldclass operations and driving growth.

Prior to his role as COO, Liotine was President of Whirlpool’s North American business, SVP Product and Brand Marketing, General Manager Canadian Operations, Sales General Manager and Senior Strategy Director.

“I am delighted to be joining Briggs & Stratton and look forward to working closely with the talented Briggs’ team to provide market leading products and services to our customers and to drive the continued growth and success of Briggs & Stratton,” says Liotine.

Kubota Awards $600,000 In Grants

Kubota continues its commitment to invest in hometowns across America with its Kubota Hometown Proud community grant program, awarding $600,000 in grants to five communities for 2023. Kubota Hometown Proud is an annual grant program that encourages municipalities and nonprofit organizations to partner with their local Kubota dealership to apply for grant funding consideration.

This year, the

program launched its call-for-entries in April and received nearly 800 applications before Kubota selected five $100,000 regional grant winners. Then in August, all five community revitalization projects were put up for a public vote to determine one lucky “Community Choice Grant” winner to receive an additional $100,000, which ultimately was awarded to Lucasville Community Park, a new park concept for a small town in Ohio that needed a community gathering place.

“Kubota is proud to give back to the communities where our dealers live and work,” says Todd Stucke, Senior Vice President for Kubota North America, and Senior Vice President for Marketing, Product Support & Strategic Projects for Kubota Tractor Corp.

The 2023 Kubota Hometown Proud Grant Program winners include: Lucasville Community Park (Lucasville, Oh.): Together with Ricer Equipment, Lucasville Community Park is the 2023 Community Choice grant recipient. The $200,000 will be used to build an amphitheater and construct the next phase of the park that consists of building a ¼ mi. paved walking path to make the space accessible to all.

Black Farms, Food and Families Project (Lebanon, Tenn.): The Black Farms, Food and Families project, in partnership with Absolute Kubota, and the New Farmer Academy at HBCU Tennessee State University (TSU), will build an educational greenhouse, to help revitalize minority interest in agriculture through an heirloom “seedto-feed” project.

The Children's Village (Coeur d'Alene, Id.): Partnering with Coeur

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POWERsuppliers D’Alene Tractor, The Children’s Village, where the belief “Every family deserves a village” comes to life in the form of a trauma-responsive safe-haven, providing crisis youth housing and family support services.

Hunger Task Force (West Milwaukee, Wis.): Hunger Task Force, Milwaukee’s Free & Local food bank, is a unique program that includes a 208-acre urban farm that grows fresh produce for local families. The Farm is supported by 5,000 volunteers and equipment from Lochen Equipment.

The Kubota Hometown Proud Grant will help to purchase much-needed equipment for the farm.

The Giving Grove (Dallas, Tex.): The Giving Grove community orchard program helps volunteers install and maintain fruit trees and berry bushes that provide a free source of fresh food for urban neighborhoods.

With the support of Schaffer Kubota, this grant will allow GROW North Texas to purchase a truck and landscape trailer to transport trees and supplies to the 24 existing orchard sites around the region.

To date, the company has awarded $1.2 million in Kubota Hometown Proud grants. For more information and official rules for the Kubota Hometown Proud grant program, visit KubotaHometownProud.com.

BCI Adds New Training

Bob Clements International (BCI), a leader in dealership training and development has added a new training program to its arsenal, “Five Weeks To A Profitable Service Department!”

Part of the Dealer Toolbox, this training program is a quick-start guide to implementing the BCI Service processes.

Taking less than 30 minutes a day for five weeks, the program is not designed just for experienced service teams but is a great course for new hires as well. Among many goals and tips, fundamentally the program allows everyone to get on the same page, reduce chaos in service, and generate obscene amounts of money.

Access to this exclusive training is only available through BCI’s Dealer Toolbox, available online.

HBS Systems Integrates With Record360 HBS Systems, a provider of webbased equipment dealership management solutions, is partnering with Record360, a digital inspection software that leverages photos and videos to record the condition of physical assets.

This integration will provide dealers utilizing HBS Systems’ NetView ECO equipment dealership management solution with high-quality photo and video inspections to capture equipment’s actual condition from a mobile device. This partnership with Record360 will help dealers speed up the inspection process and reduce damage disputes.

The planned integration will focus on rental and service. And will give users the ability to submit inspection reports via mobile device; take high-quality photos and videos to document the equipment's condition, and automatically upload inspections to the HBS Systems rental and service applications.

This integration will also allow users to capture digital signatures, keep a histor-

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POWERsuppliers ical inspection record, and help identify damage trends.

“We are always looking for ways to provide cost savings for our valued customers that partner with us for the life of their business,” says Chad Stone, president and CEO, HBS Systems. “We are proud to integrate with Record360 to provide equipment dealers with the leading tool to manage their assets. Our team is constantly working to provide an open API to easily bring innovative partners into the HBS Systems NetView ECO software ecosystem.”

Diamond Launches ‘Diamond On Demand’

Diamond Mowers has launched a new online portal designed to provide dealers with everything they need to know about and sell Diamond Mowers’ products and services—all in one place. “Diamond on Demand” allows convenient access to everything from sales and marketing materials to product training, customer care resources, parts lists, and more.

“Being a great supplier is about more

than just offering great tools. It’s about partnership and providing support where and when its needed,” says Dan Stachel, Executive Vice President, Diamond Mowers. “That’s the inspiration behind Diamond on Demand, where our valued dealers will find everything they need to make them experts on our products, services, and brand at their fingertips.”

The easy-to-use portal provides a one-stop-shop for information and resources related to Diamond Mowers. Among the available assets, the latest updates and information from Diamond Mowers is posted, such as new product announcements and enhancements, updated price lists, quarterly Diamond Pulse videos, and quick links for new dealers to get up and running successfully. Plus up-to-date product brochures, parts and pricing lists, recommended stock items, and other sales materials are available for downloading, and access to an online print store where dealers can order collateral materials in custom quantities and have them shipped directly to their showroom location. A robust library of resources ranging from downloadable

logos, website kits, and branded gear to suggested content for use on dealers’ social channels, along with blog articles and customer testimonials are all available on the portal and can be customized and leveraged to educate and excite customers about the brand.

On the service side, the portal has detailed product specifications (dimensions, cut width, flow ranges, and weight) organized by brand and carrier to ensure perfect attachment/machine pairings. Plus training manuals and videos covering product overviews, operational demonstrations, and service tips to help customers train and troubleshoot on-site. All with “Diamond Care”— giving users direct access to Diamond customer service experts and associated support assets.

“At Diamond Mowers, we are committed to being the best possible partner to our customers,” notes Stachel.

“When developing this new portal, we spoke extensively with our dealers to better understand the information and resources they need to make their jobs easier and to help their teams feel comfortable and confident recommending

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POWERsuppliers our brand and products. Diamond on Demand is the direct outcome of those conversations and a prime example of our commitment to being the best partner in the industry.” Diamond on Demand will be continually updated with new information and resources based on dealer feedback and needs.

PGMA Voices Concerns Over CPSC Proposal

The Portable Generator Manufacturers’ Assn. (PGMA) has shared testimony with the Consumer Product Safety Commission (CPSC), voicing concerns over the agency’s newly proposed rule that would further impose additional CO emissions requirements on portable generators. PGMA strongly opposes such measures, since such changes would put consumers at risk of unintended safety hazards, such as fires and unavailability of product.

Testing concludes that the CPSC’s rule changes could force portable generators’ exhaust temperatures to exceed 1000° Fahrenheit—extreme temperatures that would likely cause house

fires and threaten owners’ safety.

The association asserts: “The CPSC’s proposal to add unnecessary regulatory requirements will lead to higher costs for consumers and create unintended consequences of more safety concerns of fires and burns, as we do not believe that the CPSC has adequately evaluated the safety hazards of their newly proposed rule.”

PGMA further noted that the proposed emissions changes would increase portable generator ownership costs, making it more difficult for those most needing generators in emergencies to be able to afford them.

Currently there are millions of generators in the market that comply with the voluntary safety standard, ANSI/PGMA G300-2018 (G300), which is an accredited American National Standards Institute standard. G300 is a comprehensive standard for generator safety that helps address carbon monoxide-safety concerns from misuse through a CO detection and automatic shutoff feature.

Through third-party analysis from Exponent, Inc., generators that comply with G300 prevent over 98% of fatali-

ties from misuse of portable generators.

There are currently over 300 portable generator models across 35 brands with this CO shut-off technology, nearly 3 million units having shipped from PGMA member manufacturers alone.

Susan Orenga, Executive Director, PGMA, comments, “The CPSC’s proposed regulation would also create a shortage of essential portable generators during regional and national emergencies because it will prevent the sale of portable generators that are currently available on the market. Furthermore, the timing of the CPSC’s proposed changes are particularly concerning, given repeated warnings that two thirds of North America is currently facing an energy shortfall this summer during periods of high demand.”

Orenga notes that the portable generator industry is dedicated to safety, working with CPSC and others, and has demonstrated this through PGMA’s focus on standards development and compliance, and its “Take it Outside” safety awareness campaign.

PGMA is urging consumers and organizations that rely on portable genera-

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POWERsuppliers tors to contact their congressional representatives and the CPSC to advocate for no government mandate on industry and to continue support of industry’s work on the G300 standard.

Formed in 2009, PGMA members include major manufacturers of portable generators sold in North America and a significant majority of the industry, including: American Honda Motor Co., Champion Power Equipment, DuroMax Power Equipment, Firman Power Equipment, Generac Power Systems, Harbor Freight Tools U.S.A., Inc., JD North America, Yamaha Motor Corp.

U.S.A., and associate members, Figaro U.S.A., Inc., GenTent Safety Canopies, and Nemoto Sensor Engineering.

TP Chippers Enters U.S. Market

Established in 1980, Linddana, parent company of North American newcomer TP Chippers, was the first company in the world to launch a mobile, battery chipper into production in 2019 and has become the industry leader with its dedicated focus ever since.

The TP model 175 ZE (6 in. plus capacity) is an electronic chipper in demand by municipalities, rental companies and contractors looking for a green profile with low maintenance. Parallel to this, there has been additional demand for TP to offer a larger ZE chipper for these same markets. Therefore, TP expanded its ZE line to encompass the next size in their existing line-up, the TP 215 ZE (8 in. plus capacity).

Both the TP 175 and 215 ZE are modular and offered in a trailer or track version, stand on or remote controlled, the same as the 59 HP diesel version. The TP 215 and larger TP 280 (11 in. plus capacity) are available with an in-feed turntable that greatly increases worker safety.

In the U.S. market, TP has partnered with ForeSteel to offer a chip and log multi-wagon to work in tandem with the track chippers to allow contractors to “Take It To The Tree With TP,” saving significant time and labor. Matthew Neal, managing partner, Equip-Partner NA, TP’s dedicated

distributor in the U.S. market notes, “We’ve cracked the nut on how to be more efficient for most any crew to completely minimize haul outs of both brush and logs by using both our compact equipment brands together in tandem as a cost-effective solution in a time when big equipment investment is through the roof.”

TP’s complete lineup of gas, diesel and lithium-ion chippers with capacities of 6 in. through 15 in., all come standard with three-year warranty.

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LONGVIEW, Tex. or Vietnam Veteran Leslie Lawrence owning a successful lawn and garden power equipment dealership wasn’t always part of his plan. In addition to his service with The United States Navy, Lawrence is a graduate of Texas A&M University—but he says he taught exactly one day before he had to quit. Teaching wasn’t for him. Thankfully, his wife Jhonnie had a very good job as an RN, working in a local hospital all the way up to Clinical Supervisor, when in the early 1990s a little mechanic shop in their hometown of Gilmer, Tex. came up for sale. Lawrence’s son, Richard, says really his dad bought the shop to piddle, work on something here and there.

F

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Lawrence says he poured a lot of blood, sweat and tears into the little prefab building, with the desire to change the opinion of small engine shops. He says back then you always saw them cluttered with junk everywhere (including old, worn-out equipment), no air conditioning, and dirty floors. He didn’t want that to be his shop. So he didn’t let his place get dingy. The lights always shone bright—just as his faith in Jesus shone bright in his interactions with everyone he came across. In 1993, it was just Lawrence working the shop, with oldest son Richard helping at night and on weekends when needed. By 1999, the “little shop” had made quite a name for itself and was growing quickly.

Richard was needed full-time and made a quick transition as the Gilmer shop began selling more and more Snapper mowers.

For three years in a row, Leslie’s Outdoor Power was one of the top 10 Snapper dealers in the country. The family was outgrowing their location, needing to make a critical decision: Keep growing and get bigger or go smaller. They decided to get bigger, around the same time Lawrence’s wife Jhonnie quit her really great job at the local hospital and came into the business full-time. Around that same time, as recognition in the area continued to grow for Leslie’s, Toro was looking for a full-line servicing dealer in the east Texas sprawl town of Longview, a little over 20 miles away.

Richard says the opportunity to buy the land the shop currently sits on arose at a perfect time and the Lawrence family pulled the trigger on the 2.5 acre parcel in 2005. The 60 ft. x 120 ft. pre-fab building, with its 60 ft. x 60 ft. show-

room was, and to this day still is, set up as Lawrence always intended his place to be—clean and welcoming, proudly displaying Jesus’ Cross as well as the Ten Commandments printed in a very large format above the door.

After the move, the business continued to grow. Richard married schoolteacher Heather in 2010. She would help out some, including opening a small embroidery business with Jhonnie that ran in the corner of the showroom for a while. “Yep,” Heather says with a big laugh, “You could get some embroidery and a lawn mower all at the same place.”

That side business eventually ran its course, and for a while Heather was back in the classroom substituting. But in 2013, she became the next Lawrence to join the Leslie’s staff full-time, taking over running the office. Jhonnie and Leslie’s younger son, John, who did some work for the State of Texas for a while was the next member of the second generation to come aboard full-time two and a half years ago.

“I started out as a one-man operation,” Lawrence says, gesturing around the counter. Now, the third generation of Lawrence, Richard’s son Zane, works full-time for Leslie’s doing a little bit of everything, and as the go to guy for Husqvarna Automower installations.

“The Lord has blessed us,” Lawrence says with great conviction.

Believers Part of the Lawrence family, from left, Zane, Heather, Richard and John

The showroom stays clean and well lit to make shopping easy.

The Lawrence family has courage of conviction in their faith. Heather looks at it as simply trying to live what they believe. Treating everyone fairly, leaning heavily into a family atmosphere at Leslie’s with their eight full-time employees, some blood, some not. From the employees to the diverse range of customers, everyone is treated like family.

“I think what makes a difference— and sometimes I am good at this and other times I am not—but we look at the shop as an opportunity to be a blessing to other people, we’re here more than we’re at home. For me, that means I need to treat people the same way I would if they came into my home,” Heather says.

Leslie’s Service Manager, Jason Beasley, has been with the operation for many years and says one of the most impactful things the job has done for him is bring him to Jesus. “I was not a Christian when I started working here,” he explains. “The family took

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by far the biggest attention getter is the 27 ft. inflatable bulldog they purchased as part of the agreement with Bad Boy Mowers. It is literally impossible to not look at a 27 ft. orange bulldog.

If it isn’t the bulldog that gets your attention, Lawrence’s now regionally famous quip—“Git ‘Er Mowed” and accompanying caricature will. In large scale on the side of the Leslie’s building, prominently on social media and the website, as well as on the back of every shirt the dealership has, what was a picture taken by the local newspaper to make the caricature has now become the logo and motto all in one. Everyone who purchases a mower at the dealership gets a Leslie’s t-shirt with the design on the back to wear proudly.

Master Technician and Shop Manager Jason Beasley stays busy.

me under their wings and led me to getting Saved.”

Richard says they just try to be regular people, as Beasley concurs that they can’t be perfect because there has only been one perfect man. This company-wide disposition has helped the reputation of the dealership and the

ever-critical word-of-mouth marketing strategy local businesses need to have in order to survive. But it isn’t just the faith of the family that helps their word-of-mouth advertising.

Heather, who runs the dealership’s website and Facebook page, says online marketing gets them some attention but

Robotics, Batteries The dealership has a 95% residential customer base from a roughly 100 mile radius of Longview. Richard says there is definitely still a strong market within his customer base, those with large acreages, for gas powered machines but Leslie’s is really finding its niche with robotics and battery-powered options.

The dealership has been with Husq-

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varna Robotics since 2017 and does a lot of Automower business. Heather says they’ve looked into the EPOS but for them, the hardwired Automower is the sweet spot. New this year, Kress is on the floor and has been popular in the handheld category. Heather has some interest in the Kress mower, and she finds that while the machine itself does carry a higher price tag compared to Automower the installation costs of Automower level that out a little.

“We charge for the installation, but it is worth every penny because it is hard

work,” she adds, recalling having to crawl around a customer’s three-acre property with a hatchet to help install wiring once. The Kress machine is nowhere near as intense to get up and going.

Richard, who is all battery at his own property, believes that the market isn’t for everyone but is going to continue to grow across all demographics because people just don’t want to mess with gas. In addition to Kress and Husqvarna, Leslie’s also has battery powered tools from Toro and Bad Boy. Gas powered handheld options are

Husqvarna and Maryuama.

At the counter, TruFuel is available for gas machines, as well as a variety of Husqvarna’s own product, which Richard says is somewhat popular because using it extends the warranty on the machine. He doesn’t stock a ton of either product though, as his commercial machines are mainly larger mowers and Bad Boy tractors going to homeowners with larger acreage, not a commercial cutter needing a trimmer or saw that runs all day.

Leslie’s mainly carries Toro, Bad Boy, Husqvarna and Ferris commercial and residential mowers. The dealership also does DR Power Equipment, Hammerhead karts, Firman generators, Briggs & Stratton generations, and Mantis machines.

Service Shop Beasley and one other full-time mechanic currently work out of a 60 ft. x 30 ft. shop, with a 60 ft. x 30 ft. storage area for parts. The plan for this year though has been to expand the shop footprint and Lawrence has been working to add on moving it farther back.

This would give parts more storage at the front and mechanics more room in the back.

The dealership services anything it can get parts for, on a first in/first out basis. The crew tries very hard not to show favoritism, but existing Leslie’s customers definitely take priority, as do brands/machines Leslie’s sells with the exception of side-by-sides and tractors. The shop will only take tractors and side-by-sides that the dealership stocks.

Beasley’s team uses both OEM parts and aftermarket from Oregon, Rotary and Stens. He says he might have to hunt for something, but those are his goto sources. Jobs are billed to the customer on an hourly basis, with an hour minimum on mowers, and half hour minimum on handheld—and that is part of the diagnosis process, though both Beasley and Richard agree that a lot of things can’t be diagnosed, as you really don’t know what is wrong until you fix it.

Thanks to an unusual year with lots of rain and bad storms knocking out power across east Texas, coupled with significant parts availability issues, the 2023 season is the first season ever the shop has been out as far as two weeks on work orders. While Beasley is grateful he’s been busy, he hates being out that far. Leslie’s sweet spot is seven PET days or less.

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EXPOelite EDITOR’S NOTE: The following companies, who will be on exhibit at the upcoming Equip Expo, in Louisville, Ky., 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.

PMD/Archer will be an exhibitor at Equip!

We will feature several new products, including saw chain for battery powered equipment, an innovative line of handheld battery powered products, and several new accessories for the forestry and lawn and garden markets.

We will also display our complete line of saw chain, guide bars, sprockets, and spare parts for chainsaws. The PMD/Archer line of lawn and garden products includes trimmer line, heads, unique brushcutter blades, robotic mower parts and blades, and spare parts for trimmers and brushcutters.

We look forward to meeting with you at Equip Expo.

Heftee Industries 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 inches wide and lifts up to 4,000 lbs., to 6 feet, 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 inches wide and lifts up to 2,000 lbs., to 6 feet, 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.

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EXPOelite Meet the Ideal & c-Systems team at the Equip Expo!

From the DOS years to going mobile, Ideal and c-Systems have paved the way for new and innovative dealership technologies for 30 plus years. We are excited to be back again at the Equip Expo and show you what we have been working on! This year, you can find us at booth 7004 and next to the Dealer Lounge at counters C003 and C004.

We take feedback from our dealers to heart and truly value this opportunity to connect with you and—most importantly—have fun doing it. We would love to show you all how our software can make managing your dealership easier, like with TargetCRM, Parts Locator, and our latest tool—TargetWeb. The Power Of TargetCRM TargetCRM is a sales and marketing platform that helps turn your one-time customers into repeat buyers.

Use real-time, two-way text and email conversations to engage customers more easily and strengthen your sales and service – even in the off-season.

Put an end to phone tag and reduce voicemails by up to 80%.

Find the Parts You Need With Parts Locator l Look up affordable parts for old equipment at nearby dealerships. l View each part’s location on an interactive map so you can send your inquiries to dealers immediately and secure items for clients. l Have aging stock? Use Parts Locator to sell those too.

Amplify Your Online Presence With TargetWeb l No more manual website updates – auto-sync your product details and prices directly from your DMS and OEMs. l Use the intuitive website editor to customize your website in seconds. l Get data-driven insights to better understand your website traffic, sales, and more.

We will answer all your questions about these solutions and show you the full extent of our dealership management software. We take pride in our ability to listen to dealers and equip them with the best tools to help their business thrive—no matter what changes impact the market. We can’t wait to see you!

Kress Following a successful launch at the 2022 Equip Exposition, Kress North America is thrilled to be back in Louisville to celebrate “40 Years of Expo” at Equip 2023. Last year, Kress dazzled attendees with the revolutionary 8-minute CyberSystem, powering a full line of commercial-grade power equipment. This year, Kress is excited to expand upon its current commercial offerings by introducing new— best-in-class—products and accessories in power equipment, snow management and robotics.

Now available through independent dealers, the Kress Commercial 8-Minute CyberSystem, engineered specifically with the commercial landscaper in mind, features both 4Ah and 11 Ah 60 V battery packs (“CyberPacks”) with the ability to recharge from zero to 100% in only eight minutes — the fastest recharge of any power equipment commercial battery system on the market. Additionally, each 60 V CyberPack battery provides up to 10 times more battery cycles than current Lithium-ion batteries and produces the power and performance that meets or exceeds that of the 30 cc gas-power range.

Kress’ innovative line of autonomous, robotic mowers—first introduced at Equip 2022 and available at select dealers across North America—is equipped with the most innovative positioning technology on the market. The proprietary Kress real-time kinematic network (RTKn), combined with Mowing Action Plan (MAP) technology, allows for satellite-precise multizone management, meaning the Kress Mission and Mission Mega units can mow in systematic parallel or diagonal lines with centimeter-level accuracy, all without the need for boundary wires or on-site satellites. In other words, Kress Mission mows like you, without you.

Kress North America’s line of commercial-grade power equipment, RTKn robotic mowers and 40 and 60 V prosumer products are available at more than 550 independent dealers across the U.S. and Canada. Supported by a veteran sales team with nearly 700 years of experience in the category, the Kress Commercial team of experts work closely with dealers, landscapers and the product development team to provide the best and most advanced solutions for landscape professionals.

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EXPOelite Masport Masport continues to be a household name in both New Zealand and Australia with a proud engineering history dating back 113 years. Masport continues to grow and establish itself in the North American and European markets and is now sold in over 45 countries worldwide. Over the past 12 seasons Masport has developed an extensive range of consumer and professional rotary gasoline walk behind mowers, as well as cylinder mowers, shredders, edgers and cultivators in the U.S. and Canadian market.

First introduced in the U.S. in 2012, Power Distributors are Masport’s distributor in U.S. and Power Source Canada, for Canada. They distribute the Masport range of consumer and commercial outdoor power equipment to servicing dealers across North America. Masport is a “dealer” brand in North America and is ideally suited to this form of distribution due to the high quality and feature rich lawncare machinery engineered and manufactured since the 1940s.

Masport Mowers are available in various cutting widths and are powered by Briggs & Stratton engines. Masport mowers mulch, catch and side discharge, feature aluminum and steel decks, ball bearing wheels and single lever height adjustment.

At this year’s Expo, Masport will be featuring some new power equipment machines for your yard, including the new Briggs & Stratton powered premium self-feeding chipper packed full of features. There will also be a great range of push, self-propelled, contractor and cylinder mowers offering a variety of cut, catch, mulch, side discharge and stripe options to perfect your lawn.

Oregon’s SpeedCut Nano SpeedCut Nano is a low-profile cutting system—saw chain, guide bar and sprocket—designed with a unique bumper drivelink and depth gauge that interact to reduce chatter while maintaining cutting speed and efficiency, to optimize performance in battery and small gas saws from one to three horsepower. The saw provides smooth cutting quality with reduced chatter for professionals who make felling small to medium trees, limbing, pruning, and bucking their livelihood. The unique product combination reduces fatigue compared to alternative cutting systems and decreases the tendency to stall. The cutting system provides 24% faster cut speed and 11% more cuts per battery charge. The LubriTec Lubrication System keeps the saw chain and guide bar oiled for less friction and longer life, reducing equipment maintenance. Operators will spend more time working, and less time recharging or refueling. SpeedCut Nano is one of many Oregon Tool products designed to help keep tree-care professionals productive on the job with unstoppable performance and longer run time.

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EXPOelite Pellenc—Zero Emission With Breathtaking Power The Airion backpack blower from Pellenc delivers unprecedented power and stretches the limits of what batterypowered tools can do while remaining 10 decibels quieter than a gas blower equivalent. With an amazing 27 N of thrust and 858 cfm of airflow the Airion backpack blower is designed for an optimized efficiency an extended range. Keep control with the smart handle including four progressive speeds and one boost mode. An HMI screen on the handle displays the remaining battery percentage in hour or minutes to know where you stand during your work. The Airion backpack blower is the most ergonomic blower on the market with 10 times less vibration compared to a gas equivalent. It includes comfortable cushions and a three-point adjustable harness. With its IP54 protection rating against dust and water ingress, the Airion backpack blower lets you work in all weather conditions. The pivot connecting the blower to the harness allows for effortless freedom of movement. With its smart handle and innovative design, the Airion backpack blower offers significant advantages in terms of ergonomics. This new blower is waterproof, quiet, and emits no fumes, making it ideal for regular and intensive work, whatever the weather.

Sunbelt Says Stop Sharpening Your Mower Blades LaserEdge is the only commercial lawn mower blade that sharpens itself.

Utilizing EverSharp technology, these hardened steel blades deliver superior performance and actually get sharper during use, resulting in minimal maintenance and maximum profitability for landscaping professionals.

EverSharp’s advanced surface-engineered edge is applied to the underside of the cutting edge of the blade. As the blade is utilized, the base blade material begins to wear away and exposes a new LaserEdge blade edge, which is harder and more wear resistant than the original cutting edge.

High-quality, hardened steel blades equipped with the EverSharp technology on their cutting edges have demonstrated their toughness and durability during thousands of hours of field testing and highly controlled lab testing.

In an intense 50-hour field test in central Florida, mower blades with EverSharp technology proved they “cut themselves sharp” when a new cutting edge emerged as the blade wore down. In the test, a brand-new mower blade had EverSharp technology applied on one cutting edge and was left untreated on the other edge. After putting the blade to work for 50 hours, the results were clear. The LaserEdge blade edge was still sharp, and the untreated side was dulled and worn away.

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INDUSTRYvoices

Valuing Your Business How much is my business really worth, and who decides?

BY IAN C. PERRY & ROMAN A. BASI

R

unning your own business requires lots of investment in your life, money, time, and effort.

Endless amounts of hours have been spent operating, maintaining, and adjusting the business to stay competitive, profitable, and valuable. After all your hard work and dedication, you may ask yourself, how much is my business actually worth? While most business owners could claim a ballpark value based on their income and assets, it is important to follow the correct procedures and have an independent business valuation.

Having an accurate value of your business is necessary for a plethora of reasons. In this article, we will break down those very reasons, such as the benefits

holder looks to exit the business or passes away unexpectedly. What is the value of the business is the shareholder or the shareholder’s estate owed? How are we able to calculate a number that is sure to be ever-changing as business value increases or decreases based on a weekly, monthly, and yearly basis? The answer is the valuation methodology proposed and of knowing your business’s true value, agreed upon by the shareholders in the how the true value is established, along executed Buy/Sell Agreement. with the importance of substantiating, This Buy/Sell Agreement can provide defending, and explaining the said value a valuation methodology that can be to those in question. calculated at the time of the shareholder’s exit. Having this can avoid a battle of various methodologies leading to difProper Valuation ferent values more beneficial to one parWhen you look into buying or selling ty over the other. your business, business succession planHow can we be sure we selected the ning, estate planning, employee stock right methodology to arrive at a true options (ESOP), business loans, or even value? The true value of your business divorce, a proper valuation is vital rewill reflect the value a willing buyer garding proper planning, execution, and would agree to pay in an arm’s length structure of the transaction. Furthertransaction. As the IRS states “True valmore, a business valuation is more than ue is the fair market value or the price at just a number arrived at through various which the property would change hands methods used to calculate value. between a willing buyer and a willing The value number arrived at is, in seller, when the former is not under any most cases, of secondary value to the accompulsion to buy and the latter is not tual methodology used in the calculation. under any compulsion to sell, with both As an example, two shareholders enter parties having reasonable knowledge of into a Buy/Sell Agreement (an agreethe relevant facts.” (Rev. Rul. 59-60.) ment necessary for all businesses with The key to a credible valuation is the two or more shareholders) and a shareability to obtain and substantiate the value at which the asset or stock will change hands between a willing buyer and seller. To do this properly, the business needs to hire an unbiased, The true value of your qualified appraiser with experibusiness will reflect the ence and training in both the area of valuations and the invalue a willing buyer dustry in question. Along with would agree to pay in an this, the qualified appraiser must understand and employ arm’s length transaction. the various valuation methods, discount, and premium variables, while weighting the result accordingly. Finally, the value calculation must be defended by a qualified appraiser.

A calculated value can only be as strong as the qualified appraiser’s ability to defend it.

Looking at it from an M&A standpoint, the value put forth to potential purchasers will undoubtedly be reviewed, scrutinized, and even potentially challenged to reduce the buyer’s purchase price. The buyer will have a due dili-

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INDUSTRYvoices gence team that will dissect the business’s internal financials to substantiate the numbers in the seller’s most recent financial statements.

Next, the buyer’s due diligence team will then use their valuation methodology calculation to arrive at their proscribed value. If the seller’s value seems to be inflated or cannot be substantiated, a purchase price reduction may be sought, negotiation may ensue, and the transaction may be jeopardized. Looking beyond the M&A perspective, an ESOP requires qualified appraisers to understand the future implications of the valuation methodology being employed. The valuation methodology should not only encompass components of the business that drive value but also be able to provide a fair level of value to new shareholders while protecting the majority shareholders.

When looking to observe from a business succession planning standpoint, the valuation methodology should be tailored to best meet the needs of the successor, whether the needs be a tax minimization analysis (TMA), payout terms, or level of value. The valuation method and transfer of assets/stock must remain valid under IRS rules about related party transfers.

The above highlights the necessity of not only a valuation, but the necessity upon obtaining a qualified appraiser who calculates, substantiates, and defends the value.

PET Ian C. Perry is a staff accountant for The Center for Financial, Legal, & Tax Planning, Inc. Roman A. Basi is an expert on closely held enterprises. He is an attorney/CPA and the President of the Center for Financial, Legal & Tax Planning, Inc. The Center for Financial, Legal & Tax Planning, Inc. (The Center), performs, defends, and has substantiated business valuations for over 40 years.

Call 618-997-3436 for a free consultation.

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SHOWroom

GENERATORS Yamaha EF2200iS The EF2200iS delivers 2,200 watts of power to meet the demands of today’s most popular RVs and trailers, built with Yamaha premium inverter technology, delivering clean power for sensitive electronics. Yamaha’s high-output MZ80 OHV, air-cooled, single cylinder 4-stroke engine delivers a maximum of 2,200 watts of AC output with a maximum AC current of 18.3 amps at 120 V. For additional power, Yamaha’s Twin Tech parallel function allows two units to connect together for a combined power output of 3,600 watts or 30 amps. The EF2200iS is also built for efficient and quiet operation, capable of running at a continuous 10.5 hours with noise levels of 57-65 dBA at a quarter-rated load, allowing people to maintain a normal conversation with ease while it’s running.

Visit yamaha-motor.com

PARTS & ACCESSORIES Rotary Winter Parts & Accessories

Both catalogs are free for servicing dealers and distributors.

Backed by an exclusive warranty that ensures quality and performance, Rotary supplies a wide range of power equipment parts. 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. Visit Rotarycorp.com

Brass Knuckle SmartCut Glove

Scraper bars, tires, tubes, paddles, shave plates, skids, carburetor kits, fuel lines and heavy-duty Aramid fiber belts are among hundreds of snow blower parts and accessories listed in Rotary’s 2023 master catalog. A special 60-page section includes a wide range of items such as jump starters, shafts, bearings, drive discs, auger and axle bearings, air vanes, ignition sets and cables.

Replacement parts are featured for most brands including AYP, Bolens, Gilson, Honda, Husqvarna, Jacobsen, MTD, Murray, Tecumseh, Noma, Snapper and Toro.

Rotary now offers a variety of Genius Boost portable jump starters that deliver up to 3,000 amps for starting a dead battery in seconds. Available in five different models, the starter pack features a patented safety technology that provides spark-proof connections and reverse polarity protection making it safe and easy to use. A powerful battery booster, it also doubles as a source for recharging USB devices or powering 12 V equipment.

Over 30 different MaxTrac tire chains and TerraGrip traction belts are available from Rotary in a variety of sizes to fit most tires. Belts include an innovative traction aid that helps prevent steel from touching the driving surface. Multi-ply rubber slats surrounding the tire tread provide a secure fit for most improved traction. They are easily installed with no tools required.

In addition to the master catalog, Rotary has a special winter parts catalog with the latest seasonal parts and accessories such as slush plow attachments and SnoStik snow blower discharge cleaners plus fuel additives, stabilizers, oil and grease.

Application specific cut standards remain the only way to specify cut-resistant protective gloves; however, A4 cut resistance has quickly become the de facto minimum standard for work gloves used in many applications. Brass Knuckle SmartCut (BKCR4420) offers this highly desirable A4 cut resistance, plus a whole lot more, making it a value-added glove with plenty of upside.

SmartCut starts with a high-density polyethylene (HDPE) knit shell to provide ANSI cut level A4 protection without bulk, with a strength-to-weight ratio eight to 15 times higher than steel. But then SmartCut adds superior grip, moisture protection, and a high degree of dexterity. Come for the cut protection; stay for the comfort and grip.

To achieve this combination, SmartCut has a water-based polyurethane (WBPU) coating as a palm and finger base coat.

This helps reduce penetration of liquids, including light oil.

Then it secures grip with a foam nitrile topcoat, perfect for working with oils, petrochemicals, fuels, and most acids.

Then, a sandy grip finish further enhances abrasion resistance and cut protection.

Visit brassknuckleprotection.com

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POWERworks ZENITH CARBURETORS

MARVEL SCHEBLER CARBURETORS Carburetors – Repair Kits Floats – Jets

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

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

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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

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

YOU COULD BE READING YOUR AD HERE!!

POULAN WEED EATER PARTS

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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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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

251-928-4962

ME, VT, NH, CT, RI, MA, NY, NJ, PA, DE, MD, 0H, WV

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PETcetera A Problem Costing You Time & Sales Keep in mind that most prospects are simply trying to get rid of you. The average person still has more than ever on their plate along with a ton of distractions. Now imagine you enter the equation, looking for some of the prospect’s time with all those items screaming for attention. If the prospect is part of the 3 to 5% who needs you right now, you might be okay, but they usually aren’t, and as a result, their goal is to get rid of you as quickly as possible. Couple all of the above with the fact that the average person does not like to say “no” to other people and you have a real conundrum.

So, let’s look at how this scenario plays out and where it may be causing you problems. You reach someone who is super-busy, really isn’t interested in what you have, and they don’t like to say “no” to people. You hand them a card and some literature as you introduce yourself and your company.

They briefly peruse the information and then say, “Looks great, I’ll give you call next Tuesday.” Fast forward to next Tuesday and you can’t reach them. You leave a message and send an e-mail. Ouch! Of course, they don’t call back so you call them a couple days later and leave another voicemail and send another e-mail. Nothing. You try several more times and still no response, they’re ghosting you. Now multiply this by the number of prospecting calls you’re making and the number of people who are busy, not really interested, and don’t want to tell you ‘no’, and add the fact that you keep chasing them a way, and you have frustration at a 10 on a scale of one to 10.

To end the frustration you simply must ask the questions necessary to determine interest, or lack thereof. Most salespeople have an aversion to asking direct questions, they are afraid they’re going to tick off the prospect and lose them. Please trust me on this one: You’re only going to tick off people who are lying to you about their interest because their goal is to simply get rid of you and it’s not working. As long as you come across as a professional who’s worthy of respect, and you make a proper connection, the truly interested people will be happy to answer your questions so that you can best help them.

So, what does it look like to ask the necessary questions to determine interest? When someone says to call them next Tuesday, let me know you’d be happy to and find out why they want you to call next Tuesday. When someone asks for a quote or proposal, tell them you’ll be happy to get that to them and ask if they’re ready to move ahead if they like what they see. If they say yes, ask what they need to see. If they say no, ask what factors are preventing them from moving ahead and refuse to do quotes for people who aren’t ready, willing, able to move forward now. Ultimately your questions are going to revolve around the when, what, why, and how. When is the prospect looking to make a decision; what specifically are they looking for; why are they looking for that and, why are they looking to buy when they are, and finally, how are they going to buy? By ‘how’ I’m referring to their buying process along with how they will actually pay for the product. Regarding buying process, will they be looking at competitive products, what are the criteria to make a decision, who is involved in the decision, and how will they ultimately execute on their decision? The ‘how’ behind the actual purchase may involve cash, financing, trade-ins, etc.

Finally, close on every call, whether that’s closing the sale, or simply the next step in the sales process, and always make sure you are in control of it. Never be in a position where it’s up to the prospect to get back to you; the ball always needs to be in your court.

John Chapin is a motivational sales speaker, coach, and trainer with over 34 years of sales experience. Visit completeselling.com; e-mail: johnchapin@completeselling.com.

PETevents 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

Echo 18 EFCO 25 ENM 16 Heftee Industries 29 Hustler 17 Ideal Computer Systems 23 Kress 7 Masport 11 Oregon 5 Pellenc America 9 PMD International 10 Prufrex Innovative Power Products 8 Rotary 16,19,40 Stens 15 Stihl 2 Sunbelt Outdoor Products 27 Yamaha MPE 31

ADVERTISER

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

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