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POWERlines
A Hatton-Brown Publication www.poweret.com
JESSICA JOHNSON
Pets In PET
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am a dog person—big time. One semester in college, I had five dogs of varying sizes living with me in an apartment and I loved every minute of it. Often known around the sorority as a bit of a tough girl who didn’t show a lot of empathy, my dear friend crowned me “A Bleeding Heart For The Puppies.” Studying abroad for a semester but your parents won’t watch your dog? Call Jessica. Needing to have a place for your dog after moving somewhere that doesn’t allow pets? Jessica probably will take care of it. So, when I started noticing a trend in a few dealerships—shop cats and dogs on guard—my heart smiled. I am the person who goes to Mutt Madness in Louisville and has to actively remember not to bring home a dog that “needs me.” I still think about the little three-legged guy I met this year… Because I am still that bleeding heart, with two old dogs that I love more than life. As my mother once told my dad that semester I had the five dogs, “I am dangerous in a PetsMart.” The next best thing to adopting all the dogs is looking at their adorable pictures. So I put the call out—send me your shop pets. And boy, did y’all deliver. It’s the end of the year, and it has been another helluva year. Sort of how I just wanted to laugh in Louisville this month I want to cozy up with these good boys (and girls) give them a few snuggles. PET
“I want to work like a dog, doing what I was born to do with joy and purpose.”—Oprah Winfrey
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12 Volume 70
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Number 6
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DECEMBER 2021
Our 747th Consecutive Issue
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Founded in 1952
Renew or subscribe on the web: www.poweret.com
FEATUREstories
12 RUSSO POWER HAPPY ANNIVERSARY PET! 20 22 GIE+EXPO 2021
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Multi-location Dealer Adapts
Thirty Years of HB Ownership
The Whole Shebang, In Photos
VALUEadded Power Suppliers __________________________ 6 Snow & Ice Products _____________________ 16 Editorial Index ___________________________ 24 Distributor Library ________________________ 25 PowerWorks ____________________________ 29 PETcetera/Ad Index ______________________ 30 Dealer To Dealer _________________________ 31
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COVERphoto It’s been a wild 50 years since Russo Power first opened its doors in Illinois; now a multi-location dealership servicing the Chicagoland, Russo hasn’t let the pandemic or supply chain challenges slow them down. Story begins on Page 12. (Photo courtesy of Russo Power; cover design by Shelley Smith) Member Verified Audit Circulation Power Equipment Trade (ISSN 1063-0414) is published 6 times annually (February, April, June, August, October and December) by Hatton-Brown Publishers, Inc., 225 Hanrick St., Montgomery, AL 36104. Subscription Information—PET is sent free to qualifying industry professionals in the U.S. All non-qualified U.S. subscriptions are $55 annually; $65 in Canada; $95 (Airmail) in all other countries (U.S. funds). Single copies, $5 each; special issues, $20 (U.S. funds). Subscription Inquiries—TOLL-FREE 800-669-5613; Fax 888-611-4525. Go to www.poweret.com and click on the subscribe button to subscribe/renew via the web. All advertisements for Power Equipment Trade magazine are accepted and published by Hatton-Brown Publishers, Inc. with the understanding that the advertiser and/or advertising agency are authorized to publish the entire contents and subject matter thereof. The advertiser and/or advertising agency will defend, indemnify and hold Hatton-Brown Publishers, Inc. harmless from and against any loss, expenses, or other liability resulting from any claims or lawsuits for libel violations or right of privacy or publicity, plagiarism, copyright or trademark infringement and any other claims or lawsuits that may arise out of publication of such advertisement. Hatton-Brown Publishers, Inc. neither endorses nor makes any representation or guarantee as to the quality of goods and services advertised in Power Equipment Trade. Hatton-Brown Publishers, Inc. reserves the right to reject any advertisement which it deems inappropriate. Copyright ® 2021 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 New Stihl Exec Board Chairman Announced Michael Traub will become the new Chairman of the Executive Board of Stihl AG on February 1, 2022. He succeeds Dr. Bertram Kandziora, who is retiring shortly before his 66th birthday when his current Executive Board contract expires. Traub will join Stihl’s Executive Board as of November 1, 2021. Following a brief transition period, he will take over the position of Chairman of the Executive Board from Dr. Kandziora on February 1, 2022. “We are very happy that we were able to win over Mr. Traub for our family-owned company, someone we know will be bringing all his experience and competence to the position of Chairman of the Executive Board. Mr. Traub not only has extensive experience in the management of large business units on various continents, but also brings with him in-depth knowledge of product and sales topics, IT, smart solutions and the start-up world,” says Dr. Nikolas Stihl, Chairman of the Stihl Advisory and Supervisory Board. Born in Ehingen an der Donau, Germany, Traub, a 52-year-old economist spent two decades with the Bosch Group, working at locations in Germany and Asia as well as South and North America. After six years as CEO and President of Bosch Siemens Home Appliances North America, he took over the management of Serta Simmons Bedding, LLC in the U.S. in 2014 and later became CEO of Plum, Inc. “The Stihl family as well as the Advisory and Supervisory Boards would like to extend our deepest thanks to our departing Chairman, Dr. Kandziora, for his outstanding work in sustainably growing the Stihl Group over the past 20 years. Under the stewardship of Dr. Kandziora, Stihl was able to significantly expand its product portfolio and triple its revenue from 1.5 billion euros to 4.6 billion euros in the end of last year, as well as increase its workforce from 6,950 employees to 18,200. His efforts and the success of his approach were decisive factors in establishing the company’s current position as global leader,” says Dr. Nikolas Stihl. Dr. Kandziora joined the company on February 2, 2002 as the Executive Board Member for Manufacturing and Materials. He was appointed as Spokesman of the Executive Board on March 27, 2003 and subsequently as Chairman on July 1, 2005. 6
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Rotary Adds To Sales Force Rotary Corp. has expanded its sales division with the appointment of four new territory managers, according to an announcement by Mark Smith, Chief Sales Officer. Brian Horstmann is Rotary’s new territory manager for South Car- From left, Rotary’s new territory sales managers Donny Thompson, David Sanders, Brian Horstmann and Robert Rayon olina. Horstmann has over 25 years of experience in outside sales with 19 consecutive years of revenue growth. Robert Rayon, who has been involved in power equipment sales and service for the past 35 years, will be territory manager for Arkansas and Oklahoma. Rayon is a fourth-generation power equipment industry member. David Sanders is the new territory manager for Illinois and southeast Missouri. Altogether, Sanders has spent 36 years in parts and equipment sales in the lawn and garden industry. Donny Thompson will be the territory manager for southern Alabama and the Florida panhandle. Thompson owned and operated a power equipment dealership for 10 years and has worked at Rotary’s world headquarters in technical services for the past eight. He is a third-generation power equipment industry member. “Our new territory managers have significant sales experience, but just as important, they have been closely involved with power equipment sales and service for most of their careers,” comments Smith.
Mi-T-M Corp. To Go ESOP Mi-T-M Corp., a privately held company founded by A.J. Spiegel in 1971, has announced plans to share ownership with employees by becoming owned by a 100% Employee Stock Ownership Plan (ESOP). As an employee-owned company, Mi-T-M Corp. will continue to operate under the same business model and management structure as it has for the past 50 years.
EDA Launches Mentoring Program
The Equipment Dealers Assn. (EDA) has announced the launch of its newest workforce development resource, the EDA Women in Industry Mentoring Program. This novel mentoring program is an offshoot of the EDA Women in Industry initiative that was created last year. Similar programs have been extremely successful all-over North America. The mission of the EDA Women in Industry initiative is to encourage and attract women to the equipment dealer industry by offering a network that nurtures professional success while furthering the mission of the EDA. The EDA Women in Industry Founders Group, a
group of women in c-level, general manager, and dealer principal positions from EDA membership, have been meeting monthly since September and will act as mentors to interested women at other levels of dealership organizations. There is no additional charge for members to participate. Anne Salemo is the facilitator for the EDA Women in Industry initiative as well as the mentoring program. “The mentoring program is for professional development in the construction and agricultural equipment dealers’ industry. This type of program can attract more women and help women move up the corporate ladder. With everything going on in the world right now, this initiative will provide a positive impact for the equipment dealership industry,” she comments. Adding, “We’re seeing more women in dealerships and in leadership positions and we want to make sure those women feel welcome and empowered in their roles. This mentoring program will offer the participants career and professional development as well as growth opportunities in the future.” If you are interested in joining the Women in Industry Founders Group or would like information on becoming a mentor, please contact Anne Salemo, asalemo@equipmentdealer.org.
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POWERsuppliers
Lucky’s Mutt Madness Places 15 Rescue Dogs Into Homes The TurfMutt Foundation, the environmental stewardship and education arm of the Outdoor Power Equipment Institute (OPEI), is pleased to announce that 15 rescue dogs from the Kentucky Humane Society (KHS) found permanent homes during Lucky’s Mutt Madness. This annual national dog adoption event is held in conjunction with trade show, Equip Exposition, formerly called GIE+EXPO, and gives rescued dogs a chance to meet hundreds of trade show attendees. “For the dogs, the event was all about finding a permanent home,” says Kris Kiser, President of the TurfMutt Foundation, OPEI and Equip Exposition, “… and for the show’s attendees who create the green spaces America loves. Bringing home a new pet underscores the importance of what they do every day— get outside, work in it, and enjoy it.” Ace, an American bulldog mix, caught the eye of Jacqui Hubacek, who wanted to adopt a dog that could play with her two boys, Greyson and Ayden. She was able to meet a number of puppies at the event and chose Ace to take home to Illi-
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Ace, an American bulldog, with his human brothers Greyson and Ayden after being adopted during GIE+EXPO’s “Mutt Madness” event.
nois because he was so gentle. She reports Ace has already mastered sitting and her youngest son tells her every day, “You picked the perfect one!” “We lovingly call the dogs up for
adoption during Mutt Madness as ‘show dogs.’ It isn’t Westminster but we have helped place many dogs in need in their forever homes,” says Kiser. “It’s so gratifying to see our rescue
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POWERsuppliers dogs find new homes. Some of them have been through a lot of hardship,” says Alisa Gray, Vice President of Outreach at the KHS. “We’re thrilled to once again partner with the TurfMutt Foundation, and really looking forward to the 2022 event as well as the new 5K run through Louisville benefiting animal rescue rehabilitation and adoption.” At the 2019 Lucky’s Mutt Madness the current TurfMutt spokesdog, Mulligan, found her home with Kiser. She
resides in Virginia and now continues to “paw it forward” by inspiring kids and their families to care for and spend time in backyards, parks and other green spaces. During the event, the TurfMutt Foundation donated a $10,000 check to the KHS to support their good work in animal rehabilitation, rescue and adoption. “The work the Kentucky Humane Society does is incredible and we should all appreciate what animal rescue organiza-
tions do every day,” says Kiser. With the announcement of the GIE+EXPO trade show’s rebranding as Equip Exposition and a new office in Louisville, plans are also underway to expand the TurfMutt Foundation’s activities. The October 19-21, 2022 trade show will include a fundraising 5K race to benefit the KHS, Mulligan’s Fun Run, to be held in downtown Louisville. The Ariens Co. will sponsor the run.
Excel, MTD Acquired By Black & Decker
Stanley Black & Decker announced that it has successfully completed purchasing the remaining 80% ownership stake in MTD Holdings and the acquisition of Excel Industries. These transactions establish Stanley Black & Decker as a U.S. based global leader in outdoor products and complement the company’s position as the fastest growing provider of cordless electric power equipment. The purchase price for the two transactions totaled $1.9 billion inclusive of standard purchase price adjustments. MTD was founded in 1932 and is headquartered in Valley City, Oh. The MTD family of brands includes Cub Cadet, Troy-Bilt, Robomow, Rover, and WOLF-Garten—sold in mass retailers and independent retail channels, including home improvement and hardware stores, independent dealers, and farm supply stores. MTD has state-of-the-art manufacturing facilities in North AmerYOUTUBE LOGO SPECS ica and Europe, and a global distribution network. Founded and based in Hesston, Kan., light backgrounds on dark backgrounds Excel ison a designer and manufacturer of premiumstandard commercial and residential standard turf equipment under the distinct brands PMS 1815C PMS 1795C of Hustler Turf Equipment (Hustler) and BigDog Mower Co. (BigDog). In 1964, Excel introduced The Hustler, creatingnoangradients entirely new product categono gradients BLACK WHITE ry now known as the zero-turn mower. Excel serves 1,400 active independent equipment dealer outlets that stock, sell and service Hustler and BigDog products in the U.S. and Canada. watermark watermark
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Russo Power Plans Ahead Russo’s Peter Liakouras talks electric, e-commerce and the return of inperson events. BY JENNA RIMENSNYDER ELGIN, Ill. he year 2020 marked Russo Power’s half-century anniversary for the family-owned and operated retailer. Since 1970, Russo has evolved from a hardware heritage to a multi-lo-
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cation company specializing in landscaping power equipment and industry supplies. Russo’s extensive power equipment collection bolstering the five full-service dealerships stationed throughout Illinois culminated from long-standing relationships with vendors including Bobcat, Echo, Honda, Kawasaki, Kubota, Stihl, Toro and Wright. While the company has seen much success over the last 52 years, Russo has also had to make necessary pivots throughout rough patches, including the COVID-19 pandemic, as well as consistently evolving to meet the needs
of consumer demand. To remain a prominent figure in the Midwest power equipment market, Russo continues to keep its eye on the future while keeping a finger on the pulse of consumer needs. Power Equipment Trade connects with Russo Power’s Director of Sales and Marketing Peter Liakouras to discuss the company’s investment in electric, e-commerce and the return of in-person events.
Elevating E-Commerce Over the last decade the power equipment industry has been able to bolster online ordering for customer conve-
Russo Power has constantly evolved to better serve customers, including relying more and more on technology.
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nience. The pandemic, however, has taken e-commerce to the next level. For instance, prior to the pandemic and mandated store closures, Russo Power team had been wanting to launch a text messaging platform. Wanting to keep in touch with their residential clients, Russo dialed up their communication efforts by forming a COVID response team—which has since disbanded—as well as pulled the trigger on launching the text platform earlier than anticipated. “We were looking at a text message platform and when COVID came around we accelerated that so our customers can communicate with all of our facilities at any time day or night. [Customers] can text in an order, we process it and we send out a notification for pickup.” This is a new tool that Russo plans on continuing to utilize in 2022, even with all five stores back up and running at full strength. Speaking of convenience and around the clock access, Russo is also setting its sights on enhancing the e-commerce process catering specifically to the B2B customers. “More importantly, in 2022 we’re making significant investments in resources in what our B2B customers want from our website. How do we navigate that to fit all of our customers from homeowners to commercial business? How is that B2B experience going to happen at russopower.com? Checking in with customers on their needs to better tailor the site. We’re starting to understand what those needs are.” Before the company can begin thinking about shopping nationally, they want to start small, focusing on the regional base. This revamped site will allow customers to log in and access their virtual garage to manage their fleet whether that be for new orders, maintenance on current equipment or scoping out the latest models.
Supply Chain Challenges When discussing the post-COVID consumer landscape, Liakouras says Russo Power is, “Business as usual with masks on the customer side, but management is a different story because of uncertainty [with supply].” Due to the pandemic, there have been supply chain issues throughout the industry and Russo Power hopes to combat that hurdle by planning ahead. To do so, more touch points within the booking order process have been
Locations stock Bobcat, Echo, Honda, Kawasaki, Kubota, Stihl, Toro and Wright.
The Elgin location was opened in 2016, and the Russo Power team says they aren’t stopping at just five locations, with the hope that 2022 means a realization of the potential for another location.
folded into the process. Liakouras says that the Russo sales team is refusing to sit back on their heels when it comes to keeping up with their vendors on large customer orders. “Some manufacturers are six months out on a unit, we don’t want to wait until that fifth month before we put in an order.” Other than a slew of scheduled phone calls, the Russo crew also is sure to order equipment in batches, maintain close relationships with customers and order products ahead of time. This is possible by understanding customers’ needs in the weeks and even months ahead. “What has changed [over the last year] is the supply crunch and understanding what that is going to look like for 2022. Working closely with ven-
dors and even closer with customers as we understand what their purchases will look like for 2022. ‘Are you going to purchase 20 motors at one time or gradually?’ Booking orders won’t get filled all the way. We’re not a one location business, we have to stay ahead of that.” Sales representative checking in on fleet management is vital to ensure that customers have what they need for their business. Over the last year, the Russo team saw a lot of negotiating happening, which since has been dialed down. But the hurdles don’t stop there, inflation has also been a hot topic— with an increase in shipping costs and raw materials has also proved to be a challenge for a multi-location dealer. Thankfully, Liakouras says that an open
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Russo Power has five locations in the Midwest servicing a variety of markets.
line of communication with both vendors and customers has been key during these times. “There have been instances with sales representatives quoting customers and those prices have expired—and everything was happening so fast with price increases. I think we’re past all of that and we have stabilized for 2022. Hopefully that isn’t going to happen.”
Back To Events
Russo Changes Gears Russo Power carries professional, zero-emission, battery powered products from: Husqvarna, Stihl, Greenworks, Mean Green Mowers and Echo Robotics. The company takes its commitment to the environment one step further by being dedicated to recycling over 18,000 lbs. of metal, 15,000 lbs. of paper, 7,000 lbs. of plastic and 7,000 lbs. of mixed materials every year. On top of that, Liakouras says that the multi-location dealer has invested heavily into battery-operated equipment. “Hand-held and commercial mowing equipment is starting to come out with a battery rather than gas powered. We jumped onboard with Mean Green, the first commercial mowing company offering battery-powered machines, and now we also carry Toro’s Grandstand Revolution.” This has been a long-term investment, as the Russo team began stocking the showroom floor with equipment nearly five years ago, and its beginning to pay off. “We’ve been on this bandwagon and it was an investment, because we knew we weren’t going to sell a bunch five years ago, but the manufacturer said we need to put two machines at each location. No return on investment yet, but over the last three years you’re seeing 14
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“If your end users, and your workers, go out with a piece of hand-held because it wasn’t charged the night before, then they won’t trust the tech. Once you get them trained on how to use it, you’ll start to see the benefits. For instance, you don’t have to pull a cord and it’s quieter. So far, we’ve seen successful transitions for those who have been trained.” The squad also plans to enlist in the expertise of the manufacturers, and work hand-in-hand with vendors on the nuances of new machinery like electric fuel injected engines. Russo is looking to host training seminars throughout 2022 on how to successfully transition to battery. There is a different learning curve there, but the team now has five years of experience under its belt to share with its consumer base.
Peter Liakouras
more landscape contractors jumping in saying, ‘We’re an early adopter, get me into electrical.’” Now it seems that landscapers and residential owners alike will need to take a harder look at battery electric equipment; specifically within the Chicagoan market. Liakouras explains that on the federal level the company has been hearing whispers from the municipalities wanting to launch initiatives to transition from gasoline powered equipment to battery operated to help with emissions. “The city of Evanston is hoping that by the year 2023 they can pass a ban on all gasoline blowers—similar to California and other municipalities across the country that are trying not to use transitional gasoline power.” Russo estimates a whopping 200 permitted landscapers in the city of Evanston, who will at some point need the right equipment that is battery powered, and the know-how to use it. That’s where Russo comes in.
Liakouras shares his high hopes of the Russo team reuniting with its customer base at in-person events which have been few and far in between in the last two years due to the pandemic. First on the agenda is the 9th Annual iLandscape trade show in Schaumburg, Ill. Midwestern landscape professionals are set to flock to the event scheduled for February 2-4, 2022. Liakouras hopes that this is the first of many. “Pre-COVID we contracted and attended over 40 events in 2019, we are hoping that live in-person events are back in 2022. We’re hoping to attend whether it is to exhibit or just walk the show with customers.” From golf outings to trade shows to municipal events, even the possibility of relaunching open houses at the dealership, the Russo team hopes to reunite with customers on all fronts. “Currently everything is on the table but we want to make sure everyone feels comfortable returning to an open house setting in 2022.” Until then, you can visit one of their five full-service dealerships throughout the greater Chicagoland area: Schiller Park, Naperville, Hainesville, Frankfort and Elgin. But it might not be long before the company spreads its reach. “Expansion is always on our mind. While we were opening our latest location in Elgin in 2016, we were in the area of opening more facilities. We are hoping that in 2022 we can fully realize that potential for a new location.” PET
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SNOWandICE 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 PMD International is an Australian-owned, China-based manufacturing and trading company, offering over 10,000 parts and accessories for the forestry, small engine and lawn & garden markets. Our company brand is Archer; we also private label and produce for OEMs and many large international distributors. The PMD customer network is considerable, with products sold in 83 different countries, with over 50 international Archer exclusive distributors. Our Chinese operation is based in Jinhua, Zhejiang, where 130 are employed in our 100% fully owned saw chain factory, office, warehouse, packaging department and showroom. We proudly invite all visitors when possible to come and see our operations. Although best known for its leading saw chain factory, PMD International has equal product offerings for the lawn & garden sector. We offer complete high quality product lines of the following categories: Spindles, filters, carburetors, starter cords, fuel line, fuel tanks and oil tank parts; cylinders for brushcutters and trimmers, trimmer heads, brushcutters, ignition coils, clutch assemblies; flail blades for lawnmowers and robotic mower parts. In fact we offer complete ranges of non-genuine parts and accessories for all major brands in the lawn & garden and chainsaw industry. Whilst we manufacture saw chain and lawnmower blades, we source over 10,000 parts from proven quality and qualified manufacturers who support us with not only top quality products but also complete warranties. Our suppliers are aware of our strict standards and QC audit requirements. Our valued staff in China are long term, very experienced, with incredible connections and associations which have taken many years to develop— highly necessary if we are to offer only the best support from Chinese suppliers. Our factory is ISO qualified and regularly audited by UL and ISO. We operate our own fully equipped laboratory with qualified engineers and metallurgists to ensure we manufacture and supply only the best quality possible, while always maintaining our competitiveness. This large quality department tests all new products and then continually tests our factory’s raw material input and product output. This ensures that our products maintain original specifications and quality. Archer is committed to quality, service, price and range.
ASPEN Aspen Fuels are alkylate-based fuels, which are among the cleanest and most stable gasoline products that can be produced. As clean high-octane gasoline, Aspen provides a much better user-experience and extends the life of 2-cycle and 4-cycle power equipment. Over 30 years ago, Aspen first developed alkylate fuel with the mission to improve the conditions for equipment operators. Aspen Fuels are ethanol-free and engineered to be virtually free of the other harmful substances that are found in other gasoline products such as sulfur, benzene, toluene and other aromatic hydrocarbons. By removing these components, Aspen burns cleaner and is gentle on the metal, plastic and rubber components in power equipment. Professionals are among the primary users of Aspen 2 and Aspen 4 as they have the most to benefit from a cleaner high-performance fuel. The cleaner ethanol-free formulation minimizes the amount of deposits in the combustion chamber, valves and exhaust system for longer-lasting engines and reduced downtime. Dealer service departments can also greatly benefit from Aspen’s advantages for their shop use and ensure that serviced equipment starts up whenever needed. Aspen is the premier fuel choice for running and storing small engine equipment, including new and older snow blowers. Aspen’s formulation will help start engines, even under frigid conditions, and significantly reduce the toxic and irritating odors and fumes that operators are exposed to throughout the winter season. In the U.S., Aspen Fuels are available to dealers through Oscar Wilson Engine & Parts (Midwest), Power Equipment Systems (Western), John E Landis Co. (Northeast and Mid-Atlantic) and Marr Brothers (South Central).
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SNOWandICE HUSQVARNA The Husqvarna ST 430T snow blower is designed for professionals who need a maximum-performance snow blower for commercial applications. Key product highlights include the easy-to-use electric start system—all users need to do is turn the key and go. This feature makes the ST 430T durable and suited for all snow conditions. LED headlights offer visibility in low-light situations, and the heavy-duty steel operator console is built to last even under the toughest conditions. The blower also comes with heated handle grips and power steering, offering users both comfort and improved maneuverability. The electronic fuel injection offers increased productivity combined with lower fuel consumption and reduced emissions. The ST 430T operates with a two-stage system: Snow is fed into the housing by an auger screw and then discharged through the chute by an impeller fan. The high-speed impeller provides extra-long snow throwing distance, and the high-capacity belt system allows for greater productivity even in heavy snow.
ROTARY Scraper bars, paddles, shave plates, skids, carburetor kits, fasteners and Aramid fiber belts are among more than 65 popular new snow blower parts in Rotary’s new 2022 catalog. A special 55-page section includes a wide range of additional items including bearings, shafts, paddles, drive discs, auger and axle bearings, air vanes, ignition sets, tires and cables. In addition to the master catalog, Rotary has introduced a special winter parts catalog with the latest seasonal parts and accessories plus fuel additives, oil and grease. Both catalogs are free for servicing dealers and distributors. Rotary also offers a “slush plow” that converts a 2or 3-stage blower into a plow that is ideal for removing slush and snow up to 5 in. Available in four sizes, the slush plow features an angle adjustment and can be easily installed or removed. It and many other seasonal items are also included in a special winter parts catalog from Rotary. Replacement parts are featured for most brands including AYP, Bolens, Gilson, Honda, Husqvarna, Jacobsen, MTD, Murray, Tecumseh, Noma, Snapper and Toro. Rotary stocks over 30 different MaxTrac tire chains and TerraGrip traction belts 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. Backed by an exclusive warranty that ensures quality and performance, Rotary supplies a wide range of power equipment parts for lawnmowers, trimmers, chain saws, brushcutters, pressure washers, garden tillers, snow blowers and more!
SUNBELT Need to fix a snow blower? Try quality aftermarket snow blower parts from Sunbelt Outdoor Products! Be ready when the snow falls! Regular maintenance will keep your snow blower running when you need it. What type of replacement part do you need? Sunbelt Outdoor Products stocks a large selection of common replacement parts for all makes of snow blowers. Find belts, electrical components, filters, fuel system components, shear pins, skid shoes, tires, tools and much more. Choose Sunbelt Outdoor Products for our massive collection of replacement parts, accessories, and components to keep your machine running all winter long. Precision Equipment: There’s a spreader for every application. Keep your sidewalks safe this winter with high quality Precision Equipment spreaders from Sunbelt Outdoor Products. Sunbelt carries a variety of spreader options from basic hand operated spreaders, ideal for residential or small business use, all the way up to large commercial push and tow behind options that carry up to 200 lbs. of salt.
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1991: Big Transition PET Just getting started BY DAN SHELL
F
irst thing I ever heard about Chain Saw Age was when my boss, Hatton-Brown Publishers co-Publisher DK Knight, called and asked me to meet him at the Associated Publications office in downtown Portland. The company was looking at buying another magazine called Chain Saw Age, he said. This was December 1990. I was living in Salem, Ore. at the time, working with H-B’s timber industry magazines, and I made the drive up to Portland one afternoon. I met with DK, had my first meeting with my inimitable power equipment guru-sinsei and dealer advocate extraordinaire Ken Morrison. In my dim memory it was late afternoon, and Ken and the staff were working to get an issue out. Founded in 1952, Chain Saw Age was acquired by Norm Raies in 1961, and he brought the publication to a higher level in terms of professionalism and quality as an Associated Publications product before he died in 1973. His wife, Marge, carried on, and soon his daughter Jenni and son-in-law Ken Morrison were working with the publication full-time. Yet by the late 1980s Raies was looking to sell the company. After a bit of
What Happened To Chain Saw Age? People sometimes ask, “What happened to Chain Saw Age?” Well, here’s exactly how it went down: At top is the CSA logo that HattonBrown Publishers acquired, along with PET inside teaser, from 1990. Next up is the first issue of CSA-PET produced by Hatton-Brown Publishers, and the logo brought both titles up as “equals” in graphic representation. By the time of the next change, in 1993, PET was larger and the CSA tag line was greatly reduced at top right. The blue logo was in place by 1995 and has only undergone minor changes since then, as the current logo at bottom shows after it was adopted in 2011.
time searching for the right fit, she found Hatton-Brown and contacted DK. The fit between the two independent publishers was a good one: CSA-PET found a new home where it was a priority, and the new home gained solid diversification from its logging and forest products industry publications. That was all fine and dandy, but I remember that afternoon thinking I sure didn’t want to come to an office on Broadway St. in downtown Portland every day.
Ride The Wave
Power Equipment Trade’s first issue under new owners Hatton-Brown Publishers.
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Of course, the decision to acquire Chain Saw Age was a smart one: It was a great time to be in the lawn and garden media business. In 1991, the industry was largely unconsolidated, with
lots of independent suppliers, vendors and manufacturers working through mostly through independent two-step distribution systems to communicate, promote and sell through their respective dealer bases. Perhaps most important, home center chains and mass merchants in general had yet to completely remake the face of lawn and garden retailing, and dealers maintained a much larger role in supplier sales channels. In 1991, dealerships were mostly un-computerized and a lot of the industry, especially dealers in the far-flung corners and rural markets, still operated much as they had in the 1960s-70s-80s. But sweeping changes were on the way… The first issue of CSA-PET (see logo sidebar) produced by Hatton-Brown Publishers in Jan.-Feb. 1991 featured Las Vegas dealership Rhino’s Turf and
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owner Rhine Preas on the cover. Preas had founded it in 1983 and it’s still in business as part of Ahern Rentals after Preas sold it in 2007. An article covering a dealer survey on service noted the average dealer labor rate nationwide was $28/hr., and on average dealers gained 55% of revenue from service, 27% from equipment sales and 17% in parts and accessories. Related to the survey, a shorter dealer profile highlighted the service approach at Andover Small Engine in Andover, Mass. Owner John Winter profiled in the story passed away soon after it was published, but the dealership remains in the family and is currently owned and operated by John’s son, Mike Winter.
Issues of Issues One issue that arose—and Morrison knew it too—was the need to change the publication’s name to reflect a broader industry that incorporated all lawn and garden and small engine market segments. While Chain Saw Age’s name and title focus served it well in the 1950s60s-70s and much of the 80s, the
This Expo issue from 1994 remains the alltime single issue page count champion at Hatton-Brown Publishers with 166 pages.
saw-only dealerships were becoming few and far between. Morrison had seen the future and in 1988 began incorporating a Power Equipment Trade section in CSA that was promoted on the cover. This section covered mowers, trimmers and other non-saw equipment and news.
The move to change the title brought on its interesting issues. I distinctly remember at our first Lousville show in July 1991 at our booth there were two separate conversations occurring simultaneously where one sales rep was explaining to a Snapper media buyer why they should advertise in Chain Saw Age, while across the booth another rep talked to a Poulan media buyer who wanted to know why he should advertise chain saws in Power Equipment Trade. Good times. And speaking of Louisville, 1991 was our first introduction to the then mega-event old school four-day dealer-only International Lawn, Garden & Equipment Expo. We had been to some big and wild (like driving a skidder into the Holiday Inn pool wild at a logging show in Tifton, Ga. in the early 80s) trade shows before, but this was a different animal. Getting to know all the suppliers and players in the industry was a welcome chore beginning in 1991 when the magazine was acquired, and it’s led to three decades of great and lasting relationships and good business in a growing industry. And 30 years in, we’re just getting started. PET
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Back With A Vengeance
With impressive attendance numbers, GIE+EXPO returned in person to Louisville, Ky. at the end of October and saw an increase over attendance numbers in 2019 and 2018. 23,922 came from all segments of the power equipment and lawn and garden industry to see the latest products from an impressive roster of exhibiting manufacturers. In addition, the new owner of the show, the Outdoor Power Equipment Institute (OPEI), debuted the new name and branding for the annual event. Equip Exposition was introduced as the name for the 2022 show, which will take place in Louisville, Oct. 19-21.
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A popular draw to the show, prize winners were also announced. These included: UTV $15,000 winner: Chris Gregorius, C&R Lawn Service, Daphne, Ala. Stihl $5,000 winner: Cathy Holdeman, Run Right Power Equipment, Harmony, Wis. Landzie Swardman reel mower winner: Howard Evans, Garden of Evans, Toano, Va. Bobcat ZT6000 commercial zero-turn mower: David Williamson, Aberdeen, Md.
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Education Opportunities Power Equipment Trade daily recap videos of GIE+EXPO 2021 were (and still are) a hot commodity. From new technology to puppy dog tails, PET’s managing editor Jessica Johnson saw it all and gives you a peek into what you may have missed on the show floor. During the three-day event PET live streamed 13 Dealer Workshops that included everything from “Seven Habits of Highly Successful Dealers” to “Creating Recurring Revenue In Every Department Of Your Dealership.” The popular dealer workshop roundtables are also included on PET’s YouTube channel and cover a range of topics such as dealers thinking about selling trailers and bulletproofing your dealership. Since some dealers were unable to attend this year the workshop video series on PET’s YouTube channel has proven to be an invaluable resource.
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2021
Editorial Index February
2021 Trimmer Products. Page 16.
Powerlines News Notes: 2021 Strategies, Issues Page 5.
2021 String Trimmer Spec Charts. Page 21.
Dealers Leans Into Customer Experience Relatively new dealer Matt Bridges embraces technology and diversification to see success. Page 10.
Powerlines Looking Back: Off The Kerf. Page 3.
Dealer Spotlight: Lawn, Powersports Dealer Finds Balance in ‘Bama. Page 20.
Prolific Tech Editor Donn Lawty Delivered HighInterest Content. Page 8.
April Powerlines Where Has Time Gone Exactly? Page 3. Customers First: Texas Dealer Gets It Done With a focus on providing personalized, no-frills sales and service, Power Haus Equipment serves their small community well. Page 10.
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Dust & Rust: December 1996. Page 19.
June
Parts & Service Support. Page 14.
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Industry Voices: Florida Coast Equipment Finds Streamlined Business Software. Page 26.
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Dealership Adds Second Location Father and son provide onestop convenience for hardware supplies and power equipment products. Page 12. 2021 Chain Saw Specification Charts. Page 18. 2021 Chain Saw Products. Page 26.
Increasing Offline Local Sales With Free Online Tools. Page 31.
August Powerlines Right To Repair Issues Heat Up. Page 3. Farms, Homeowners, ATVs, NY Dealer Does It All Brothers Eric and Tim Law expand their family business in central New York. Page 10. 2021 Mower Preview. Page 14. Here’s An Idea: Create An Email Marketing Plan. Page 18.
October Powerlines Let’s Just Belly Laugh. Page 3. The Power Shop Adapts To New ‘Normal’ Business Dealership stands by customers while building its local brand. Page 12.
Expo Elite. Page 16. Here’s An Idea: Use Video Marketing. Page 24. Variety Of Accredited Training Programs. Associations and manufacturers offer latest tech training programs. Page 26.
December Powerlines Pets in PET. Page 3. Russo Power Plans Ahead Russo’s Peter Liakouras talks electric, e-commerce, and the return of in-person events. Page 12. 2022 Snow & Ice Management Preview. Page 16. 1991: Big Transition, PET Just Getting Started. Page 21. Back With A Vengeance: GIE+EXPO 2021 In Photos. Page 22.
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PETcetera Honda Tests Autonomous Work Vehicle
Honda and Black & Veatch have successfully tested the prototype Honda Autonomous Work Vehicle (AWV) at a Black & Veatch construction site in New Mexico. During the month-long field test, the second-generation prototype of the fully electric Honda AWV performed a range of functions at a large-scale solar energy construction project, including towing activities and transporting construction materials, water and other supplies to pre-set destinations within the work site. While Honda previously performed testing with an earlier generation of the Honda AWV, this field test was the first to deploy multiple units working collaboratively to support construction use cases. First introduced as a concept at CES 2018 in Las Vegas, the Honda AWV combines the company’s rugged and durable offroad side-by-side platform with emerging advanced autonomous technology. The result is a new category of capable work vehicle that can be deployed in a variety of dynamic work environments. The Honda AWV employs a suite of sensors to operate autonomously, using GPS for location, radar and lidar for obstacle detection and stereoscopic (3D) cameras for remote monitoring. The vehicle also can be operated by remote control. Black & Veatch, a global engineering, procurement and construction company focused on construction optimization and technology innovation collaborated with Honda to provide a real-world testing ground to validate the Honda AWV technology at an active construction site. Black & Veatch provided detailed feedback for product and business requirements that will help enhance the Honda AWV’s capabilities and services. Field Test Performance In order to validate the capabilities of the Honda AWV, the company selected a solar energy construction site where support structures for solar panels are laid out in a grid pattern at regular intervals. The site was an ideal environment to test the ability of the Honda AWV to stop at precise points along a pre-set route. Honda produced a high-definition map of the 1,000-acre site that allowed Black & Veatch operators to precisely set start and stop points for multiple Honda AWVs using a cloud-based app interface that runs on tablets and PCs. The vehicles successfully delivered materials and supplies along a calculated route and proved capable of stopping within centimeters of the pre-set points. The field test also demonstrated the viability of the Honda AWV battery system to support energy-intensive sensors and provide vehicle propulsion, while operating up to eight hours in a high-temperature environment. The vehicle carried payloads of nearly 900 lbs., and in a separate use case towed a trailer carrying over 1,600 lbs. 30
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Honda has not announced commercialization plans for the Honda AWV, but continues to advance the platform through field testing. Honda AWV Gen 2 Prototype Specs Honda anticipates further improvements to performance and While Honda previously performed testing with an earlier generation of the Honda AWV, this field test was the first to deploy multiple units working collaboratively to support construction use cases. ● Vehicle dimensions— 9’ 6”L x 4’ 8”H x 4’ 11”W ● Unladen vehicle weight— 721kg (1590lbs) ● Maximum loading capacity— 399kg (880lbs) ● Towing weight limit— 750kg (1653lbs) (including the weight of a trailer) ● Minimum turning radius—3.9m (12ft. 9.5in.) ● Range at maximum loading capacity— Up to 45km (27.9 miles) depending on the use case ● Charge time— Up to 6 hours (120V)
PETevents JANUARY 24, 2022—Northeast Equip. Dealers Assn. regional meeting, Eden Resort, Lancaster, Pa. Call 800-932-0607; visit ne-equip.com. JANUARY 26, 2022—Northeast Equip. Dealers Assn. regional meeting, Holiday Inn & Suites, Liverpool, NY. Call 800932-0607; visit ne-equip.com. JANUARY 26-27, 2022—Midwest Ag Expo, Gordyville USA Arena, North Gifford, Ill. Visit mseda.com/about/midwest-ag-expo. JANUARY 28, 2022—Northeast Equip. Dealers Assn. regional meeting, Holiday Inn Downtown, Concord, NH. Call 800932-0607; visit ne-equip.com. FEBRUARY 5-7, 2022—Outdoor Power Equip. Aftermarket Assn. annual meeting, St. Augustine, Fla. Call 703-549-7608; visit opeaa.org. Listings are submitted months in advance. Always verify dates and locations with contacts prior to making plans to attend.
ADlink This issue of Power Equipment Trade is brought to you in part by the following companies, which will gladly supply additional information about their products. ADVERTISER
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ADLINK is a free service for advertisers and readers. The publisher assumes no liability for errors or omissions.
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DEALERtodealer
An Upside To Being Your Own Boss SAM STEARNS
For Sam Stearns, having control over his time is worth more than anything.
I
love owning my own small business! Mr. Mower Man has been in business since ‘06, but I’ve experienced and absolutely loved the benefit of “being my own boss” in the last two years more than ever before. The main reason is that I have control over my time more than I would if I worked for someone. I’m a free man! Just some examples, which relate to family life: I got married in July of last year, which of course is the tail end of peak season in our industry. Sure, I would rather have been able to get married and go on a honeymoon during slow season. My fiancée and I tried to make it happen before spring of ‘20, but suffice it to say we just weren’t able to work it out that way. Keep in mind that I’m a sole proprietor—if I’m not working, no work is being done, and there’s no money coming in. But getting married sooner rather than later was very important to us, so I made the decision that we’d get married at the first opportunity and let the chips fall where they may. You know what? Despite my fears that it would be a harm to the business, it all worked out. And then this year, do you think we’d push our first anniversary celebration back to the slow season? Out of the question! In July, we took at three-day trip to Gatlinburg, Tenn., and it was absolutely wonderful—first time either of us had been there. Good business decision? From that standpoint, perhaps not. But a strictly business standpoint doesn’t give the full picture, does it? And then this October, my wife received an unexpected diagnosis of thyroid cancer, and the doctor’s recommendation was surgical removal of her thyroid. I’ve
been so blessed to be able to go with her, sometimes as much as two hours away, to every single one of her doctors’ appointments, before and after the day she received that diagnosis. On top of that, since we wanted a second opinion before we submitted to surgery, I decided to take one day per week to devote to researching alternatives to surgery and to finding where we might get a second opinion that was more favorable to her. Consequently, we have found a very favorable second opinion, and we’re rejoicing over it! Have I taken a lot of time away from the business? Certainly; but it’s been worth every single absent minute! I love my wife more than I love my business. I hope and suspect that all of you married business owners would say the same of your spouses and your children. But our superior love for our families doesn’t make it automatic that we’ll have the time to devote to them that we want. We have to be intentional to make the business our slave, and not the other way around. I’m not writing this because I’m some expert on what you should do to accomplish your life goals. I’m expert only of my own life experience, and sometimes I wonder even about that. The truth is that my experience of obtaining this freedom by owning my own small business has been easier than it has been, or would be, for many of you. As I mentioned before, I’m a sole proprietor. My business is generating enough income to support my wife and me, for which we’re thankful. But most of you owners have businesses that provide not only for you and your families, but also for your employees and their families. How do you own a larger, successful business like some of you have and keep it from consuming your personal lives? Some of you have experienced success in this pursuit and should be my teacher; I’m open to feedback! But some of you are in the tough situation where you have
employees, but your business just falls apart when you’re not there to keep it humming! This is a predicament I’ll have to work diligently to avoid as I seek to grow my business by having employees of my own. I’m thankful for the good folks at Bob Clements International (BCI) who deal with issues like this all the time! If you’re in a situation like I’ve described, please get in contact with BCI and get on a path where you can educate and empower your employees and free yourself to start getting your business and your life back! Another thing that has made this pursuit of freedom a little easier for me thus far is that I have zero financial debt. The borrower is servant to the lender, period. I’ve used this column to preach this before, and I’ll do it again: Do what you can to free yourself from these crippling and/ or risky financial obligations! The lack of monetary debt will free your business to be more able to serve your own business and personal goals. In conclusion, just ask yourself: What do you want? Many business owners are not experiencing the benefits that should be theirs. For all the stress and slavery they experience at the hands of their uncontrolled business, they wouldn’t be any worse off just having a management job in a large corporation, putting up with all the stresses and uncertainties that come with the corporate environment. If all I wanted to do is to “make a living,” I’d just get a job somewhere. But I want more than that; I want control over my time, my work, my goals, my life. I’ve gotten a taste of freedom, and I love it. I want it. That means I have to order my business so that I can have it, which includes telling it “NO!” sometimes. It may PET be difficult, but you can too! Sam Stearns owns and ooerated Mr. Mower Man, Scottsburg, IN 47170; e-mail mr.mowerman@hotmail.com. The views of Sam Stearns do not necessarily represent those of Hatton-Brown Publishers, Inc.
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