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POWERlines
A Hatton-Brown Publication www.poweret.com
DAVID ABBOTT
Genuine Article
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little bit of travel goes with the territory for this job. Although we can get some stories by email or phone, you lose something doing it that way. In my experience, you get a much better article if you can spend some time with an individual; get a feel for who that person is. My early February interview with Joel Thomas, owner of the Oakboro Group with its four locations around Charlotte, NC, makes a great example. You can read the story on page 10 of this issue. Here’s the behind-the-scenes story. I had intended to leave from my home in Pell City, Ala. Monday morning right after dropping my kids off at school and picking up my rental car. On the way there though, my five-year-old redecorated the back seat of my truck with what had recently been his breakfast. With nobody else available to watch him until after 4 (central time—5 at my destination), I wasn’t going to make it to my first scheduled appointment in South Carolina that afternoon. This late start basically threw everything on what was already a tight schedule off by a day. Bad weather on Tuesday threw it off even more. I had made plans to see Mr. Thomas on Wednesday, but due to this domino effect it seemed I’d have to reschedule for Thursday. Thursday morning started with me driving a half hour the wrong way down the right road before I looked at the map (yes, map; I don’t do GPS) and figured out I had been given backwards directions (east, not west; maybe GPS wouldn’t have been such a bad idea this time). That was followed by a speeding ticket en route to one of Oakboro’s branches, where Mr. Thomas had asked me to meet him. I do find it irritating when everyone else is passing me and I’m the one who gets pulled over, so be it. I guess the state needed that $200 more than me… So, suffice it to say, this trip, while productive, also fell in the problematic category. I did finally make it to Oakboro…well more than an hour later than I’d intended…and when I left an hour or so after that, the earlier frustrations didn’t matter much. Through my conversation with him, I got an idea not just for the story of his business but for who Joel Thomas is as a person, what he’s about. It seemed that he and I were on much the same page in several areas. Most of my impressions are built into the article, but there is one nugget I saved. Politicians, both liberal and conservative, love to toss around the term “small business” like a political football. It becomes just a sound bite, a cliché, a talking point for talking heads, more fodder for the endless gibberish regurgitated by pundits and propagandists on cable news. Well, when some political speech writer is stumped for a token example of a small business to throw into his next stump speech, Joel Thomas could be their whole campaign ad. This is a guy who is actually living the stuff they love to use anecdotally to reinforce their own agendas. He has built a business more or less from scratch, made mistakes along the way and learned on the fly, created jobs and grown his territory. He has ambitions to do a lot more. “It makes me mad that we have gone to a government-dependent society teaching young folks to walk to their mailbox to get paychecks,” he noted as we reflected on people we’ve known who seemed more than content to let others foot the bill for them. “There’s plenty of job openings in our towns, but we have to instill those values of self reliance and personal responsibility in young people.” What I realized was, when I hear the same sort of thing from a politician or a radio DJ, the words ring hollow. It’s just something they say, and have said thousands of times. From a guy like this, it has meaning, because he is speaking from his own life experience, not just rehashing the party line. It’s genuine; it has validity. As I left, Mr. Thomas gave me a very kind and very much appreciated gift, things that he normally saves for customers: three nice new fishing poles for me and my two sons and a gift card to a LongHorn Steakhouse—all in all probably close to the value of what I lost on that speeding ticket. Sometimes the journey doesn’t go as smoothly as you’d like, but you still get to meet good people along the way. So maybe it all evens out. PET Contact David Abbott, ph: 334-834-1170; fax 334-834-4525; e-mail: david@hattonbrown.com
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Co-Publisher/Adv. Sales Manager David H. Ramsey Co-Publisher/Executive Editor David (DK) Knight Chief Operating Officer Dianne C. Sullivan Publishing Office Street Address: 225 Hanrick Street Montgomery, AL 36104-3317 Mailing Address P.O. Box 2268 Montgomery, AL 36102-2268 Tel: (334) 834-1170 Fax: (334) 834-4525 Editor-in-Chief ■ Rich Donnell Managing Editor ■ Dan Shell Senior Assoc. Editor ■ David Abbott Associate Editor ■ Jessica Johnson Associate Editor ■ Jay Donnell Contributing Writers Dale Stotts, Greg German Production Manager ■ Cindy Sparks Ad Prod. Coordinator ■ Patti Campbell Circulation Director ■ Rhonda Thomas Advertising Sales Southern U.S. Randy Reagor Tel: (904) 393-7968 Fax: (904) 393-7860 E-mail: randy@hattonbrown.com Midwest U.S., Eastern Canada John Simmons Tel: (905) 666-0258 Fax: (905) 666-0778 E-mail: jsimmons@idirect.com Midwest/Northeast U.S. Utility & ATV (exclusively) Paul Holdsworth Tel: (847) 934-0084 Fax: (847) 934-0556 Email: phpeh@hotmail.com Western U.S. & Canada Bill Albrant Tel: (951) 696-1473 Fax: (702) 442-2920 Email: billa@wgholdsworth.com Europe & Scandinavia Murray Brett Tel: +34 96 640 4165 Fax: +34 96 640 4022 Email: murray.brett@abasol.net Distributor Library Kathy Sternenberg Tel: (251) 928-4962 Classified Advertising Bridget DeVane Tel: 334-699-7837 (800) 669-5613 Reprint Sales Patti Campbell Tel: (800) 669-5613
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Volume 63 ■ Number 3 ■ APRIL 2014 Our 696th Consecutive Issue ■ Founded in 1952
Renew or subscribe on the web: www.poweret.com
FEATUREstories
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OAKBORO GROUP
Dealer Sees Long-Term Success
BUY LOCAL
A Movement For Dealers
SELLING SERVICE Going After The Big Fish
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VALUEadded Power Suppliers ___________________________6 Dealer Voices ____________________________16 PowerWorks _____________________________23 Distributor Library ________________________24 PETcetera/Ad Index _______________________29 Dealer To Dealer _________________________30
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COVERphoto North Carolina multiple location dealership Oakboro Group focuses on the basics to keep customers: learning from the past and looking ahead to the future. Story begins on Page 10. (Cover design by Shelley Smith, photo by David Abbott) Member Verified Audit Circulation Power Equipment Trade (ISSN 1063-0414) is published 10 times annually (January/February and July/August issues are combined) 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 ® 2014. 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 ■ Southern Loggin' Times ■ Timber Processing ■ Panel World
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POWERsuppliers EPA Adopts E10 As Testing Fuel
RBI Corp. Receives Award From Emak
In early March, the U.S. Environmental Protection Agency (EPA) adopted new regulations, among them the use of E10 as a test fuel for emissions testing. Formerly, ethanol-free (E0) gasoline was required for vehicle emissions testing. Ethanol industry interests had pressed the EPA to make E15 the required testing fuel, since the agency had approved it for use as a transportation fuel for vehicles in model year 2001 and newer. For vehicle emissions testing, the use of E10 more closely reflects the realities of the marketplace nationwide, where E10 is by far the predominant transportation fuel used by American motorists. In a statement, General Motors commended the EPA for going to a testing fuel that most consumers use and one that will give engine manufacturers better opportunity to optimize engine performance under real-world conditions. The regulation specifically states the E10 testing requirement is for on-road (non- small engine) engines only, but EPA notes the need to have testing reflect real-world conditions for other engines as well and will look at testing fuel changes for off-road engines in a future action. However, California had released a requirement last year noting that small engine manufacturers are required to recertify with E10 fuel by 2019. John Foster, Stihl Inc. National Compliance Manager and Chairman of OPEI’s Handheld Products Committee, says it’s difficult to determine exactly what the EPA will do, but he expects the federal agency to seek “harmonization” of both EPA and CARB test fuel requirements in order to reduce re-certification costs. The EPA also refused to grant a waiver for E15 for its vapor pressure limit for fuels. This decision means that E15 fuels will be available in fewer locales during the warmer months, reducing the likelihood that motorcyclists and ATV riders could inadvertently fill their tanks with it. The vapor pressure limit—known as Reid Vapor Pressure or RVP—is intended to reduce the amount of fuel vapors escaping into the air during refueling. During the warmer months, the pressure inside underground fuel storage tanks increases, resulting in more vapors being forced out when the refueling nozzle is open. While a waiver for exceeding vapor pressure standards was given to E10, the EPA wasn’t willing to grant a waiver for E15. 6
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mak USA Inc. proudly presented R.B.I. Corporation with the Efco Distributor of the Year Award on January 30th, 2014. The award is for outstanding performance in product sales growth, customer and dealer service support and training, program implementation and dealer development. R.B.I. has represented Efco/Emak USA Inc. since 2008, covering the Southeastern U.S. with their dedicated and professional management and outside sales teams.
The vapor pressure issue is one of several problems higher gasoline-ethanol blends have in adapting to existing fuel delivery system infrastructure.
Landscaper Wins Trip to Exmark
As he watched the bare chassis of his new Lazer Z X-Series zero-turn riding mower moving onto the production line, Tennessee landscape contractor Brian Coe said he still couldn’t quite believe his good fortune. Coe, owner of Coe Lawn Care, won the new mower, valued at more than $13,000, along with a trip to Exmark’s Beatrice, Neb. headquarters. His name was chosen in a random drawing by Exmark on the final day of the 2013 GIE+EXPO show in Louisville, Ky. In late-November, Coe flew to Nebraska with his father Gene, to visit Exmark where they received an in-depth tour of the company’s production line and testing facilities. Coe said one highlight of the trip was the opportunity to participate in the manufacturing of his mower on the Exmark production line. The timing of his new Lazer Z X-Series mower worked out very well, Coe said. He was in the market for a new zero-turn mower for the 2014 season, and Exmark was one of the brands at the top of his list. Upon completion of manufacturing, Exmark shipped Coe’s new Lazer Z X-Series mower to him in Tennessee.
Altoz Expands Dealer Network
Altoz, manufacturers of high-performance commercial zero-turn mowers, recently announced the entire lineup of
XP and XC model mowers are available for purchase at select dealers in the U.S. Dennis Brazier, Altoz CEO says, “We continue to expand into new markets and build long-lasting partnerships with new dealers, and look forward to the continued growth of our loyal dealer network.” Altoz has developed a comprehensive dealer program that is designed to equip the dealer with everything from competitive financing to exceptional product support. To become an authorized Altoz dealer or to learn more about the highperformance zero-turn series of mowers, please complete the form on the Altoz.com website or call 855-782-5869.
Ahmed Hassan, Shindaiwa Partner
Celebrity landscaper Ahmed Hassan, professional landscaper and former host of popular television shows offering landscaping and gardening tips, helped promote the Shindaiwa Fleet Week Event during the month of March. The event treats everyone like a fleet customer with 20% savings off MSRP on all Shindaiwa units (accessories excluded). Fleet Week promotional March dates vary by region. “As a professional landscaper, I understand how important your tool arsenal is,” says Hassan. “Shindaiwa outdoor power equipment is used by professionals because of its legendary durability and performance. I know from first hand use. And for those discerning homeowners who want to give it a try, all units come with a 7 day money back guarantee and a five-year consumer warranty or two year commercial warranty for professional landscapers. If the equipment doesn’t live up to your expectations, you have seven days to re-
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POWERsuppliers turn it to your dealer for a full refund, no questions asked.” Also during the month of March, Shindaiwa and Hassan published a new video each week on YouTube showing how to maximize the productivity of the Shindaiwa multi-tool system, blowers, trimmers and hedge trimmers.
ARI, Kymco Form Alliance
ARI Network Services recently annouced that it has signed an agreement with Kymco USA to offer the manufacturer’s more than 620 independent dealers in the U.S. Kymco-branded websites. Harnessing the power of ARI’s awardwinning dealer website platform, the branded sites will give authorized Kymco dealers exclusive features including factory promotions, pre-loaded inventory data and access to Kymco’s image library. In addition, the websites will be included in Kymco’s dealer locator. Each site also includes used equipment pages, which dealers can utilize to load their entire inventory of pre-owned vehicles. Plus, the website enables dealers to automatically feed their inventory data to third-party classified sites, including CycleTrader.com, Motorcycleinventory.com, ATV.com, Motorcycle.com, Chopper Exchange and CarSoup.
Don Crader Dies At 81
Donald (Don) Crader, 81, CEO of Crader Distributing Co. in Marble Hill, Mo., and its sister organization, Blue Mountain Equipment in McKinney, Tex., died Sunday, Feburary 23, 2013 at Southeast Hospital in Missouri. Crader Distributing Co. was founded in 1944 by Buford Crader, Don’s father, and two partners, according to the company’s website. It is the exclusive distributor of Stihl outdoor power equipment in Missouri, Kansas, Nebraska and southern Illinois.
Rotary Joins NHLA Group
Officials with Rotary Corp. recently announced the company has joined the National Hispanic Landscape Alliance (NHLA), an association that facilitates and promotes the advancement of Hispanics as landscape industry professionals and leaders, as a supporting member. 8
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“Rotary recognizes the growing impact of Hispanic-Americans in the landscape industry and supports the efforts of NHLA to encourage high standards of professionalism and leadership within their ranks,” comments Ed Nelson, President and CEO of Rotary Corp., who added that it’s estimated more than 500,000 Hispanic families depend on landscaping for their livelihood. “With the support of companies like ours, NHLA can do an effective job of educating customers, public officials and others about the important role of Hispanic-Americans in the landscape industry,” Nelson said. The NHLA seeks to inform, encourage, empower and support its members to become successful professionals, engaged leaders and effective industry advocates. Additionally, the NHLA works with elected officials and policy makers to address issues that affect the landscape industry and the livelihood of landscape company owners and their employees. “Rotary’s story of growth, as a company that was founded in a garage and now serves more than 50 states and 63 countries while remaining familyowned and operated, is a prime example of the American dream realized that truly resonates with Hispanics across the country,” said Ralph Egües, NHLA Executive Director. “With Rotary’s support, we look forward to doing even more to facilitate the growth of Hispanics in the landscape industry.”
Briggs Donates Engines To Small Engine Class
Boosting a local high school’s small engine class, Briggs & Stratton recently donated 20 industrial-quality engines to Jefferson (Wisconsin) High School’s technology department. The donation of more than $8,000 of the latest in small engine technology, engines of various sizes, opens up a whole new world for students in the school’s small engines class. The class had been using old-generation, nearly obsolete mower-only engines. According to small engines class teacher Hal Geiger, the donation will boost the school’s small engine program for years to come. The new engines also give him a chance to show students the changes in technology and designs from old to new engines, plus new innovations in efficiency and emissions controls. Geiger credits fellow teacher Gerald Burr for making the initial contact
with Briggs, and Briggs’ Doug AuBochon, a team facilitator at the company’s Product Reliability Lab, for helping make the donation happen.
NAEDA Elects 2014 Officers
The North American Equipment Dealers Assn. (NAEDA) has announced the election of its new officers for 201415. They assumed their new roles March 1 at NAEDA’s annual meeting in Phoenix, Ariz. Blaine Bingham, of Mesa, Ariz., has been elected Chairman of the Board of Directors. Bingham is President and General Manager of Bingham Equipment Company. He is serving his second threeyear term on the NAEDA board from the Far West Equipment Dealers Assn. Brian Carpenter, of Middlebury, Vt., has been elected First Vice Chairman and Treasurer of the Board of Directors. Carpenter is General Manager and Partner of Champlain Valley Equipment Inc. He is serving his second three-year term on the NAEDA board from the Northeast Equipment Dealers Assn. Mark Foster, of Attica, Ind., has been elected Second Vice Chairman and Secretary of the Board of Directors. Foster is the Regional Manager for Birkey’s Farm Store, Inc. He is serving his first three-year term on the NAEDA board from the Mid-America Equipment Retailers Assn. Also serving on the NAEDA Executive Committee are Richard E. (Rick) Lawhun, President/CEO of NAEDA; Tom Nobbe, Wm Nobbe & Co., representing the Midwest Equipment Dealers Assn., as immediate past chairman and Mike Caraway, Executive VP, SouthEastern Equipment Dealers Assn. who represents all the NAEDA affiliated associations.
Walbro Increases Fuel Tank Production
Responding to the growing demand for fuel tanks that meet increasingly stringent clean air standards, Walbro is expanding its global multilayer fuel tank production capabilities. A fifth coextrusion blow-molding machine will be in production by the end of June 2014 at the Cass City, Mich. facility to support this growth. The non-metallic tank’s six-layer construction includes a vapor barrier that effectively contains hydrocarbon
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POWERsuppliers emissions, allowing it to meet stringent evaporative emissions standards. This technology continues to be one of the most cost effective and durable solutions available, especially considering useful life requirements and the increasing use of ethanol in base fuels. As a result of these multilayer fuel tank advantages, the demand for this technology continues to grow. Walbro expects to produce approximately 2 million tanks in 2014 with a production forecast of 2.5 million tanks in 2015, and over 3 million tanks in 2016.
Brinly-Hardy Co. Celebrates Anniversary
Tracing its roots back to 1839, BrinlyHardy Company has cultivated a rich history of developing lawn and garden products that are highly innovative and extremely durable. The year 2014 marks its historic 175th year of operation. As far back as the early 1800’s, blacksmith Little John Brinly built hand-made plows when he wasn’t shoeing horses, mules and oxen. In 1837 Brinly’s son,
Thomas E. C. Brinly, pioneered a new design: one-piece steel plow created using a modified saw blade. This new design, with its smooth-scouring steel moldboard, answered the needs of farmers working with the heavy, sticky southern soils. In 1859, Brinly forged a partnership with James E. Hardy and moved the booming business to downtown Louisville. Since then, five generations of Hardy family ownership have upheld the ideals of innovative product design and expert craftsmanship. Today, Brinly-Hardy Co.
manufactures over 100 different products under five different brand names. In celebration of their 175th Anniversary, and to thank customers for so many years of support, the company will unveil a limited edition poly cart, affectionately dubbed the 175 LTD. Only 500 will be made, and each will come with a numbered certificate of authenticity, nylon anniversary cover, and a unique American-made Brinly-Hardy Co. baseball cap. The cart will only be available for purchase online by visiting www.brinly.com.
Have you filled out the 2014 PET Dealer Survey? April is your last chance! www.surveymonkey.com/s/PET2014DealerSurvey
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Long-Term Visionary Overcomes Adversity Oakboro Tractor owner Joel Thomas learned from his past and works toward a bright future. BY DAVID ABBOTT
OAKBORO, NC he Oakboro Group is made up of four power equipment dealerships all around the Charlotte area. The company’s base store, Oakboro Tractor & Equipment, Inc., is of course in Oakboro, with the three other locations, Monroe Tractor, Concord Tractor and Mint Hill Tractor, located in each of
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those towns, respectively. Each one is about 30 miles apart, situated around Charlotte rather like a baseball diamond. “Now we just need to get the outfielders in place,” owner Joel Thomas, 44, says. Husqvarna is the main equipment line for the company, followed by Mahindra tractors and implements, Echo, Stihl, Scaag and Exmark. All product lines are
All four locations carry the complete list of product lines, with slight variations to cater to the different customer bases.
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carried at the home office in Oakboro, with some slight variations at the other three, designed to take strategic advantage of the best margins possible in that location. Mint Hill and Concord are exclusively Husqvarna and Scaag. Husqvarna, according to Thomas, gives the best margins. “We look for low overheads and high margins in those two locations and we get that because of Husqvarna.” With its four locations around Charlotte, Oakboro has both a metro and a semi-rural customer base. Mint Hill and Concord see the more affluent clientele. The Concord store, Thomas says, has “bling,” which he adds fits the town. Oakboro and Monroe see more farmers, ranchers and landscapers. “We service all classes of customers from top to bottom.” Heavy rainfall throughout the region last year helped Oakboro post the best sales in the company’s history. That included 1,013 zero turn mowers sold in 2013, from Scaag, Exmark and Husqvarna. Used equipment has been strong in recent years, though new is also doing well. The Concord store saw a 101% increase in new equipment sales last year. Parts sales at Monroe increased 120%. OEM parts account for 90% of that, with 10% in aftermarket. “We do push OEM parts,” he says. Service represents 45% of revenue company-wide. Parts and whole goods sales together are the profit center, with parts accounting for 30% of revenue, and whole goods sales 25%. Posted shop rate is $75 on outdoor power equipment and $85 an hour for agriculture tractors and farm equipment. Sales are an even mix of commercial, ag and residential.
Husqvarna was one of the first lines Thomas added to his showroom in Oakboro.
scope for Thomas, who describes himself as old school. But, he says he is trying to catch up with technology. “I bought an iPhone and I have almost learned how to use it.” He is determined not to allow that to become a limiting factor for the company, so he’s been keen to put any available technology in the stores. “I think if you don’t stay up with the times you get left behind and it will close your doors. Especially with the younger generation, they are into technology and the more you a give customer a wow factor, the further ahead of the ballgame you are.”
Unlikely Origin
Marketing “We are surrounded with the best people that can be found, and that has contributed to our success,” Thomas says. The company now employs 22— five service techs, five salesmen, four in parts, four Store Managers and the rest administrative. Oakboro added a full-time Marketing Manager in 2012, to do a job that come to occupy too much of Thomas’ time. “I was having to spend time with newspapers, trying to design ads, trying to do radio marketing, and taking care of anybody that wanted a donation. My plate was overloaded, so I wiped half of my load off by plugging in a marketing man who works strictly for me.” Part of the marketing push involved hiring a company in Gastonia to design a new website, which went live in early February. Online sales are a little beyond the
Service generates 45% of the dealership’s total revenue.
Joel Thomas is looking toward the future with a succession plan already in place.
Thomas came into the business from a somewhat unlikely background. He worked as an embalmer and director at a funeral home for 15 years. On the side, he also raised cattle—300 head of breed cows—and so naturally he cut hay, for his own business and others. As such he owned a lot of equipment. As his equipment started aging, he needed a place to sell it. An older gentleman had a one-acre lot on the main street in Oakboro, and Thomas made a deal to rent the lot from him for $200 a month. He put his used equipment there with a “For Sale” sign and his phone number. That was how it started in 1992: just a vacant lot and a for sale sign for used farm equipment. His mother Norma’s job with the FDA wanted to move her to Cincinnati, and she didn’t want to go. Instead, Thomas made her an offer to stay and work with him. He invited her to run a small office he had added to the ➤ 23
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Another Tool For Dealers The Buy Local Movement The ins and outs of the buy local movement and not only why you should care about it, but also why you should take advantage of it.
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ocal businesses come in all shapes and sizes, but national chains only come in one: big square boxes. While these big boxes take up valuable space in the community, the buy local movement celebrates the diverse local businesses that really work in, and for, the community. As small business owners, you know the issues brought on by mass merchants in your communities, and you feel the harmful impacts of national chain stores more than most. Fortunately, there’s a simple solution: the buy local movement. The buy local movement promotes the idea that small businesses make better communities. According to civic economics and the American Booksellers Association, small businesses return more than three times as much money per dollar of sales to the community than national chains. They’ve created 65% of all net new jobs over the past 17 years, according to the Small Business Administration, giving paychecks and benefits to millions of local workers in the communities where they live. What’s more, support for the buy local movement grows every day. Small business advocacy groups like Independent We Stand (www.independentwestand.org) provide marketing resources and tools for small business owners to understand and leverage the buy local movement to attract more business. Independent We Stand 12
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Clarence Gnann, of Gnann’s Fix-It Shop in Springfield, Ga. is a Stihl dealer and active Independent We Stand member since 2011. He says Independent We Stand gives him the tools to help spread the value of shopping at locally owned businesses within his community.
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equips members with a listing in its buy local search engine and mobile app, customizable promotional materials, personalized PR tips and much more. As members, small business owners learn how to connect with customers, fellow business owners and legislators. This support goes a long way toward expanding your customer base and generating positive buzz about your business. According to the 2014 Independent Business Survey by the Institute for Local Self-Reliance and the Advocates for Independent Business, independent businesses in communities with an active buy local campaign experienced revenue growth of 7% on average in 2013, compared to just 2.3% for those in places without such an initiative. National brands like Stihl realize the power of small independent outdoor power equipment stores like yours and since 1974 have bypassed the big boxes and mega chains to sell their products through locally owned, independent retailers. In fact, Stihl was the inspiration and founding sponsor of Independent We Stand. Stihl has remained dedicated to the buy local movement to support its independent dealer network. For stronger communities, more resilient local economies, and more charming Main Streets, the buy local movement is a must for all of us to embrace. To make the buy local movement work for your business, join a small business advocacy group like Independent We Stand which can give you tools and resources to help you get the word about the importance and strong economic benefits that your business brings to the PET local community. Bill Brunelle is the co-founder of Independent We Stand and has spent the last 25 plus years helping small local businesses compete in a world of big boxes stores and national chains. Independent We Stand is co-sponsored by Stihl and the Chrysler Group.
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Selling Service The Right Way There’s money to be made in your service department, if you know where to look. BY JOHN WALKER
A
re you looking for a significant stream of increased revenue coming from your dealership? Typically, most of you would reply to that question with an answer such as: “You gotta be kidding me!” Most equipment dealers, no matter what their line of product is, have been looking at the forest and not seeing the trees. If you have been reading our articles over the past three years you might recognize the term we have been using: unrecognized or unknown opportunities. A lot of dealers are successful in selling equipment, but fail to get the customer to come back to the shop for service work. Customers are going elsewhere for their service and consequently their parts. Dealers are allowing, even encouraging, these customers to go somewhere else for their service, like independents, “shade-tree” technicians, other competing OEMs and, of course, many larger customers are performing their own service. It is just as important to know who is not buying your service as it is to know who is! The hardest customers to sell your service to, quite possibly, are the ones who perform their own service. These are the customers who believe that they can do the job cheaper than the dealer who sold them the equipment. 99 times out of 100 these prospective customers don’t have a clue as to what it costs to perform service on their own equipment. Recently we had the opportunity to sit down with a customer who owned 28 14
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The key is to explain that dealer service isn't as expensive as some customers think.
pieces of equipment purchased from a single dealer. The customer had been performing his own service for well over 10 years before the dealer’s most proactive product support salesperson began calling. This particular salesperson wanted to gain this customer’s service business, and decided to follow some tried and true, bythe-book tactics. It wasn’t easy, and required numerous calls on the customer to build rapport, but the customer began to warm up when the salesperson was able to help locate a difficult to find part. The customer was buying some parts from the dealer, parts which were mainly unavailable elsewhere and was
clearly shopping around for a large portion of his parts. The customer’s three technicians perform all of the service on the equipment except when they get into a problem, or the job was too technical to perform. The customer explained that if they could not get a quick fix on the phone they might bring it into the dealership unless some independent or “shade-tree” could repair the unit. The customer sought help from the dealer very few times. The customer did not keep secret the fact that he was trying to keep operating costs as low as possible. The main concern was how bringing equipment to the
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dealer, whose posted shop rate was well above what the company’s technicians were paid, would be cheaper. At first, on paper, it wasn’t. But when other factors are added to the equation, for example paying the technicians’ workers’ comp insurance, the dealer offer became competitive. The salesperson, who had already built a fairly decent rapport with the customer, seized the opportunity and asked the customer six important questions concerning costs: 1) What does it cost to process a purchase order?
5) How many unneeded hours does the technician spend trouble shooting equipment due to a lack of training? 6) How much additional time did the customer’s technician spend to repair the unit versus the number of hours it would take the dealer to perform the work (in effect what was the efficiency of the technicians)? Now, the customer is not only thinking about some hidden costs of repairing his own equipment, but the salesperson is able to provide answers to these questions, letting the customer know that these costs add up quickly, and must be considered as costs to the repair of equipment. Before leaving the office after asking the customer these questions, the salesperson set up one final call to present a detailed plan to the customer and his staff. A plan that would focus completely upon cutting this customers’ cost of operating and servicing his equipment. At the final sales call, he brought everything needed to close the sale, including his Service Manager who he coached in every phase of the presentation. He introduced the Service Manager as the inside contact that would make sure everything ran smoothly and that he too would work to lower the customer’s costs of operation. The true measurement of managing a fleet of equipment is measured by the cost per operating hour of every piece
The right pitch from a salesperson can lead to service work.
2) What does it cost to process a payable? 3) How much time does the technician use to research and order parts? 4) How much time does it take to pick up parts?
of equipment. It was pointed out and stressed how much more sophisticated and technical the customer’s equipment has become over the years and just how much time and money is spent in training the dealership’s technicians to per-
form quality service and eliminate their customer’s unscheduled downtime. Everything was laid out for the customer to present to his management. It was also apparent that the need for three technicians was unnecessary and the dealership made arrangements to hire two of the three technicians who they would train and, if they met the dealership’s standards, they might be assigned to work the customer’s account at some point in the future. End result: within two weeks, the customer’s upper-management signed a five-year contract at the dealer’s labor rate. They are now into the third year of the contract, satisfied with the performance of the equipment, and even more important, satisfied with the high level performance of the dealer. The two technicians are still working for the dealer, and have become excellent technicians. Was this sale “hard work” for the salesperson? You bet it was! Was the result worth the work? Here again, you bet it was! Is the customer satisfied? Yes and has since this transaction become a single source customer, a loyal customer, a customer who returns to buy more equipment, thus helping the dealer provide the manufacturer more all-important market-share. “The book” mentioned several times in this article is available. All you have to do to get an emailed copy is email us at amsconco@aol.com and we will email you the book entitled Service Marketing and invoice you $16.99, which you can pay after you discover the book is worth that much to your dealership. In your email, please let us know your name, your company’s name, address and your line of equipment. To close deals like written above, the seller must believe it can be accomplished and this book provides the selfhelp for your Aftermarket Sales Personnel to become highly successful. As the great Vince Lombardi once said, “The difference between a professional and others is not a lack of strength, not a lack of knowledge, but a lack of believing!” PET John Walker is President of Aftermarket Services Consulting Co., Inc., a Fort Mill, SC-based international training and consulting company working with manufacturers, dealers and associations in parts and service marketing, managing and merchandising techniques. For more information contact AMS, 817 Stockbridge Drive, #399, Fort Mill, SC 29708; e-mail: amsconco@aol.com; visit amsconco.com.
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DEALERvoices
Consumer Financing Options From in-house to nationwide, dealers find success.
W
ith the economy starting to pick back up a little bit, dealers are offering a wide range of financing options throughout the country. For some, consumer financing has always been in the equation, but for others, financing options haven’t always been available. Some business owners are adjusting to using new financing programs and others don’t offer any financing options. For someone like Phil Dadow of Dadow Power Equipment in Battle Creek, Mich., financing has helped his business grow. “We finance John Deere and it’s worked out really well for us,” Dadow says. For others like Foster Gentle of Scottsboro Small Engine in Scottsboro, Ala., financing options aren’t in the cards for his business. “We don’t offer much in the way of financing. Sometimes we’ll do it an individual basis,” Gentle says. The Yard Card program has been a big hit among dealers in the South, and Lanes Outdoor Equipment is a good example of that. Owner Johnny Lane has been using it since he took over the business. The Chipley, Fla. dealer has been offering it for years. “We started using the Yard Card service in the 1990s, and we’ve been using Sheffield Financial for about 10 years. The Yard Card service has been very successful for us,” explains Lane. Donnis Kichler of Parkway Equipment, Inc. in Robertsdale, Ala. uses Sheffield Financial in his store. “We offer 0% financing for 48 months through Sheffield. We’ve seen some great results,” Kichler says. Blue Hill Power Equipment in Milton, Mass. also uses Sheffield financing. “It’s working out pretty well for us, and we couldn’t imagine offering a different kind of program,” explains owner Stephen Well. Bryan Geel of ACP Power Equip-
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For 4 Seasons Equip., clearly displaying the financed price of equipment cuts confusion.
ment in Chatham, NY is happy with their current financing options. “We’re a Toro dealer and we offer Sheffield and GE Capital financing. We’ve offered these options for a long time and we don’t plan on changing that anytime soon,” Geel says.
Altoz Dealer Financing Officials with premium commercial zero-turn mower manufacturer Altoz recently announced a partnership with Northpoint Commercial Finance, a diversified inventory finance lender, to
provide the growing network of Altoz dealers with an exceptional level of dedicated financing support. Product lines such as Altoz’s need a financing partner capable of providing programs to meet the evolving needs of dealers. Through collaboration with Northpoint, several very competitive financing options—such as 12-months interest free—have been developed to provide dealers with a line of credit that will work as hard as they do. “Our primary goal when establishing this partnership with Northpoint was to provide dealers with a flooring source that will allow them to grow their business,” says Steve Muzzy, Altoz controller. “With our new and differentiated product line, working alongside targeted marketing efforts, our dealers will experience increased floor traffic thanks to the eye-catching style and engineering behind each and every Altoz mower. Combine that with aggressive financing programs, and we believe we have armed our dealers with the necessary tools to achieve rapid growth and increased market share.” “Northpoint is comprised of industry veterans who have extensive experience working with outdoor power manufacturers, distributors and dealers,” says Dan Radley, Chief Executive Officer of Northpoint Commercial Finance. “We’re excited to be joining forces with the Altoz team to provide their dealers with a dedicated and exclusive source of financing. Given our team’s background and track record in this space we’re confident that the Altoz dealer will receive a level of PET service that’s second to none.” Dan Shell and Jay Donnell contributed to this report.
A variety of tactics can be used when offering customers financing options.
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SHOWroom Altoz XC Z Zero-Turn Mowers
Providing the foundation of the XC Z lineup of zero-turn mowers is the Aero Deck high output system, a hallmark of all Altoz precision mowers. With quality-engineered performance that features maximum airflow from its design and Gator Mulcher G6 blades, the XC Z line delivers the highest quality precision cut. The XC Z line sets a new standard for zero-turn mowers with its industry leading 19 MPH top speed that headlines the
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toughness and durability of the mower and delivers increased productivity. It is complemented by an exceptional drive system and clutch that produces 250 ft-lbs of torque along with a heavy-duty deck, deck spindles, front forks, and fork castors as well as tapered wheel bearings. Thanks to its unparalleled design, the XC Z line also features the SmarTrak monitoring system that keeps the operator abreast and informed. With the SmarTrak built-in maintenance reminders, a digital RPM gauge, alarm protection, and an onboard clock, the XC Z line provides worry-free operation. Every detail was accounted for in the development of the XC Z line’s operator comfort. The TorqFlex suspension absorbs every bump and instance of ground chatter for the ultimate smooth ride. The vibration isolation system also assists operator comfort by isolating the rider from aggravating vibration to allow the operator to mow all day and limit fatigue. The engine isolation system ensures that the operator is comfortable in the most demanding conditions. The seat brings everything together with fully adjustable suspension, lumbar support, tilt adjustment and operator weight adjustment. Call 218-782-5869; visit altoz.com. 5511
Kohler 7000 Series Engines Kohler 7000 Series engines are vertical-shaft, V-twin engines specifically created for consumer applications that require a high-performing engine. The line encompasses six engine models ranging from 20 to 26 HP, all incorporating newly designed, professional-grade cylinder heads,
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SHOWroom crankshafts, connecting rods, pistons and numerous other enhancements to deliver power and reliability. The 7000 Series also offers responsive starting, utilizing a digital ignition on the 25 and 26 HP models. Durability features on the 7000 Series include cast-iron cylinder bores, pressure lubrication, and a dual-seal air filter to protect the engine in harsh conditions. Consistent cut technology provides more consistent power to the deck, helping end users get the perfect cut. The 26 HP model delivers more power through a higher 747cc displacement. All oil and fuel maintenance points—including the oil dipstick, oil filter, and fuel filter – are now located on the same side of the engine for quick inspection. The engine’s dipstick handle has also been redesigned to be easier to grasp, simplifying regular oil checks. In addition, oil capacity has increased to 2 qt. and a larger oil-fill tube is being utilized to allow oil to flow faster, which minimizes spilling. A top-access air cleaner is also built into the 7000 Series to allow a user to inspect or replace the air filter without the use of tools. Available factory upgrades for the 7000 Series include
Kohler’s PRO performance filtration package, which adds a commercial-grade air filter, oil filter, and fuel filter to the engine. The company’s Quiet Cam technology, an advancement that helps to reduce sound levels, can also be added. Call 800-544-2444; visit kohlerengines.com. 5617
Charter Software Sales Tool
Charter Software’s dealership sales enhancement tool, ASK (ASPEN Sales Kiosk) is a sales tool that provides dealership customers a way to browse inventory. The growing popularity of Charter’s ASPEN business system has positioned Charter
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SHOWroom as a leading software vendor in the equipment industry, and it has gained even more notoriety as one of two approved business system vendors by Doosan-Bobcat for their dealers. ASK is a sales tool application that runs on a Windows 8 touchscreen in conjunction with the dealership’s ASPEN business management system. ASK aids in-store customers with a “self-serve” means to search for parts and units information. Dealers are extending some of the capabilities of their ASPEN business system onto the showroom floor, allowing their customers to search for units and parts inventory on their own while they are waiting for service. When searching for parts using ASK, customers can view a parts description, instore availability, and images of the part; along with the dealership’s floor map indicating the part’s location. Customers can also search for units using a variety of search terms such as model, name, unit description, and then pull up detailed information and images of the unit. Charter is always adding new features to the ASPEN system to keep dealers abreast of the latest tools and technology that will enhance the business. Call 303-932-6875; visit chartersoftware.com. 4415
Rotary Air Filters Over 50 new heavy duty air filters and pre cleaner filters are featured in Rotary’s 2014 master parts catalog. The new line of replacement filters is available for Briggs & Stratton, Echo, Kohler, Stihl and other popular brands. Designed for extreme performance, Rotary filters are engineered to meet
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or exceed all OEM standards for operation. Most Rotary filters are made in the USA, including a complete line of reticulated foam air filters and pre-filters that are manufactured at the company’s facility in Georgia. The new items are featured in a special 55-page filters section in the company’s catalog, which is free for servicing dealers and distributors. 4226 Call 800-841-3989; visit rotarycorp.com.
Metallo Cutting and Pruning Tools The Metallo range consists of a complete package of cutting and pruning tools for the professional user as well as for the quality conscious consumer. By using only high-quality steel, Metallo achieves outstanding quality. Spare parts are available for almost all Metallo products. Metallo means quality and offers the user as much as a 10-
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SHOWroom year guarantee on craftsmanship. The Metallo product line includes a wide variety of pruning tools, applicable for various purposes. The range includes, among others, pruning shears, hedge shears, branch shears, grass trimmers and telescopic poles with tree-pruning elements. With telescopic poles and pruning elements from Metallo, you can prune up to a height of 6 meters (19.7'). The products are all produced from high quality, lightweight materials. Combined with these telescopic poles, the K-6770 pruner is the solution to prune at any height. Due to its Gear Power transmission, limbs with a diameter of 50 mm (1.9") can be pruned without significant effort. 2620 Call 800-879-6507; visit metallotools.com.
Billy Goat Hydrostatic SC180H Billy Goat’s SC180H hydrostatic drive sod cutter offers reliability, simplicity, speed and a precise cut performance whether it is a simple sod replacement or a larger turf removal project. The SC180H features the easiest to use “Set and Forget” blade depth adjustment where users can simply adjust depth to 2.5" with a single lever from the operator station. The unit comes standard with a rear caster wheel for curved cuts that locks when straight cutting. Operators will appreciate the handle isolation mounts that absorb vibration and offer smooth, fatigue-free operation. Unlike other machines, the SC180H has a variable speed hydrostatic drive that not only allows operators to tailor cutting speed according to the ground condition, but also allows the unit to be transported at 3.5 MPH. The unit’s unique paddle drive wheels clear mud and improve grip for added control. A heavy-duty front
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SHOWroom bumper bar along with convenient tie-down points provide for stable, safe strapping for transportation. Call 816-524-9666; visit billygoat.com. 6698
Star Tron ‘Keep It Sold’ Program
In 2014, fuel is the most critical factor in ensuring customer satisfaction in gas-powered outdoor equipment, especially if ethanol-blended fuels are used. The biggest customer complaint is about how new gas-powered equipment becomes difficult to start or runs rough soon after purchase. Ethanol and gas do not form a chemical bond, which is why E10 is formulated to be used within 30 days of blending. As gums and other solids clog carburetors and valves, the result is
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customer complaints, returned equipment and lost profits. The solution to all three is simple: Star Tron Enzyme Fuel Treatment. The enzymes in Star Tron allow full combustion of the fuel charge; even ethanol-blended fuels provide maximum power and easy starting. Small engines that have sat idle for months start easily and without all the smoke of a traditional stabilizer when powered by Star Tron-treated fuel. Customer satisfaction increases, returns decline and profits rise. To make it happen, become a Star Tron Keep It Sold gold dealer. With a qualifying purchase, dealers are included in the Keep It Sold program, featuring consumer rebate materials providing the end user with a 100% rebate on an initial purchase of Star Tron (with qualifying gas-powered equipment purchase) or an up to $5 rebate on an initial purchase of Star Tron. The program also provides a full marketing materials support kit, including a banner, a countertop Ethanol 101 information brochure, a training DVD and more. Participating dealers are listed on Star Tron’s website as part of the Star Link consumer referral program. 6578 Call 800-327-8583. HOW TO SUBMIT PRODUCTS
Electronic images and copy (please be brief) are required. Images should be scanned as 300 dpi and saved as either tiff or eps files. E-mail to jessica@hattonbrown.com. Ship disks to Jessica Johnson, P.O. Box 2268, Montgomery, AL 36102-2268 or to 225 Hanrick St., Montgomery, AL 36104-3317. Ph. 334-834-1170.
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11 ➤ equipment yard. “We partnered together as a team,” Thomas says. “She has been my backbone through hard times and good times.” She ran the office by herself for a while, then added one full-time employee. The first year, Oakboro showed $21,000 in profits. One day Irvin Gumpton, of Long Mfg. in Tarboro, was riding down the main street in Oakboro and saw the lot and sign. He called Thomas, who was still working at the funeral home, and offered him a deal to become a Long Tractor dealer. They signed the contract over lunch the next day. He brought in the new tractors and $5,000 worth of implements from a feed and seed company, paid for by credit card. “And I thought, what in the world are you doing, you idiot!” he recalls. “I was a full-time undertaker with the funeral home.” Within the first week, though, it seemed the risky venture was paying off; the little acre lot had sold 10 tractors, and all the implements. Needing more help, Norma hired a second fulltime employee. A friend, Terry Whitley, owned a hardware store, also on the main stretch in Oakboro. He could see it was time for Thomas to grow his business, and encouraged him to do so. He would pick Thomas up at the equipment lot and take him for a ride to an old empty hardware store. “The place was huge,” he recalls. Whitley told him, “This is where you need to be.” Thomas replied that he was crazy. They repeated that same exchange maybe eight more times. Gradually Thomas started thinking, “Maybe I could make this work.” It was 1996 when he decided to give it a shot. The first company he called was Mid-Atlantic Stihl. After meeting, they were interested in setting him up as a dealer. A few days later he had leased a 14,000 sq. ft. store from Whitley and moved his operation off the lot. “My question was what, will I do with all this space?” he says. Soon after he signed with Husqvarna as well. He had inventory for the walls, but at first only six tractors on all that showroom floor space. “It looked hideous,” he recalls with a laugh. Within two years business was strong enough that they knew it was time to add a third employee. Meanwhile Thomas was getting sales calls while he was working at the funeral home. “I was selling equipment over the phone while conducting funerals. I made up my mind and said, Mom, I will be the next employee. So I took off my necktie
and suit and joined the company in 1998.”
Learning Curve It wasn’t just all wine and roses from there on out though. The company hit its low point in the early 2000s, with the business impacted by a severe drought. In the middle of that, Thomas found out his business was $324,000 in the hole. He thought he was bankrupt, so he took all his financial records to a 75-year-old bankruptcy attorney in Charlotte on a $20,0000 retainer. Two weeks later the lawyer called him back. “He told me I was not bankrupt, I was just a piss poor manager,” Thomas recalls. “That was hard to hear, but it was the truth.” The lawyer’s advice: acquire some business administration skills, learn how to operate a business, how to manage employees and how to handle money. “So I did,” he says. He took business and management classes at a local community college. He also sought out other very successful business owners to learn from them. All the while as he was trying to improve his own skills to avoid making the same mistakes again, he was communicating with his creditors and guaranteeing payment in full. Eventually, everything was paid except $24,000 of pure interest. “I called to negotiate that last amount, the answer was no. So I paid back 100% principal plus interest. To God be the glory.” In hindsight, the experience was difficult, but useful in the long run. “I learned valuable lessons. I definitely think we can learn from our mistakes, if we’re smart.”
Setbacks With that financial disaster averted, Oakboro was back on its feet and rolling along nicely until one morning in 2005, when Thomas walked into the office to a phone call that Long Mfg. had shut its doors (Long had actually been bought out by a larger company, Farm Track, in 2001). “That was a tough day, a very tough day,” he recalls. “We had built our company upon a company that was no more.” One of his main product lines was gone, and he had over $1 million of their inventory in his yard. The first priority was to find a replacement. “I realized we had to have a tractor line, so Mahindra was brought in. They were very happy to hear we wanted their product.” At the same time, Oakboro began a three-year court battle with Farm Track, which didn’t want the inventory
back, only the money. “To any dealer reading this, the inventory you have is your company’s, the manufacturers do not want the stuff back, and the creditor wants the money for it. That is a lesson: it is yours when it comes off that truck.” Even so, Thomas stands firm in his belief that with God all things are possible. In the end, Oakboro did not have to pay for the inventory.
Aggressive Expansion With that hurdle overcome, Thomas and his team felt it was time to grow the company. In five years Oakboro has added three satellites. Concord Tractor was the first branch in 2009, followed by Monroe in 2010 and Mint Hill in 2013. Monroe has the biggest showroom with 21,000 sq. ft. Concord has 12,000 and Mint Hill is smallest 5,000. “We are doing a test on that store to determine what size works best,” he explains. “In the big showrooms you wear a salesman out chasing customers around; it’s hard to get them hemmed up. So we are trying a smaller store with less overhead, and it requires fewer employees.” So far he says it is working well. “Profits are great.” And Thomas has no intention of stopping there. His five-year plan is to open a store every year, five stores in five years. He has red dots on a map marking potential locations, and he is currently exploring land options for the fifth location to open perhaps late this year. Beyond that, he intends for the company to outlast him. He has a 50year vision for the company to expand to 50 locations. Though he has no children, Thomas is working closely with the company attorney to put a succession plan in place. Although he is its 100% owner, as CEO he operates under Oakboro’s board of directors, due to its legal status as an S corporation. The board is made up of the Store Managers, the company attorney and the banker. Under the corporate structure Thomas reports to them. Matthew Early is the Chairman of the Board. Thomas is owner and CEO, while Norma, now 66, continues to be the Office Manager over all four locations. Thomas looks to the Store Managers to run the day-to-day operations. “I want to work on the company, not for the company,” he asserts. “I want to be the visionary, to make sure we meet the goals we set. I am the coach of the team.” He also passes on what he has learned from the ups and downs of his experiences to help the managers avoid some of the pitfalls and mistakes he’s made. PET
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AR, LA, MS, OK, TX
4408
MN, ND, SD, IA, WI, TX
Nationwide
AR, KS, LA, MS, NM, OK, TN, TX
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OH, IN, MI, KY, PA, W. VA, MD, FL
WI, MN, ND, SD, TX, OK, AR, OR, WA, AK, MT, ID, WY, UP of MI
NJ, VA, WV, SC, NC, MD, DE, TN
8690
PA,NJ,DE,MD,WV,N.Va.,NY,CT,VT,MA,RI,NH,ME
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Western U.S.
TN,GA,AL,NC,SC,S.VA,SE WV
1709 Lamons Lane Johnson City, TN 37604 Website: www.powertoolco.com Email: sales@powertoolco.com Pro/Consumer Lines: Scag, Giant-Vac, Brown Products, Velke, Grass Gobbler Voice: 800-752-1780 Fax: 423-926-1679
WA, OR, CA, AZ, NV, UT, ID, MT, WY, CO, AK, HI
MN, WI, IA, ND, SD
DE, MD, NJ, NY, PA, VA, W.VA
Nationwide
ELECTRIC r e l Fow 800-843-1424 Bloomington, MN
Catalogs Available Distributors for Outdoor Power Equipment Parts, Small Gas Engines, and Snowmobile & ATV Parts Comet, NGK, Rotary, Prime Line, Gates, Martin Wheel, Tilltoson, Walbro, Zama & More 5417
9132
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Nationwide
Nationwide
TX, OK, AR, LA, NM, CO, MS
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Southeastern U.S.
4331
DISTRIBUTORS: For information about placing your ad in PET’s Distributor Library Section Call Kathy Sternenberg
251-928-4962 Nationwide
Obsolete McCulloch & Obsolete Green Machine
9009
POWERworks Bob’s Lawnmower Service 7632 State Hwy. 7 Maryland, NY 12116-3201
607-638-9297 phone or fax
McCULLOCH PARTS NEW - USED - CURRENT - OBSOLETE Fayetteville Equipment 113 Washington St. • Fayetteville, NY 13066 Phone: 315-637-8165 • Fax: 315-637-9286 www.fayettevilleequipment.com 1069
Shelby County Implement • Shelbina, MO 63468 Ph: 573-588-4731 • 573-588-2020 Fax: 573-588-4264 • Email: sci63468@hotmail.com M/C, Visa and Discover Accepted 3524
CLOSEOUT
BUSY LAWNMOWER, TRIMMER, SNOW BLOWER, CHAINSAW SALES, SERVICE AND REPAIR SHOP!!!
WISCONSIN ENGINE PARTS – THOUSANDS OF PARTS – Obsolete – New – Closeout Prices HARD TO FIND Zenith AND Marvel Schebler Carburetor Parts
H & M Industrial Supply 2236
(800) 346-4331 –Custom Rebuilding –Current & Obsolete Inventory Enginemasters Inc. We want your New Old Stock! P: 815-485-4545 Fax: 815-485-4559 parts@enginemastersinc.com 3020
POULAN WEED EATER PARTS BUY & SELL NEW, USED & OBSOLETE
8100
ONAN ENGINE PARTS
Stihl * Homelite * Lawnboy * Briggs & Stratton New * Obsolete * Used Parts THOUSANDS OF PARTS!
Ask For Ray 502-228-1462 • Fax: 502-228-7737 Also Have HOMELITE Parts
Busy lawnmower, trimmer, snow blower and chainsaw sales, service and repair shop in business since 1965 includes all inventory, parts, equipment and a list of over 1700 current customers. Lots of traffic and tons of room for expansion and growth into new products. The business is on a 10 acre parcel and operates out of 10,000 square feet of interior space comprised of 3 buildings - a 42x90 clear span steel building for storage and work space, a 20 x 40 storage building. And a third building with a 32 x 60 showroom, office, additional storage area and a 24 x 80 service shop. 5454 Route 32, Catskill, New York. Come take a look .....................................................................$450,000
Call Steve at Steve Hubbard Real Estate 3821 Services. 845 246-2022
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PETcetera An autonomous lawnmower, called Grass Printer, has been designed to cut shapes and even words into grass. The design, by Professor Doh Han Young, proposes the autonomous lawnmower will have four sensors on its four corners that allow it to selectively trim an area. Using small blades for accuracy the Grass Printer’s tiny shaft-driving motors move the cutters horizontally and vertically for precision cutting. Potential uses for this are pretty broad. Aside from writing messages on the lawn there’s the ability to mark out chunks of shorter grass, for making a giant chessboard or cricket pitch. Users can also use the printer to write nice, surprise birthday message or not so nice, surprise message. The Grass Printer features a touchscreen display that allows the user to draw whatever pattern or wording they wish to be cut into the grass. Drawing by hand and typing options are available, allowing for a selection of fonts and letter sizes. Like many other automatic mowers, a virtual fence can also be set up to keep it within those parameters—ideal for protecting flowerbeds. Since the Grass Printer is just a design right now, any grass patterns wanted will have to be cut the old fashioned way. Source: Luke Edwards, Pocket-Lint News Editor, http://www.pocket-lint.com/news/128094-grass-printer-cuts-shapesand-letters-into-the-lawn-autonomously
Risk Avoiders Are Opportunity Missers
Source: Tom Panaggio, The Risk Advantage: Embracing the Entrepreneur’s Unexpected Edge (River Grove Books, 2013, ISBN: 978-1-938-41644-6, $14.95, www.TheRiskAdvantage.com).
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Nobody likes the uncertainty and stress of going out on a limb and (let’s be honest) putting your business at risk. But making the safest bet rarely leads to success. Author Tom Panaggio believes there are 10 excuses that keep you in your comfort zone—and missing great opportunities. Excuse One: “The timing isn’t right.” Panaggio says, “Plenty of existing businesses remain less successful than their owners would like because those very same owners are hoping that tomorrow conditions will be just a little bit better for advancing their goals.” Excuse Two: “I tried that once, and it didn’t work.” According to Panaggio, those words are most often uttered by small business owners in reference to marketing. Perhaps you’ve been there: You allocated a large part of your budget to producing a television commercial, for instance, but barely noticed any increase in your business. Your one-time marketing failure has convinced you not to try again. Excuse Three: “If I just had XYZ gadget…” When you’re an entrepreneur, there are a million “If I just had…”s, and often, they center around technology. Remember, though, you can spend forever waiting on the next best thing—and often, says Panaggio, that “next best thing” isn’t as necessary as you thought. Excuse Four: “I’m still working on the plan.” Let’s say that you want to move to the next level, whatever that happens to be for your business. So you begin planning, preparing for every possible scenario. You define contingencies with backup plans full of redundancies. “To be absolutely clear, planning is a good thing,” Panaggio clarifies. “However, for many entrepreneurs, the solution to avoiding the risk of reality is to keep planning. The fact is, with planning as a comfort zone, you can easily replace the reality of execution with theoretical forecasting and ‘what-if’ modeling.” Excuse Five: “It’s a good idea, but circumstances have changed.” “I was ready to pull the trigger, but then the market
changed and I had to reassess.” Sound familiar? If so, you may be moving the target. “Basically, moving the target changes the objective, goal, or focus of your business and thus delays plan execution, innovation, or change,” explains Panaggio. Excuse Six: “I’ll get to it eventually.” In his book, Panaggio tells the story of a salesperson who did extensive research on each sales lead she got. Her reasoning? She wanted to know as much as possible about a potential client before she called them. But according to Panaggio, the salesperson in question was really procrastinating in order to put off the moment of truth. “A similar scenario plays out with business owners every day,” he states. “No, you may not be making sales calls, but there’s no shortage of delaying tactics that can be used as a buffer between you and risk.” Excuse Seven: “I’m playing a defensive game.” The hardest risks for cash-strapped entrepreneurs to take are often financial. Many business owners choose to cut costs and (at least attempt to) do more with less when what they really need is to hire new talent or invest more heavily in marketing. Excuse Eight: “Nothing’s broken; why fix it?” When you’re facing a crisis that could damage or even sink your business, it’s (fairly) easy to take risks. “When nothing is actively going down the toilet, it’s easy to tell yourself that things are fine and that you don’t need to put yourself out there to improve,” observes Panaggio. “Customers don’t always leave because they had a bad experience with your company…the reason is often that they simply had a better one with someone else” Excuse Nine: “…<crickets chirping, dust falling, grass growing>…” That’s the sound of silence. You know, what you hear when you decide to let a project or initiative die over time instead of doing what’s necessary to bring it to fruition. Comments Panaggio. “Don’t allow your mind to sabotage your desire to meet your objectives.” Excuse Ten: “But I don’t avoid risk!” Even if you, the business owner, have conquered your fear of risk and move into uncharted territory without hesitation, Panaggio warns that progress paralysis might still be affecting your company through the actions (or inaction) of your employees.
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DEALERtodealer
New Regulations Could Affect Our Business DALE STOTTS
You might not think wood burning regulations are important, but they could greatly impact your business.
B
oy has this been a winter to remember. Cold, snow, rain then more cold, along with all of this we have seen skyrocketing prices for heat. Electricity, natural gas and propane prices have been the main topic of conversation in the majority of cold areas. In the southwest Missouri area we have seen propane prices soar from an early average of $1.50 per gal. to over $5.00 per gal. We have also heard (and read) all the normal reasons for this, just like the fluctuating price of gasoline. Many a household has been fortunate to have wood based heat sources, as an alternative to more expensive sources of heat. However, in February, the EPA announced proposed regulations concerning the use of wood for heating. So, is this something new or just a newer version of the existing regulations? The existing regulations date back to 1988; what is the big deal? States like Washington and New York have already adopted stricter rules. New York has even tried to ban any burning of wood during the summertime. When this was proposed concerned groups protested. Why? Several rural citizens use wood to not only heat their homes in the winter, but also for heating water. In Missouri more than three-dozen lawmakers have co-sponsored a bill to fight the EPA’s new regulations. Republican Rep. Tim Remole—who uses wood for heat in his rural home in Missouri—considers this EPA regulation as unnecessary. He filed bill HB-1302 to
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protect Missouri wood burning users from the EPA regulations, unlike the several states that have enacted such rules, or are behind the EPA. At the same time, the New York Attorney General has led a coalition of seven states in a federal lawsuit to compel the EPA to adopt these new limits on wood burning systems. According to the EPA, this new set of regulations will not affect wood fired units currently in operation. The new regulations are set to go into effect in 2015. The main purpose is to reduce the emissions by an estimated 80%. One manufacturer of wood burning devices met with Missouri lawmakers and stated that,
This will definitely correlate to the reduction of sales and repairs of chain saws. currently, no device in use in the U.S. can meet the EPA proposed standards. So, you’re thinking, what does all this mean to you the independent chain saw selling dealership? At first little or nothing, unless you are selling wood fired units after 2014. So, why worry? If (or probably when) this EPA regulation does pass, have you thought about how this will impact your future business? With the new restrictions, what happens when the existing wood fired products fail or wear out and the consumer can’t find or afford a replacement? This will definitely correlate to the reduction of sales and repairs of chain saws. This could mean the only people cutting wood would be professional tree trimmers and loggers. Just how much of your winter business depends on this small number of nonprofessional chain saw users?
Now for dealers like myself, this will have little or no impact on me. I’m looking to retire long before this will impact my business. But what about my fellow dealers, especially those who have just recently started being part of the lawn, garden, and power equipment industry, how will it impact those businesses? If you have a business that depends on consumers using wood for heating, thus buying and using chain saws, where does this leave you? If you think, “Well this doesn’t concern me,” you better change your attitude. Like any other new law or regulation, in some way, large or small, it will affect you and your business. Just think back on how much your business changed with all the current and future EPA regulations already going into effect: from the way you handle trash, old and new fuels, old and new oil, emissions of any gas fired product you sell, the venting of fuels from a piece of lawn and garden equipment…with the list growing every passing year. I leave it up to you. You decide: is this something you best investigate and possibly contact your local, state and federal lawmakers about? Or is this something you should just sit back and wait to see what happens? If you look back at past EPA rulings, how have they worked for the customer and dealer so far? Are you happy with all the rules a business must abide by? If so, just sit back and enjoy the latest set; but don’t complain when the EPA passes this one and all you’ve done is let it happen PET without any action on your part. Dale Stotts owns and operates Stotts Engine Service, Monett, Mo. He can be reached at P.O. Box 206, Monett, MO 65708; fax: 417-235-1156; or email: djstotts@sbcglobal.net. The views of Dale Stotts do not necessarily represent those of Hatton-Brown Publishers, Inc.
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