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POWERlines

A Hatton-Brown Publication www.poweret.com

Opportunity Abounds At GIE+EXPO

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he industry rolls out the red carpet for GIE+EXPO and you really don’t want to miss it. I know we say that every year, but each and every year, the folks behind GIE outdo themselves. And this one is no different.

October 21-23, the Kentucky Exposition Center will be overtaken by the lawn and garden and related “green” industries, when hundreds of suppliers, great and small, showcase their product offerings and services. From the largest skid steer on the market to the smallest piston possible, GIE+EXPO has it all.

One can’t be missed feature of the show is the Outdoor Demo Area, where wheeled, tracked and handheld products are ready for you to not just look at, but put them to the test.

It’s a truly unmatched experience. Every wonder how XYZ mower stacks up to ABC mower? Head to each booth and compare for yourself in a matter of minutes.

But all that flash and signage is just the icing on the cake. What really makes GIE+EXPO stand out is the networking opportunities. Where else does someone have the chance to mingle with all the lawn and garden players and the respective organizations? At any given time at the show you’ll see representatives from the largest manufacturing conglomerates on the planet as well as the smallest one-man pick up truck lawn care services, with dealers, distributors and everyone else in between.

Stop by the Dealer Resource Pavilion and ask dealership consultant Bob Clements a few questions, or sit in on one of his free seminars offered throughout the show. With the return of the always popular Dealer Day, GIE+EXPO focuses on the pulse of the lawn and garden industry, offering training class for technicians, business seminars for owners and management. Plus, dealers have dedicated time with their suppliers to talk turkey, so to speak, without having landscapers also walking the floor.

Still not sold on Dealer Day? How about the chance to network with peers during the welcome reception, or the chance at $5,000 cash during Stihl’s Oktoberfest celebration?

For those of you who are looking to expand to additional locations, diversify your product mix or just branch out a little bit, gain additional training or find someone in the trenches who you can bounce ideas off of, GIE+EXPO has more opportunities to find what you’re looking for than anywhere else.

The extra added bonus? A chance to put faces with the names you see in Power Equipment Trade every issue. Dan Shell and Jessica Johnson will be walking the show floor, and spending some time at the PET booth, every day. Come by and see us, Booth #9038, for help with subscriptions, vote in the Dealers Choice Awards (see below) or just have a chat and tell us what you would like to see in 2016. We’d love to see you!

Dealers Choice Awards Voting While you’re taking a break from beer and brats, make sure to cast your ballot for the tenth annual PET Dealers Choice Awards.

You’ll find a sixth category for the awards this year: As the markets change, and dealerships change with them, we’ve noticed an uptick in power sports products. The addition of the Recreation/ATV category is a needed and welcomed one.

This year’s finalist list is just as diverse as the show, from a small 4 oz. bottle of fuel treatment to a job site vehicle with a 1,900 lb. payload. Look for the Dealers Choice Awards Finalist signage in 23 booths this year, and then stop by the PET Booth 9038 to cast your ballot.

Dealers can vote in person using the ballot on page 38 or online by visiting poweret.com and clicking on the Dealers Choice Awards button at the top of the page.

Don’t forget: Two lucky dealers are set to win $100 in cold hard cash just for participating.

See you in Louisville; we’ll be the ones in the blue PET shirts!

PET Contact Jessica Johnson, ph: 334-834-1170; fax 334-834-4525; e-mail: jessica@hattonbrown.com

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 n Rich Donnell Managing Editor n Jessica Johnson Editorial Adviser n Dan Shell Senior Assoc. Editor n David Abbott Associate Editor n Jay Donnell Contributing Writers Dale Stotts, Greg German Production Manager n Cindy Segrest Ad Prod. Coordinator n Patti Campbell Circulation Director n Rhonda Thomas Advertising Sales Southern U.S. Randy Reagor Tel: (904) 393-7968 Fax: (334) 834-4525 E-mail: randy@hattonbrown.com Midwest U.S., Eastern Canada John Simmons Tel: (905) 666-0258 Fax: (905) 666-0778 E-mail: jsimmons@idirect.com Western U.S. & Canada 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 ksternenberg@bellsouth.net Classified Advertising Bridget DeVane Tel: (334) 699-7837 (800) 669-5613 bdevane7@hotmail.com Reprint Sales Patti Campbell Tel: (800) 669-5613 patti@hattonbrown.com

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Volume 64 n Number 7 n OCTOBER 2015 Our 710th Consecutive Issue n Founded in 1952

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

FEATUREstories

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MONTANA’S BIG JOHN’S Success In Diversity

2015 EXPO ELITE

Dealer Dedicated Suppliers

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STAR TRON PRODUCTION PLANT Flexible, Efficient Operation

VALUEadded Power Suppliers __________________________ 6 Dealers Choice Awards Ballot _____________ 34 Dealer Voices____________________________ 38 Service Department Management __________ 40 Showroom ______________________________ 42 Distributor Library ________________________ 48 Product Literature Review _________________ 52 PETcetera/Ad Index ______________________ 53 Dealer To Dealer _________________________ 54

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GIE+EXPO 2015, the industry’s biggest event for dealers, is back!

Louisville promises dealer focused activities and events. PET offers a full preview, beginning on Page 10. (Cover design by Shelley Smith; Dan Shell photo) Member Verified Audit Circulation Power Equipment Trade (ISSN 1063-0414) is published 8 times annually (January/February, March, April/May, June, July/August, September, October and November/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 888-6114525. 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 ® 2015. 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 Charter Software Gets System Certification Charter Software’s flagship business management system, Aspen, was certified last month on two additional interfaces with Agco Corp. The first certification relates to parts ordering integration between Agco Solutions Online and Aspen, and the second certification relates to the reporting of Canadian taxes through Charter’s already certified Agco+Plus revolving credit integration.

Charter Software customers in Canada also have the benefit of additional certification received for reporting the breakout of Canadian taxes as part of the Agco Plus+ revolving credit integration. This integration allows the dealership’s customers to see the breakout of taxes on the statement they receive from Agco.

KPM Exceptional Moves Headquarters

KPM Exceptional LLC, a wholesale distributor of outdoor power equipment located in Landing, NJ, announced it has moved operations into its newly completed office-warehouse complex.

The 100,000 sq. ft. complex, housing 35 employees, includes a new warehouse and professional office space.

New amenities for employees and technological advancements will enhance productivity and customer service. “Our new facility will bring more of our employee team together in one location, as we’ve operated with remote warehouses for over 40 years,” Glenn Beyerl, President and Partner, says.

Nominations Open For Indie Awards

The 2015 Independent We Stand “Indie Awards” are officially open. Created to help recognize a locally-owned small business that has gone above and beyond to deliver great customer service and community support, The Indie Awards voting begins as soon as nominations are received. Anyone can nominate a business.

Maybe they pitched in to help clear the damage after a recent storm or made sure the neighborhood little league team had uniforms for the upcoming season.

Or how about a locally owned business that went above and beyond to deliver great customer service? If so, Independent We Stand wants to recognize and reward them as the best locally owned business 6

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Briggs Announces #GrimeToShine Contest People who have used a pressure washer for an outdoor cleaning project will agree that there is something very satisfying about blasting surfaces to see them go from “grime to shine” right before your eyes. Briggs & Stratton wants to see photos that show the dramatic cleaning power of pressure washers and are turning to social media to do it. The #GrimeToShine photo contest asks participants to share their Grime to Shine makeover for a chance to win a new pressure washer with POWERflow+ Technology as well as a $1,000 Lowe’s gift card.

Participants need to simply take a photo that shows their Grime To Shine makeover using a pressure washer. Entries for the #GrimeToShine contest can be submitted via Facebook or Instagram using the hashtag #GrimeToShine, or to Twitter using #GrimeToShine and @Briggs&Stratton. People that have more than one outdoor cleaning project can simply take more photos for more chances to win. Individual entrants can submit up to five total entries from now through September 30, 2015.

One weekly winner will be selected each week to win a free Briggs & Stratton 1800 Max PSI/4.0 Max GPM electric pressure washer with POWERflow+ Technology and one grand prize winner will also be selected to receive a $1,000 Lowe’s gift card and Briggs & Stratton 3000 Max PSI/5.0 Max GPM gas pressure washer with POWERflow+ Technology.

To enter, visit http://iconosquare.com/contests/GrimeToShine. in the country with the Independent We Stand Independent Small Business of the Year Award, “The Indie”.

In addition to bragging rights, the winner will receive great prizes provided by Independent We Stand, its sponsors and partners, like Stihl. To vote, nominate and get more information on the Indie Awards, visit independentwestand.org/indies.

over New England and upstate New York, who specialize in debris management equipment. Attendees had a factory tour, enjoyed a pig roast lunch, won prizes and received limited time special offers on Little Wonder Monster TruckLoader purchases.

Steven Willand Hosts Open House

Kohler Engines recently announced a new partnership with the Milwaukee Kickers Soccer Club, one of the largest and most respected youth soccer organizations in the country. The multi-year sponsorship, which took effect August 1, 2015, includes the naming rights of Uihlein Soccer Park’s Stadium in Milwaukee, Wis. The newly named Kohler Engines Stadium seats 3,000 people and hosts a number of major tournaments each year including the WIAA 9

Northeast distributor, Steven Willand Inc., hosted its first Little Wonder Monster TruckLoader Open House at the Sound Manufacturing plant in Old Saybrook, Conn. where units are manufactured for Southampton, Pa. based Little Wonder brand.

Attending the event were dealers, contractors and municipalities from all

Kohler, Soccer Club Announce Partnership

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POWERsuppliers Case, Concert Raise $10,000 For Wounded Warrior Project The first ever Labor of Love Music Festival, hosted

by Case Construction on Labor Day, raised $10,000 for the Wounded Warrior Project through ticket sales, a silent auction and a percentage of on-site beverage sales donated by the venue, the Racine Civic Centre.

Case employees also donated five barrels of food to the Veterans Outreach of Wisconsin, who raised an additional $1,266 through a 50/50 raffle held at the event.

Attendance was estimated at 2,000.

Case launched the festival Featuring country singer Kip Moore, Case Construction raised awareness and funds for Wounded Warrior to raise money for Wounded Project during Labor Day festival.

Warrior Project and to highlight the role that returning veterans can play in filling skilled jobs in the construction and manufacturing industries. “We were overwhelmed by how the community responded. In addition to raising funds at the event, we also raised awareness to local resources and our job matching website,� Athena Campos, Senior Director of Marketing North America, Case Construction Equipment, says.

Veterans looking for jobs in these industries can visit casece.com/en_us/Landing/Pages/jobs-for-vets.aspx.

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POWERsuppliers Boys and Girls High School State Soccer Championships.

With the new sponsorship, Kohler Engines will be supporting the largest non-profit youth soccer program in the state. The Milwaukee Kickers serves the needs of more than 6,000 families in the greater Milwaukee area, including the families of Kohler employees.

“We’re pleased to be working with the Milwaukee Kickers organization and we’re excited about seeing our brand highlighted at Uihlein Soccer Park,” Brian Melka, President of Kohler Engines, says. “This is an ideal partnership for us because Kohler Engines makes products that are targeted to, and widely utilized by, the families who pack the stands at Uihlein as well as the professionals who attend to the park’s well-manicured fields.”

Alvaro Garcia-Velez, Executive Director of the Milwaukee Kickers, says, “Kohler Engines Stadium will be widely utilized by our Milwaukee Kickers’ teams and it will also host rugby, field hockey, lacrosse, and football teams that play at the local, regional, national, and international levels.”

annual distributor conference. Boettcher Supply operates in Beloit, Kan. and serves dealers in Colorado, Nebraska, Kansas and Missouri. This award recognizes Boettcher Supply for their exceptional sales growth, new dealer development, dealer service and training and excellence in delivering on customer needs.

“We are excited to recognize and honor Boettcher Supply, who excels at meeting the needs of our customers,” Blaine Fields, National Sales Manager at Coun-

try Clipper, says. Boettcher Supply was founded in 1937 as an electrical equipment repair shop for local farmers. They expanded into the small engine and outdoor power equipment industry in 1962.

In the early 1990’s, Boettcher Supply extended into telecommunication systems due to a decline in their traditional markets. Boettcher Supply currently distributes products in the electrical, plumbing, telecom, outdoor power equipment and small engine industries.

Kubota Breaks Ground For New UTV Plant

Kubota Manufacturing of America Corp. (KMA) has broke ground on its 502,000 sq. ft. manufacturing facility at Gateway Industrial Centre, Gainesville, Ga. With a goal to begin mass production in spring of 2017, the new plant will be positioned on 180-acres of land, three miles from KMA’s existing facilities.

The plant will manufacture Kubota’s RTV series utility vehicles, with the capacity to produce 50,000 units annually.

KMA estimates that this will allow for a 60% increase in production capacity over the next five years. The existing KMA facility will also undergo enhancements to increase production capacity.

“Kubota’s continued investments in Georgia make it one of our state’s greatest business success stories,” Lt. Governor Casey Cagle said at the groundbreaking ceremony, which was attended by state and local officials along with Kubota executives and employees.

Country Clipper Distributor Award

Country Clipper recognized Boettcher Supply as its Country Clipper 2015 Distributor of the Year during the company’s POWER EQUIPMENT TRADE

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Opportunities abound in Louisville event.

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icking off with the popular Dealer Day on October 21, the 2015 GIE+EXPO (Green Industry & Equipment Expo) set for October 21-23 at the Kentucky Exposition Center in Louisville offers power equipment dealers value and opportunity for all members of their business organizations, from bookkeepers and technicians to managers and owners.

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The popular Dealer Resource Pavilion is the hub for dealers at GIE+EXPO as the location for popular free seminars for outdoor power equipment dealership owners and managers, led by dealership consultant Bob Clements. The pavilion also features a showroom and parts and service department areas where Clements and his team are sharing their latest ideas and tips on how to turn slow seasons into profitable seasons, improve the bottom line in parts and service departments and more. In addition, a Dealer Resource Pavilion lounge area provides a

place for dealers to take a break and network with peers.

Open 9 a.m. -5 p.m. all three days of the show, the Dealer Resource Pavilion is sponsored by ARI Network Services, c-Systems Software Inc., Equipment & Engine Training Council, North American Equipment Dealer Assn., Gravely Commercial Lawn Mowers, Stihl Inc. and Husqvarna.

Wednesday, Oct. 21, is the “Dealer Day� preview for dealers, retailers, distributors and media. Indoor exhibits will be open 3 - 7 p.m. During a welcome reception on the show floor, 5 - 7 p.m.,

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GIE+EXPO 2015 Daily Schedule

Kentucky Exposition Center Louisville, Ky Wednesday October 21 Dealer Day Exhibits Open 3 p.m.-7 p.m.

Welcome Reception 5 p.m.-7 p.m.

Thursday October 22 Open To All Visitors Indoor 9 a.m.-5 p.m.

Outdoor 9 a.m.-5 p.m.

Friday October 23 Open To All Visitors Indoor 9 a.m.-5 p.m.

Outdoor 9 a.m.-4 p.m.

Visit gie-expo.com; Email: info@gie-expo.com

many of the exhibitors will host games, food, festivities and prizes in their booths.

On Thursday and Friday the trade show and the adjacent Outdoor Demonstration Area are open to all in the industry.

“As the organization representing dealers throughout North America, our presence and participation in GIE+EXPO is a must. NAEDA has been involved in GIE+EXPO for over 25 years, and the 2015 show was one of the best.

The Dealer Day on Wednesday and Dealer Resource Pavilion have really enhanced the show,” said Joe Dykes, VP Industry Relations for the North

American Equipment Dealers Assn., which is a sponsor of the Dealer Resource Pavilion and Dealer Summit.

Dealer Day kicks off first thing in the morning with technician training and certification classes hosted by the Equipment & Engine Training Council (EETC), starting at 7:30 a.m. in meeting rooms adjacent the Dealer Resource Pavilion.

The EETC is offering eight different sessions in both basic and advanced categories, with basic classes taught by Stihl, Husqvarna, Oregon and B3C Fuels Solutions representatives, and advanced class-

es taught by Brigg & Stratton, Hydro-Gear, Kohler and Almon reps.

Basic classes include purge primer carb operation and troubleshooting, Oregon cutting system maintenance, pre-delivery inspection and quality-of-cut problem solving techniques and fuel service training. Advanced sessions will cover troubleshooting and diagnostics of electrical systems, fuel injection systems, hydrostatic drivetrain systems and compact diesel engine.

Pre-registration and a testing fee is required for technician certification classes. For more information contact EETC (visit eetc.org, call 888-4061810) or show officials at gie-expo.com, info@GIE-EXPO.com or call 800-5588767/812-949-9200.

New this year on Wednesday morning, the National Hispanic Landscape Alliance will host a Latino Link Dealer Breakfast. The topic will be “Growing Your Business by Better Engaging Local Hispanics.” Juan Torres, Principal & Consultant with Next Step Solutions, will provide tips for positioning a dealership as the go-to destination for Hispanics in the landscape industry. A $25 fee includes breakfast.

At mid-day on Wednesday, the Dealer Day Keynote Lunch will feature Steve McClatchy, President, Alleer Training & Consulting and author of the New York Times bestseller “Decide: Work Smarter, Reduce Your Stress & Lead by Example.” McClatchy will talk with dealers about the differences between manage-

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ment and leadership and how both are vital to the success of a team. A $25 fee includes box lunch, and pre-registration is required. The session is sponsored by Gravely and Stihl.

Wednesday evening, dealers who attend the Stihl Dealer Day welcome reception from 5 – 7 p.m. will be entered to win $5,000 in a giveaway sponsored

by Stihl. The winner will be selected at the Stihl booth at 6:30 p.m.

On Thursday and Friday October 2223, the popular Dealer Summit Sessions sponsored by the North American Equipment Dealers Assn. offer insights to help dealers grow their businesses. Thursday and Friday mornings will begin at 8 a.m. with panel discussions that include a light breakfast. Thursday’s session will feature manufacturers, who will address questions and issues important to dealers’ future and profitability. It will be followed by a presentation on how dealers can best use social media to connect with landscape contractors and lawn care operators. Friday morning’s focus will be on meeting the needs and expectations of commercial lawn care, landscape and municipal customers. Session fees range from $15 to $25.

Dealer Seminars

EETC offers eight technician training courses this year in both the basic and advanced categories.

The tenth annual PET Dealers Choice Awards are back! Make sure to vote for your favorite products at the show and attend our trophy presentation on Friday afternoon.

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During GIE+EXPO 2015, dealers looking for ways to improve efficiency and profitability will find seminars with compelling content, technician training on advanced and basic tracks, panel discussions with best-practice tips and networking.

The dealer seminar leader is longtime dealer consultant Bob Clements and his team who have visited and worked with dealers across North America. Beginning on Dealer Day, Clements kicks off his insightful seminar lineup: Wednesday October 21, 11 a.m.12:30 p.m.—Seven Principles of a High-Performance Dealership: Clements has found basic truths that all owners and managers can apply to redirect and improve the ultimate success of a dealership. This session will cover seven principles that will help you move your business in a positive and powerful direction.

Thursday October 22, 11 a.m.noon—The Power of Attitude and Choice in Dealerships Today: Developing a positive attitude does not always come naturally. Despite the circumstances, you can learn to maintain a positive attitude and deal with the attitudes of others in order to affect the direction of a dealership.

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Between nine seminars throughout the show, dealers have opportunities to learn how to better their business on a variety of topics from marketing strategies to negotiating for increased margins.

Thursday October 22, 2 p.m.-3 p.m.—Making the Most of Your Marketing Dollars: Create marketing campaigns that boost your revenue and blow your competition away without breaking the bank. By using multiple channels to engage your customer base you can maximize your marketing budget in the coming years.

Friday October 23, 11 a.m.-noon— Uncovering the Mysteries of Compensation Programs for Sales, Service and Parts: What motivates employees to be productive and perform to the best of their abilities? Performance-based compensation is the answer. This program will help you take the mystery out of developing compensation programs for your dealership.

Friday October 22, 2 p.m.-3 p.m.— Closing More Sales and Negotiating for Increased Margins: Having prospects walk through your door is not enough to ensure the sales you are seeking. This workshop will teach you and your people up-to-date, simple techniques that will help you negotiate better margins and ultimately close more sales.

Dealer Day ends with the big $5,000 Stihl giveaway.

GIE+EXPO Info GIE+EXPO is sponsored by the National Assn. of Landscape Professionals, Outdoor Power Equipment Institute and Professional Grounds Maintenance Society. To register for GIE+EXPO and for more information about any GIE+EXPO features and events, visit gie-expo.com, email info@gie-expo.com, call 800-558-8767 or 812-949-9200; fax: 812-949-9600.

PET

New equipment will be the talk of the show as many manufacturers roll out new models for 2016.

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Big Sky’s The Limit Diversified dealer Big John’s has an interesting personal background.

BY DAVID ABBOTT KALISPELL, Mont. veryone has a story to tell, but some are more interesting than others. The story behind Big John’s is a truly American tale. A real family-run business, Big John’s has been selling and servicing outdoor equipment for 41 years. Big John himself—John Czajkowski—is closing in on 69 years old, but he had already lived quite a life

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before he and wife Cathy established the dealership in July, 1974.

Like a lot of great American stories, John’s didn’t start in America. He was born in a German relocation camp in the aftermath of World War II. His parents had survived incarceration during the War. Like many others, when the fighting was over, there was no home left to which they could return. They met at Wildflecken, a DP (displaced person) camp in Bavaria set up for emigrants and Holocaust survivors. About 18,000-20,000 people, many of whom were of Polish nationality or descent, filled this camp from 1945-1951. The Polish residents renamed it “Durzyn” in reference to the Slavic tribe that had allegedly settled this area 1,500 years

earlier. John was born in Wildflecken DP in 1946.

He was only a year old when he and his parents boarded a boat that brought them to the U.S. via New York City.

“I had an aunt in New Jersey, and we stayed with her for a while, until my folks could get on their feet,” he says.

They lived in Patterson, NJ until John was 15. John’s father had, by that time, fallen into poor health, and the doctor thought a dryer, warmer climate would be better for him. The family relocated to Whittier, Calif., in Los Angeles County about 12 miles southeast of the city of L.A. As he grew into his high school years in southern California in the early 1960s, it became apparent that John had a natu-

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Owners John and Cathy Czajkowski

ral talent with small engines, and motorcycles became his passion. “I always had a flair for it,” he recalls. “The first few years before I got my driver’s license all I did was ride motorcycles all over.” He got a job working after school for a Yamaha/Triumph dealer, Johnny Gibson’s.

A 2004 inductee into the American Motorcycle Assn. Hall of Fame, Gibson had been one of the top AMA Grand National racers of the 1950s and the winner of the 1956 Daytona 200.

Naturally, the exposure to motorcycle racing culture there got John into modifying, and he met several wellknown people. “All the guys there were racers,” Czajkowski remembers. “Skip Van Leeuwen is a name some people will know. He was known as the Flying

Manning the front are Rusty Sprague, Andrew Summers and Chris Adams.

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Logging Roots

Big John’s added its hot water and barbecue side 35 years ago.

When John and Cathy started Big John’s as a Stihl dealer, it was originally geared more towards the logging industry. Cathy estimates that in 1974, at least 90% of their business came from logging operations and the rest from homeowners.

John himself competed in hot saw contests and other logger games at fairgrounds in the ’70s and early ’80s. “I did a lot of different things—crosscut saws, bucking saws, barrel throws and modified stock hot saws.” One of his competitors from lower Montana used to run a modified Stihl he called Old Silver.

“Old Silver was something to contend with,” John recalls. “Once I showed up, Old Silver was not first place anymore, so he didn’t care much for me then. We are friends, but we are competitors.”

John modified a Yamaha snowmobile single cylinder engine for use in the hot saw competition, and could perform two 24 in. cuts in six seconds.

Logging in the state continued to be a major factor in the ’80s—“That was the really big time,” Cathy says—but it began to change in the ’90s, when the U.S. Forest Service started restricting timber sales on federal lands. “Now we have gone full circle,” Cathy says. “Now it is 10% loggers and 90% homeowners.

Times change and you have to change with the times. We have adjusted.”

Branching Out Customer service is the hallmark of the dealer.

Dutchman, and he was either going to win or kill you, one of the two. He was nuts. Half the time I worked there he had a cast on a leg or an arm.” Van Leeuwen is another AMA Hall of Fame member, inducted in 1999. “Johnny Gibson was running a flat track bike, which is a different animal altogether, in a brand no one is ever going to hear of, called a James A. Phillips. So I kind of got the fever, and started racing.” It was his interest in small motors that ultimately led him to the power equipment business, he says.

After he graduated high school, John also graduated from motorcycles to automobiles. He went to work for a company called Automotive Pre-Check Corp. “In those days, cars used to come off the assembly line every 55 seconds,” he says.

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tion.” Southern California car dealers in the ’60s would sign up with Automotive Pre-Check and send their orders there before bringing them onto the car lot.

“We would go through each car from bumper to bumper to make sure they were perfect, so when they hit the dealership all they would have to do is hand the key to the customer.” There were two divisions, one for General Motors and one for Chrysler.

After eight years in southern California, John was ready for a change. He chose Montana, where he and Cathy settled down. The Big Sky state appealed to him. “I just wanted fresh air,” he says.

“You’ve got only one life to live and I didn’t want to live in the hustle and the bustle. I just wanted a different life.

To me, being happy and having what you want in life is more important than dollars and cents.”

The transition from logging supplies to other outdoor power equipment was natural, and soon expanded to include lawn and garden, snow throwers and log splitters. Wood stoves are a more recent addition. Almost 35 years ago, Big John’s also got into the hot water business—saunas, spas and swim spas—and barbecue grills.

The dealer started in an old garage, but after getting established moved into the current location—originally a house—right across the street from the original. After 10 years they added a second section, so that the store front is now divided into two parts. The right side is devoted to lawn and garden/power equipment, while the left is the hot water and barbecue side.

Over the years the business has grown to represent several lines in multiple product types. Brands include a full line of Toro lawn and garden and snow blowers, along with Stihl, Echo, Shindaiwa and Efco power equipment as well as Bearcat and Billy Goat. Big

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John’s continues to offer a variety of supplies to its logger customers, from saw chaps to Oregon log splitters, Top Gun power washers, Koshin water pumps, Kapstan winches and DR Power Equipment. On the hot water side, Big John’s carries Sundance spas, Catalina swim spas, Sun infrared saunas and all the requisite spa chemicals, filters and accessories. The dealer also sells Blaze King, Breckwell, Napoleon and Monesson stoves, and Green Mountain, MAK, Traeger and Komado Joe grills.

The policy at Big John’s has always been quality first, even if the price is more, the owners say. “We try to sell top quality and something that is going to last,” Cathy says. Posted on the wall is one of Big John’s mottos: “If we can’t offer you a better buy, we don’t expect your business.”

Big John’s has grown into a true family business. The owners’ daughter, Carrie Coker, works at the store as the office manager, and she and Cathy handle most of the sales on the hot water side.

Carrie’s husband Shane serves as technician on the hot water side, and also works in sales. Service dept. manager Tom Nahring has been at Big John’s for more than 35 years.

homeowners. The mower season lasts about six months, from late March or early April through September, but there is something to keep the sales people and service techs busy year round. In the winter, snow throwers are in high demand and people use stoves for home heating. Saunas and spas are also popular in the winter. People snow ski and enjoy other outdoor winter sports, so they like to hop in a hot tub after to warm up and relax.

Cathy and John agree that those in their business have two main concerns:

big box stores and internet sales. Customers call and ask if the dealer can match prices they found on the internet—sometimes they can, depending on the item. As for the big box stores, they try to match the prices, Cathy says, but, “What sets us apart is that we service what we sell on the premises.” That gives them an edge over both forms of competition.

“I’ve always had the attitude that it is 90% perspiration and 10% inspiration,” Big John says. “No matter where you go, you apply that and you’ll make it.” PET

Service, Sales “Our main thing is that we service what we sell,” Cathy says. “Whatever people buy here is serviced here. I think probably that is one of the keys to our success. People come in all the time who bought something at a big box store, it breaks down, they go back and they have no service. So then they come here. They want to buy a quality item and they expect good service.”

Cathy adds that taking good care of their customers has helped the business gain new customers through referrals.

“People will send us their friends and neighbors and they say the service is great and they don’t buy anywhere but Big John’s.”

There are three service departments in the back of the store: one for handheld power equipment, one for lawn and garden and one for the hot water. Each has its own service techs specializing in that area.

Posted shop rate is $75 an hour. “We feel that for our area that is a fair price,” Cathy says. “You can’t overcharge but you also have to stay in business.”

Cathy says the ratio of new sales on wholegoods to parts and service is pretty even. The biggest portion of Big John’s customer base is residential POWER EQUIPMENT TRADE

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Altoz, #11086............................................................20 B3C Fuels Solutions, #4004 .....................................20 Billy Goat, #10168 ....................................................20 Boxer, #10142 ..........................................................22 Gold Eagle, #8172 ....................................................22 Heftee, #8200 ...........................................................22 Honda Power Equipment, #3118 .............................24 Jungle Jim’s, #9128..................................................32 Kymco, #225.............................................................24 Masport, #10180 ......................................................24

OPEI, #235................................................................26 Silvana, #561 ............................................................26 Star Brite, #00000.....................................................26 Stihl, #5074...............................................................28 Sunbelt, #7010..........................................................28 TD Retail, #8164 .......................................................28 Tillotson, #6251-D ....................................................30 TriLink, #334 .............................................................30 Yamaha, #368...........................................................30

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EXPOelite Altoz—During GIE+EXPO, Altoz, manufacturer of high-performance zero-turn mowers, will introduce the latest addition to its residential market offerings with the new XR series. Thanks to last season’s extremely successful introduction of the XE series, the XR series will cater to the multi-acre homeowner and continue Altoz’s surge into the residential market. Both the XE and XR will have the option of Honda GXV and Kohler engines and the XE will continue to have the option of Vanguard and Kawasaki engines. Utilizing the same engineering principles and attention to detail found in Altoz’s award winning XC model, the new XR model line will deliver a precision cut, reliability, durability and comfort that have become synonymous with the Altoz brand.

Two unique models—XR 480 and XR 540—make up the XR line. Durable twin hydro-gear ZT-2800 commercial transmissions are featured in both models, which are available in 48" and 54" cutting deck widths. Large 20" rear tires and a high back seat combine for a comfortable ride. “It’s exciting to add Honda GXV and Kohler engines to our lineup—they have a very high satisfaction rate. Offering consumers options is also important to Altoz—with Kohler, Kawasaki, Briggs and Stratton and Honda—consumers will have their choice of quality engines,” Dennis Brazier, Altoz Chief Executive Officer, says.

Please see our ad on page 18 or contact us at Booth #11086; visit altoz.com.

B3C—B3C Fuel Solutions is proud to introduce the new Multi-Shield 360. This multi-surface protectant creates a barrier that seals and protects almost any surface from rust, corrosion, water, UV rays and more while renewing the look of the surface. Your equipment is valuable to you and we know you want to keep it looking new and operating like the day you bought it.

Multi-Shield 360 polishes and waxes with Carnauba wax while creating an anti-corrosion barrier to seal and protect surfaces. Antioxidants inhibit surface aging that produces oxidation that leads to surface corrosion, rust, fading and overall damage. A vapor corrosion inhibitor (VCI) emits a vapor in enclosed areas (like storage containers and engine compartments) that coats surfaces with a 360° protective barrier for ongoing rust and corrosion protection. An extreme high temperature release agent (lecithin) and lubricant prevents contaminants from sticking to surfaces, like road tar or salt.

Low-viscosity oils penetrate into narrow spaces to free rusted mechanical parts, like nuts and bolts, and aids as a general-purpose lubricant, a cleaner and corrosion stopper. An anti-static coating keeps surfaces cleaner longer and attracts less dust. It even has a pleasant scent with a powerful odor blocking formula!

Multi-Shield 360 is engineered to replace many other separate products you use today. No need to look for and switch among a variety of products when you can just use Multi-Shield 360 to keep your looking new and lasting longer!

Please see our ad on page 55 or contact us at Booth #4004; visit multishield360.com.

Billy Goat—Billy Goat’s state of the art hydrostatic drive 30" reciprocating aerator offers game-changing one and done aeration with patent pending variable aeration density (VAD), flextech arms and in-ground turning. With its combined 30" wide aeration and speed up to 4.3 MPH, the AE1300H hydro aerator completes quarter acre aerations in as little as 15 mins.— 59% faster than 26" drum units. With the VAD, the unit creates 2-10x more holes than drum models in a single pass. Flextech arms provide flexible limb reciprocating action, driving plug depths up to twice that of drums, even in dry soil. Condition or type of soil is a non-issue, so aerations can be completed on schedule, without interruption, saving time and increasing productivity.

The unit’s in-ground turning offers unmatched maneuverability; no lifting to make turns so there’s no turf repair and no wear and tear on the operator. Intuitive hydro drive controls allow feathering the speed in both forward and reverse, affording maximized productivity and minimized operator fatigue.

The cam-driven reciprocating Plugr aerator line features a compact 18" and 25" units offering a mechanical or hydrostatic-drive model. The 18" PL1800 series is ideal for smaller property aeration and delivers up to 22,000 sq. ft./hour. A folding handle allows for simple transport and has only four tines and no chains for easy maintenance. The PL2500H 25" mechanical drive is best suited for larger property aerations with flatter landscapes and delivers up to 42,550 sq. ft./hour, while the PL2500SPH 25" hydro drive self-propelled model is perfect for large hilly property and delivers up to 35,000 sq. ft./hour. The two 25" models have variable speed, allowing for a denser hole pattern at slower speed where needed. Both have only eight tines for remarkably simple service.

Please see our ad on page 8 or contact us at Booth #10168; visit billygoat.com.

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EXPOelite Boxer—The Boxer 525DX compact utility loader is Boxer’s solution to meet federal government Tier 4 Final EPA emission regulations for diesel engines, replacing the Boxer 532DX. The 525DX features a redesigned hydraulic package, providing smoother drive controls and improved simultaneous functionality. Additionally, the Boxer 525DX features improved protection of the radiator and hydraulic oil cooler components—a pushbutton machine pressure relief valve to easily couple hydraulic-powered attachments to the high-flow auxiliary remote couplers and increased track adjustment length to extend usable track life.

The Boxer 525DX is the only compact utility loader on the market to offer a hydraulically expandable undercarriage, allowing the operator to expand or retract the undercarriage for passages as narrow as 36" (92 cm) wide, then expand back for increased stability while in operation. The unit also features dual remote auxiliary outlets to operate more complex attachments that both rotate and swing, such as a hydraulic angling broom or power box rake, dozer blades and stump grinders.

The many features and benefits of the Boxer 525DX include more than 50 available attachments, a hydraulic float feature makes leveling work easy and a crawl valve that allows the operator finite adjustment to place hydraulic output where needed. A simple rotary valve on the operator’s console allows the operator to control oil flow between the drive and attachment to optimize attachment performance. The spring-cushioned operator platform provides improved ergonomics and attachment visibility resulting in improved operator comfort and reduced fatigue, while rubber tracks provide excellent tractive effort with minimal ground disturbance. The Easy-to-use, push-button, boom-mounted pressure relief block releases residual machine pressure to make hydraulic attachment connections quick and easy.

Please see our ad on page 35 or contact us at Booth #10142; visit boxerequipment.

Gold Eagle—Sta-Bil 360° Performance small engine formula is the first ethanol treatment that delivers corrosion protection above and below the fuel line. Designed to combat the corrosive properties of today’s ethanol-blended fuels, Sta-Bil scientists developed this innovative, alcohol-free product to deliver comprehensive corrosion protection to all metal parts of the fuel system, even those not covered by fuel. When added to fuel, Sta-Bil 360° Performance small engine formula releases a vapor inside the fuel system that coats all metal parts including the fuel tank, fuel sending unit, valves, carburetor, fuel injectors and intake manifold. With special qualities created for small engine equipment, the treatment delivers 360° protection, and now offers the industry’s latest technology featuring 5-in-1 engine performance boosting benefits, including: increased power, cleaning the fuel system, maximizes fuel economy, prevents ethanol damage and provides a smooth idle.

Sta-Bil 360° Performance small engine formula is recommended for use at every fill up and during off-season storage for ultimate year-round protection against the damaging effects of ethanolblended fuels. Sta-Bil 360° Performance small engine formula is safe to use in all gasoline engines, including 4- and 2-cycle engines, and safe to use in all gasoline blends from ethanol-free gasoline to E85. Gold Eagle Co.’s Sta-Bil brand is the category leader in fuel stabilizers and has been recommended by more than 125 OEMs around the world. In addition, the company produces private label fuel stabilizers for small engine OEMs, including Honda, John Deere and many more.

Please see our ad on page 29 or contact us at Booth #8172; visit goldeagle.com.

Heftee—For more than 15 years the Heftee 4000 has been the lift of choice for technicians working on the largest riding mowers and commercial turf equipment. It safely accommodates equipment up to 87" wide, while lifting up to 4,000 lbs., to six ft., in less than a minute. It is ideal for shops short on floor space, with no special installation required; it operates on 110V power. Technicians stand comfortably with unrestricted access to service areas, no longer laying on cold concrete floors in awkward positions to perform under-equipment jobs. Complete with jacks, boom, extensions for completing virtually any repair job, the Heftee 4000 is freestanding for easy relocation within the shop and features a ramping system that eases loading and unloading of equipment.

Heftee’s single-mast design gives unrestricted access to the equipment. There are no crossbars or twisting cables, and the jacks, booms, support arms, and easily adjustable work platforms all integrate with the lift.

Making hard-to-service equipment easy to service is our business. Any lift can lift.

Heftee lifts are equipped with unique features that enhance service. The technician can focus on repairing hard-to-service turf equipment and utility vehicles better, faster, safe.

Please see our ad on page 46 or contact us at Booth #8200; visit heftee.com.

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EXPOelite Honda Power Equipment—Honda Power Equipment, a division of American Honda Motor Co., Inc., based in Alpharetta, Ga., and its operating unit, Honda Engines, will have a dynamic presence at GIE+EXPO 2015. At the Honda company trailer on display in the outdoor exhibit area, the Honda Power Equipment team looks forward to discussing the new HSS snow blowers. The new HSS724, HSS928 and HSS1332 two-stage models deliver superior performance and enhanced control and handling for both residential and commercial users. Introduced in August, the all-new HSS Series of premium snow blowers for North American and European markets were designed with an emphasis on quality, reliability and ease of use. The new HSS724A, HSS928A and HSS1332A two-stage models deliver superior performance and enhanced control and handling for both residential and commercial users. The HSS snow blowers are being manufactured domestically at Honda Power Equipment Mfg., Inc. (HPE) in Swepsonville, NC, using domestic and globally sourced parts, allowing for increased flexibility to meet customer demand. The Honda HSS snow blowers, feature a host of innovative design elements that contribute to simplicity of operation, superior snow removal and exceptional quality—all with a central focus on performance that delivers. Ten all-new U.S. HSS snow blower models, each equipped with dramatic enhancements, are replacing the existing HS Series snow blower model counterparts.

Please see our ad on page 5 or contact us at Booth #3118; visit hondapowerequipment.com.

Kymco—The UXV 500i G is the ultimate mobile power station with a fully integrated 5kW generator combined with an integrated safety system, a Kymco exclusive, with a GFCI safety circuit breaker, making all the power you’ll ever need— right to where you need it. Fire up your power tools, security lighting or service equipment on the job site during the week or any electrical appliance to make the most rustic campsite or hunting spot a civilized weekend retreat. Full digital monitoring and industry leading automatic electrical load compensation gives you smooth power delivery under the most demanding conditions. The UXV 500i G’s reliable, powerful DOHC 499cc liquid-cooled EFI engine fires to life at the push of a button in any climate or altitude, promising consistent, efficient power. Check out your vehicles status at a glance with the backlit multi-function digital display.

Kymco’s automatic CVT transmission with low, high, neutral and reverse gears is easy to operate and puts instant power and torque to the maintenance free sealed shaft final drive. Shift on the fly between 2WD and 4WD, traction helps conquer tough off-road conditions while rear differential lock is a flip of a switch away for the most extreme offroad conditions. With class leading independent front and rear suspension and a wider more stable stance, the UXV 500i G can take you anywhere you’ll need to go with comfort and confidence.The ultimate solution when you need a multi-passenger, multi-purpose vehicle on the job site or riding the weekend trails, this UXV 500i G is packed with all the features you demand but without the price.

Please see our ad on page 25 or contact us at Booth #225; visit kymcousa.com.

Masport—Masport is once again exhibiting at the GIE Expo in Louisville. Introduced in the USA for the first time in 2012, Masport, a household name in New Zealand and the winner again in 2015 of the “Most Trusted” gardening products category of the New Zealand Reader’s Digest consumer judged awards. Masport has steadily grown its USA dealer base in the past 4 seasons. Masport is a leading manufacturer of lawn and garden outdoor power equipment in both New Zealand and Australia and has a proud engineering history dating back 105 years. It has an extensive range of rotary and cylinder gasoline walk behind mowers, as well as gas shredders, edgers and cultivators. Masport products are sold in 45 countries around the world, including the UK and Ireland.

The IDN distributor network consisting of Power Distributors and Mid West Engine, in the U.S. and Power Source Canada, in Canada, distribute Masport’s range of consumer outdoor power equipment to servicing dealers across North America. Masport is a “dealer only” brand in North America and is ideally suited to this form of distribution as its products are feature rich and of high quality. Masport Mowers are available in various cutting widths and are powered by Briggs & Stratton engines. Masport mowers mulch, catch and side discharge, feature aluminium and steel decks, ball bearing wheels, single lever height adjustment and a unique handle lift system for ease of emptying the grass collected. Masport’s premium aluminum 4’N1 walk behind mower, the “Genius”, has an extra chipper blade as well. As branches are chipped they are fed back into the catcher for spreading as mulch. At this year’s GIE+EXPO Masport will add to their existing line-up, an 18" side discharge only model as well as expanding its range of 21" steel decked rear baggers to now include a variable speed version.

Please see our ad on page 36 or contact us at Booth #10180; visit masport.com.

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EXPOelite OPEI—Created by the Outdoor Power Equipment Institute (OPEI), the “Look Before You Pump” campaign, continues to educate consumers about blended fuels in the marketplace and the dangers of mis-fueling. To help the industry better educate consumers and employees about ethanol issues, OPEI set up an online education resource center. There are a few ideas for things you can do utilizing campaign materials available through the education portal at: TinyURL.com/EthanolEducation. Registration and downloads are free, like the dealer fact sheet, which can be printed out and posted on your employee break room wall. Use the Look Before You Pump logo in your employee newsletter, on customer marketing materials, on your website, or on your social media channels. If posting the logo online, include a link to www.LookBeforeYouPump.com.

Download, print and display the counter poster and accompanying information card (rack card) near outdoor power equipment displays so people connect the message with small engine equipment. Share a post about the Look Before You Pump campaign with consumers through your company website, blog or Facebook page. The copy is available for free download as a Microsoft Word file and written for consumers. Download and share an infographic about the campaign on your business Facebook, Twitter or LinkedIn feeds. Contact radio stations or television stations in your community about using the public service announcements for the campaign. You can download the files for free from the portal. Some of these materials can be customized with your logo, printed and shipped to you for a fee. All electronic downloads are free.

Please see our ad on page 47 or contact us at Booth #235; visit opei.org.

Silvana—Shop owners, the Triplematic automatic chain sharpener has been met with rave reviews from early customers and here are a few reasons why: it’s easy to use, frees up more time, allows faster cutting, the chain sharpens sharper than new, handles stiff chains and is realistically priced.

The Triplematic grinds the cutting link at three key points, cutting edge, raker and gullet. The result is a razor-sharp and faster-cutting chain. Additionally, the Triplematic is a potential profit-center for shop owners to be able to effortlessly and tirelessly sharpen chains like never before for their customers. The new Triplematic is value-packed with standard equipment, features and innovations that include a stand, link counter, 110V to 12V converter pack and a new air-powered system to stretch the chain for absolute precision sharpening. The Triplematic is engineered to perform, built to last and priced to repay the investment many times over its extended service life. We back it up with a guarantee and service promise you can count on, 100%. At GIE+EXPO, we will have a “Super GIE show special”, come visit us for more details and to see our full range of Markusson chain sharpeners.

Please see our insert or contact us at Booth #561; visit chainsharpening.ca.

Star Tron—Carbon deposits can occur in all engines, even those that are meticulously maintained. However, small gas-fueled engines are most prone to carbon deposits. Possible causes of deposits include worn spark plugs, bad timing on DFI engines or intake valves exposed to unburned fuel. In fuel injected and carbureted engines, deposits form because fuel begins to evaporate as it passes through fuel ports. Engines that are powered by ethanol fuels or run for extended periods of time at idle speeds are especially prone to deposits.

Once carbon deposits are present on rings, valves or in ports or combustion chambers, they continue to grow in size, reducing performance and fuel economy. These deposits form slowly, so it can take a while before the results become obvious. However as they build, engines lose power, become less fuel efficient and begin to be difficult to start or run rough, possibly even stalling if not kept above a fast idle.

Star Tron Carbon Eliminator+ combines leading-edge carbon removal compounds with a proprietary blend of enzymes to blast away even the toughest carbon deposits. Carbon Eliminator+ is easy to use, simply spray it into the carburetor or air intake while the engine is running to see immediate results. It cleans valves, rings, ports and combustion chambers, and can be used at the start of each season or as needed to restore power and fuel efficiency as well as to keep engines running clean and strong.

Please see our ad on page 39 or contact us at Booth #10159; visit starbrite.com.

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EXPOelite Stihl—Join Stihl at GIE+EXPO for an exclusive dealer event, tips for success from a renowned expert, new product announcements, and of course, beer and brats! The Stihl festivities kick-off with the Dealer Day Keynote Lunch sponsored by Stihl Inc. and Gravely at 1:00 p.m. Lunch includes a session with Steve McClatchy, training consultant and author of The New York Times bestseller “Decide” on how to work smarter, reduce stress and lead by example. This event is $25 and includes a box lunch. Registration is required, visit GIE-EXPO.com to register.

Stihl also welcomes you to the dealer-exclusive Oktoberfest event at the Stihl booth Wednesday night from 3:00-7:00 p.m. Enjoy refreshments, a special presentation, preview the new Stihl products and one lucky Stihl Oktoberfest attendee will win $5,000! You must be present to win.

Please see our ad on page 2 or contact us at Booth #5074; visit stihlusa.com.

Sunbelt—Sunbelt Outdoor Products is committed to being your first choice for quality outdoor power equipment parts and accessories. We offer a wide range of parts for a variety of outdoor power equipment, for almost every major brand. Whether it’s a push or walk-behind mower, lawn tractor, string trimmer, stick edger, chainsaw, utility vehicle or all-terrain vehicle, Sunbelt has the parts that your customers need when they need them. We also offer an extensive line of arborist products and accessories. Our knowledgeable and friendly customer service staff is ready to provide immediate answers to your most challenging inquiries so that you can meet your daily business needs.

Sunbelt is strategically located to get you the parts you need, when you need them. Our nine distribution warehouses are strategically located to offer next day delivery to most of our U.S. dealer network, getting those must-have parts to the end-user fast! We provide same day shipment for all orders received before 4:00 p.m. EST. If your part is not in stock and is placed on backorder, it will be shipped as soon as the product is available. Call and tell us how we can help you and your business. We want to be your partner!

Please see our ad on page 45 or contact us at Booth #7010; visit aiproducts.com.

TD Retail Card Services—With strong partnership support from over 29 manufacturers in the lawn and garden power equipment industry, the Yard Financing Program from the TD Retail Card Services division of TD Bank N.A., offers multiple payment options for consumer and commercial customers at more than 4,000 dealers throughout North America. In response to manufacturer and retailer demands, the Yard Financing program has evolved over the years into an extensive and affordable suite of financing solutions designed to build sales and customer loyalty at outdoor power equipment dealers of all sizes. Consumers can apply for the Yard Card, while commercial customers are eligible for Yard Card Plus.

“Yard Financing will grow your business by enabling you to offer flexible payment options to both your consumer and commercial customers,” says Michael Lupo, Vice President, merchant relations at TD Retail Card Services, which ranks among North America’s largest private label credit card companies. As revolving private label credit card programs, Yard Card and Yard Card Plus offer a variety of promotional financing options for consumer and commercial accounts. These options are specifically designed to facilitate purchases of high-ticket new and used equipment. The cards can also be used for parts and service at participating lawn and garden dealers. “Yard Financing’s credit card programs create loyalty and repeat purchase opportunities by providing your customers with a dedicated line of credit and your store’s name embossed on the card,” adds Lupo.

Please see our ad on page 41 or contact us at Booth #8164; visit TDRCS.com/Yard.

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EXPOelite Tillotson—Tillotson, one of the oldest names in carburetors, has launched a new power products division, starting in the U.S. with a new line of portable generators. The Tillotson Power Products line feature five models at three power levels: 4500W peak/3500W rated (gasoline and gasoline/propane); 7500W peak/6000W rated (gasoline and gasoline/propane) and 10,000W peak/7500W (gasoline). The generators incorporate a modified racing engine rated at 2000+ hours into a full featured product that boasts square steel frames for enhanced stability and durability; heavy duty drop handles and large run-flat tires for easy mobility; electronic run time meters for monitoring engine service life; covered electrical outlets to protect against moisture; low oil automatic shut off to prevent engine damage and an easyon keyed electric starts with recoil option to make starting safe and easy. The gasoline models also feature a remote control start and the dual fuel models offer the convenience of running on either gasoline or a standard propane tank.

Tillotson plans to distribute the generators primarily through specialty dealers and select regional outlets rather than traditional big box stores. “Our generators are designed to offer a full range of features to appeal to customers who use generators regularly or who want maximum flexibility in a portable unit,” says Charles Demirjian, President of Tillotson Power Products. “We've relied our 100 years of experience in designing fuel systems for all the major engine companies to make these the best generators on the market. We developed the line with the help of the championship Tillotson Racing division to provide maximum performance, design and function.”

The generators are upgradeable to Tillotson’s new Tillotson TCT fuel system technology. This new technology can enhance engine stability, improve fuel economy, increase power and torque and reduce emissions. The new system is pending EPA approval and is expected to be available later this year for all models.

Please see our ad on page 33 or contact us at Outdoor Booth #6251; visit tillotsonpower.com.

TriLink—At TriLink Saw Chain we believe that quality is the key to success. Our guide bar and saw chain factory is ISO 9001:2000 certified. This certification gives our customers the confidence that they are buying from a company that is committed to providing quality products and services.

TriLink Saw Chain also offers a complete line of professional saw chain as well as low kickback saw chain that has been tested, approved and listed by Underwriter’s Laboratories to meet all standards for low kickback chain in accordance with the American National Standard Safety Requirements (ANSI B175.1) for gasoline powered chain saws. Our manufacturing facilities are audited quarterly by Underwriter’s Laboratories to maintain this listing and your confidence in our products.

In an effort to enhance cutting performance and chain life, TriLink Saw Chain introduced our Centri-Lube oiling system. Centri-Lube saw chain has a specially designed channel in each drive link that picks up oil from the bar and distributes it to the rivets that act as bearings on a chain. As the chain travels around the bar tip and drive sprocket, centrifugal force moves the oil up this channel and distributes it to the rivets in each link. This reduces friction and heat build-up in the chain and guide bar thereby increasing cutting performance and chain life. Your chain lasts longer and the job’s done faster.

Please see our ad on page 42 or contact us at Booth #334; visit trilinksawchain.com.

Yamaha—The Yamaha EF2000iS is a quiet, lightweight, fuel-efficient generator designed and engineered to meet outdoor power needs from personal and professional work sites to OHV staging areas and hunting camps.

Weighing only 44 lbs., this mobile unit can produce up to 2000 watts of power– plenty for air compressors, power tools, heaters, lights and more.

When more power is needed, two units can be connected in parallel to provide a maximum 30 amps of power and run air conditioners and larger appliances. Versatility is matched by efficiency, running for up to 10.5 hours on a single gal. of gas. And while power is the priority, Yamaha also designed this inverter to be quiet. The EF2000iS is fitted with Yamaha’s most technologically sophisticated muffler with a USFS-approved spark arrestor, a smart throttle and noise block technology producing excellent noise reduction at 51.5—61dBA. The EF2000iS includes many features not available on competitive units, including a fuel gauge, an auto-warm up feature that helps cold starting and an independent fuel petcock, which allows users to shut off the gas to run the carburetor dry preventing stale gas problems and carburetor cleaning and repair. The same high quality engineering and technology that goes into all Yamaha ATVs, motorcycles and outboard motors is built into Yamaha’s leading line of generators.

Please see our ad on page 7 or contact us at Booth #368; visit yamahamotorsports.com.

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POWER EQUIPMENT TRADE

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EXPOelite Jungle Jim’s—Jungle Jim’s has developed a utility box that enables both the driver and a passenger to have all of the necessary equipment on both sides of the trailer, rather than having to walk to the other side of the trailer to gain access to equipment. Blowers and trimmers can be refueled, started and unloaded all from the resting position in the racks. Once mounted on the top trailer rail, the generous clearance from the bottom of the basket enables the user to occupy the full space of the trailer floor by placing the mower(s) under the basket. The adjustable legs on the bottom of the basket make the Trailer Mate Pro highly adjustable to fit inside trailer widths from 4'10" to 6'11".

The Trailer Mate Pro gives the ability to store two backpack blowers on the ends of the basket with support brace to hold blower tubes, up to three trimmers/edgers, an air tank, up to four gas tanks, trimmer line spool, a water cooler and other items. One heavy duty aircraft cable and three padlocks secure all of your equipment (padlocks not included). An optional tool rack can be added to the front of the basket to allow storage for up to five yard tools.

Please see our ad on page 46 or contact us at Booth #9128; visit junglejimsap.com.

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OFFICIAL ON-SITE BALLOT 2015 Dealers Choice Awards Ballot Visit these GIE+EXPO 2015 exhibitors to see the latest in dealer products and technology, and vote for your favorite product in each category!

ACCESSORIES/ATTACHMENTS

WHEELED

❑ GDI VersaGuard Console—Booth 10086

❑ Bob-Cat XRZ Pro—Booth 3052

❑ Handy Deck Hand—Booth 490

❑ Toro SnowMaster—Booth 7148

Controls, monitors and displays the status of equipment operating and safety systems Provides extra working height you need to work smarter, not harder.

❑ Star-Tron Carbon Eliminator—Booth 10159

Combines leading-edge carbon removal compounds with a proprietary blend of enzymes

❑ Sta-Bil 360˚ Performance—Booth 8172

5-in-1 performance-boosting benefits, while providing fuel stabilization

❑ B3C Fuels Multi-Shield 360—Booth 4004

Protects most surfaces from rust, corrosion, water, UV rays

HANDHELD ❑ Husqvarna 525LS Landscape Trimmer—Booth 9094

Powered by an X-Torq engine, reducing exhaust emission, increases fuel efficiency

❑ Dewalt Brushless Backpack Blower—Booth 5114

40V Max, gas performance guaranteed, generates up to 450 CFM of air volume at 140 MPH

❑ Stihl BR 450 C-EF Backpack Blower—Booth 5074

63.3cc, worlds only backpack blower with instant electric start

INDUSTRIAL/ENGINE ❑ Briggs Vanguard Big Block EFI—Booth 7104 Closed-loop EFI system, comes in 33, 35 or 37 HP

❑ Kohler Command Pro EFI Engine—Booth 7176

Zero-turn, Turfdeck cutting system, twin hydrostate transaxles, powerful Kawasaki engine Defies definition combining the best features of snow-removing technology in one easy-to-use time saving machine

❑ Little Wonder Monster Truckloader—Booth 3052

10-yard capacity hydraulic lift container, comes in choice of 35 HP Briggs & Stratton Vanguard gasoline or 36 HP Yanmar diesel engine

❑ Billy Goat 30" Hydro Aerator—Booth 10168

State of the art hydrostatic drive, patent pending VAD, Flextech arms and in-ground turning

❑ Ferris Soft Ride SRS Z2—Booth 5052

Zero-turn, ergonomically designed, stand-on, precision-engineered for superior maneuverability, stability and traction

RECREATION/ATV ❑ Polaris New Brutus Models—Booth 468

Side-by-side vehicle, Tier 4 compliant, 24 HP Kohler diesel engine

❑ Kymco UXV 500i G—Booth 225

Utility vehicle with fully integrated 5kW generator, 499 cc liquid-cooled EFI engine

❑ Gravely Atlas JSV—Booth 720

Job site vehicle with 1,900 lb. payload, 2,000 lb. towing capacity, speed of up to 35 MPH

BUSINESS MANAGEMENT SYSTEMS ❑ ARI Premium Directory Management—Booth 284

824cc, Kohler’s most fuel efficient commercial engine

Ensures all dealers information is accurate and consistent across all premium online directories, maps and navigational apps

❑ Case Skid Steer SV280—Booth 7216

❑ Ideal Computer Systems Mobile App—Booth 376

74 HP, Tier 4, 3,000-hour complete factory warranty

❑ Avant ATA 1200 Artificial Turf Maintenance—Booth 2084 Innovative technology will keep your artificial turf surface maintained and cleaned

❑ Rogers Sprayer—Booth 8036

New 50 gal. skid frame, light and easy to move

Fully-integrated with the Ideal dealer management system and works on most Apple or Android devices Power Equipment Trade Dealers Choice Awards Rules: ● Voting is for power equipment dealers and their employees only ● All qualified voters are entered in a $100 cash drawing

Name_______________________________________________________________________________________________ Dealership Name _____________________________________________________________________________________ Phone _______________________________________ e-mail ________________________________________________

Please Return Ballot To Power Equipment Trade Booth 9038 by 10 a.m., October 23 Winners Announced noon, October 23 in the Dealer Resource Pavilion

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Star Tron Facility Builds On Quality Plus, longer production runs add to plant efficiency.

MONTGOMERY, Ala. fter shipping millions of bottles of its popular Star Tron fuel additive that fights the negative effects of ethanol-blended gasoline in small engine performance, parent company Ocean Bio-Chem Inc. (OBCI) continues to introduce new products while pursuing product quality and operational efficiency at its Kinpak Manufacturing and Star brite subsidiaries’ state of the art R&D, manufacturing and distribution facilities in south central Alabama.

According to Plant Manager Anthony Hale, “Every year we do a lot of capital projects, and we’re constantly making improvements in the operation.”

The company dates to 1973 when it was founded around a single product, Star brite Auto Polish, a highly successful accessory made famous not only because of its performance, but also the memorable “Junkyard Test” commercials where an automobile selected from a junk yard was transformed into a vehicle of beauty in minutes.

A full product line of Star brite automotive appearance products expanded around the polish, and over time a wide variety of products were developed for the marine market as well. Star brite went public in 1981 and changed its corporate name to OBCI in 1984. The company continues to do business as Star brite, which operates as a wholly-owned subsidiary that provides sales, marketing and administrative functions.

In 1996, OBCI acquired Kinpak, Inc. and its fully automated manufacturing and distribution facility, located on a 20-acre site in Montgomery, Ala. The

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The automated Kinpak facility has the capacity to fill containers up to 55 gal. at a speed of up to 120 GPM.

The facility also features in-house quality control testing and R&D.

wholly-owned subsidiary provides manufacturing and worldwide distribution services for Star brite branded products as well as numerous private-label products and contract manufacturing and packaging for third party companies.

The Kinpak facility’s 300,000 sq. ft. manufacturing, blending, packing and distribution center features a 500,000

gal. tank farm plus an additional 1.2 million gal. off-site tank farm, as well as a fully-equipped R&D laboratory and quality control center that performs quality audits for each phase of the production process.

The plant features 300,000 gallons of blending capacity plus multiple blowmolding machines that can produce custom PVC and HDPE bottles in various colors and shapes. There are 10 fully-automated high-speed liquid filling lines, pail lines, one drum filling line, bulk load filling lines, plus grease filling lines capable of filling containers from 4 oz. to 55 gal. at speeds up to 120 GPM. Introduced in 2005, Star Tron fuel additive was the first enzyme-based product on the market. According to Hale, plant personnel are constantly monitoring product quality.

“We’re taking and testing samples at every step of the process starting with raw material delivery,” he says. “We do a physical analysis at every step, including a number of analyticals, to determine that product quality measures up.”

Hale notes that historically the plant has handled multiple, smaller production runs, but the popularity and success of the Star Tron line has meant longer runs that increase plant efficiency.

Finished goods are secured by automatic case packers, case sealers and palletizers. In addition to a line of truck loading docks, the facility has a rail spur capable of handling 20 railcars.

Kinpak’s off-site facility is a five-acre marine terminal on the Alabama River for accepting shipments of raw materials by barge and rail.

Noting that many of the fuel additives on the market simply add alcohol to solve what it essentially an alcohol problem affecting engine performance, Hale exclaims “We’ve always believed PET there was a better way.”

POWER EQUIPMENT TRADE

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DEALERvoices

Manufacturers: The Visible Hand In Every Dealership Transaction

BY LANCE FORMWALT

M

ost owners considering the sale or purchase of a business enter the process thinking there will be two parties at the table: buyer and seller. Unfortunately, for equipment dealers, the rights of manufacturers in dealer agreements mean that it usually takes three to tango.

Like it or not, your dealership is tied to your manufacturers, including the decision of how, when and to whom you sell. Almost all dealer agreements with a major manufacturer (and most shortlines) include language requiring you to get consent before selling your dealership or any ownership interest in your dealership.

Because manufacturers have a contract right to be involved in the transfer, it is important to understand the process and your legal rights.

Process There is no definite right or wrong process to follow when dealing with your manufacturers. Your approach may need adjustment depending on your manufacturer’s own approval process and your rights under your state fair dealership law. However, there are usually at least three key process elements involving manufacturers when dealerships are transferred.

The Preliminary Survey: What does my manufacturer think of me? In this era of dealer consolidation, most buyers are owners of other dealerships. As a result, a recommended first step for a dealer interested in expanding is a conversation with your manufacturer to determine if they consider you a viable candidate for buying another dealership.

Some manufacturers may proactively approach dealers about growth, but don’t hesitate to initiate the process.

If a manufacturer doesn’t view you as someone that will be allowed to add

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dealerships (or ready to add dealerships), it will save you time and effort to learn that upfront rather than after negotiating a deal with a seller.

Information: What information can the manufacturer provide about the selling dealership? Manufacturers can be an information resource in a buyer’s preliminary due diligence. For buyers, receiving information from a manufacturer may provide comfort by confirming the accuracy of information in the seller’s records. For sellers, manufacturer participation in the process may save time in the due diligence process, but sellers should implement the following before information is shared by the manufacturer.

Manufacturers will usually require you to give permission to disclose your information to a potential buyer. When doing this, be careful to specify what types of information may be disclosed and perhaps specifically identify some things you do not want disclosed. For example, you may want the manufacturer to disclose market share information, but you may not want the manufacturer to tell the buyer your market share goal (or share correspondence relating to a failure to meet that goal).

Only grant permission to disclose information after you have a confidentiality agreement signed with your buyer.

The business plan. Most manufacturers will require the buyer to submit a business plan before approving a transaction.

Although this plan may not be reviewed until a purchase agreement is negotiated with a seller, it is important to ask your manufacturer about its business plan requirements (and template, if available) and timing once you’ve reached agreement on price and other key terms with the seller. Once a deal has momentum, you don’t want to slow it down because you’re behind in completing your business plan.

Here are some additional factors to consider:

Legal Rights Despite the broad rights manufacturers require in dealer agreements, dealers in many states have protections relating to dealer transfers in their fair dealership laws. Understanding these rights is important. These laws contain several types of protections relating to the dealer transfer process.

Timing for Approval Many states require manufacturers to respond to a dealer transfer request within a specific timeframe (usually 30-90 days).

The time period may not start until the manufacturer has key information about the buyer so timely completion of the business plan becomes even more important.

Reasons for Withholding Approval If a manufacturer rejects a transfer, it must often give all the reasons why the transfer was rejected. This will give you a chance to address the reasons or may provide a basis for challenging the legality of the manufacturer decision.

Standard of Approval Some fair dealership laws prevent manufacturers from “unreasonably” withholding consent to a transfer.

Conditions of Approval Manufacturers may try to require buyers to drop a line of equipment produced by another manufacturer. This type of condition will be prohibited by some fair dealership laws.

Adding a third party to your sale negotiations will inevitably complicate your transaction and may be frustrating.

The good news is that an understanding of the process and your legal rights in advance will help set your expectations accordingly and hopefully make the PET process go more smoothly.

Lance Formwalt is a member of the Equipment Dealer Practice Group at Seigfreid, Bingham, Levy Selzer & Gee, P.C. The firm also serves as legal counsel to the North American Equipment Dealers Assn. and general counsel for the Western Equipment Dealers Assn. Lance may be contacted at lancef@sb-kc.com; 816-265-4106.

POWER EQUIPMENT TRADE

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There’s More Money In Service Activity Solid steps to increase your service department’s profitability.

BY JOHN WALKER

Y

ear after year we continue to read the cost of doing business studies for all types of equipment dealerships. Year after year we continue to see average shop losses running in the area of six figures and we continue to ask “why?”

Is it because the typical dealer’s background is sales oriented? Is it because the manufacturer typically neglects to

attitude toward service. It is the equipencourage their dealers to market their ment dealer’s last opportunity for (exservice? Is it because too many dealers tremely) high profitability. take a negative approach to increased How many times have you heard service sales, because they don’t want yourself or your fellow to hire more technicians dealer make a comment who will need expensive It is time to wipe such as: Margins are training, or have to indeclining dramatically crease the overall size of out the red ink in our equipment and the dealership, or have to your service depart- on now the manufacturers market the dealership’s ment and improve service with the same are cutting our parts marenthusiasm and intensity gins; there is absolutely the dealership’s that is required in marketnothing we can do about overall profitability. ing equipment? it! It is time to wipe out the red ink in your serWe can continue to vice department and improve the dealerthink negative about our service departship’s overall profitability. ment opportunities or we can do the Here are some specific steps to conreverse and take a completely positive

Realizing profit in the service department helps dealerships combat shrinking margins on wholegood sales.

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sider in order to make your turn around.

First, set up your shop as an individual profit center, a department that covers all of its expenses and has a chunk left over for the dealership. Then, eliminate all of your shop internal sales, most internals are nothing more than sales discounts anyway, discounts that they did not earn.

Look at your shop’s percentage of contribution to total dealership sales. Whatever it is, determine what is needed to increase this contribution by 5% to 7%.

If your shop is not flat rate, consider doing so. Analyze your shop and individual technicians’ service billing efficiency. Figure your service department’s gross profit. If it is running at 50% to 55%, figure out your increased profitability of an additional 5% to 10%.

Last but not least, if you are not interested in flat rate, take a long hard look at your hourly labor rate. Don’t look at your labor rate through the eyes of the sales department. Don’t look at it from the standpoint of what is being charged down the street. Look at your own labor rate on the basis of what you must charge to make an acceptable profit on your overall shop investment.

Equipment dealers are paying a premium for qualified technicians both

Your labor rate should be a reflection of what you must charge in order to make a profit in your overall shop investment, nothing else.

now and in the future. It is simply supply and demand. If your labor rates do not increase accordingly, how will you cover the cost of increased technician wages? Consider the plumber or

the computer service technician. Look at the equipment your technicians are servicing. With every passing year this equipment gets more and more technical and complicated.

Plan your labor rate increases. Why not consider something simple like a $2.95 an hour increase every six months? Sound reasonable? Many equipment dealers raise their labor rate once every three years. It is far better to do it on a quarterly or semiannual basis than it is to make a $15 to $20 dollar increase after five years of no increases, after suffering a tremendous loss of profitability over those years.

Whether your dealership is a million dollar operation or a multimillion dollar operation, the ideal situation is when additional expenses can be kept to a minimum. By doing this, the additional profitability drops to the bottom line of PET the dealer’s financial statement.

John Walker is President of Aftermarket Services Consulting Co., an international training and consulting company working with manufacturers, dealers and associations in parts and service marketing, managing and merchandising techniques. FContact AMS, P.O. Box 541, Fort Mill, SC, 29716; e-mail: amsconco@aol.com; visit amsconco.com.

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SHOWroom Kioti CK2510 HST

Kioti CK2510 HST tractor featuring a Daedong eco-friendly tier 4 diesel engine, high/low speed ranges and a 24.5 HP engine, provides a powerful, yet environmentally friendly, option for operators of the low-maintenance Kioti CK10 tractor series. Along with a quiet, low vibration experience that is a trademark of the CK10 series, the Kioti CK2510 HST engine meets the strictest requirements for tier 4 compliance, while improving fuel efficiency and increasing output. Outfitted with standard 4WD, single-level joystick, foldable ROPS and an adjustable 3-point hitch, the Kioti CK2510 HST delivers rear PTO speeds of 540 RPM, as well as a 1,2013 lb. lift capacity. Additionally, the CK2510 HST utilizes a performance proven, heavy-duty HST that delivers power smoothly and efficiently. A single directional pedal allows speed and direction changes without clutching or shifting. The Kioti CK2510 HST can be augmented with the Kioti KL2510 front-end loader, KB2465 backhoe and a variety of tillage, hay tools, 3-point equipment and mower and cutter implements.

Call 877-465-4684; Visit kioti.com.

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Slush Plow The only way to clear slushy sidewalks, walkways and driveways is to shovel, which is time consuming and back breaking work. The Slush Plow can easily be angled right or left and is simple to install and remove.

With the Slush Plow these jobs can be done quicker and safer than with a shovel. Available in four sizes, 30", 34", 38" and 48" widths, all sizes will fit two stage snow blowers (except Honda). Made of heavy duty Type II PVC with a replaceable rubber squeegee that won’t damage surfaces. The plow blade comes with a lifetime warranty! Stop shoveling slush with the Slush Plow!

Call 855-245-PLOW; visit slushplow.com.

Great Day Tractor Tool-Tray Anyone who has ever spent time on a tractor or lawnmower understands the need to have quick access to hand tools. With Great Day’s new universal-fitting Tool-Tray, tools are only an arm’s length away. The Tool-Tray is ideal for carrying hand tools such as wrenches, hammers, chains and hitch pins. It is also large enough for a small cooler or tool box. The Tool-Tray basket measures 24" x 10" x 10" and attaches securely to the tractor or lawnmower’s roll-bar.

The frame of the Tool-Tray is constructed of heavy-duty air-

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SHOWroom ter the machine is shut off: that helps ensure an easy start the next time you need to mow the lawn. You can also manually put the brake on any time you want with the push of a button.

Call 888-384-9939; visit toro.com/z.

Wright 72" Stander ZK Wright introduces a 72" model to its growing line of Stander ZK mowers.

You will now have the choice of three

Aero-Core deck sizes—52", 61" and 72". The 72" Stander ZK’s wider cut,

craft aluminum and enclosed with ¾ in. raised expanded aircraft-grade aluminum. The unit is finished with super-strong, rust-proof powder coated enamel. It also includes a leveling mechanism to adjust to roll bars that are not perfectly vertical. The attachment bar expands from 25" to 45" to fit all category tractors that do not have cab enclosures.

Call 866-649-1918; visit greatdayinc.com.

Toro SmartPark

The new steering wheel operated Toro TimeCutter series zero-turn tractors now feature the exclusive SmartPark braking system. When the operator steps off the mower, the SmartPark system automatically sets the parking brake and turns off the mower blades, while keeping the engine running. To continue mowing, the operator simply gets back on and quickly taps the speed control pedal to release the brake. If you turn off the mower, but forget to put on the brakes, the system automatically engages the parking brake five seconds afPOWER EQUIPMENT TRADE

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SHOWroom push-button deck lift, powerful engine options, mowing speed of 12.5 MPH, and fully independent left/right hydro systems all contribute to the mower’s improved productivity. Reinforced wheelie wheels and elastomer bumpers for progressive ride control help the mower hug the ground on all types of terrain. Its short overall length makes this mower more maneuverable than any mid-mount Z. The only critical in-season maintenance points are engine oil and blades, and there are no grease fittings. The big 17.5 gal. fuel tank eliminates the need to carry extra gas, and the mower’s light weight and compact footprint makes trailering multiple units easier. The rugged Aero-Core deck has air-tapered surfaces that eliminate clumping, and its airflow stands grass up for a uniform cut. The deck is equipped with anti-scalp rollers for smooth, even results, even on varying terrain. Recessed caster wheels reduce the turning radius and the compact footprint improves maneuverability and reduces the space required on the trailer. At GIE+EXPO, look over the 72" Stander ZK at the New Product Showcase. Wright mowers can be seen indoors at booth 3094 and test driven outdoors at booth 7624-D. Call 301-360-9810; visit wrightmfg.com.

LHD Machinery Dumpers LHD Machinery introduces the 4000, 4500 and 8000 series of skid-steer dumpers, a blend of a concrete buggy and front end loader technology that is sure to transform the productivity of any user. LHD 4000 uses simple intuitive con-

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trols, a strong engine, tough tracks, a large capacity bucket, compact design and small footprint to get its user in and out of even small backyard gates and gets the job done exponentially faster. The machine does not just haul and dump like most conventional buggies or tracked haulers, its self-loading shovel loads the bucket itself saving a workers time and effort. The LHD 4500 takes all the benefits of the 4000 model and includes a lift to dump loads up to heights of 6 ft. and then dump them into a truck bed or trailer with ease.

The LHD 8000 includes all the benefits of the 4500 model but adds a larger capacity bucket, .8 yards, and stronger engine with only inches added to the footprint. All 3 of the tracked dumpers include a powerful Honda engine and will help users accomplish jobs on their own that would normally take multiple people much longer.

Call 888-LHD-7472; visit LHDmachinery.com.

POWER EQUIPMENT TRADE

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SHOWroom Kubota M6 Series

lowing the operator to have more control with 24 gears in both forward and reverse. Each of the M6-Series tractors comes equipped with a multiple wet-clutch. Plus, when the Work Kruise is engaged there is no need for throttle adjustment.

Two loader options are available on the M6-Series including the LA1955 and the LA2255. The loaders have a maximum lift height of 145.7 in. and 161.4 in. and a lift capacity at pivot pin of 4,299 and 4,877 lbs., respectively.

Call 888-458-2682; visit kubota.com.

Husqvarna M-ZT61 EFI Mower Kubota Tractor Corp. introduces its new M6-Series, a line of four utility tractors that are performance-matched with Kubota’s full line of hay tools. The series includes the M6101, M6-111, M6-131 and M6-141, ranging from 82 to 114 PTO HP. Features on the M6-Series include a 24-speed power shift transmission, spacious 4-post cab and in-cab flow control for optimal rear hydraulic performance. Kubota’s new M6-Series tractors are designed for a variety of agricultural uses including hay production, dairy and cattle operations. The introduction of the M6 line further expands Kubota’s strength in the agricultural market, allowing its dealers to serve as a convenient, one-stop destination for Kubota quality tractors and hay implements. All M6-Series models come equipped with a 24-speed intelli-shift transmission. The transmission features an 8-speed powershift with high, medium and low ranges al-

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For large properties requiring professional performance and premium cut quality, the Husqvarna M-ZT series zero-turn mower lineup adds further depth in 2016 with the addition of a 27 HP fuel injected model. The new M-ZT 61EFI offers improved fuel economy along with increased performance and reliability. The intuitive operator interface, rugged 2 in. x 3 in. heavy-duty steel frame and commercial rated hydraulic system create the ultimate mowing experience. With a

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SHOWroom rugged fabricated steel deck that is mulch and collection capable, the M-ZT 61EFI is practical for all property maintenance needs, at an incredible value.

Call 704-921-6844; visit husqvarna.com.

First Stihl Electric Start Blower The Stihl BR 450 and Stihl BR 450 C-EF (63.3 cc) backpack blowers come packed with new features for operator comfort and convenience. In addition, the BR 450 C-EF model is the first professional Stihl blower equipped with an integrated instant electric start, designed to help pros save time and money on the job.

With the push of a button on the throttle of the BR 450 C-EF, the electric start technology allows professionals to start and stop the unit while wearing it on their back. No more idling while walking to the next job and no need to remove the unit to restart. The electric start is conveniently powered by an on-board battery that charges while the unit is running. These powerful blowers have user-friendly design elements that make them ideal go-to tools for everyday cleanup. Both feature: Newly designed telescopic tube adjustment that allows the user to quickly adjust the length for a variety of user heights and cleanup applications, Stihl Easy2Start for a simplified starting procedure and semi-automatic choke offer smooth, easy starts with a reduced chance of flooding, a toolless control handle allows each user to easily adjust to their most comfortable control handle position without the use of an additional tool and a comfortable design with large straps, a backpack pad and a soft rubber grip on the throttle come standard.

Call 800-467-8445; visit stihlusa. com.

GIE+EXPO 2015 Visit PET at Booth #9038 See You There!

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POWERworks 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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POWERworks OH, MI, IN, KY, TN, SC, NC, VA, W. VA, PA, NY, VT, NH, ME, MA, RI, CT, NJ, DE, MD, FL, GA, LA, MS, AL, AR, OK, TX, AK, WA, OR, ID, MT, ND, SD, MN, WI

Nationwide

Nationwide

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Western U.S.

Nationwide

Southeastern U.S.

4331

ND, SD, MN, WI, MI, IL

Nationwide

5417

3376

MN, WI, IA, ND, SD

Nationwide

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Nationwide

TN,GA,AL,NC,SC,S.VA,SE WV

DE, MD, NJ, NY, PA, VA, W.VA

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PFERD TOOLS FOR FORESTRY

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PETcetera Invention Improves Ways To Oil Bars, Chains

The entire firewood-processing machine is operated via a hydraulic system powered by an up-cycled six-cylinder, 90 HP diesel engine. It will advance a tree trunk, cut a 16 in. section and then split it into fire-ready logs.

The provisional application establishes a filing date for the invention with the USPTO. Haney now has one year to file a patent application. He will be working with the college to partner with interested entrepreneurs and other industry representatives to produce and market the new technology.

Interested parties are encouraged to contact SUNY Canton Grants Coordinator JoAnne Fassinger, 315-386-7951; email fassingerj@ canton.edu.

Neil Haney’s invention improves the way commercial grade chain saw bars and chains are oiled. Photos courtesy of SUNY Canton

PETevents

A State University of New York (SUNY) at Canton instructional support associate has invented a new and more reliable way to oil the bar and chain on commercial chain saws. Neil A. Haney came up with an idea for improvements while building a homebuilt firewood-processing machine.

The college and the SUNY Research Foundation assisted him with filing a provisional application through the United States Patent and Trademark Office (USPTO).

“Neil is one of the very first SUNY Canton faculty members to work toward patenting an invention through the Research Foundation,” SUNY Canton President Zvi Szafran, says. “His vision and innovation is exactly what we encourage at the college. He’s set a wonderful example for our students as future inventors.”

Haney says there are currently two other ways of delivering oil to the chain saw blade, but conventional methods require more maintenance than his solution. “The strength of this design is that you can adjust it to the flow you need and it should be bulletproof for years to come.”

His invention utilizes a positive displacement pump or generated rotor, commonly known as a gerotor, to provide the oil necessary to reduce friction and extend the life of the saw’s cutting parts.

Haney, who is an alumnus of the Automotive Technology program at SUNY Canton, has worked with the Powersports Performance and Repair program for 10 years. He devised the gerotor as a solution based on his extensive experience with oil pumps used in all-terrain vehicles.

Many of the parts for his chain saw and the prototype pump were manufactured in SUNY Canton’s Mechanical Engineering Technology lab. Several students have assisted him with the project.

“Neil challenged students to design a bigger and better wood processor,” Michael J. Newtown, Dean of the Canino School of Engineering Technology, says. “Neil had all the concepts and the students really helped him take it to the next level.”

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9/28/15 2:22 PM

DEALERtodealer

Focus On What Matters GREG GERMAN

The key to success requires just three things: People, product and process.

T

he words “People, product and process,” are the mantra of one of my family’s favorite shows called the The Profit, starring businessman Marcus Lemonis on CNBC. If you have not watched it, I give it my personal recommendation. Lemonis is a high integrity entrepreneur, who takes no excuses as to why a business can’t be successful. He feels strongly that if you have the three Ps of people, product and process, there is no reason why you can’t succeed.

Time after time, he is invited into a business that knows they have issues, but doesn’t know how to fix them.

Sometimes the problem is that they have a limited product offering and can’t ramp up enough revenue to prosper. Other times it is the process that has either never been right, or has been corrupted for some reason, causing the business to fail. Occasionally the people that invite Lemonis into their business to save it, turn out to be the problem and have to leave in order for the business to survive. But most often, the solution is a combination of the three Ps that have to be studied, understood, tweaked, or radically changed. I would stand to say that each of our businesses is no different.

To grow to the next level of success, we have to see our business through a new set of lenses.

A couple of years ago we had invested a significant amount of money in a new area of growth for our business.

Even though it was mildly successful, it seemed that our growth was being curtailed by some unknown factors. We had long-term employees who were responsible for it, they understood the product fairly well, were relatively good with customer relations, but still I had the feeling 54

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when the customer’s original request was not available, and newer methods of communication that saved time and had a recordable trail. But, they didn’t want to change. So instead of leveraging all of the years of experience and investment that had been made in them, they got stuck. Fortunately for me, we learned what types of people we needed to hire in order for this new growth area that we were being held back. Through to flourish. The discouraging part for a few employee decisions to move onto me was the choice that our people made new opportunities (all happening in a not to change. I believe they saw the relatively short period of time), I was potential, enjoyed what they had been thrust into having to serve in this area of doing, but were not willing to make potential business growth for about four the fundamental changes in how they months. About 75% of my working day interacted with customers and techwas spent providing customer service, nology to be the type of employee that answering questions, handling transacwe needed for this new area of growth. tions and working within the processes Maybe in a larger business where there that had been established by others in our are more positions to move people to operation. a job that better matches their skills, it What I was surprised by was that the could have worked. But the bottom line customer’s expectations is that the changes were not radically different we were asking and To grow to the next from what I had expected needing them to make they would be, but our priwere not huge shifts. level of success, we or responsiveness to their In the great scheme have to see our requests was far inferior of things, those shifts to what I thought them to were relatively minor. business through a be. Our ability to get back The difference is that new set of lenses. to our customers in a timethey had made the ly fashion was below the decision that they customer’s needs. Some were not going to of our processes that had been in place change and that the future success of were not efficient and caused there our dealerships was dependent on things to be no measurable way to tell if we simply staying the same as they had alwere giving customers the feedback ways been. Needless to say, that was not they requested in a satisfactory manner. going to happen.

The process portion was fairly easy to Fast forward 18 months later; this change. But, the most surprising thing segment of our business is growing was not realized until later. and we have processes in place that are After a couple of months of workworking, have product that is meeting ing in this new area of our business, I the customer’s needs, and, most imporlearned that our prior employees had tantly, for our situation, the people that all the skills that were necessary for have chosen to be the critical cog to them to be effective. They could have help it grow. They have a forward thinkbeen even more effective than the new ing mentality and are excited by the employees that we had hired to replace speed of business and the changes that them, because of their years of experiwe see coming ahead. People, product ence and depth of product knowledge. and process are your road map to busiPET The difference truly was in that “P” ness success.

Greg German is President of Gerfor people. We had the product, we man-Bliss Equipment, Inc. in Princeville, Ill., now had the process, and the biggest which operates three power equipment dealdifference was the people. Our prior erships that market products for the lawn and employees had come down with a very garden, industrial and agricultural sectors. common condition called WDDITW: He can be conducted at P.O. Box 440, We don’t do it that way.

Princeville, IL 61559; fax: 309-385-2540; We had talked to them about the ggerman@germanbliss.com. The views of importance of timely communications Greg German do not necessarily present with customers, offering alternatives those of Hatton-Brown Publishers.

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