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POWERlines
A Hatton-Brown Publication www.poweret.com
JESSICA JOHNSON
Worth Repeating
O
ne of my favorite things to do at the end of the year is reflect. Well, reflect and eat my grandmother’s sugar cookies that are only made at Christmas. So in doing a little reflecting on 2015, I want to take the opportunity to pat myself on the back. It’s been a great year for PET, and moving into 2016 I am confident we are going to be better than ever. But I would be remiss if I didn’t take the time in this space to send heartfelt (and welldeserved) attention to Editorial Adviser Dan Shell for the great year we’ve had. As most of you have realized I have moved into a more hands-on role with the magazine—and he’s working on other things and enjoying life a little more. Fear not, he’s still poking around, closely involved. I like to compare us to Lucy and Ethel, though I am not sure who is Lucy and who is Ethel! The success of the magazine this year is because of the groundwork he has laid and the support he has given me. We are both onward and upward to 2016, but when I think back on the last eight issues, I can’t help but think we have some of the smartest folks around gracing the pages of PET, as exemplified by the following comments… “My own success as a dealer depends largely upon having a positive outlook, a can-do attitude and a willingness to embrace challenges in the belief that they can be used in my favor.”—PET Dealer Voices Contributor Sam Stearns “The equipment is very complex now, whether it’s handheld chainsaws or some of our bigger equipment; you’ve got to be pretty savvy to understand what it all means.” —John Agans, Clive Outdoor Power Equipment, Clive, Ia. “If we can’t offer you a better buy, we don’t expect your business.”—John Czajkowski, Big John’s, Kalispell, Mont. “It’s sad to see our government investing $100 million into infrastructure to bring new fuels to communities across America, while allocating no funding to educating the public about them.”—OPEI President and CEO Kris Kiser “Dealers don’t get behind two weeks on turnaround in a day—they do it a few minutes at a time over weeks or more. The result is a serious case of cash-flow crunch as service orders remain open.”—Marvin Cowley, All Seasons Equipment, Eugene, Ore. “I’ve never believed someone is going to drive more than thirty minutes to buy a lawnmower. So in that case, our draw in mainly our county, though being located on the interstate has an advantage. For every one we sell in the county, we sell two or three outside of the county when it’s mower season.”—Frank Barton, Barton Equipment Co., West Memphis, Ark. “Always make sure that when you add a new product or service that it correlates to what you are already providing to your customer base.”— PET Dealer to Dealer Columnist Greg German
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
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Number 8
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November/December 2015
Our 711th Consecutive Issue
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Founded in 1952
Renew or subscribe on the web: www.poweret.com
FEATUREstories
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2016 TRIMMER ANNUAL
10
Newest Technology, Products
ROLISON SAW SHOP
Unintentionally Diverse Dealer
GIE+EXPO SHOW WRAP UP Coverage Of Everything Louisville
DEALERS CHOICE AWARDS Spotlight On Our Winners
VALUEadded Power Suppliers __________________________ 6 Industry Voices __________________________ 27 Service Shop Management ________________ 34 Distributor Library ________________________ 38 PowerWorks ____________________________ 43 Distributor Library ________________________ 48 2015 Editorial Index ______________________ 44 Dealer To Dealer _________________________ 46
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COVERphoto The latest innovation in trimmers and brushcutters take center stage this month, beginning on Page 10. (Cover design by Shelley Smith; photo courtesy of Stihl)
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.
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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 CORE Powers Cub Cadet
TurfMutt, Kris Kiser Appear On Lucky Dog A D.C. area rescue dog named Lucky and his owner, Kris Kiser, President and CEO of the Outdoor Power Equipment Institute (OPEI) will appear this season on the Emmy Award-winning Lucky Dog show that airs Saturday mornings on CBS as a part of the “CBS Dream Team, It’s Epic” block of programming. The CBS show follows animal trainer Brandon McMillan, who rescues hard-to-love, outof-control, untrained and unadoptable dogs. McMillan turns these pooches into perfect pets. In the end, a lucky family will adopt an even luckier dog, making each episode an adoption story that warms the heart. Kiser and Lucky, the TurfMutt, are on a mission to educate viewers on ways to create environmentally–responsible living landscapes that families and pets can enjoy. Lucky the TurfMutt is a real live superhero who serves as the spokesdog for the OPEI Education & Research Foundation’s TurfMutt environmental stewardship and educational program by Scholastic, for children in grades K-5. The national program has reached more than 62 million children, educators and families since 2009 showing them how they can “save the planet, one yard at a time.” Kiser explains, “It’s not just about having a lawn for your dog and your kids at all costs. It’s about having the right kind of yard, including a lawn, for the environment you are living in today.” The first episode, featuring a dog named Kyrie, aired on November 7. Additional episodes are scheduled to run on the following dates: January 23 (featuring Darby), February 13 (featuring Maggie), March 12 (featuring Odie), April 9 (featuring Scarlett) and May 7 (featuring Dottie). In the May 7th episode, an older shelter dog named Dottie is adopted by Kiser and joins him and Lucky at home in Virginia. An additional “best of” episode featuring Lucky and Kiser will air at a later date.
A new approach to outdoor power equipment that rivals the power of gas, Cub Cadet Powered by CORE (Conductor-Optimized Rotary Energy), debuted at GIE+EXPO. This addition to Cub Cadet’s product offering is a new line of handheld power equipment that uses sophisticated CORE motor technology to deliver more torque with longer runtimes. With printed circuit board technology and magnetic rotors to generate concentrated, efficient power and torque, CORE’s proprietary motor design replaces traditional electric motors. For 2016 the Cub Cadet Powered by CORE line includes a dedicated string trimmer and a system called Power-Lok. The Power-Lok system includes a string trimmer, hedge trimmer and blower attachments all designed to fit one standard Power-Lok drive unit. This system allows users to convert the drive unit into multiple tools, saving storage space and cost. They are backed by a 5-year limited product warranty and a lifetime motor warranty.
Spartan Mowers Comes Out At GIE
At GIE+EXPO 2015, Robert Foster, owner of the Intimidator Group, headquartered in Batesville, Ark., officially launched a mower line to compliment the company’s line of vehicles: Spartan Mowers. Foster says, “I have always loved mowers. They are a passion of mine. The Spartan is truly a culmination of many years’ experience, many lessons learned, and countless hours of work and engineering. We literally built this mower from the ground up. The inspiration for the design of the mower came from the muscle car era of the 60s and 70s.” The Spartan features smart ride technology (SRT) with middle and rear Elastomer TecsPak and front neoprene cushioning to absorb any shock or jostling. The ergonomic cockpit puts the operator in the center of the circle; the new brake system frees up arm space, giving the driver the ultimate ride and range of motion. Operators will also appreciate the LCD control panel and warning indicators, one of the first mowers to offer this feature. All of these top of the line features create an outstanding mower at a lower price. Starting price for the base RT model is $4,995. There are five mowers 6
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in the series: RT PRO, RT HD, SRT PRO, SRT HD and SRT XD, accommodating everything from small yards to commercial use. For more information, visit SpartanMowers.com.
Kohler Engines Expands Capacity In Mississippi
Kohler Engines recently announced plans to increase production capacity at its Hattiesburg, Miss. manufacturing facility in response to strong demand for the company’s newest twin-cylinder engine lines, the Confidant 7000 series and 6000 series. These engines are designed primarily for zero-turn mowers and residential riding lawnmowers. The growth in Hattiesburg will translate into more than 100 new jobs, the vast majority of those consisting of fulltime, year-round production and support positions. The Kohler Engines facility, which consists of more than 200,000 sq. ft., currently houses more than 200 fulltime hourly associates and more than 300 temporary workers are typically hired on a seasonal basis. n
“We’re proud to be adding jobs in Mississippi, and we’re excited about the American craftsmanship and ingenuity that will continue to drive the success of our 7000 series, 6000 series, and Confidant engines moving forward,” Eric Hudak, Marketing Manager – Consumer Ride and Walk Engines for Kohler Engines, says.
Stihl Announces Distribution Warehouse The groundbreaking for a new Stihl distribution site recently took place in Oxford, Conn. Northeast Stihl, a division of Stihl Inc., services customers throughout Connecticut, Maine, Massachusetts, New Jersey, New Hampshire, New York, Rhode Island, Pennsylvania and Vermont. This new Stihl distribution location was selected for its access to I-84 and other main routes for deliveries, allowing for one-day shipping service to most of the 1,000+ dealers in the Northeast region. Casey McGrath, the current branch manager for Northeast Stihl, will also serve as the branch manager for the new
POWER EQUIPMENT TRADE
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POWERsuppliers location. The new Northeast Stihl facility will occupy 24 acres with 120,000 sq. ft. and should be ready fall 2016.
Summit Mowers Cranks Up Production Line
Transitioning from made-to-order only production, Summit Mowers, LLC has finished the first 20 of 100 unit production run of TRX-42-PRO slope mowers to have in stock ready to ship. With it’s simple to maintain design combined with unmatched 50° slope mowing abilities; Summit believes it has come up with the world’s most practical solution to mowing steep hills. The simple to operate transmitter has two joysticks; one starts and stops the engine while the other drives it around. There is a toggle switch on top to engage and disengage the cutting blades. Because of the single drive joystick, there is virtually no learning curve. Service and maintenance is just as easy as a traditional zero-turn mower because the TRX-42-PRO is built on a commercial zero-turn mower foundation. The TRX-42-PRO (MSRP $19,500)
is available at RemoteMowers.com and covered by a one-year warranty against any premature part failure and or workmanship.
on 6x6 inch pressure-treated pine wood. The unit features a low kickback 16" Oregon bar and chain with LubriLink and LubriWell auto-oiling for continuous lubrication and a tool-free tensioning system for quick bar and chain adjustments.
Dewalt Expands 40V Battery Line
Announced at GIE+EXPO, Dewalt has expanded its offering of professional-grade battery-powered outdoor power equipment with a 40V MAX brushless backpack blower and 40V MAX brushless chain saw. The 40V MAX brushless backpack blower generates up to 450 cubic feet per minute (CFM) of air volume at 140 MPH and will be available with one or two of the new 40V MAX 7.5Ah lithium ion batteries. Only one battery is required to operate the tool, but the backpack blower features two battery wells for extended runtime. The 40V MAX brushless chain saw is equipped with a motor that achieves up to 100 cuts per charge using a DCB406 40V MAX 6.0 Ah lithium ion battery and up to 70 cuts using a DCB404 40V MAX 4.0 Ah lithium ion battery, both
POWER EQUIPMENT TRADE
Boxer Now Offering New Online ROI Tool
Built to reduce the costs associated with hand labor and increase the safety of crews, Boxer mini-skid steers also improve companies’ bottom lines. Now, determining those savings has never been easier. Morbark, the manufacturer of Boxer, has developed an online tool to help companies begin to quantify their savings from using a Boxer unit versus hand labor. Users can simply visit the tool at boxerequipment.com/ savings and follow the three easy steps to determine their savings and how quickly their new Boxer unit and attachments will pay for themselves. To maintain ease of use, the calculator is built to be a starting point in discussions customers would have with
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POWERsuppliers their Boxer distributor, and doesn’t include every variable.
facturing sector and the association. During Whyte’s tenure in Virginia Beach, Stihl has led numerous initiatives that have improved the competitiveness of the manufacturing sector and generated innovative workforce development programs. In particular, his leadership was instrumental in Virginia Beach becoming the first locality in the Commonwealth of Virginia to eliminate the machinery and tools tax. Whyte is an industry leader in the area of robotics and au-
Fred Whyte Receives VMA Service Award
Fred J. Whyte, President of Stihl, Inc., headquartered in Virginia Beach, Va., was honored by his peers at the Virginia Manufacturers Assn. (VMA) with the Frank Armstrong III Service Award for his contributions to the Virginia manu-
tomation technology; he provided an incubator/laboratory where the “Dream It Do It Virginia” summer camp was invented and continues to serve parents, teachers and students statewide.
CADCo Expands Warehouse Space
Congdon Associates Distribution Co., (CADCo.) a outdoor power equipment distributor located in Phillipsburg, NJ, recently announced the expansion of its warehousing capabilities. The expansion will increase CADCo.’s total warehousing space to 60,000 sq. ft. Due to high product demand, and product line expansion, CADCo. found it necessary to increase warehouse square footage. “This addition will help CADCo. provide world class customer service, and reduce shipping time. This is an exciting time of growth for CADCo.,” CADCo. President Tim Congdon comments. The expansion is set to be complete on December 31.
Altoz Names New District Sales Manager
Altoz recently named Andy Enstrom a District Sales Manager; he will provide support for existing dealers and continue to grow the Altoz dealer network in Minnesota, Wisconsin, Iowa and northern Illinois. He joins Altoz with over 15 years experience in the outdoor equipment industry—most recently as Commercial Engine Sales Manager with the distributor Magneto Power LLC. Enstrom assisted in product design with clients, set up engine sales programs as well as engine specifications geared toward manufacturers. Prior to this position he oversaw technical and warranty related issues with manufacturers including Briggs & Stratton, Oregon, Worx, Dolmar and others under the distribution umbrella of Magneto Power LLC.
Coming In 2016: PET Dealer Survey Industry’s Longest Running Dealer Base Report Look For The Link! 8
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POWER EQUIPMENT TRADE
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2016trimmerbrushcutterpreview (Material supplied by Husqvarna)
Diverse Trimmer Offerings From Husqvarna 525HF3S The Husqvarna 525HF3S fixed-pole hedge trimmer has an extra-long, 26" double-sided cutter bar on a durable 32" shaft for the ultimate in operator safety. Its MSRP is $439.95 and available in the U.S. only. The machine has a consistently robust design, including the gearbox, to withstand really tough work. The patented X-Torq engine means more power and less fuel consumption and exhaust emissions compared to a conventional engine.
525LST A powerful trimmer with bevel gear that can withstand high torques, the Husqvarna 525LST has a robust construction with durable components and is easy to maintain. The patented X-Torq engine exerts more power and less fuel consumption and exhaust emissions compared to a conventional engine.
535LS The Husqvarna 535LS is a trimmer in the versatile 35 cc class, built for tough commercial use. Top performance is provided through raw powered X-Torq engine, unique ergonomics and excellent durability. Transmission and bevel gear in proven design together with a sturdy trimmer head for trouble free work. The X-Torq engine design reduces harmful exhaust emissions by up to 60% and increases fuel efficiency by up to 20%. For more information, call 704-921-6844; visit husqvarna.com.
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POWER EQUIPMENT TRADE
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2016trimmerbrushcutterpreview (Material supplied by Gold Eagle)
Simple Tips To Avoid Cutting Your Trimmer’s Life Span It’s that time of the year: Time to start preparing small engine equipment, like trimmers, for the cold winter ahead. But before you stash it in a corner of your garage, make sure it’s properly prepared for storage. Taking the right steps will save time, money and headaches down the road. It’s important to remember that small engine equipment, like trimmers, are especially prone to the detriments of ethanol blended gasoline if left untreated. The most important step in storage prep is knowing your fuel blend and taking the right steps to make sure you don’t cut down the lifespan of your trimmer. Follow this guide, and you’ll be set for storage. When you head to the pump to fill up your gas can, be aware of the ethanol content in the fuel you’re buying. Today, more than 97% of the fuel in the U.S. is blended with ethanol. The most common form of ethanol blended fuel is E10, 10% ethanol and 90% gasoline. Other blends include E15, E20, E30, and E85, but these should all be avoided because none are approved for use in small engine equipment. Running any fuel in your small engine equipment with more than 10% ethanol can lead to several engine issues including overheating, failed fuel lines and over-corroded fuel system components. Also remember, the fresher the fuel you buy, the better. Once you have read the pump and know with which fuel
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you are going to fill your tank, follow these steps before sending your machine to the shed: l Step 1: Today’s ethanol blended gasoline can go bad in as few as 30 days. To avoid costly issues, add a high-quality, nonalcohol based fuel stabilizer, such as Sta-Bil Storage, to your fuel can before filling it with fresh fuel. Pouring your fuel stabilizer and ethanol treatment directly into the gas can ensures that all the equipment you fill with that treated fuel will be protected from ethanol issues. Your equipment will also start when you want it to, even after long term storage as Sta-Bil Storage will keep gas fresh up to two years. l Step 2: Now that you have a properly treated gas can, you can fill your trimmer. It is important to keep all of your equipment about 95% full before storage to avoid condensation forming in your tank. l Step 3: Make sure your trimmer is nice and clean. Wipe down all the surfaces including the blades; be extra careful as you handle their sharp edges. l Step 4: Finally, store your trimmer in a cool, dry place and cover it to help keep dust at bay. If you follow these simple steps prior to storing your trimmers, come springtime, you will be ready to get cutting. For more information, visit goldeagle.com.
POWER EQUIPMENT TRADE
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2016trimmerbrushcutterpreview (Material supplied by Rotary)
Rotary Offers Wide Selection Trimmer Line, Parts, Accessories
Trimmer Accessories A wide assortment of commercial strength trimmer line, trimmer parts and accessories are among the more than 9,500 items featured in Rotary’s new 2016 master catalog for servicing dealers and distributors. A special 28-page trimmer section includes photos and descriptions of diamond-cut, quad-tex, premium quad, pre-cut and durable vortex trimmer line, which produces less-noise and requires less operating power. In addition, Rotary has a variety of fast loading trimmer heads, replacement spools, covers, housing and cam assemblies—plus popular bump-n-feed trimmer heads featuring easy line advancing and dual line indexing with durable nylon construction and a large capacity spool with easy release. 100% of Rotary’s monofilament trimmer line is manufactured in the U.S.
Backed by an exclusive parts warranty that ensures quality and performance, Rotary offers a wide range of outdoor power equipment parts for lawnmowers, trimmers, brushcutters, chain saws, pressure washers, snow blowers, garden tillers and more! Rotary Corp. is recognized as the world’s leading supplier of outdoor power equipment parts, tools and accessories, serving customers in all 50 states and 68 countries around the globe. Founded in 1957, Rotary operates eight U.S. distribution centers plus alternate shipping centers strategically located throughout the U.S. A state-of-the-art manufacturing and distribution facility is located at its world headquarters in Glennville, Ga. For more information, call 800-841-3989; visit rotarycorp.com.
2016 Parts Catalog The company’s new 2016 catalog contains over 1,625 pages with photos, illustrations, descriptions, cross referencing and parts numbers. In addition to the print version, the entire catalog is available at rotarycorp.com and downloadable in PDF format. The company’s re-designed web site makes it easy to locate parts with comprehensive listings and an easy keyword search. Among more than 350 new items for 2016 are a variety of Copperhead commercial strength mulching blades, plus a full line of carburetors, overhaul kits, belts, fuel filters, electric starters and Copperhead chain saw bars and chain. 16
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2016trimmerbrushcutterpreview (Material supplied by Maruyama)
Maruyama Offers Complete Family Of Brushcutters, Trimmers When it comes to family, nobody does it better than Maruyama. For over 120 years, Maruyama has led the field as well as cropping it, with the very best in brushcutter technology. The Maruyama family of brushcutters and trimmers is respected worldwide and currently sold in over 60 countries. The reason these brush cutters have become so popular is that they are synonymous with the very best quality Japanese manufacturing can offer today. The Maruyama family of engines (CER, NE, and EE) is in a class of their own. The refusal to use anything but quality products allows a certain comfort knowing that these engines are ready to go to work at any time. From the chrome molly impregnated pistons, re-circulatory CER family, dual bearings, and a much coveted design on three-part cylinders has now put Maruyama in that class. These quality components supported by the best oil in the industry allow Maruyama to give a true commercial five year warranty on its family of brushcutters, furthermore this family now boasts an impressive lineup. The BT23L allows both semi-pro and serious dedicated homeowners an opportunity to try one of these revolutionary brushcutters, with a price point that will appeal to either of these demographics. The B27L and B27L Turbo see the mid-range engine power start to take control—the amazing turbo gearbox allows the end-user better flexibility in cutting thick, wet and nasty grass, but at the same time allowing the 27 cc engine to run at optimal performance with a 1.9:1 gearbox reduction ratio. The B30L and B30L Turbo offer the best power-to-weight ratio in the industry. The lightweight, low vibration and amazing power appeal to the dedicated professional industry and when the terrains are completely unforgiving, it takes a true Maruyama tool to manage this job. No family is complete without the head of household, and the Maruyama B42L, B42, M42BK multi-cutter and NE500 brushcutter series steals the limelight. The Venom CER 420 engine with its 1° offset
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crank has set a standard. Its fuel statistics outweigh any other brushcutter on the market and its phenomenal power will tear through yard debris like a blow torch through butter. With all Maruyama brushcutters and trimmers, weight and comfort are paramount. Each aluminum tube on the straight shaft brushcutters has five bronze bushings, allowing a full harmonic comfort level to reach the hands of the professional landscaper. The lifetime warranted straight inner strength shaft is threaded onto a perpetually tightening clutch with dual springs and a larger than average clutch face, gives excellent results. Our 1:1 and 1.9:1 gearboxes, with matched helical gears and dual bearing pinions, show these items are easily serviced, whilst future proofing the landscapers investment. But don’t take our word for it. Try one free for five days and let us know. For more information visit maruyama.com.
POWER EQUIPMENT TRADE
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2016trimmerbrushcutterpreview (Material supplied by Stihl)
Five Stihl Trimmers Help Tackle Tough Yards Stihl Battery-Powered Trimmers The advanced 36V Stihl lithium ion battery technology provides low noise, zero-exhaust emissions, delivering savings on time and fuel and helping users trim their yards and carbon footprint. l No cord, no exhaust emissions, no gasoline smell l Instant startup, just pull the trigger l Less vibration and quieter equipment performance Stihl FSA 85 Battery Trimmer—This straight-shaft grass trimmer is ideal for jobs in densely populated and noise-restricted areas; and with zero exhaust emissions, it is a great choice for professionals looking to reduce their impact on the environment, and homeowners who want to start yard work in the morning. The FSA 85 is five times quieter than the Stihl gasoline-powered equivalent. When used with the Stihl AR 900 backpack battery, the trimmer delivers extended run times of up to 160 min.* Stihl FSA 90 R Battery Trimmer—Lightweight and powerful, the Stihl FSA 90 R weighs 7.5 lbs. without the battery and is designed for the professional user. A high performance, advanced Stihl lithium-ion 36V battery powers this environmentally responsible, straight-shaft trimmer with a slim profile and excellent cutting performance. The ergonomic loop handle provides excellent balance for optimal maneuverability and control around landscaping obstacles. *Run time on a single battery charge can vary based on battery type, charge level, tool model, operating conditions, user operating style and remaining battery capacity.
Stihl Gasoline-Powered Trimmers Stihl has a wide selection of versatile, long-running trimmers that keep users on top of their cutting game. Stihl uses a variety of engine technologies to provide powerful, lightweight equipment to tackle any cutting task. l Exceptional power-to-weight ratio l Anti-vibration technology reduces operator fatigue l Simplified starting procedure allows users to get to work faster Stihl FS 94 R Trimmer—The Stihl
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FS 94 R, 24.1 cc trimmer gives users powerful 2-stroke engine performance while offering professional features and a loop handle to simplify landscaping tasks. The FS 94 R is the lightest gasoline-powered trimmer in the Stihl professional line, at just above 10 lbs.**, helping pros work longer without tiring. Optimal power-to-weight ratio increases maneuverability around trees, shrubs and other objects in residential and commercial landscapes. **Weight is without cutting attachment or deflector. Stihl FS 240 & FS 240 R Trimmers—The Stihl FS 240 and FS 240 R professional trimmers combine a heavy-duty design with the versatility needed to handle a variety of challenging clearing situations. The 37.7 cc low-exhaust-emission engine, combined with the large (25.4 oz.) fuel tank, means more time cutting and less time refueling. The loop-handle design of the FS 240 R offers users the flexibility needed to trim between bushes, shrubs and other tight spaces. The FS 240 bike-handle version offers a swivel design for easy transport and storage. Both trimmers feature a vertically pleated, paper air filter element that extends service life, reducing maintenance costs. For more information, call 800-467-8445; visit stihlusa.com.
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Protect Your Trimmer Use Ethanol Shield 2-Cycle Oil 2-cycle oil is a must when running fuel in 2-cycle equipment. Unfortunately, there are problems with today’s modern fuels that standard 2-cycle oils are not designed to handle. First, all fuel containing ethanol (like standard fuel pump gas which contains up to 10% ethanol) already has water in it. In fact, ADM (Archer Daniels Midland) fuel ethanol, which meets the current ASTM D4806 standard specification for denatured fuel ethanol for blending with gasolines for use as automotive spark-ignition engines, contains up to 1% water according to the ADM Fuel Ethanol specifications. * Next, let’s consider the term “oil and water don’t mix.” We all know this is true, but have you really thought about what this means in terms of your trimmers, chain saws, blowers and other 2-cycle equipment? When 2-cycle oil is added to gasoline, the oil forms a bond with the gas, but only partially bonds with the ethanol and water. Adding 2-cycle oil actually further weakens an already weak bond between ethanol, water and gasoline. Since ethanol attracts water as more water accumulates, considering the weak bonds, phase separation occurs sooner. This is the point the ethanol/water mixture reaches saturation and “falls out,” settling on the bottom of your tank. What you ultimately have in your fuel tank is an emulsion, or a mixture of two or more liquids that are “unmixable.” This mixture does not provide full lubrication and leads to issues like corrosion, varnish, rust, brittle rubber/plastics, increased heat temperatures and added wear and tear. Ethanol Shield 2-Cycle Oil is the solution where standard 2cycle oils fail, offering the ultimate in engine protection. This ultra-synthetic blend 2-in-1 formula is a premium quality 2-cycle oil with the benefits of Ethanol Shield. Ethanol Shield 2-Cycle Oil bonds the gas, ethanol and water so they can all burn together. This prevents phase separation and eliminates the aforementioned problems. This 50:1 mix ensures the most protection on the market today for any 2-cycle engine, including string trimmers, blowers, snow mobiles, and chain saws. Ethanol Shield 2-Cycle Oil provides two exceptional products at a cost comparable to other 2-cycle oils with the convenience of ease of use. Key Benefits l OEM tested and approved l Protects and prevents repairs; extends engine life l Stabilizes fuel up to one year l Protects against all ethanol issues l Triple antioxidants stop fuel decay l Rust and corrosion inhibitors
l Bonds 2-cycle oil to fuel; stops lean seizures l Reduces lacquer and varnish build up l Protection against ring wear and sticking l Conditions rubber and plastic l Low smoke formula l Top tier detergent l Semi-synthetic oil blend l Meets or exceeds ISO-LEGD and FD certification
For more information, call 616-916-6284; visit b3cfuel.com. *Source: ADM Fuel Ethanol Specifications sheet; ADM.com
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Jungle Jim’s Trimmer Racks Jungle Jim’s trimmer racks enable professional landscapers the ability to custom fit their trimmers using the compression pin to eliminate spinning during transport. All models feature the ability to lock your equipment with one padlock (not included). The locking bar on our 2TR, 3TR and 4TR models make securing all of your trimmers with one padlock a breeze! Featuring easy loading and unloading, the 2TR, 3TR and 4TR can be mounted in an enclosed trailer with 2 wall mount kits, plus the ability to alleviate tangled trimmer line with the spool line holder included on the 2TR, 3TR and 4TR. With the optional tool rack on the 2TR, 3TR and 4TR, landscapers have the ability to secure up to five yard tools and four hand tools. Want the ease and convenience of having your trimmer close at hand while mowing? The Mower Trimmer Rack (MTR) mounts to the deck of a walk behind or a zero turn. It is highly adjustable to fit almost any mower and can be locked to deter theft (padlock not included). The Zero-Turn Trimmer Rack (ZT-TR) is a brand new product that mounts to the 2" roll bar of a zero-turn mower. It features customizable settings for a snug fit. For more information, visit junglejimsap.com.
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The Little Saw Shop That Could It wasn’t part of the plan, but Alabama logger Wade Rolison moonlights as a power equipment dealer.
his song “Beautiful Boy (Darling Boy)”, composed for his son Sean as part of his 1980 album Double Fantasy, but Lennon didn’t come up with it. It originated in a 1957 Reader’s Digest article attributed to Allen Saunders. Whoever said it, Wade Rolison can attest to its truth. The owner of Rolison Saw Co., LLC, in Butler, Ala., never set out to be the owner of Rolison Saw Co., LLC. That was never part of the plan. Rolison is a logger—that’s his first career and his passion. His company, Bar Forest, started in 2008, includes both timber harvesting and trucking concerns. By the late fall of 2009 it was
BY DAVID ABBOTT BUTLER, Ala. ife is what happens to you while you’re busy making other plans, or so John Lennon sang. The former Beatle wrote the oft-quoted lyric in
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growing, especially on the trucking side. Rolison was looking for office space, a repair shop and a place to park all the equipment that goes with a logging/trucking business. He saw an opportunity to purchase an existing saw shop that was headed out of business. The property was offered at an attractive price. Rolison made a deal, but the purchase included the remaining inventory. He did not buy it with the intention of going into the business. “I originally wanted to buy the place and shut it down,” the owner admits. “That was the goal. I got a good buy on some office space
Rolison was the top BigDog seller in the country in 2013, and the second highest last year.
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The logger initially bought the shop for use in his timber business, but when it turned a profit he decided to keep it going.
was all I was thinking.” Since it went with the space, it made sense to try to sell the remaining inventory and recoup some of the investment. So, on January 1, 2010, it became Rolison Saw Co. The plan then was to run the store for a year, liquidate the existing inventory and see how it went. But at the end of the first year, a surprising thing happened: the little saw shop had made a little money. “It went from a business that was going downhill to a business turning a profit,” Rolison says. “In today’s time if you can turn a profit, I think it’s very positive.” Since it doesn’t seem like a good business move to shut down an operation that’s making money, Rolison decided to keep the shop going, reinvesting its profits into additional inventory. He secured a line of credit with GE and expanded the inventory from $20,000 worth to $100,000, more than tripling the amount of Stihl product on the shelf. He also beefed up the manpower. Rolison has an uncle who owned a repair shop, and he had helped out there some, but he personally had no experience with the retail side of the business—let alone with managing it. The store had two employees when he bought it—one mechanic and a sales/ counter person who also kept up with parts inventory. In 2011 Rolison hired another mechanic and a full-time manager, David Skinner, who still runs the place day-to-day. With more inventory
the saw shop. With Rolison Saw Shop and, under the Bar Forest umbrella, Rolison Timber, Rolison Trucking and Rolison Heavy Equipment, the unintentionally diversified businessman says he didn’t really set out in life to become such an entrepreneur. “God has just blessed me.”
and staff, the little saw shop has continued to grow year after year. Gross monthly sales in 2010 were $30,000. In 2014 the number swelled to $150,000. For the first few years, Rolison continued to house the store as well as his logging business under the same roof, sharing repair shop and office space. By late 2014 both businesses had grown to the point that this arrangement had become untenable. Conveniently, Rolison was able to secure property directly across the street from the store, and moved all of his logging and trucking interests there. This allowed him to expand office and parts inventory space at
Products The logger has been surprised, he says, at the level of demand for the products he sells. “It is unbelievable how many people need this,” he says. “It has blown my mind.” About 20% of his business is commercial, from lawn care professionals—that market sector is of course most active from March-October; 20% he lists under municipalities—city and county departments maintaining parks and other public property; 30% is residential. The remaining 30%, he estimates, comes from his peers in the logging industry, who always need chain saws, pole saws and other supplies—oil, cables and so on. “We are in the logging capital of the state,” he says. Rolison offers two zero-turn mower lines: Excel Industries’ BigDog on the high end and Cub Cadet at the lower price point. The store also carries Cub Cadet walk-behind mowers. In 2013 Rolison Saw Co. was the top seller nationally for BigDog, and came in sec-
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ond in 2014. In terms of handheld products, Rolison’s bread and butter is Stihl. The Stihl FS56, Rolison says, is the most popular trimmer with his customers. He also sells generators, leaf blowers, wood splitters and air compressors. The store also carries a full line of Stihl battery powered equipment: chain saw, blower and trimmer. Rolison expresses surprise that battery powered equipment has not taken off as much as he expected. “It just hasn’t gained the popularity I anticipated.” For inventory management, Rolison uses Ideal Computer System software.
Service Wholegood sales, he says, is evenly mixed with service and parts. Rolison keeps two full-time mechanics yearround. Because the workload in the summer gets heavy, he will sometimes bring over a mechanic from the logging side to help out at the saw shop—or vice versa at other times, if the logging shop needs extra help. Posted shop rate is $65 an hour. In 2013 Rolison landed a contract to handle all repairs for Lowes in Meridian and Philadelphia, Miss. That helps keep the service department busy throughout the year. During the peak season, the shop aims for a 2-3 day turnaround on repairs for its regular customers. Rolison has an 8-10 day turnaround for the Lowes contract, picking up a gooseneck trailer full of repairs all at once. The
Two full-time mechanics in the service area stay busy year-round.
shop works six days a week, 7-5 on Monday-Friday and 6-12 on Saturdays. Since moving the logging side across the street and building a bigger office and showroom for the store, Rolison says the goal has been to increase efficiency on service work flow. “We seem to get bottlenecked when the peaks are high, so we are trying to get it where we can handle those peak moments better,” the owner says. The expansion also meant moving his logging offices across the street, so Rolison is now less personally involved in the store, since he’s not necessarily physically on the premises every day. He has a meeting every Monday morning at 7 with the dealership’s manager
to go over sales and repair orders. “He keeps me in the loop.” Like many dealers in the business, Rolison reports that his customers have had a lot of trouble with ethanol blended fuels damaging carburetors. “It’s mostly because they let it sit for several weeks and condensation sets in,” Rolison believes. In response to this, his store offers MotoMix from Stihl, a premixed ethanol-free fuel. “We recommend that when you cut your grass, buy a gallon of gas, and at the end of the day when you put it away, have a small can of MotoMix and put a half a tank in there and run it through your system. It has no ethanol contaminants. Then top PET it off with gas.”
Rolison says his customers are a mix of lawn care professionals, municipalities, homeowners and loggers.
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INDUSTRYvoices
Equipment Dealers Assn. Providing Value To Dealers A new name and new membership structure renews the focus of the industry’s largest association. BY JOE DYKES hanges have occurred with the North American Equipment Dealers Association (NAEDA) including a new name, Equipment Dealers Assn. (EDA), governance and membership structure. For the first time in the 115-year history of the organization, its members elected the 2015-16 board of directors. The newly elected board includes nine dealer members who represent various regions throughout North America. EDA is transitioning to a direct membership model, which facilitates direct communication with dealer members and positions the organization as the unified voice representing the interests and needs of the dealer. In conjunction with the new brand, the association is placing a renewed emphasis on three primary focus areas: government relations, manufacturer relations and regulatory compliance.
Regulatory Compliance
understanding of the policy, a timely payment schedule with a 30-day maximum and how the manufacturer will communicate with a dealer regarding any payment that is less than originally submitted. The policy should not expect dealers to subsidize manufacturer warranties or product improvements where they should be 100% responsible, including the engine and all components integral to the operation of the product under warranty. Dealers are also expected to have responsibilities. Dealers must follow warranty requirements as outlined in the manufacturer’s warranty policy. EDA will assist manufacturers, in any way appropriate, in communicating the manufacturer’s warranty policies to its dealer members.
In addition to playing a critical role in the political process, EDA monitors federal regulatory issues in the U.S. and Canada and frequently works with government officials to ensure a positive regulatory environment.
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Government Relations EDA plays a critical role in the political process by being a trusted resource to elected and appointed officials on select topics at all levels of the federal government in both the U.S. and Canada. Primary issues in the U.S. include Section 179, LIFO accounting, bonus depreciation and transportation funding.
Manufacturer Relations EDA regularly meets with manufacturers in an effort to enhance the dealer-manufacturer relationship. In 2015, meetings have been held with several manufacturers and EDA has reviewed eight dealer manufacturer agreements on behalf of dealers.
Sales and Marketing EDA’s OPE Council recognizes the validity of a manufacturer’s retail business model that includes sales through mass merchant outlets and the internet. They understand that this model will continue to be a viable and profitable sales outlet for equipment and parts for manufacturers, dealers, third-parties and aftermarket repairs. However, the Council believes there should be a clear objective and policy for mass merchant sales and agreements for internet sales. Most importantly, manufacturers should require accountability from the mass merchants, specifically related to the products they sell and what is required of the dealer after the sale. Additionally, if manufacturers request or expect dealers to provide service and/or parts for customers of mass merchants as they would their own customers, manufacturers need to ensure dealers are paid fairly and promptly for warranty work. For more information on how the Equipment Dealers Assn. and the OPE Dealer Council work for you and to support EDA through your membership, please contact Joe Dykes, VP of Industry Relations at (636) 349-6205 or PET dykesj@naeda.com.
EDA OPE Council The EDA Outdoor Power Equipment (OPE) Council, a recognized body of qualified dealer members, serves to promote the general welfare of retailers within the industry. The primary objectives of the OPE Council are to uphold representation and recognition within EDA in order to position the council to effectively address OPE industry concerns in a timely manner; as well as identify legislative and regulatory issues that may affect dealers and their businesses. EDA’s OPE Council has identified the following objectives for dealer expectations of manufacturers: Fair Warranty Treatment Manufacturers should have a clear, defined warranty policy. It should state the accountability and expectations of their dealers regarding training and POWER EQUIPMENT TRADE
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GIE+EXPO 2015 Largest Show Ever Highlights of a very memorable show that was one for the record books.
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he 2015 edition of GIE+EXPO, held Oct. 21-23, at the Kentucky Exposition Center in Louisville, Ky. buzzed with business indoors and out. With a combined size of 1.35 million sq. ft., 2015 was the largest GIE+EXPO (sizewise) ever. This year more than 21,000 people from around the world represented an 11% increase in registration over last year. There were 704 indoor exhibits, a 4% increase over 2014 and 193 new exhibitors. The biggest advantage to dealers attending GIE+EXPO is the nuggets of information to be gleaned from meeting with exhibitors, visiting the New Products Showcase and attending the various business management focused seminars as well as technician training.
Dealer Day Highlights Dealer Day, Wednesday, October 21, provided focused education, all levels of technician training and one-on-one time with exhibitors so dealers and distributors could network and discuss pricing and products. The Dealer Keynote Luncheon, sponsored by Gravely and Stihl, drew over 200 participants to hear author Steve McClatchy discuss how to lead more effectively.
Wednesday evening the show floor was vibrant with receptions and prize drawings—over 3,700 dealers and retailers were milling about. Denise Long of Gardners Outdoor Power Equipment in Goshen, Ind. won the $5,000 Stihl giveaway.
Big Dealer Issues Asked to state the top three issues they saw confronting dealers in the next five to 10 years, panelists at the Equipment Dealer Assn. Dealer Summit breakfast at GIE+EXPO cited consumer education, technology and dealer attrition as key challenges. Her company is forecasting a 1-2% dealer contraction rate the next five to 10 years, said Judy Altmaier, Exmark VP and General Manager. “We’re trying to help the remaining dealers be as successful as possible,” she said. Meanwhile, dealer attrition is expected to continue and result in fewer but stronger dealers, said Ed Zynomirski, VP of Corporate Distribution at Echo. “Dealers who can figure out a formula to succeed will have more opportunity in the future,” he said, adding that you’ll also see fewer but stronger OEMs in the future. Also, consumers will have more power than ever thanks to new technologies that will aid shopping and buying, said Mike Thuecks, VP and General Manager of Specialty Retailers at MTD Products. Thuecks also noted an emerging ‘buy local’ consumer mentality in some regions that dealers should plug into and promote.
The Outdoor Demo Area featured 120 exhibits allowing dealers hands on time with new products.
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Dealer Summit OEM Panel While only one of four OEM panelists at the GIE+EXPO Equipment Dealer Assn. Dealer Summit OEM Panel breakfast said their company allowed dealers to sell over the internet, all agreed online marketing, advertising and consumer education were major tools for building sales. According to Judy Altmaier, Exmark VP and General Manager, “The internet is an important part of life and we need to incorporate it into business plans and policies and work with internet customers to give them the information they need to investigate and compare, but lawn and garden equipment, especially premium dealer products, need to be seen in person to sell effectively,” she said.
Keys To Getting Big Business Any training and troubleshooting knowledge a dealer can give landscapers and their operators is especially helpful and valued, said one member of the Dealer Summit Landscaper Panel sponsored by the Equipment Dealer Assn. “Being able to go from broke down to back and running in as little time as possible is the goal, and whether we can do that in-house or with a dealer doesn’t really matter,” Robert Mann of Lawn Dawg in Nashua, NH, adding that dealers who can help with troubleshooting issues or identifying problems—and keep solid parts inventories—are invaluable to contractors. Noting there’s a direct correlation between how well equipment runs and landscaper productivity and profitability, Mann said that “Preventive maintenance is a must. The dollars spent are insignificant compared to the cost of downtime.” He added that dealers and landscapers are in a similar position: “People hire us because they don’t want to or can’t do the work, and that’s why we have dealers do the work for us. I just want to mow—I don’t want to spend a bunch of time taking care of equipment.” Asked by an audience member how small dealerships can earn landscaper business, Equipment Dealers Assn. Dealer Summit panelist Stephen Hillenmeyer, owner of Stephen Hillenmeyer Landscape Services in Lexington, Ky., said, “Don’t exceed your capacity or take on more than you can handle, and don’t oversell or commit to what you can’t do.” Dealers still have to perform no matter their size, he added, and even smaller dealers who provide good service and parts availability will get a close look. Hillenmeyer said, “I don’t want to do the repair, but I would like you to get ahead of it. Show us the top five repairs or service issues for our equipment. Do the research so we don’t have any surprises, whether it’s repairs or breakdowns or preventive maintenance.”
landscaping is part of the solution. “We want to talk about doing the right thing, using the right plantings and the right grass and you know, it’s ok to let it go brown. If you have the right grass it comes right back,” Kiser said.
Drought Driving Negative Perception
Fuel Concerns
Millions of lawns represent an environmental solution—not a drought problem, said Kris Kiser, President and CEO of the Outdoor Power Equipment Institute (OPEI), during a wideranging interview at GIE+EXPO. “We’ve dealt with the ‘demonization’ of landscaping before, but the California drought has antagonized the situation and created a perception problem,” Kiser adds. The government’s response—that somehow lawns are causing the drought and have to go—is creating an “awful situation,” he added. Instead of blaming lawns and removing lawns that leads to runoff issues and reduced carbon sequestration, recognize that
The recent Volkswagen scandal of engine certification and emissions fraud is not helping the emissions regulator environment, especially in the diesel sector, said Kiser, during a press conference at GIE+EXPO. After describing a federal government turf war over what agency or federal government entity is going to take the lead in addressing the Volkswagen situation, Kiser said the activity has many in the lawn and garden industry worried California may embark on another round of emissions regulations, using the diesel controversy as an opening. “The Volkswagen situation is definitely not helping,” Kiser said. PET
Dealer Day seminars and training classes drew crowds of 350 plus.
New mower offerings for 2016 grabbed a lot of people’s attention.
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Dealers Choice Winners Named At GIE+EXPO 2015 S ix major power equipment industry suppliers won top product awards at the Power Equipment Trade Dealers Choice Awards ceremony during GIE+EXPO in Louisville, Ky. Sponsored by Power Equipment Trade magazine, the Dealers Choice Awards honor suppliers in six product categories: Accessory/Attachment, Business Services, Handheld, Industrial/Engine, Recreation/ATV and Wheeled Equipment. 2015 marks the 10th anniversary of the DCAs, with nearly 600 voters casting ballots both online and during much of the show at the PET booth. Power Equipment Trade solicits nominations from all GIE+EXPO exhibitors and picks a slate of finalists from nominations received. Finalists are announced and dealers can begin voting online a month before GIE+EXPO, with additional voting allowed on-site up to two hours before winners are announced. This year’s awards presentation was held at noon on Friday, October 23, in the Dealer Resource Pavilion, and is available to watch on PET’s youtube channel.
Accepting their respective 2015 Dealers Choices Awards, from left, are Troy Blewett with Briggs & Stratton, Marv Mathwig with Stihl, Inc. and Bobby Cleveland and Bruce Kaufman with Sta-Bil. Head over to poweret.com for full coverage of this year's winners and finalists, plus the ability to view our awards presentation!
ACCESSORIES/ATTACHMENTS WINNER STA-BIL 360° PERFORMANCE The new Sta-Bil 360° Performance is designed to support consumers seeking ultimate performance for their small engine equipment. Sta-Bil scientists developed this product to help restore power, maximize fuel economy, prevent ethanol damage, clean the fuel system and provide a smooth idle. Sta-Bil 360° Performance offers the latest technology featuring 5-in-1 engine performance boosting benefits. The proprietary 360° technology also prevents corrosion above the fuel line by releasing a vapor that coats all metal parts of the fuel system, including the fuel tank, fuel sending unit, valves, carburetor and fuel injectors with a microscopically thin corrosion preventing shield. Call 800-367-3245; visit goldeagle.com.
BUSINESS MANAGEMENT SERVICES WINNER ARI PREMIUM DIRECTORY MANAGEMENT ARI Premium Directory Management ensures that all of a dealer’s information— name, address, phone, hours, website URL and more—is accurate and consistent across all of the premium online directories, maps and navigational apps, without adding extra hours to their already long days. It instantly updates a dealer’s information from their ARI-powered website across 60+ directories, search engines and navigational apps; claims and optimizes a dealer’s listing on Google My Business, where more than 50% of online searches begin, and monitors a provider’s online reputation. Call 800-755-6040; visit arinet.com.
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HANDHELD WINNER STIHL BR 450 C-EF BACKPACK BLOWER The BR 450 C-EF model is the world’s only professional backpack blower and the first Stihl blower to come equipped with an integrated instant electric start. An on-board battery that charges while the unit is running conveniently powers the electric start. This workhorse features a 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 allows for a simplified starting procedure and a semi-automatic choke offers 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. Comfortable design has large straps, a backpack pad and a soft rubber grip on the throttle. Call 800-467-8445; visit stihlusa.com.
INDUSTRIAL/ENGINE WINNER BRIGGS & STRATTON VANGUARD BIG BLOCK EFI The new Briggs & Stratton Vanguard Big Block engines with EFI use EFI technology to specifically enhance the application that they power. The new Big Block EFI technology is available in 33, 35, and 37 HP, in both horizontal and vertical shaft orientations. Vanguard’s Big Block EFI has the added advantage of offering a user-driven set of service solutions. These include in-field blink codes; a tiny scan reader that can be plugged into the service port to display error codes and a cable connecting the ECU to a computer for a deeper dive into engine data. These service solutions eliminate downtime, optimize engine performance and give technicians unmatched ability to test, update, save and share engine data. Call 800-444-7774; visit briggsandstratton.com.
RECREATION/ATV WINNER POLARIS NEW BRUTUS MODELS The Polaris Brutus HDPTO and HDPTO deluxe models include a new Tier 4 compliant, 24 HP Kohler diesel engine. The three-cylinder overhead cam design and indirect injection delivers smooth power, reduced combustion and minimal noise and vibration. The HDPTO cab allows users to configure the frame based on needs with optional lock and ride pro-fit accessories, while the HDPTO deluxe offers maximum comfort with a fully-enclosed cab, complete with a noise seal-off kit, windshield wiper assembly, heat, defrost and air conditioning. The new models also include a more powerful, 110 amp alternator providing power to fit all types of electrical needs. Call 866-778-3724; visit Polaris.com/brutus.
WHEELED EQUIPMENT WINNER TORO SNOWMASTER SNOW BLOWER The Toro SnowMaster powers through deep, heavy snow with ease thanks to its in-line two-stage auger technology. The steel rotor on the SnowMaster has a helical design that breaks up the snow, collects it to the center and throws the snow up to 40 ft. out of the way. The rotor also spins ten times faster than typical twostage rotors, and the tall auger opening increases snow capacity by 25% to move more than a ton of snow per minute. With Toro’s personal pace technology, the new SnowMaster delivers up to 50% faster ground speed to help you get the job done quickly. Integrated automatic steering makes turning nearly effortless, while the quick stick chute control makes changing the chute direction and angle as easy as using a joystick. Call 888-384-9939; visit toro.com/snowmaster.
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Another Season Comes To A Close Servicing dealers, landscapers and power equipment mechanics kick grass in the 23rd Sta-Bil National Lawn Mower Racing Series. BY BRUCE KAUFMAN
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he 2015 Sta-Bil National Lawn Mower Racing Series was a good one for many of the servicing dealers, landscapers and small engine mechanics who competed in the 23rd season of the U.S. Lawn Mower Racing Assn. (USLMRA). The power equipment industry was well represented with several Top 10 finishes among the 11 USLMRA racing classes: Chris Cox, Small Engine Teacher, Butler, Ga., 1st place AP Class Ken Jones, Jones Small Engine, Granville, Il., 5th place AP Class Chuck Miller, Miller Lawn & Power, Marion, Oh., 2nd place BP Class Dawn Filos, Jack’s Small Engine, Jarrettsville, Md., 5th place SP Class; 9th place FX Single Class
This year, fanchoice.tv live streamed USLMRA’s races.
Manny Torres, Manny’s Mower Sports, Port Deposit, Md., 4th Place FX Single Class Jayson Mikula, Four Seasons Yard
All ages enjoyed a new feature for 2015, racing at the Charlotte Motor Speedway.
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& Sport, Sparta, Mich., 1st place FX Twin Class Bob Cleveland, Ogura Industrial Corp., Locust Grove, Ga., 10th Place, FX Twin Class “It was a great season for all of our racers, and especially outdoor power equipment-related competitors,” noted Kerry Evans, a Briggs & Stratton master mechanic and owner of Evans Outdoor Power Equipment in Wilmer, Ala. “Outdoor power equipment dealers and mechanics always do well, and are always willing to share their knowledge with their fellow racers. They take our motto to heart: The mow the merrier!” Other highlights of the 2015 season included the on-track wedding of lawnmower racers Ivy Coy and Alex Stella, as well as racing at the Charlotte Motor Speedway Spring Auto Fair that was
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Over 800 people took part in the 23rd Sta-Bil National Lawn Mower Racing Series.
Many participants race for a cause, including breast cancer research and finding a cure for Huntington’s disease.
streamed live on fanschoice.tv in cooperation with NASCAR Productions. As part of the season, the USLRMA held events all over the U.S., and expanded into the Western Mower World Series. A popular event for the association was the sponsored screenings of the feature film, “On Your Mark, Get Set, Mow: A Tale of Hope, Redemption and Lawn Mower Racing.” A special note for 2015 includes the induction of the Mikula family of Sparta, Mich. into the Lawn Mower Racing Hall of Fame to recognize their charity
race for Huntington’s disease research along with the husband-and-wife racing team of Janet and Jim Witt. Founded on April 1, 1992, The USLMRA sanctions and presents organized lawnmower racing across America including the 20-race STA-BIL National Lawn Mower Racing Series, local traveling chapters and home track affiliated clubs, hosting 140 events each year with over 800 racers competing. Lawnmowers race in several road course classes with all cutting blades removed at speeds from 10 to 60 MPH. Racers compete for trophies,
POWER EQUIPMENT TRADE
points and bragging rights, never for purse money. Founded in 2009, the USLMRA National Lawn Mower Racing Hall of Fame is a place of honor for turf titans who have turned a weekend chore into a competitive sport. The USLMRA National Lawn Mower Racing Hall of Fame & Museum of America is located at Miller Lawn and Power, Marion, Oh. For more info, visit letsmow.com. PET Bruce Kaufman, who many know as “Mr. Mow It All,” is President of USLMRA.
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The Difficulty In Hiring A Tech Tackling the lack of understanding when it comes to hiring a technician. BY JOHN WALKER
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have been consulting with equipment dealers about their aftermarket and their product support sales and profit for 40 plus years. You cannot imagine over the years how many times I’ve been told, “I don’t understand how difficult it is to hire technicians!” I ask myself are these Doubting Thomases all right or are they all wrong? Bob Currie in developing his Dealer Cost of Doing Business studies states that in the next three to five years, 50% of the equipment dealer’s workforce will be technicians—but successful dealers recognized this years ago. My comments to equipment dealerships who tell me how hard it is to hire technicians is to impress upon them that it is hard work to hire technicians, service is also where the dealership’s unrecognized opportunity lies. Consider how much time, effort and money you spend on trying to find a “half-way” decent sales manager or even a salesperson. You’ll hire a headhunter, you’ll fly people halfway across the country to interview the prospect, no amount of effort will be spared. But the only thing that makes you think about hiring a technician is when your shop is overflowing with backed-up service work. Then it becomes a get it done task to find a warm body.
Seller’s Market It is a seller’s market for experienced service technicians. The law of supply and demand has kicked in, and as we 34
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Many dealers might question the idea of searching out good product support personnel, but the return on the investment is worth it. Having a solid foundation in the service department means more dollars at the end of the month. n
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mentioned many times, the demand for technicians far out paces the supply. Maybe, just maybe, that is the miracle all of you who constantly state how difficult it is to find a technician have been waiting for. When business is slow we are told to cut back on expenses and personnel. This of course makes sense, but where do we cut? Maybe we can lay off a few technicians, even though we know it will be hard to hire them back after the market turns around. Maybe we lay off a new hire, our aftermarket sales person. Most of the successful dealers believe just the opposite. They send somebody out there to market their shop, to bring the equipment in for repair. If you continue to sit around waiting for some miracle to happen, you can be sure that little will change. I know a corporate service manager who has six service managers. Each one has been assigned a trade school within their
Yes, sending technicians off to a factory-training course located in some far off city for a week can be expensive. All of the arguments against training only make sense as long as the dealership perceives this training as an expense and not as an investment. In any successful equipment dealership it is the dealership’s investment in people that pays off! Professionals never stop their education process. Technicians welcome every opportunity for more training and become frustrated when dealers block their efforts. An investment is not an expense. Yes, hiring, training and maintaining quality, professional service technicians is hard work. As Ann Landers is quoted saying, “Opportunities are usually disguised as hard work, so most people don’t recognize them!” PET
area. Each one spends a day a month visiting the schools and recruiting. They are not sitting around in their offices waiting for a prospect to walk through the door.
Investment Opportunity In almost all the ads we see online, we believe job postings should say, “Applicant must have ____ years of experience working on __________ equipment.” Doesn’t this severely limit the pool of technicians you will be interviewing? Most manufacturers today are providing excellent hands on training for technicians. If professionals have the knowledge of the basics like finding information, pre-delivery, planned maintenance, electronics, hydraulics, system trouble-shooting, diagnosis, computer knowledge and up selling; then they can quickly learn all that is necessary to work on the equipment that your dealership sells.
John Walker is President of Aftermarket Services Consulting Co., Inc., a Fort Mill, SC-based international training and consulting company working with manufacturers, dealers and associations in parts and service marketing, managing and merchandising techniques. For more information contact AMS, P.O. Box 541, Fort Mill, SC, 29716; e-mail: amsconco@aol.com; visit amsconco.com.
In any successful equipment dealership it is the dealership’s investment in people that pays off! Professionals never stop their education process.
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SHOWroom Tilton Replacement Parts Catalog
Handy Big Utility Lift
Tilton Equipment has released a new, expanded catalog featuring thousands of aftermarket parts for chain saws and cutoff saws. The catalog covers a wide range of brands and models, including the extensive line of Mako Precision parts. Hundreds of new components have been added, as well as a large new Jonsered section. This edition features OEM cross-reference listings. Parts are conveniently listed by individual model for quick and easy lookup. Examples of items offered are air filters, bearings, carburetors, clutches, crankshafts, cylinder assemblies, fasteners, fuel lines, gaskets, anti-vibration mounts, mufflers, pistons, seals, starter parts and complete engine rebuild kits. Additionally, there is a complete selection of sprockets, drums and rims to fit many brands and models. Call 800-447-1152; visit tiltonequipment.com.
Handy introduces the Big Utility Lift. The BUL can handle a 2,500 lb. capacity and offers the option of loading from either end, making it the ideal choice for servicing the most colossal UTVs. Dual detent bars work to ensure superior stability while four adjustable support bars with anti-skid rubber pads provide peace of mind for lifting wide loads. The BUL rises to a maximum working height of 39" and has four stopping points, so you pick the height that’s best for your job. Storage is a breeze with this compact unit, with a minimum height of 9.5" and weight of 500 lbs. A sliding oil pan is mounted under the lift top, which boasts a 27" wide working surface. The framework is textured black powder coating for added durability. To preserve finished shop floors, we chose four phenolic wheels with serviceable roller bearings. Call 855-752-5446; visit handyindustries.com.
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Honda VersAttach System The all-new Honda VersAttach System offers two powerhead models, the UMC425, powered by a Honda GX25 mini 4-stroke engine, and the UMC435, powered by a GX35 mini 4-stroke engine. Each model can be paired with an optional interchangeable edger, line trimmer, blower, hedge trimmer, pruner and cultivator that fit quickly and securely into the attachment shaft by way of Honda’s SureLoc joint locking system. The product includes a number of technologically advanced design innovations, including the SureLoc joint locking system. This two-position joint mechanism operates with a click and a twist, allowing the user to easily connect and disconnect attachments with no tools required. In addition, the anti-vibration system includes two rubber-mount shaft inserts between the shaft and clutch and the handle assembly providing comfortable use, especially for long periods of operation. Call 770-497-6400; visit hondapowerequipment.com.
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SHOWroom Peco Z-Trimmer By attaching to virtually any mower deck, the Peco Z-Trimmer can be fully controlled from the operator’s seat and will trim or edge with ease. The Z-Trimmer is spring-loaded to swing away when encountering an obstacle. The trimmer’s lightweight aluminum head is adjustable for height and angle and is equipped with .105 line. Call 800-438-5823; visit lawnvac. com.
The EK7651H has a 4.6 cu.in. (75.6 cc) engine with 4.1 HP and a no load speed of 9,350 RPM to take on the most demanding applications. The pressure-compensating carburetor with vented choke plate is engineered to reduce flooding by automat-
ically adjusting to deliver the proper amount of fuel. For increased ease-of-use and maintenance, the EK7651H has a five-stage foam-paper-nylon filtration system with advance direction air flow to provide cleaner air to the engine for improved engine durability. Call 800-462-5482 visit makitatools.com.
Makita Power Cutter Makita has created the world’s first 4-stroke power cutter, the 14" MM4 4-stroke Power Cutter (model EK7651H). The new 4-stroke EK7651H delivers several advantages over 2-stroke: no oil mixing offers simplified operation and prevents engine failure due to improper mixes, lower noise at 92.7 dB(A) and smoother idle for continuous operation. Plus lower fuel consumption at .45 GPH, reduced exhaust and intake carbon build-up for long cylinder life and three-ring pistons for improved commercial engine durability.
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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
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Western U.S.
DISTRIBUTORS: For information about placing your ad in PET’s Distributor Library Section
Call Kathy Sternenberg
251-928-4962 Southeastern U.S.
4331
ND, SD, MN, WI, MI, IL
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Nationwide
TN,GA,AL,NC,SC,S.VA,SE WV
DE, MD, NJ, NY, PA, VA, W.VA
DISTRIBUTORS: For information about placing your ad in PET’s Distributor Library Section
Call Kathy Sternenberg 251-928-4962 TX, OK, AR, LA, NM, CO, MS
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MS, AR, LA, TX, OK, DE, MD, VA, W.VA, NC, SC, IN, KY, TN
Nationwide
DISTRIBUTORS: For information about placing your ad in PET’s Distributor Library Section
Call Kathy Sternenberg • 251-928-4962
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Stihl * Homelite * Lawnboy * Briggs & Stratton New * Obsolete * Used Parts THOUSANDS OF PARTS!
Shelby County Implement • Shelbina, MO 63468 Ph: 573-588-4731 • 573-588-2020 Fax: 573-588-4264 • Email: sci63468@hotmail.com M/C, Visa and Discover Accepted 3524
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9009
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POULAN WEED EATER PARTS
Busy lawnmower, trimmer, snow blower and chainsaw sales, service and repair shop in business since 1965 includes all inventory, parts, equipment and a list of over 1700 current customers. Lots of traffic and tons of room for expansion and growth into new products. The business is on a 26 acre parcel and operates out of 10,000 square feet of interior space comprised of 3 buildings - a 42x90 clear span steel building for storage and work space, a 20 x 40 storage building. And a third building with a 32 x 60 showroom, office, additional storage area and a 24 x 80 service shop. 5454 Route 32, Catskill, New York. Come take a look ............... NOW ONLY $385,000
Call Steve at Steve Hubbard Real Estate 3821 Services. 845 246-2022
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2015
EDITORIAL INDEX January/February Father, Son Duo Sells Work And Play After selling their John Deere business, the Bartons find success in the fun side of a dealership. Page 10.
The Season Ahead Are You Ready? For some, the winter was a bonanza of business because of the continued powder that fell from the sky; for others, it was just a time where we tried to keep from falling to deep into the red. But for all, it should have been a time of planning and preparation. Page 30.
March
June
Powerlines Ethanol Is Not The Problem. Page 3.
Powerlines Howeowner Saw Safety. Page 3.
Strong Reputation Builds Year-Round Sales Georgia dealer keeps growing, hopes for another good year. Page 12.
Logging Family Sees Success Unlikely Husqvarna dealership finds niche and takes off. Page 10.
Winter Products. Page 8.
Chainsaws 2014 Page 14.
Service, Market Share Have Direct Link Customer service is an attitude that must be displayed by every employee within the dealership. Page 18.
Ethanol War Rages On As we all wait for the upcoming ethanol proposal, don’t hold your breath. Page 16. Have The ‘Guts’ To Charge More Labor rates must cover cost and provide profits. Page 18.
April/May Powerlines The Ethanol Problem; Is It Or Isn’t It? Page 3. Ethanol Education Required In Engine Maintenance Page 6. All-Season Changes Business Philosophy Former ‘keep it small, keep it simple’ one-line dealership relocates and goes big. Page 10. Will Hiring Always Get The Best Successful dealers know that results are only achieved through and with their personnel. Page 18.
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July/August Thinking Outside Of The Traditional Dealers around the country find ways to boost profit by taking on unexpected product lines. Page 10. Powersports Preview Page 13.
Ready Or Not EMV Is Here Already accepted in other countries, there’s a new kind of plastic hitting U.S. markets, and by the end of 2015 it’s slated to completely replace the current system. Page 20. 44
Sadly, Still One Sided OEMs make plenty of demands of dealers’ business operations. Page 30.
Keeping Up Appearances Dealer Stan Eversole continues to improve his business year after year. Page 16. Proposals Keep Ethanol In News Recent research shows consumers unaware of impacts from higher ethanol blends as blender pump program looms. Page 22.
NOVEMBER/DECEMBER 2015
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Developing A Focus For Your Business Selling a piece of equipment should not be the only game in town for dealers and manufacturers. Page 24. Customer Data And Privacy: What’s The BIG Deal? No longer just for large retail chains, privacy policies and information security programs are a necessary step for dealers. Page 26.
The Importance In Placement, Efficiency Creating and maintaining a superb shop appearance is more important that it has ever been. Page 34.
October GIE+EXPO 2015 Delivers More Equipment Dealer Value Full preview of show events, technician classes and dealer networking opportunities. Page 10.
Diversification Pays, But Choose Wisely Dealer diversification is important, but making the right move is key. Page 38.
Big Sky’s The Limit Diversified dealer Big John’s has an interesting personal background. Page 14.
September
2015 Expo Elite Page 19.
Powerlines It’s All About Promise. Page 3.
Star Tron Facility Builds On Quality Longer production runs add to plant efficiency. Page 36.
A Story Only Honda Can Tell American Honda christened 2015 “The Year of Honda” and celebrated with its Dream Garage event. Page 9. 2016 Mower Preview Page 12. All The Right Moves John and Chuck Agans have turned Clive Power Equipment into a force in the hawkeye state. Page 28. A Different Perspective Indiana dealer Sam Stearns offers a fresh point of view on dealer life. Page 31. Educating Consumers Protecting Their Engines How to properly help consumers protect their equipment during storage. Page 32. Accommodating Customers Interested In Alternative Fuel Equipment dealers can educate staff and clinch more sales in the alternative-fuel commercial mower market. Page 33.
Manufacturers: The Visible Hand In Every Dealership Transaction Page 38. There’s More Money In Service Activity Solid steps to increase your service department’s profitability. Page 40. Focus On What Matters The key to success requires just three things: People, product and process. Page 54.
Nov./Dec. 2016 Trimmer, Brushcutter Preview Page 10. The Little Saw Shop That Could Logger diversifies into outdoor power equipment. Page 24. GIE+EXPO 2015 Wrap Up Dealer Day, education, exhibitor news, new product roll outs. Page 28. Dealers Choice Awards Winners Page 30.
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PETcetera EPA Releases New Ethanol Targets Power equipment dealers can expect to see more E15 fuel available in the future throughout the nation thanks to EPA’s new renewable fuel blending requirements released on November 30: Total renewable fuel volumes for 2016 are 11% more than 2014 volumes, and the EPA’s statement regarding the new renewable fuel requirements concedes that meeting the new volumes will “require either ethanol use at levels significantly beyond the level of the E10 blend wall, or significantly greater use of non-ethanol renewable fuels, such as biodiesel and renewable diesel, than has occurred to date.” Concerning that statement, the only way to come close to the new blending requirements is to expand the availability and consumption of E15, considering that advanced biofuel capacity and infrastructure development are greatly lacking. Kris Kiser, President and CEO of the Outdoor Power Equipment Institute, said EPA’s decision to raise blending requirements “is regrettable as the likely introduction of midlevel ethanol fuels for which our products are not designed, built or warranted will increase, and yet not providing any consumer education on the use of fuels containing more than 10 percent ethanol. Additionally, a mandated fuel of greater than 10 percent ethanol ignores the fueling requirements of the 400 million legacy engine products in use today including boats, snowmobiles, outdoor power equipment, UTVs and autos.” According to small engine manufacturers, fuels containing greater than 10% ethanol can damage or destroy outdoor power equipment, including lawnmowers, chain saws, generators, utility vehicles and other small engine equipment such as motorcycle, snowmobile and boat engines. Fuels containing more than 10% may void product warranties, and under federal law it is illegal to use higher ethanol fuel blends, specifically E15, in power equipment. “EPA’s ruling seems to suggest that fuels greater than 10% are now being mandated into the marketplace,” Kiser adds. The OPEI has been promoting a “Look Before You Pump” campaign for consumers to guard against misfueling. Consumer surveys show 74% of Americans aren’t sure if it’s legal or illegal to put any fuel higher than E10 into small engine products. “It is more important than ever for consumers to pay attention at the pump,” Kiser says.
PETevents JANUARY 26-27—Ohio-Michigan Equip. Dealers Assn. annual meeting, DoubleTree Hotel Worthington, Columbus, Ohio. E-mail krominger@amglicusa.com; visit omeda.org. JANUARY 28-30—Power Show Ohio, Ohio Expo Center, Columbus, Oh. Call 614-889-1309; visit omeda.org. FEBRUARY 6-9—Outdoor Power Equip. Aftermarket Assn. annual meeting, Hyatt Regency Pier 66, Fort Lauderdale, Fla. E-mail jhawes@opeaa.org; visit opeaa.org.
FEBRUARY 8—Northeast Equip. Dealers Assn. annual/regional meeting, Best Western Premier Eden Resort & Suites, Lancaster, Pa. Call 800-932-0607; visit ne-equip.com. FEBRUARY 9—Mid America Equipment Retailers Assn. annual meeting, Crowne Plaza Airport, Louisville, Ky. E-mail krominger@amgllcusa.com; visit maera.org. FEBRUARY 10—Northeast Equip. Dealers Assn. annual/ regional meeting, Holiday Inn, Liverpool, NY. Call 800-9320607; visit ne-equip.com. FEBRUARY 12—Northeast Equip. Dealers Assn. annual/regional meeting, Grappone Conference Center, Concord, NH. Call 800-932-0607; visit ne-equip.com. FEBRUARY 21-23—Joint annual meeting of Deep South Equip. Dealers Assn., South Eastern Equipment Dealers Assn., and Southern Equipment Dealers Assn., The Peabody, Memphis, Tenn. Call 225-383-5064; visit dseda.org. FEBRUARY 28-MARCH 2—Outdoor Power Equip. & Engine Service Assn. annual meeting, Rancho Bernardo Inn, San Diego, Calif. E-mail info@opeesa.org; visit opeesa.com. Listings are submitted months in advance. Always verify dates and locations with contacts prior to making plans to attend.
Coming Soon in 2016
Dealer Survey
ADlink Easy access to current advertisers! www.poweret.com/adindex.html Don’t forget to bookmark this link! This issue of Power Equipment Trade is brought to you in part by the following companies, which will gladly supply additional information about their products. ADVERTISER After Market Services B3C Fuel Solutions Briggs & Stratton Cannon Bar Works Desert Extrusion Eureka Chemical Gold Eagle Heftee Industries Husqvarna Forest & Garden Jungle Jims Maruyama Masport Morbark Outdoor Power Equipment Institute Rapco Industries Rotary Silvana Import Trading Stihl Summit Mowers TD Retail Card Services Walbro
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ADLINK is a free service for advertisers and readers. The publisher assumes no liability for errors or omissions.
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DEALERtodealer
Remembering The Past DALE STOTTS
It is almost the end of 2015 and dealers and service techs are involved in service update seminars, new unit sales and marketing meetings. But what’s changed during the 50+ years Stotts has been in the industry?
outdoors in a specified area. The next noticeable fact was the attire of those in attendance. Normally these meetings were held at night—after a business was closed for the day and those in attendance had already eaten their dinner before attending. Now there was plenty of coffee and the occasional donut or a plate of cookies. The normal dress code— which was not actually enforced—was street casual. You seldom saw anyone in work clothes and if you did it was a freshly cleaned uniform, not one that had been worn all day showing the dirt and grime from being in the trenches. The instructors were normally in
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any of the marketing meetings are kickstarted via GIE+ EXPO and then the regional meetings follow during the next few months. For those younger than myself, I thought I would reminisce of those similar times of 50 years ago, in 1965. Things have truly changed during these 50 years. To begin with, some of the engine manufacturers have vanished from the stage. One in particular is Clinton Engines; Tecumseh has gone through several changes as well as Wisconsin, to name a few. At the same time, we have seen more foreign manufacturers offering their products. Engines from Japan and China have definitely made an impact on the shape of products sold and being repaired by the everyday dealership.
In the good old days both dealers and their service techs felt they were an important part of the growth and success of the engine and equipment manufacturers. There were no Big Box Stores for competition. dress attire, which meant a tie, dress slacks and dress shirt. Oh you knew they were knowledgeable because like the majority in attendance, their hands were calloused—evidence of working on engines or equipment just like those working day to day in a shop. Another point, quite often, since the industry was in its young age of being an industry of its own, many of the upper executives would make an appearance at some of these meetings. I met and visited with Mr. Freddy Stratton, Sr. at more than one of these meetings. I could mention other names but many have since gone on to the Great Engine Industry Above. I’m sure many are looking down at us just viewing how far things have advanced from their days in the trenches.
Meeting Changes Not only have these changes materialized, but the method of having the meetings has dramatically changed. The first biggest change was the advent of “No Smoking” meetings. I remember when the meetings were so smoke filled it was like you were sitting in a fog. Pipes, cigars and cigarettes were being smoked and no one had a second thought about this. Of course today there is no smoking during the meeting unless during a “smoker’s break.” This is not in the meeting room but normally 46
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hood, where selling and working on lawn and garden equipment had been mainly done at a farm tractor dealership as a side line or at a hardware store; the actual lawn and garden dealership whose total focus was selling and servicing these wares was just starting to take a hold with the public. In the good old days both dealers and their service techs felt they were an important part of the growth and success of the engine and equipment manufacturers. There were no Big Box Stores for competition. Why even suggesting a piece of equipment would be sold without actual in house/on the premises service was totally unheard of much less even considered. What a different story it is today! Big Box Stores have changed the face of sales and, along with it, the face of service centers around the country. Now each dealership is expected to take care of not only what they sell, but every other establishment as well. Plus, dealerships are expected to keep trained service personnel. The biggest
Hands On Approach The point I’m making is the good ole days had a more hands on approach than today. With the industry in its early childn
change is not only has this industry gone from service schools at no cost to the dealer to costing the dealer $50.00, $75.00, even $275.00 and upwards per service tech sent to each and every required school. So the next time you enter the room, pour your cup of coffee, probably have a donut or cookie, sit down and start listening to the instructor or sales rep, take time to try and think back to those who have come before you. They had a much different approach than in 2015. Is today better? From a health standpoint, being smoke free is. From the point of being treated as an important part of a manufacturer’s future, I can only say in a few, very few, instances yes, we are but, in many others, we are PET just a necessary requirement. Dale Stotts owns and operates Stotts Engine Service, Monett, MO 65708; fax: 417/235-1156; or email: djstotts@sbcglobal.net. The views of Dale Stotts do not necessarily represent those of Hatton-Brown Publishers, Inc.
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