How To Master Your Inventory Maintain appropriate inventory

MARKET WATCH: Affordability puts riders in homeowner hands Page 14
ONLINE EXCLUSIVE
Long Island Dealer
Doubles Wright
Stander Sales
DEALER BEST PRACTICE
How To Master
Your Inventory
Maintain appropriate inventory
levels and troubleshoot
along the way
Page 8
Exclusive Interview
New Stihl VP of Sales & Marketing
Plans for Market Share Growth
Page 12
Product coverage
Commercial
Walk Mowers Page 18
Hedgetrimmers Page 20
Blowers Page 22
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Table of
Contents
Volume 36 No. 3 | MARCH/APRIL 2013
FEATURES
dealer Best Practice
Yard
04Front
A Lesson in Perseverance
06
12
Best of the Web
Benefits of using a stand-on
mower; Polaris introduces
Brutus line of work vehicles;
A switch to mulching blades
reaps many benefits; c-Systems
integrates Vendor Flat Rates;
Toro TurfMaster 30-inch Walk
user product review
Supplier Spotlight
New Stihl vice president of
sales and marketing plans for
growth in market share.
14
Homeowners to Mow
More in 2013
Affordability puts large-deck,
ride-on mowers in the hands
of homeowners.
16
Trimmers That Help
Trim Cost
Users are willing to spend
more for a grass trimmer that
saves on time and cost.
26
8
How to Master Your Inventory
Maintain appropriate inventory levels and troubleshoot along the way with these tips.
Product coverage
18
20
22
Check out our new, more interactive Product Guide at
greenindustrypros.com. It works anytime, anywhere,
and on any device – no app is needed!
Commercial
Walk Mowers
Hedgetrimmers
Blowers
18
Bob’s Business Tips
Stop wasting your time and
money on an open house and
direct your energy toward
creating valuable education
programs for the customer.
22
20
Online ExclusiveS
Long Island Dealer Doubles Wright Stander Sales
Over the last three years, Wright Stander sales at Major League
Power Equipment have more than doubled.
greenindustrypros.com/10898126
A Perspective on Running Equipment Dry Before Storage
Some people may get away with draining their gas tank and not
experience any problems. But draining fuel is like Russian roulette.
greenindustrypros.com/10886856
greenindustrypros.com
❙
MARCH/APRIL 2013
❙
YARD & GARDEN 3
Front Yard
By Lisa Danes
A Lesson in
Perseverance
Dealers who have continued to learn from the ups
and downs of the industry and adjust their business
accordingly are the ones who are still around.
1233 Janesville Avenue, P.O. Box 803,
Fort Atkinson, WI 53538-0803
(920) 563-6388 | Fax (920) 563-1702
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For reprints and licensing please contact Nick Iademarco at
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Elizabeth Jackson, Merit Direct LLC
(847) 492-1350 Ext. 18 | [email protected]
For change of address or subscription information:
(920) 563-1745 or fax (920) 563-1704
I
visited a dealer in central
Wisconsin the other day to
just chew the fat and shoot some
photos for use in the publication
and on the website. We sat in his
office and talked for a long while before
I wandered the dealership and grounds
taking photos.
He has been in the industry for
almost 50 years, and while the dealership has a heavy focus on ag, the dealer
offers three mower models, and a few
shortlines. In our discussion he taught
me that in everything there is a lesson.
He shared some of his frustrations
with the lawn equipment segment—
both equipment manufacturers and his
competition. Thanks to his manufacturer “partners”, he has many competitors very close by. As the market in his
area became saturated, he pulled back
on the number of lines he would carry
and the amount of equipment he stocks.
As for the undercutting competition,
he has learned to sell against the games
they play. If the competition is offering
a mower at a price just a hair lower than
his, he tacks on a value-added service to
make up for the difference, or lowers
the unit price and adds on a warranty
to make up for the price cut at the sale.
Bottom line, he can’t control the
manufacturers, and he can’t control
his competition. What he can control
is how he meets their actions with
4 YARD & GARDEN
Published By
❙
MARCH/APRIL 2013
❙
his own. Throughout his time in the
industry facing these challenges, he has
shown a positive attitude and perseverance. Those qualities are what have kept
him in business.
The outdoor power equipment business isn’t an easy one to be in. But the
dealers who have continued to learn
from the ups and downs and adjust
their business accordingly are the ones
who are still around. As many challenges continue to come your way, don’t
get mad—get even.
P.S. On the topic of perseverance,
watch for some exciting changes coming
with our next issue!
ADVE RT I S I N G
Publisher....................................................... Deirdre D’Aniello
[email protected]
E D I TO R I AL
Associate Publisher........................................Gregg Wartgow
[email protected]
Editor ..................................................................... Lisa Danes
[email protected]
Graphic Designer ............................................ April Van Etten
[email protected]
PRO D U C T I O N
VP Production Operations ................................... Curt Pordes
[email protected]
Production Director ............................................. Steve Swick
[email protected]
Media Production Representative��������������������� Connie Wolf
[email protected]
C I RC U L ATI O N
Audience Development Manager....................... Angela Kelty
[email protected]
Published and copyrighted 2013.
Cygnus Business Media:
John French - CEO; Paul Bonaiuto - CFO; Kris Flitcroft Executive Vice President; Greg Udelhofen - VP Content;
Debbie George - VP Marketing; Ed Wood - VP Human
Resources; Julie Nachtigal - VP Audience Development;
Curt Pordes - VP Production Operations; Eric Kammerzelt VP Technology
All rights reserved. No part of this publication may be
reproduced or transmitted in any form or by any means,
electronic or mechanical, including photocopy, recording or
any information storage or retrieval system, without written permission from the publisher.
SUBSCRIPTION POLICY: Individual subscriptions are
To contact Lisa Danes:
Phone: (920) 563-1634
Email: [email protected]
greenindustrypros.com
available without charge in the U.S. to qualified subscribers. Publisher reserves the right to reject non-qualified
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YARD & GARDEN (ISSN 0896-6834) is published six times a
year: January/February, March/April, May/June, July/August
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postage paid at Fort Atkinson, WI and additional entry
offices. POSTMASTER: Please send change of address to
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Printed in the U.S.A.
Canada Post: PM40612608. Return Undeliverable Canadian
Addresses to: Yard & Garden, PO BOX 25542, London, ON
N6C 6B2
Volume 36 Number 3
Productivity. Inside & Out.
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❯ To inquire, visit greenindustrypros.com/10155794
What’s This?
Best of Web
Visit greenindustrypros.com to search for the eight-digit code
at the end of the news item and read the complete story.
Kawasaki Exiting Handheld Lawn
Equipment Business
What’s
This?
The Engines and Power Products Division of Kawasaki Motors Corp., U.S.A., has
announced that it will no longer remain in the handheld power products business
category after December 31, 2013. Kawasaki said the move allows the company
and its dealer network to focus resources on its core business: premium 4-cycle
engines.
The company told its dealers that it will continue to implement programs and
promotions that had previously been announced for the 2013 calendar year, and
that all service and warranty support programs will remain in force for any units
ordered prior to December 31, 2013. This includes the stocking of parts needed to
satisfy any claims for the life of the standard product warranty.
10897515
Benefits of Using a
Stand-on Mower
When stand-on zero-turn mowers
were introduced to the marketplace
more than a decade ago, manufacturers
hoped the product would soon become
as popular as both the sit-down zeroturn and intermediate walk-behind.
Today, thanks to improved designs,
better price points, a refined market
position and wider distribution, manufacturers are optimistic that the standon won’t be standing still much longer.
The stand-on mower is designed for
landscapers, especially those who have
smaller, highly landscaped properties
to maintain. The nice thing about the
stand-on is its ability to maneuver into
tight spots, but still give the operator a
chance to ride. 10262775
A Switch to Mulching
Blades Reaps Many
Benefits
In 2013, Rotary’s blade manufacturing
division will reach a milestone with the
production of its 200 millionth blade
at a facility in Glennville, GA.
Mulching offers many benefits to
the mower operator as well as the area
being mowed. Making a simple switch
can save users time and improve the
areas appearance. Mulching blades
6 YARD & GARDEN
❙
MARCH/APRIL 2013
❙
are designed to cut finer grass clippings that can fall back into the
grass to decompose. Grass clippings
can contain up to 80% water and
also provide many nutrients that are
returned to the soil when mulched.
10910313
Polaris Introduces
Brutus Line of Work
Vehicles
Polaris Industries recently unveiled the
Polaris Brutus line, the company’s first
purpose-built commercial vehicle line
that delivers front-end power take-off
(PTO) capability. The Brutus product
line is an outcome of the alliance
formed between Polaris and Bobcat
in 2009. The co-developed vehicles
leverage the strengths of both companies with Polaris’ expertise in utility
vehicles and the powersports market,
with Bobcat’s experience in work
vehicle technology and attachments.
Polaris will manufacture vehicles for
greenindustrypros.com
both Polaris and Bobcat, while Bobcat
will manufacture attachments for the
two companies. 10889723
c-Systems Integrates
Vendor Flat Rates
Flat Rate Time (FRT) from c-Systems
provides the ability to link equipment
on the repair order/shop ticket to the
associated vendor’s labor flat rates. The
dealer only needs to point and click to
add the appropriate labor rate within a
repair order, thus removing the hassle
of manually looking up labor codes,
descriptions and times. c-Systems
worked closely with Ariens, Exmark,
Kubota, Stihl and Toro to develop this
type of exclusive integration. 10893139
PRODUCT REVIEW:
Toro TurfMaster
30-inch Walk
Brandon Land, owner of Year Round
Lawn in West Monroe, LA, picked up
several new commercial accounts this
year. He wanted to use a push mower
on them, but they were sizable yards
that required a little more productivity
than a typical 21-inch push mower.
Land purchased the Toro TurfMaster
30-inch Walk Mower, designed for
rugged commercial use, earlier this year
from Ouachita Lawn & Garden, also
in West Monroe. He says the productivity gains have been obvious. In addition to his new commercial properties,
Land is also using the mower on other
properties he’s maintained for years.
10911163
Popular Podcasts
Visit greenindustrypros.com/GII
to check out the Green Industry
Insider, a monthly audio recap of
the industry’s top news.
Follow us on Twitter: Twitter.com/YG_PRO
Do work – not paperwork.
Introducing: Flat Rate Time (FRT) from Infinity,
c-System’s Premier Business Management Software.
c-Systems has the only Outdoor Power Equipment business management
solution that allows you to link equipment on a repair order/shop ticket
directly to the associated vendor’s labor flat rates: simply point and click
to add the appropriate labor rate within a repair order.
This cutting-edge solution removes the time consuming hassle of
manually looking up labor codes, descriptions, and times.
In addition to saving you and your technicians time and reducing
paperwork associated with warranty repairs, FRT also:
•
•
•
reduces the likelihood of making a mistake when pricing
helps standardize equipment repair descriptions
can increase billing amounts and profits on each repair order.
c-Systems worked closely with several leading manufacturers to develop
this exclusive integration, including Ariens, Gravely, Exmark, Kubota, Stihl
and Toro.
❯ To inquire, visit greenindustrypros.com/10155751
For more information,
please contact us at:
800.334.3114
www.csystemssoftware.com
[email protected]
Dealer Best
Practice
❯ By Lisa Danes
How to Master
Your Inventory
Staying tuned into the market and your customers
helps you to maintain appropriate inventory levels
and troubleshoot along the way.
P
lanning and managing your
inventory doesn’t have to be
a guessing game. Knowing
your customers and the products
they desire will help you to anticipate
demand. Add to that valuable knowledge gained through relationships
with your distribution channel, and
you are on your way to having a better
handle on inventory and expectations.
Your careful monitoring of inventory
throughout the selling season will help
you to meet demand while staying out
of the overstock danger zone.
8 YARD & GARDEN
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MARCH/APRIL 2013
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greenindustrypros.com
Caution and the customer
With the recent recession and stranger-thanusual weather patterns, dealers have become
even more cautious about how they plan inventory. They are being careful about how much
inventory they are willing to take on simply to
please manufacturers and gain discounts.
“Dealers are way more responsible in their
inventory management as far as not letting
certain manufacturers and distributors take
advantage of them by loading them up with
inventory. Excess inventory at the dealer level
is not good for anybody,” says Todd Winstead,
president of distributor Tidewater Power
Equipment Company in Virginia Beach,
VA, and recently appointed president of the
Outdoor Power Equipment and Engine Service
Association (OPEESA).
Dealer Best
Practice
Dealers are being careful about how
much inventory they are willing to take
on simply to please manufacturers and
gain discounts.
sell in one year are reconsidered for
stocking. This timeframe used to be
three years. Regional weather also plays
a role. If you are on the East Coast
and have seen healthy sales, your parts
inventories may be where they were in
previous high-sales years. If you are in
the Midwest and dealing with drought,
you might be carrying a heavier parts
inventory and less wholegoods.
“I think dealers are more cautious
than in years past,” says Wade Freeman,
senior sales manager for distributor
Dixie Sales. “Dealers are carrying
more parts inventory than in past
years, however. Parts houses do well in
periods like this with the recession.”
While you can’t predict the weather,
you can stay on top of the purchasing
behavior of your customers. Remain
cautious when it comes to weather, but
strive to be educated on the customer
and their buying intentions.
“Stay close to your customer and
look at the way the customer purchases
as buyer behavior,” advises Pesson.
“We are asking our customer to help us
have the parts when they need them.
We have parts purchase boxes and give
them to our customer so we can check
their levels before they run out.”
Dealers are choosing to plan for
increased turns of inventory so as
not to carry too much for too long,
which can increase liability and risk.
Evaluating the sales of equipment as
well as parts, and how to proceed with
ordering, is important.
“It is a must that you look at turns
and shorten your timeframe for booking
orders in order to keep you from overstocking inventory,” says Lynn Pesson
Jr., president of Southland Engine Co.
Inc. with three Louisiana dealership
locations. “We also shorten our booking
orders because of the droughts.”
Pesson has also changed the way
he evaluates parts. Those that do not
inside scoop with their dealer partners. Winstead says his distributorship
also works to educate their territory
managers and dealers on market intelligence gained from manufacturers,
tradeshows and organizations like
OPEESA.
“Distributors and suppliers have
comprehensive research data which is
very valuable to dealers—provided they
take the time and effort to both request
and study these materials,” suggests
Ed Kovalchick of Net Profit Inc., a
consulting firm. “Be aggressive about
capturing all of the available research.”
For Pesson, choosing to deal in only
a few lines for a product category shows
his dedication to the brand. As a highdollar dealer, this also increases the
manufacturers’ interest in his success.
“We have only three ride-on lines
and the relationships starts there,”
Pesson says. “We believe healthy
market share only comes from a
Valuing channel
partnerships
Customer relationships are not the
only ones you need to spend time
cultivating to help you become better
at managing inventory. Building close
relationships with your suppliers
benefits you greatly. These connections can be informative and helpful in
many ways.
“We host update schools and provide
a consistent message about Dixie Sales
to our dealers,” says Freeman. “We
help dealers to be in-the-know about
news with a particular manufacturer
and general industry knowledge.”
Distributors have more access to
manufacturers and can share the
greenindustrypros.com
Three Ways a BMS
Keeps You on Top
of Inventory
1. Use sales history data to establish seasonal stocking levels and
create suggested purchase orders.
2. System is updated with preloaded manufacturer’s price lists. This
not only provides an efficient way to
keep pricing as accurate as possible,
but provides the dealer with new
part numbers and superseded part
number information.
3. A good BMS provides a paper
trail detailing all movement of
inventory. Nothing should ever
appear or disappear from inventory
without this audit trail. Having this
tool allows the management staff
to easily identify and take corrective action with regards to inventory overages and shortages. It also
provides a means to effectively do
cycle counting to ensure accurate
on-hand quantities.
Provided by Dave Baumgarten, lead trainer for
Constellation Dealership Software-Ideal & IDS
❙
MARCH/APRIL 2013
❙
YARD & GARDEN 9
Dealer Best
Practice
six Can’t miss tips
• Plan for shorter turns of inventory and don’t take on more than
you need
• Educate yourself on the buying
intentions of your customers
• Gain market intelligence from
supplier partners, industry associations and trade publications
• Stay in constant contact with
your supplier about your needs
and concerns
• Move stalled inventory to dealers
in other areas that are selling out
of equipment
• Use a business management system to manage inventory from
each manufacturer individually
always done it, but with the internet and
communication now, it’s easier to do.
The key is communication.”
commitment to the line. The nice
thing about being a volume dealer for
a manufacturer is that you mean something to their bottom line.”
A relationship of good communication with your suppliers can also help
you to remedy an equipment overstock
situation. Being proactive in moving
your inventory to another dealer is
better than waiting for a long-shot sale
to walk through the door. Territory
managers can help you find a place in
the market for inventory that is not
selling at your location.
“Stay in constant contact with your
supplier,” advises Winstead. “There are
always areas of drought and areas that
are booming. Communicate that you are
heavy and need help moving equipment,
and a lot of the time it can be moved
to where the sales are. Dealers have
10 YARD & GARDEN
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MARCH/APRIL 2013
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Inventory monitoring and
manufacturer turnarounds
Once you have made a sales prediction
for the year and have received equipment and parts shipments, it’s time to
slip into inventory-monitoring mode.
The frequency of monitoring will
depend on the season you are in, but
should always be consistent.
“When in season, inventory monitoring can be an hourly practice,” says
Winstead. “The dealers who aggressively manage their inventory are
going to do better than those who do
not. If you sell all of your mowers on
Wednesday, you need to order more on
that same day to get them in on Friday
to have more inventory to sell for the
weekend.”
Inventory from each manufacturer
should be monitored individually to
account for the different rates and
greenindustrypros.com
times when orders are filled. A business
management system (BMS) is an indispensable tool for inventory management.
“Each supplier has a unique fill
rate and fill-time,” says Kovalchick.
“Consequently, each supplier’s inventory has to be managed individually. If
the inventory is being controlled with
software, items have to be divided up
into unique sections with their own
set of inventory controls based on the
ability of the supplier to provide the
inventory.”
After the recession, manufacturer fill
time was a concern for many. Several
manufacturers slowed their production
to meet lowered market demands. As
the market picked back up, manufacturing needed to follow.
“As we came out of the recession,
the whole channel was a bit dry as far
as components, and a lot of manufacturers struggled to keep up with
demand,” explains Winstead. “Healthy
manufacturers and suppliers reduced
their inventory to safely stay in business. As we came out of it, it was hard
to ramp that system back up. A
hold-up on components and parts can
shut down an entire assembly line or
manufacturing plant. I wouldn’t say it
is a good or bad thing. It’s a healthy
thing. I’m just happy we are on the
other side of it.”
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Spotlight
❯ By Lisa Danes
New Stihl Vice President
of Sales & Marketing Plans
for Growth in Market Share
In his 18th year with Stihl, Nick Jiannas steps into the role of vice president
of sales and marketing with a plan for continued success with their
dealer network and growth in the homeowner market.
I
n 2012, Stihl announced the
retirement of its longtime
vice president of sales and
marketing, Peter Burton, and the
appointment of Northeast Stihl
branch manager Nick Jiannas to
the vacated position. In his new
role as vice president of sales
and marketing at Stihl Inc.,
Jiannas will draw from his vast
experience working in many
areas of Stihl.
In his time with Stihl, Jiannas has
learned the value of the independent
servicing dealer, and what pairing that
with effective marketing can do for the
success of Stihl and their independent
dealer network. He hopes to further
grow market share and strengthen the
company’s mutually beneficial relationship with their dealer network.
Building on experience
In almost 20 years with Stihl, Jiannas’
experience has touched on many areas
of the outdoor power equipment
business, giving him a breadth of
knowledge to build off of in his time as
vice president of sales and marketing.
Jiannas also speaks fluent German and
works well with Stihl colleagues at their
worldwide headquarters in Germany.
“This is going on my 18th year with
12 YARD & GARDEN
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MARCH/APRIL 2013
❙
the company. I spent eight years out in
the field, eight years in the head office
in Virginia Beach, and a small stint in
Germany as well,” says Jiannas. “My
experience has included almost every
position you can possibly do under
the umbrella of sales and marketing.
I have gained a strong understanding
of what makes a Stihl dealer tick, and
what kinds of things resonate with our
independent retailer channel.”
Jiannas says he understands the
challenges independent dealers face,
and plans to work closely with them
to find solutions. He regularly attends
dealer meetings and strives to keep
the dialogue going throughout the
channel.
“I’m someone whose Stihl career
grew up in the dealer network,” says
Jiannas. “These folks are down-toearth, hard-working Americans that
give honest feedback, and that’s how
we have become better at our job as a
manufacturer. I will continuously reach
out to them.”
Working with dealer
partners
Stihl and Jiannas have long spoke
about the power of retailing through
the independent servicing dealer
network. The company works with
their dealers to ensure customer and
brand satisfaction.
greenindustrypros.com
Nick Jiannas, Stihl Inc. vice president of sales
and marketing
“Independent dealers help us as
a manufacturer to ensure a positive ownership experience for the
customer,” explains Jiannas. “They
qualify the customer’s product needs
and then provide parts and service after
the sale. They also provide information
and feedback to us, the manufacturer,
on our products so we can always
improve. The dealer provides that
critical connection between the manufacturer and the end user on how we
can improve our product offering.”
The dealer’s relationship with their
supplier
Spotlight
customer isn’t the only thing that
helps Stihl find places to improve. The
passion and demands of independent
dealers also push the company to make
improvements to their products and
overall operations.
“Stihl dealers demand the best and
have really caused us to heavily invest
back into our business,” says Jiannas.
“Whether it is research and development in Germany, or the production facility here in Virginia Beach,
we want to ensure we keep providing
the best product and maintain our
commitment to continuous improvement. They encourage us to be a better
manufacturer.”
Stihl continues to invest in their
technical support structure, training
programs like iCademy and Stihl
MasterWrench Service, their distribution network and marketing efforts.
These investments, along with aggressive marketing to consumers, helps
Stihl maintain their dealers’ margins.
More marketing muscle
Moving forward, Jiannas hopes to
help Stihl gain market share and
help dealers gain the recognition of
consumers. Educating the consumer
on the benefits of choosing an independent servicing dealer and the Stihl
Standout Stihl Initiatives
Independent We Stand greenindustrypros.com/10257635
Stihl iCademy greenindustrypros.com/10819568
Built in America, Believing in America greenindustrypros.com/10797827
Sponsor for Reach Out Worldwide greenindustrypros.com/10851811
brand will help grow the company’s
presence in the homeowner market.
“It has been a rewarding challenge
for us, but it is a challenge at the end of
the day because the average consumers
still think of the mass channel as the
place for all of their outdoor power
equipment needs,” says Jiannas. “We
really have seen positive results when
we spend the energy and money to
reach out to the consumer and say,
‘Hey, there is an alternative. There is
a better choice with your Stihl dealer.’”
In addition to connecting with the
homeowner customer base through
their marketing, Jiannas plans to assess
Stihl marketing efforts to be sure they
are in line with the changing market
and company goals. The ideal result
would be continuously improving the
effectiveness of the marketing efforts
and maximizing the ROI of every
marketing dollar.
“I hope to review and refine our
advertising spending by looking at
“All we’ve done for the past 10 years is to
stay the course we set nearly 40 years ago
... We knew that if we could remain in the
position we were in, maintaining credibility
with dealers and helping them grow
both professionally and personally,
we had all the faith in the world that
we could continue growing.”
- Peter Burton, October 2011
each line item and making sure
we remain relevant in today’s everchanging marketplace,” says Jiannas.
“The marketplace is changing at an
accelerated pace, so I’m challenging
our team to ensure that our media
mix is optimal and that our messaging
continues to resonate with our target
audience. Those are key questions that
I will ask myself all the time.”
One of the first objectives on Jiannas’
list is to keep developing relationships
with, and supporting, the people that
he works with at Stihl. Those relationships are what give him the confidence
that they have the resources and ability
to get their message out there in front
of dealers and consumers.
“From the inside out, we really
have a unique story to tell,” says
Jiannas. “So my job and my challenge
is educating the American consumer
that we have a good product to offer,
come check us out.”
“Independent dealers help us as a
manufacturer to ensure a positive
ownership experience for the customer.
The dealer provides that critical
connection between the manufacturer
and the end user on how we
can improve our product offering.”
- Nick Jiannas, February 2013
greenindustrypros.com
❙
MARCH/APRIL 2013
❙
YARD & GARDEN 13
Market
Watch
❯ By Lisa Danes
Homeowners to
Mow More in 2013
Affordability puts large-deck, ride-on
mowers in the hands of homeowners.
A
fter an early spring was
followed by a drought
in 2012, dealers and
manufacturers are bracing for
what they are hoping to be a
promising year for consumer
riding mower sales in 2013. As
the competitive market drives
down the price on consumergrade zero-turns, homeowners
are favoring the mowers that
promise efficient results.
Inventory and sales
predictions
According to the Outdoor Power
Equipment Institute (OPEI) data from
fall 2012, riding mower sales were
up 16.5% for the first nine months
of the year. While the riding mower
category overall ended the year flat,
zero-turn mower orders were up, and
are expected to be up once more for
2013. Manufacturer promotions helped
dealers to push sales through the end of
the year, but many were likely still left
with some inventory.
“The rider category (tractors and
zero-turns) ended flat to a year ago
through December, with tractors
slightly down and zero-turn shipments
up,” shares Eric Julstrom, marketing
manager for Toro. “Many dealers were
affected by drought, but in most areas
the fall picked up retail sales. In addition to weather, manufacturers had
promotions running in the back half of
the year to encourage retail.”
With last year’s national drought an
14 YARD & GARDEN
❙
MARCH/APRIL 2013
❙
uncommon occurrence, many dealers
still ordered above or in line with 2012
for the 2013 selling season. Last year’s
optimism will carry over into this year
with hopes of better weather patterns.
“Dealers ordered pretty similar for
2013 as they did for 2012,” says Rick
Zeckmeister, vice president of consumer
planning and marketing for Briggs &
Stratton. “Last year started out very
strong and encouraged people because it
showed a willingness to spend on lawnmowers if in fact there was grass.”
Eyes on deck size
Another statistic from the 2012 OPEI
data shows growth in the sales of larger
deck sizes. While 40- to 44-inch decks
make up the biggest chunk of the
market, the sales of 52-inch mower
decks is up 23%. Sales growth for that
deck size could be attributed to large
property owners or hobby farmers.
“We find that the 48-inch deck is the
most popular homeowner model with
the 54-inch preferred in estate-type
settings,” says Dee Warren, marketing
manager at Land Pride. “I think the
growth in the larger deck is coming from
the increase in hobby farmers. More
people are looking for a few acres just
outside the city limits—the increased
acreage requires a larger mower.”
With the aging population and
concerns over social security, the
number of hobby farmers could
continue to increase as retirees use farmer’s markets as a supplemental income.
Hobby farmers and large-property
homeowners alike prefer a machine that
will help them trim time off chores and
add to their quality of life.
greenindustrypros.com
“Consumers continue to be pressed
for time, so zero-turn mowers will
continue to grow because they offer
the speed and maneuverability to
get mowing done efficiently,” says
Julstrom. “Toro’s Smart Speed feature
helps consumers mow closer to landscaping more confidently, so they can
even skip the string trimming to save
even more time.”
Priced for purchase
The rise in larger deck purchases could
also be a result of lowering prices. As
market competition drives the prices of
mowers down, zero-turn mowers with
large decks are within reach for more
homeowners.
“As this segment matures we expect
stronger growth in the more premium
consumer grade products priced from
$4,000 to $5,500,” says Tony Weber,
BOB-CAT product manager. “We
expect that homeowners will continue
to favor newer and lighter commercialgrade zero-turns with the most popular
models being the 52- to 54-inch mowers
priced from $6,500 to $7,500.”
The price jump to a larger deck
seems manageable for more homeowners. They also have plenty of
financing options to help them make
that jump if needed.
“The competitive nature of the
market is bringing prices down so they
are more affordable, while generous
financing options are making moreexpensive mowers—usually with larger
decks—more affordable because it
is easier to up-sell consumers when
the monthly payment increase is very
small,” explains Julstrom.
The world’s largest supplier
of outdoor power equipment parts.
Founded in 1957, Rotary is a family-owned business that
takes exceptional pride in supplying guaranteed quality parts
backed with superior customer service. Altogether, Rotary
offers over 9,000 parts, tools and accessories for outdoor
power equipment including hundreds of new items for 2013.
Quality always comes first at Rotary
A longtime leader in blade manufacturing, Rotary pro-
duces over 8 million austempered mower and edger blades
every year at its state-of-the-art plant in Glennville, GA.
Rotary blades are made in the
USA from premium grade highcarbon steel, then heat treated and
tested to meet rigid standards for
quality, durability and performance.
Rotary’s blade division was one of
the world’s first to be certified for ISO
Rotary Corporation
manufactured its
195 millionth blade
in 2012.
9000 Quality.
Rotary’s full line of vortex, diamond-cut, quad tex and premium
quad trimmer line is available in loops, donuts or bulk spools.
Our monofilament trimmer line is proudly made in the USA!
Rotary has built one of the industry’s
most advanced distribution networks
Rotary has built one of the industry’s most advanced dis-
Approximately 80% of the com-
tribution networks. Most orders are processed and filled the
parts are made in the USA including
of the USA from eight U.S. distribution centers.* Rotary’s
pany’s outdoor power equipment
a variety of foam air filters manufactured by Rotary.
More parts, more value
day they are received, ensuring next day delivery to 80%
fill rate now exceeds 95%. Rotary distributes parts to thousands of customers in all 50 states and 68 countries.
The company’s customer service department provides
The industry’s most complete line of outdoor power equip-
complete dealer support for all servicing dealers from 8 a.m.
ment parts, tools and accessories is featured in Rotary’s
- 8 p.m. EST, Monday thru Friday at 1.800.841.3989. Orders
2013 sales catalog including nearly 200 new items.
may be sent by fax to 1.800.424.3945.
by sizes, order numbers, product illustrations and original
It contains over 1,450 pages with comprehensive listings
Doing business with Rotary has never been easier!
Shop online 24/7 at www.rotarycorp.com
equipment numbers for replacements.
New for 2013 are choke control cables, Pro Gear trans-
missions, drive shafts, spindle assemblies for Toro, John
Deere and Cub Cadet plus electric PTO clutches for Cub
Cadet and Dixie Chopper.
Other featured items include various deck belts for Ex-
mark, Grasshopper and Husqvarna models and idler pulleys
for John Deere and Cub
Quality Parts for Less.
Cadet.
Rotary has also in-
troduced new mulching
blades for Dixie Chop-
World Headquarters: P.O. Box 747 • Glennville, GA 30427-0747
Distribution Centers: Glennville, GA • Richmond, VA • Largo, FL
Albany, NY • Mesquite, TX • Columbus, OH • Fresno, CA • Evansville, IN
per, Husqvarna, MTD and
2013 Sales Catalog is available
for qualified servicing dealers
and distributors.
John Deere, as well as
PTO switches for Cub Cadet and MTD.
©2013 Rotary Corporation. Rotary is a registered trademark of Rotary Corporation.
Available through servicing dealers & distributors.
*Source: Statistical data for UPS ground packages shipped within the continental U.S.
as of Nov. 2010. Subject to change. Delivery time may vary in certain geographic areas.
❯ To inquire, visit greenindustrypros.com/10155905
Scan with your smartphone
to view video.
y o u c a n c o u n T o n R o Ta R y ! c a l l 1 . 8 0 0 . 8 4 1 . 3 9 8 9
market
watch
❯ By Lisa Danes
Trimmers That Trim Cost
Users are willing to spend more for a grass trimmer that saves on time and cost.
W
ith pre-season sales
of trimmers already
looking promising,
2013 could be a good year for the
product category as commercial
users embrace multi-tasking tools
and plan to buy.
conducted by our sister publication,
Green Industry PRO magazine, further
reinforces a positive outlook with 68%
of contractors saying they intend to buy
a trimmer in 2013.
Sales estimations
Dealers are ordering strong for 2013 and
filled their floors with inventory as the
spring selling season approached. They
also prepared by generating promotional materials for the peak season
while experiencing a good amount of
pre-season sales.
“Pre-season sales of trimmers are
slightly higher compared to last year,”
According to Outdoor Power
Equipment Institute (OPEI) data
through fall 2012, trimmer sales were
up 4%. Manufacturers like Husqvarna
said they saw growth in the sales of
commercial-grade trimmers in 2012.
And a fall buying intentions survey
shares Scott Walker, vice president and
general manager for Bryan Equipment
Sales headquartered in Loveland, OH.
“Given (the right) weather, we expect
an increase in trimmer sales.” Bryan
Equipment is a regional distributor of
Stihl equipment.
Many manufacturers believe that if
the weather cooperates, trimmer sales
will be up in 2013. Warranties, promotions and financing options will help to
drive sales of trimmers further.
“While it is largely dependent on
weather, we have some great promotions in place that will help drive
sales, along with our new extended
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comes with a limited warranty including 3 years
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so we know you'll be satisfied. Exceptional value,
World Proven performance−that's our promise to you.
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❯ To inquire, visit greenindustrypros.com/10280935
16 YARD & GARDEN
❙
MARCH/APRIL 2013
❙
greenindustrypros.com
48”, 52”, 60” DECK OPTIONS
worldlawn.com
market
watch
consumer warranty program,” says Jeff
Dewosky, vice president of dealer sales
for Husqvarna.
Durability a focus for all
Customers looking to buy are looking for
something that will last. This is true of
course for both commercial and homeowner users. They won’t be skimping on
price this selling season if it means the
product they choose is built to last.
“Commercial users seek out dependable, durable products that require
minimal maintenance,” says Dewosky.
“They also need something lightweight
and ergonomic, since they use the
product for multiple hours each day.
Consumers also look for dependability
and durability, and they seek out
specific features like easy start and easy
line replacement. We’ve heard from
our consumers that they are willing to
spend more to get a quality product.”
Multi-use tools and
multiple power options
Customers are looking for tools that
save them money on the front-end
with multi-use tools, and in the longrun with fuel savings. Multi-use tools
are gaining popularity among commercial users who can quickly and affordably outfit a crewmember with a multitude of tools powered by one source.
“Many users are choosing a
‘multi-tasking’ tool such as the Stihl
KombiSystem,” says Walker. “These
units provide versatility, save on storage
and transportation space, and provide
significant cost savings.”
Building off of the success of their
Cordless Tool Line, Oregon recently
entered the trimmer market with a
battery-powered option. Their product
is accessible to the homeowner but
powerful enough for commercial use.
Oregon did a considerable amount
of user surveys and testing before introducing the product and deciding they
wanted to hit both the consumer and
commercial markets. The company is
very optimistic for sales in the year ahead.
“Both markets are very important
to us. Clearly you have the opportunity for mass appeal and volume in
the homeowner market, but we also
recognize the needs the professional
market has for our product,” says Josh
Huffman, senior product line manager
for Oregon. “We’ve got product
flowing to the field and we’re very
optimistic about the season ahead.”
Be sure to read “Lithium Ion Revolution” at
greenindustrypros.com/10882286 to learn
about trends in battery-powered equipment
and tips for selling to commercial users.
LocaL businesses
reinvest in the
LocaL economy
60% more than
chains .
*
Independent We Stand is a movement of independently owned
businesses across the country dedicated to educating their communities
about the importance – and the benefits – of “buying local.” Stand up,
register your business, and become part of the movement at
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* U.S. Dept. of Commerce, Bureau of the Census
❯ To inquire, visit greenindustrypros.com/10155925
greenindustrypros.com
❙
MARCH/APRIL 2013
❙
YARD & GARDEN 17
Commercial
walk
mowers
Check out our new, more interactive Product Guide at
greenindustrypros.com. It works anytime, anywhere,
and on any device – no app is needed!
Wright’s Velke
Pistol-Grip
Hydro Walk Mower
Wright’s Velke pistol-grip hydro
mowers—with deck widths
of 32, 36, 48 and 52 inches—
can be operated as walk
behinds or can be paired with
Wright’s Velke foldaway sulky
for ride-behind convenience.
• Integrated latch system for easy deployment and stowage
of Wright’s patented Velke sulky
• With the complete Velke system, Wright says you can back
in and out of tight spots and make turns quickly
• Compact design
• Large drive tires
• Hydraulic control system with fewer components increases
reliability
greenindustrypros.com/10156758
John Deere WHP Series
Walk-Behind Mowers
Exmark Commercial 30 Walk-Behind Mower
With a 30-inch cut width, the Exmark Commercial 30 Walk-Behind
Mower offers 43% more cut area per pass, yet maneuverability and
balance remain similar to a traditional 21-inch push mower, according
to the company.
• Designed for superior cut quality thanks to a timed, two-blade,
4.6-inch-deep, 3-in-1 deck
The John Deere WHP Series walkbehind mowers offer pistol grip
controls and hydraulic drive. The
Pistol grip controls allow for easier
adjustable tracking. Three models
are available: WHP36A, WHP48A
and WHP52A.
• Reduced horsepower consumption in all three cutting modes
• Reinforced structure, frame and deck
• Patented front height-adjustment system
• Single-point rear height adjuster design isolates the transmission
and frame from damage due to impact loading
greenindustrypros.com/10821199
• 14.5- or 18.5-hp engines
• 5.8-gallon fuel tank
• Standard electric start and standard electric PTO
• Seven-gauge fabricated floating deck
• 36-, 48- and 52-inch deck sizes
Watch a video of the WHP Series at greenindustrypros.com/10878229
greenindustrypros.com/10852215
Ferris ComfortControl DD
Ferris says its ComfortControl DD series is built
tough, with a low, wide stance that results in
increased traction and stability. The Comfort
Control design provides smooth, user-friendly
operation. The Cruise Control Bar with independent steering override allows the operator a
multitude of handling options.
• Available in various cutting widths from 36 to 61 inches
• 23.5-gross-hp Kawasaki FX730V or 20.5-gross-hp Kawasaki FX651V
engine options
• 5-gallon fuel capacity
• 10-gauge, fabricated, double-top deck
• Double-reinforced side skirts, overlap welded corners
• Dual hydrostatic transmission
greenindustrypros.com/10852247
18 YARD & GARDEN
❙
MARCH/APRIL 2013
Toro TurfMaster
30-inch Walk Mower
Toro says its TurfMaster 30-inch mower covers more ground in far
less time, yet it’s surprisingly easy to handle. A highly productive
30-inch deck cuts a wider swath than 21-inch mowers. The precisely
timed, twin-blade cutting system powered by a tough Kawasaki
engine provides a clean, professional look. Designed for durability, the
mower features a cast aluminum frame, heavy-duty steel deck and a
bull-nose front bumper.
• Versatile — 3-in-1 deck design provides mulching, bagging
or side-discharge
• Control System — Single bail design is
simple to operate and easy to control
• Blade Stop System — Allows the operator
to disengage blades without shutting off
the engine
• Two-Point Height of Cut — Durable
design easily adjusts front and rear without walking around the mower
• Commercial-Grade Wheels — Tough
co-polymer wheels feature precision
ball bearings for long life with less
downtime and lower replacement
costs
greenindustrypros.com/10821354
❙
greenindustrypros.com
Visit greenindustrypros.com/10886758
for a comparison of the key features and
specs of these two products.
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HEdge
trimmers
Check out our new, more interactive Product Guide at
greenindustrypros.com. It works anytime, anywhere,
and on any device – no app is needed!
Oregon HT250 40V
MAX Hedgetrimmer
The Oregon HT250 features an
Oregon lithium ion battery with
premium cell technology for
longer run time and more powerful, faster cutting. Plus, the
company says a more ergonomic design allows for comfortable
use of the 24-inch blade.
• Low-vibration design
• 74 dB sound power level
• Variable speed throttle
increases control and runtime
• Weighs 8.8 or 9.8 pounds
• Laser-cut precision cutting
blades for cleaner cuts and
healthier plants
• 3/4-inch cut capacity for fast,
smooth cutting
• Max cutting speed of
2,750 strokes per minute
• 9.8 pounds with Endurance
battery pack and blades
• 30-minute runtime with
B500S standard battery, 60
minutes with B400E endurance battery dependent on
many variables
greenindustrypros.com/10821585
CHT 410 Hedgetrimmer
from Core Outdoor Power
Core Outdoor Power is a manufacturer
of GasLess outdoor power equipment
for commercial markets and the
discerning homeowner. Its wireless
motor works by means of embedding copper-etched conductors into
a multi-layered circuit board stator,
which when coupled with permanent
magnets allows for high torque at
extremely high efficiencies, according to the company. Combining the
Core motor with a compact, hybrid
power cell produces a product that
is lightweight, virtually noiseless and
completely emission-free.
• Weighs 12 pounds
• Strokes per minute: 3,200
• 22-inch blade length
• Run time up to 90 minutes
greenindustrypros.com/10731782
Husqvarna 122HD60
Hedgetrimmer
Husqvarna says its 122HD60 hedgetrimmer
offers the perfect blend of weight, balance and
power.
• 21.7cc 2-cycle engine that is strong enough
to easily cut through the toughest branches,
according to the company
• Dual-action, 24-inch, double-sided blades are
made from hardened steel to stay sharper and
last longer
• Weighs 10.6 pounds
• Five-position rotating rear handle for the
ultimate in maneuverability and ergonomic
comfort
greenindustrypros.com/10273398
❯ To inquire, visit greenindustrypros.com/10155869
20 YARD & GARDEN
❙
MARCH/APRIL 2013
❙
greenindustrypros.com
HEdge
trimmers
Stihl’s HLA 65
Lithium Ion
Extended-Reach
Hedgetrimmer
Stihl’s HLA 65 extended-reach,
professional-grade hedgetrimmer delivers the convenience
of 36-volt lithium-ion battery
power.
• Variable-speed trigger
Echo SHC-266
Hedgetrimmer
Echo’s SHC-265 features a
25.4cc Power Boost Vortex
engine for powerful performance, and an improved heavyduty gear case for enhanced
cutting durability.
• Commercial-duty air filtration
system
• 20-inch, double-sided,
double-reciprocating
RazorEdge blades feature
long-lasting sharpness
and enhanced cutting
performance
• Extra heavy-duty vibration
reduction system
• i-30 technology reduces
starting effort by 30%,
according to the company
greenindustrypros.com/10156772
• 51-inch shaft, angled at 7°,
allows trimming tall
hedges and provides a
wide-angle view
• Six blade-locking positions
that offer a 105° working range
• 20-inch, double-sided, reciprocating
blades
• Expands the versatility of the Stihl
Battery KombiSystem
• Run time with AP 160 battery of
up to 120 minutes
• Weight with AP 160 battery is
11.3 pounds; with AP 80 it’s
10.1 pounds
• Ideal for use in and around
areas where noise and
emissions standards restrict normal
gas-powered operations
• Brushless motor with minimal maintenance
greenindustrypros.com/10879355
Worx 20V Max Lithium
Hedgetrimmer
Worx says its 20V Max Lithium Hedgetrimmer
is a go-anywhere trimmer designed to make
caring for hedges, fast, easy and comfortable.
Weighing just over 5 pounds, the ergonomic
hedgetrimmer is nicely balanced with multiple
user-friendly features to make trimming an
enjoyable activity, rather than a chore.
• Euro-styled trimmer features soft-grip front
and rear handles for maximum comfort and
control
• A clear-view, high-impact plastic shield
provides protection and helps deflect debris
• Smooth-cutting, dual-action, 20-inch blades
minimize vibration to reduce operator fatigue
• Fully hardened, factory-sharpened blades
operate at 2,200 strokes per minute and have
a 9/16-inch maximum depth of cut
• Tool has a two-step trigger to prevent
accidental startups
• Powered by the 20V Max Lithium battery pack
There is no comparison between a Zero Turn Mower and any
other powered mower when it comes to getting work done
quick and efficiently. A Land Pride Zero Turn Mower can
cut square corners, zip around trees, and increase overall
productivity on your farm, in your yard or at your business.
Get mowing work done... with Land Pride’s Zero Turn Mowers!
A Division of
Great Plains Mfg., Inc.
Salina, Kansas
www.landpride.com
Over 250 Products to Fit Your Lifestyle…
greenindustrypros.com/10695965
❯ To inquire, visit greenindustrypros.com/10156073
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MARCH/APRIL 2013
❙
YARD & GARDEN 21
Check out our new, more interactive Product Guide at
greenindustrypros.com. It works anytime, anywhere,
and on any device – no app is needed!
Blowers
Echo PB-760LN Backpack
Blower
Maruyama BL3200 Handheld Blower
Maruyama says its BL3200 blower features penetrating air
volume and big cfm in a quick, compact, completely commercial-grade
package. An optional shredder/vacuum kit is also available. Maruyama says
the 30.2cc, CER300 E-force engine is Tier 3-compliant and delivers up to 25%
more power with 40% less fuel than traditional two-cycle machines.
Echo has released
what it calls the
most powerful
low-noise backpack blower on
the market, the
PB-760LN.
• Innovative housing designed to maximize output and efficiency
• Easier to operate and start with No Sweat Recoil Assist Starter System
• Weighs 9.5 pounds
• Features a larger
muffler, sound-deadening insulation and
a mid-pipe baffle, which help lower the
machine’s sound output to 65 dB(A).
• 68 dB
• 459 cfm
greenindustrypros.com/10157193
• 535 cubic feet per minute (CFM) of air
volume at 214 mph, whereas the nearest
competitor only manages 477 cfm and 177
mph at the same decibel level, according
to Echo
Tanaka TBL-7800 Backpack Blower
Tanaka’s largest blower features a 65cc engine,
850-cfm output, and a side-mounted throttle
control switch. It’s a great everyday blower
that can handle the bigger jobs as well, the
company says.
• Ideal for contractors maintaining green
spaces close to homes, or other noisesensitive areas such as hospitals and
golf courses
• 4.3-hp two-stroke engine
• 205 mph
greenindustrypros.com/10889265
• Weighs 22.6 pounds
greenindustrypros.com/10771752
Guaranteed Quality
BELTS
TOWABLE
AL
WITH OPTION
TOW BAR
at everyday low prices!
Full line of premium belts plus
heavy duty belts reinforced with aramid fiber
1.800.841.3989
DON’T BE LEFT STUMPED
Choose the stump grinder that offers you:
• Easy to use features
• Easy to maintain design
• Easy to replace teeth and other parts
TOLL FREE: 855.428.2230 • WWW.DOSKO.COM/N3/
for more info!
Servicing dealers and
distributors only.
30
years
www.rotarycorp.com
... built better than they have to be
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Since 1983
❯ To inquire, visit greenindustrypros.com/10634280
Contractors Rank Backpack Blowers
Landscape contractors have a lot of choices when it comes to their backpack blowers. And according
to feedback from Green Industry PRO readers, three brands stand out from the rest.
blowers
Stihl, Echo and RedMax earned the highest favorability ratings of the 10 brands listed in the survey.
Read the full article at greenindustrypros.com/10781244
Efco SA3000 Blower
Mighty Mac Blowers from MacKissic
Efco says its SA3000 handheld blower features an ergonomic design with a sleek style
and look. The VibCut anti-vibration system
features four rubber mounts to isolate the
engine from the blower handle and body of
the machine.
Mighty Mac leaf blowers by MacKissic create gale force
winds between 160 and 200 mph to blow leaves and
debris into neat windrows or piles. This gale is created
by a balanced high-speed poly fiber reinforced impeller.
This helps the machine run quieter and smoother.
The housing is aerodynamically designed for maximum
and smooth air flow. This design helps reduce wear
and tear on the machine and engine as it is designed
for efficiency.
• Maximum air volume of 424 cfm
• Air speed of 157 mph
• Weighs 9.5 pounds
greenindustrypros.com/10156406
• More comfortable to use with its rubber
handle with throttle lock
• Primer bulb and lift starter for quicker and
simpler starting
• Throttle lock allows air flow to be adjusted
to match the job
• Special vac kit for quick and easy
conversion to a vacuum
greenindustrypros.com
/10157063
Husqvarna 125BVx Blower
• 170-mph air speed
Husqvarna says its 125BVx handheld blower
combines high power with state-of-the-art
ergonomic design. The blower tube is engineered to be in line with the handle, minimizing rotational force on the wrist.
• Flare nozzle for higher air speed
• Vac-Kit for vacuuming/mulching lawn
debris
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at everyday low prices!
• Intuitive controls well gathered and easy
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• Blowing tube length adjustable for
best performance
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• 8,000-rpm maximum power speed
Guaranteed Quality
• Stop switch automatically resets to the
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• heavy duty mulching blades
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for more info!
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Commercial Grade Straight Shaft
Trimmer w/Padded Handle
OR
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Purchase any other qualifying Tanaka Tool
and receive a $20, $30 or $40 rebate
Offers valid 2/15/13 thru 6/30/13
Visit www.tanakapowerequipment.com
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greenindustrypros.com
❙
MARCH/APRIL 2013
❙
YARD & GARDEN 23
For more information contact Deirdre D’Aniello, Yard & Garden
800.547.7377 ext. 1662 / [email protected]
Classifieds
H
AYWAR D
DISTRIBUTING CO.
Real People + Real Service
34,/5)3s+!.3!3#)49s-%-0()3
Distributors of Quality Equipment
•
•
•
•
•
•
•
•
•
•
•
•
REDMAX
MEYER PLOWS
BOB-CAT
STENS
PLUGR
CLASSEN
BIG DOG
LITTLE WONDER
MANTIS
BROWN MFG.
RYAN
HONDA ENGINES
•
•
•
•
•
•
•
•
•
•
•
•
JUNGLE JIM'S
SELBRO
KINEDYNE
NGK
ZRATOR
DIXON
K100
POWER PRO
JONSERED
PRIZELAWN
E-Z TRENCH
RHINO
Gasoline Engines & Parts
ACCESSORIES & PARTS
A & I PRODUCTS
AMERITYRE
ATTWOOD
CARLISLE
CHAMPION
COMET
CRC CHEMICALS
DESERT EXTRUSION
FEMCO
FLAMBEAU
FLUID FILM
GOLD EAGLE
STA-BIL
GOOD VIBRATIONS
GORILLA LIFT
INTERNATIONAL
SUPPLY
JUNGLE JIM’S
KIMBERLY-CLARK
KI-SOL
4061 Perimeter Dr.
Columbus, OH 43228
Toll Free (800) 282-1585
www.haydist.com
❯ To inquire, visit greenindustrypros.com/10721733
Diesel Engines & Parts
LAUSON/LCT
LIQUIDYNAMICS
MARTIN WHEEL
KENDA
MAX-TORQUE
MEGUIARS
MITYVAC
MOELLER
MOJACK
NGK
NO-SPILL
OHIO STEEL
OPEESA
OREGON® Forestry
Products
OREGON® OEP
OREGON®
PowerNow™
PEERLESS
PIX BELTS
-%$!24/2$%2,).%
&AX,INEs
/RDERS -EDART)NCCOM
WWW-EDART%NGINECOM
❯ To inquire, visit greenindustrypros.com/10177146
❯ To inquire, visit greenindustrypros.com/10857184
Content Licensing for
Every Marketing Strategy
Marketing solutions fit for:
• Outdoor
• Direct Mail
• Print Advertising
• Tradeshow/POP Displays
• Social Media
• Radio & Television
Logo Licensing | Reprints | Eprints | Plaques
Leverage branded content from Yard & Garden to create a more powerful and sophisticated
statement about your product, service, or company in your next marketing campaign.
Contact Wright’s Media to find out how we can customize your acknowledgements and recognitions
to enhance your company’s marketing strategies.
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For more information, call Wright’s Media at 877.652.5295 or visit our website at
www.wrightsmedia.com
24 YARD & GARDEN
❙ march/april 2013 ❙
RACOR
RADIANS
SEA FOAM
SEAT KING
SLIME
SPICER/DANA
STA-BIL
STARTRON
SUTTNER
TECUMSEH/LAUSON
TILLOTSON
TINY-TACH
TRAILER PARTS &
ACCESSORIES
TUFFTOP
VELKE
GRASS GOBBLER
WALBRO
ZAMA
greenindustrypros.com
ard
Y
Garden
WESTERN
CENTRAL
EASTERN
&
Market Insights for Equipment Dealers
Serving Arkansas, Louisiana, Oklahoma,
Mississippi, and Texas for Over 40 Years!
Product Lines
Distributor
Network
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Phone: 800.551.8259
Fax: 800.551.4712
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Springhill, Louisiana 71075
423 Ea st Jeffer son Blvd.
Dallas, TX 75 203
Email: [email protected] marrbros.c om
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IT PAYS
TO ADVERTISE
1-800-627-7276
❯ To inquire, visit
greenindustrypros.com/10857183
❯ To inquire, visit
greenindustrypros.com/10857186
CANNS-BILCO
Contact Deirdre D’Aniello
1-800-547-7377 x 1662
[email protected]
Ad Index
c-Systems Software..................... 7
Dixie Choipper.............................. 2
Dosko......................................... 22
Ferris Industries...........................5
GE Capital................................... 27
DISTRIBUTORS, INC.
Serving PA, NJ, MD, VA, WV, DE, and NY
(all products not available in some states)
Additional product lines include...
ATLAS GLOVE
CHAMPION
FUEL MEDICS
KERSHAW
MOJACK
• OPTI-OILS
• POWERTEK
• SOLO
• SPYKER
• TANAKA
• TRAC VAC
125 E. Penn Ave., PO Box 918, Alburtis, PA 18011
800-811-0266 • Fax 800-228-8181
www.canns-bilco.com
Distribution territories vary by product line
❯ To inquire, visit
greenindustrypros.com/10721735
❯ To inquire, visit
greenindustrypros.com/10857182
Western
CENTRAL POWER
DISTRIBUTORS, INC., ANOKA, MN
ENGINES AND PARTS
MN, WI, Northern IL, Northern
IN, ND, SD, and portions of IA.
MTD PARTS AND ACCESSORIES
MN, IA, WI, MI, ND, SD
MacKissic Inc..............................20
Additional product lines include...
ENGINES AND PARTS
MN, WI, MI, OH, IN, KY, SD,
ND, IL
Rotary....................... 15, 22, 23, 28
Worldlawn Power Equipment.....16
TERRESOLVE
WALBRO
WORX
ZAMA
Ph: (800) 248-4016
Land Pride...................................21
Sunbelt Outdoor Products.......... 11
NGK
OPTI-2 & 4
POWERNOW
POW’R’KRAFT
SEF
www.magnetopower.com
Hitachi Power Tools.................... 23
Stihl.............................................17
• ACREASE
• EASY AUGER
• CONVERTIBLE
• GREAT STATES
• MERRY TILLER
• MIGHTY MAC
• OHIO STEEL
ATLAS GLOVE
CHAMPION
FUEL MEDICS
KERSHAW
MOJACK
ENGINES & TRANSMISSIONS
Quality Lines
Quality Companies
800 364-7938
NGK
OPTI-2 & 4
POWERNOW
POW’R’KRAFT
SEF
TERRESOLVE
WALBRO
WORX
ZAMA
Ph: (800) 248-4016
www.cpdonline.com
www.magnetopower.com
Distribution territories vary by product line
❯ To inquire, visit
greenindustrypros.com/10857182
❯ To inquire, visit
greenindustrypros.com/10857181
For more information contact Deirdre D’Aniello, Yard & Garden
800.547.7377 ext. 1662 / [email protected]
greenindustrypros.com
❙
March/april 2013
❙
YARD & GARDEN 25
Bob’s
Business Tips
❯ By Bob Clements
Maybe It’s Time to Close
the Open House
Bob Clements
Stop wasting your time and money on an open house and direct your
energy toward creating valuable education programs for the customer.
I
t’s that time of year again, when
everyone is getting ready for the
season to bust open and the talk
of dealer open houses starts. I hear
manufacturers complain that they have
to attend them, and dealers complain
that they have to host them. It seems to
me that the only people who like open
houses are the people that enjoy the
discounts and feed for free.
As you can probably tell, I am not
a big fan of open houses. I used to be
because they used to work, but things
have changed a lot over the years. For the
most part, the people that show up to an
open house are people you would get a
sale from either way, or people who are
just looking for free stuff and food.
Dealers should do away with the
open house and focus their money
and energy on training for commercial
landscapers and municipalities, and
partnering with a garden or landscape
supply company that targets the same
consumer customers you long to reach.
The purpose of an open house is to
showcase what you do for people who
are not aware of what you have to offer.
Concentrate your time, dollars and energy
on attracting new customers by thinking
outside of the box.
Commercial user education
Let’s think about commercial landscapers since my son is one. What
do they need? They need training for
themselves and their people. Consider
hosting a day of training for owners
and key employees that is handled by
your manufacturers or distributors.
Understanding marketing, customer
26 YARD & GARDEN
❙
MARCH/APRIL 2013
❙
service, billing, hiring, dealing with
upset customers, safety, proper maintenance of equipment and profitability
are all things that help commercial
landscapers to be profitable.
Concentrate your time,
dollars and energy on
attracting new customers by
thinking outside of the box.
Why not host a program for their
employees on the proper care and
maintenance of the equipment you sell
them? We know why you shouldn’t run
a zero-turn at full power over a curb—
but their employees might not. Having
your service manager or shop foreman
do a workshop on good equipment
maintenance will pay dividends on
emergency service and put more
money in your customer’s pocket. I
learned a long time ago that when the
customer makes more money they tend
to not negotiate as hard when they buy.
Mutually beneficial
partnerships
When it comes to the consumer side of
the business, partner with someone who
has the same type of customer as you
but doesn’t compete against you. That’s
why I like my dealers to work with
garden and landscape supply companies. These are companies that want to
make flowers grow, weeds die and grass
green. The customers they have are the
customers you are looking to attract.
You can share the investment in
greenindustrypros.com
educational events with your new
partner and quickly double the number
of customers who show up. Invite a few
vendors to do educational workshops
for these shared homeowner customers.
Provide snacks and refreshments and
invite the local press to cover the event.
I would encourage each of you as
dealers to sit down with your vendors
and talk about how you can partner to
move in a different direction. I have
been blessed to have had the opportunity to work with some of the best
manufacturers and distributors in the
industry. I know without a doubt that
any new idea you have to increase your
business without giving up margins
would be well-received.
The reality of today is that open
houses just don’t give you the impact
you strive to achieve. Make this the
year that you stop the insanity and
look for a better way to showcase who
you are and the value you bring to your
existing and future customers.
Bob Clements is the president of Bob Clements
International, a consulting firm that specializes
in the development of high-performance dealerships. His organization works hands on with
dealerships throughout North America, helping
them attain the personal freedom and financial
wealth all entrepreneurs strive to achieve. For
more information, visit www.bobclements.com.
For more articles, videos
and podcasts from
Bob Clements, visit
greenindustrypros.com/
bobclements
GE Capital
WE’RE NOT JUST BANKERS,
WE’RE BUILDERS.
We help you build your business by saying YES as often as possible. Most financing decisions are simple, with an
answer in under 20 seconds. When a credit application requires more consideration, our team of expert OPE
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market requires a financing company who helps you build your business. Stop just banking. And start building.
YES. GE CAPITAL CAN HELP BUILD YOUR BUSINESS.
gogecapital.com
Credit is extended by GE Capital Retail Bank
© 2013 General Electric Company. All Rights Reserved.
❯ To inquire, visit greenindustrypros.com/10853329
World’s sharpest Blades!
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©2012 Rotary Corporation. Available through servicing dealers & distributors. Rotary is a registered trademark of Rotary Corporation.
*Source: Statistical data from an independent study conducted by a major university in 2009 - 2010.
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