The following regional breakdown analyzes how dealers in the four regions of the U.S. (based upon the U.S. Census Bureau classification) view total revenue and aftermarket revenue potential; products offering the most unit sales potential; products they expect to add; and market growth over the last 5 years.

The states included in each region are:

  • Northeast: Connecticut, Maine, Massachusetts, New Hampshire, New Jersey, New York, Pennsylvania, Rhode Island and Vermont
  • Midwest: Illinois, Indiana, Iowa, Kansas, Michigan, Minnesota, Missouri, Nebraska, North Dakota, Ohio, South Dakota and Wisconsin
  • South: Alabama, Arkansas, Delaware, District of Columbia, Florida, Georgia, Kentucky, Louisiana, Oklahoma, Maryland, Mississippi, North Carolina, South Carolina, Tennessee, Texas, Virginia and West Virginia
  • West: Alaska, Arizona, California, Colorado, Hawaii, Idaho, Montana, Nevada, Oregon, New Mexico, Utah, Washington and Wyoming

Dealer Takeaways

Revenue Forecasts

  • Dealers in the South are most optimistic about total revenues followed by dealers in the Northeast, West and Midwest. More than 95% of dealers in the South say revenues in 2018 will be as good as or better than 2017 and more than 90% of dealers in the Northeast, nearly 90% of dealers in the West and 88% of dealers in the Midwest share that forecast.
  • Dealers in the West are most optimistic about aftermarket revenues followed by dealers in the South, Northeast and Midwest. One hundred percent of dealers in the West say 2018 will be as good as or better than 2017 for aftermarket revenues and 98% of dealers in the South, 96% of dealers in the Northeast and 93% of dealers in the Midwest share that forecast.

Product Potential

Here is the regional ranking for the top 5 products forecast to increase unit sales 2-8% or more:

  • Northeast: Tractors less than 40 horsepower, zero- turn mowers, utility vehicles, front-end loaders and chain saws
  • Midwest: Zero-turn mowers, tractors less than 40 horsepower, utility vehicles, rotary cutters and tractors 40-100 horsepower
  • South: Lawn tractors, tractors less than 40 horse- power, zero-turn mowers, rotary cutters and chainsaws
  • West: Zero-turn mowers, hay tools/balers, front-end loader, tractors less than 40 horsepower and tractors 40-100 horsepower

The top product category being added, based on region is:

  • Northeast: Utility vehicles
  • Midwest: Utility vehicles
  • South: Utility vehicles and zero-turn mowers
  • West: Hay tools/balers, tractors 40-100 horsepower and zero-turn mowers

In terms of market growth of 5-20% or more over the last 5 years, the ranking by percentage of dealers is as follows:

  • West: 78%
  • South: 74%
  • Northeast: 70%
  • Midwest: 64%

northeastern dealers change

southern dealers change

midwestern dealers change

western dealers change