Published and copyrighted 2025 by Lessiter Media, 16655 W. Wisconsin Ave., Brookfield, WI 53005. 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.
| Growing Seeder & Planter Sales • Leveraging Sales Partnerships • Winning Fleet Accounts • Driving Retail with Rental |
| Visit RuralLifestyleDealer.com/RS and indicate No. 117 |
| Visit RuralLifestyleDealer.com/RS and indicate No. 106 |
| TABLE OF CONTENTS Volume 8, No. 1, Spring 2014 FEATURES Season-to-Season Ready to Sell . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10 Season to SEASON Part 2 of 3 COLUMNS From the Field What if Service is Viewed as a Commodity? . . . . . . . . 6 Advertisers Index . . . . . . . . . . . . . 87 Industry Q&A What factors do you take into consideration when deciding to add a new product or brand to your mix? . . . . . . . . . . . . . . . . . . 82 Marketing Matters Hello… Is Anybody Home?. . . . . 81 Rigg’s Outdoor Power Equipment leverages partnerships with large and small companies to kick off the spring selling season. Dealer Profile For This Dealer, Rental Drives Retail . . . . . . . . . . . 24 DEALER PROFILE Pauley Equipment Company Pauley Equipment started as a rental business and that expertise influences retail strategies at its three Southern California locations. How-To-Sell Reap What You Sow . . . . . . . . . . . . . . . . . . . . . . . . . . 38 HOW TO SELL SEEDERS & PLANTERS Season to SEASON Part 1 of 4 HOW TO SELL POST HOLE DIGGERS Market es Opportuniti Market Opportunities FROM THE FIELD Manufacturer partnerships, strategic promotion and highlighting versatility can bring a healthy sales harvest for seeders and planters. HOW TO SELL POST HOLE DIGGERS Market Opportunities Winning Fleet Accounts . . . . . . . . . . . . . . . . . . . . . . 52 with Lynn Woolf Solve problems to earn respect and business from fleet managers. Engaging with those who follow your Facebook page is almost more important than the page itself.. Take the Lead Grow Your Bottom Line. . . . . . . . . 88 Focus on your cash conversion cycle. PRODUCTS Tractors • Fencing • Fertilizing & Spraying • Rotary Cutters • Utility Vehicles & Attachments������������������� 83 ON THE COVER In this issue’s “How to Sell” feature, dealers share strategies for increasing sales of seeders and planters. The Woods Precision Super Seeder PSS84 is shown on the cover. What Rural Lifestylers Want From You Landscaping Honors Traditions . . . . . . . . . . . . . . . . 66 Rural Lifestylers What Want From You Cemetery crew maintains 65 acres year round with versatile, maneuverable mowing and landscaping equipment. Industry View Point Diverse Industry Forecasts for Economy, Equipment Sales, Interest Rates . . . . . . . 78 INDUSTRY VIEW POINT What should equipment dealers do? Find us on facebook Rural Lifestyle Dealer is published 4 times per year (Winter, Spring, Summer and Fall issues). Visit www. rurallifestyledealer.com for subscription information. Published and copyrighted 2014 by Lessiter Publications, Inc.. 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. POSTMASTER: Please send change of address to Rural Lifestyle Dealer, P.O. Box 624, Brookfield, WI 53008-0624. Application to mail at periodical postage prices is pending at Brookfield, WI and additional mailing offices. 4 Follow us on Twitter Exclusively Online Season-to-Season Video Series RLD Editorial Video Blog Interactive digital issue: www.rurallifestyledealer.com 2013 Dealership of the Year Video Series twitter.com/rldeditors Rural Lifestyle Dealer’s Editorial Advisory Board • Rick Bailes, Bill’s Tractor, San Antonio, Texas • Alan Foy, AgriVision, Pacific Junction, Iowa • Chris Frodel, Mid-State Equipment, Janesville, Wis. • Summer King, Kingline Equipment, Cantonment, Fla. • James Little, Little Tractor, Metropolis, Ill. • Eric Roach, S&H Farm Supply, Joplin, Mo. • Gene Saville, Lamb & Webster, Springville, N.Y. R U R A L L I F E S T Y L E D E A L E R n S P R I N G 2 014 |
| Visit RuralLifestyleDealer.com/RS and indicate No. 101 |
| From the Field 225 Regency Court, Suite 100 P.O. Box 624 Brookfield, WI 53008-0624 Phone: 262/782-4480 • Fax: 262/782-1252 What if Service is Viewed as a Commodity? FOR CHANGE OF ADDRESS CALL: 262/432-0388 • Fax: 262/786-5564 PUBLISHER Michael Ellis (ext. 432) mellis@lesspub.com PRESIDENT Mike Lessiter (ext. 403) mlessiter@lesspub.com EXECUTIVE EDITOR Dave Kanicki (ext. 414) dkanicki@lesspub.com MANAGING EDITOR Lynn Marcinkowski Woolf (316/648-3717) lwoolf@lesspub.com ASSOCIATE EDITORS Kim Schmidt (ext. 431) kschmidt@lesspub.com John Dobberstein (ext. 425) jdobberstein@lesspub.com SENIOR WEB EDITOR Cole Vandermause (ext. 440) cvandermause@lesspub.com SENIOR ACCOUNT EXECUTIVE Alan Stenum (ext. 426) astenum@lesspub.com Darrell Bruggink (ext. 420) dbruggink@lesspub.com MEDIA ACCOUNT EXECUTIVE R ural lifestyle equipment manufacturers selling in big box stores is becoming more common. However, that doesn’t lessen the blow when it’s one of your manufacturers entering the large retailer arena for the first time or expanding on what they already sell. No more is it just lesser quality equipment available at large retailers, but the same machines you sell. Our annual Dealer Business Trends & Outlook report shows that dealers are becoming increasingly concerned over large retailers. The concern over “competition from big box stores” moved way up on the list of dealers’ major concerns for 2014. It jumped from #9 in 2012 to #8 in 2013 and all the way to #4 for 2014... for complete article click here Darren Foster (765-714-6538) dfoster@lesspub.com SENIOR MANAGER OF DATA AND ADVERTISING SERVICES Bree Greenawalt (ext. 408) breeg@lesspub.com MARKETING SPECIALIST Joanne Jones (ext. 442) jjones@lesspub.com AD SERVICES MANAGER Lynn Boesen-Burnside (ext. 430) lburnside@lesspub.com CONFERENCE MANAGER Alice Musser (ext. 413) mussera@lesspub.com MANAGER OF PRINT & MAGAZINE PRODUCTION Christopher Nielsen (ext. 418) nielsen@lesspub.com MANAGER OF CREATIVE & DESIGN SERVICES Jeff Lazewski (ext. 423) jlazewski@lesspub.com GRAPHIC DESIGNERS Lewis Horn III (ext. 428) lhorn@lesspub.com James Kolterman (ext. 417) jkolterman@lesspub.com PRODUCTION MANAGER Lynn Marcinkowski Woolf, Managing Editor • lwoolf@lesspub.com @ We’re looking for your feedback on this issue. Click here to send your comments to Lynn Woolf Amy Johnson (ext. 409) ajohnson@lesspub.com VICE PRESIDENT OF AUDIENCE DEVELOPMENT Patrick Sharpe (ext. 405) psharpe@lesspub.com E-MEDIA DIRECTOR Brad Hemze (ext. 436) bradh@lesspub.com CIRCULATION MANAGER Sue Ramstack (ext. 407) sramstack@lesspub.com CHAIRMAN & EDITORIAL DIRECTOR 6 RURAL LIFESTYLE DEALER n SPRING 2014 Frank Lessiter (ext. 402) lessitef@lesspub.com |
| Visit RuralLifestyleDealer.com/RS and indicate No. 139 |
| Personality Profile of ECHO Inc. Professional-Grade Equipment You Can Count On ECHO Inc. has been a leading innovator and manufactur- er of outdoor power equipment for more than 40 years. We understand the demands of a rural lifestyle and the expectations of your customers — they need equipment they can count on season after season. That’s why ECHO engineers only professional-grade equipment. ECHO’s equipment lineup features all the tools your customers need to work their farm, ranch, or homestead including chain saws, power pruners, grass trimmers, leaf blowers and brush cutters. Each of these is comple- mented by a complete offering of accessories and parts to keep their equipment functional. ECHO equipment is so reliable, it’s backed by a 5-year consumer warranty and 2-year commercial warranty (1-year commercial war- ranty for chain saws). Headquartered in the Chicago area, ECHO equipment is sold in North America to dealers through regional dis- tributors. From establishing technological advancements in premium tools for landscaping and arborist profession- als, to expanding our capabilities to meet industrial and consumer demand, we have a heritage rich in accom- plishment. The company prides itself on setting the industry standard with its dedication to new technology and quality products. Visit www.echo-usa.com to learn more. Visit RuralLifestyleDealer.com/RS and indicate No. 140 |
| Visit RuralLifestyleDealer.com/rs and indicate No. 140 |
| Ready to Sell Season to SEASON Part 2 of 3 Rigg’s Outdoor Power Equipment leverages partnerships with large and small companies to kick off the spring selling season. Kim Schmidt, Associate Editor R igg’s Outdoor Power Equipment in Lafayette, Ind., has been thinking spring since February, even if the polar vortex and snow may have suggested otherwise. In February, the dealership was reaching out to cus- tomers with service specials, encourag- ing them to bring their equipment in for pre-season maintenance. “We still do free pick up and deliv- ery for all our customers who would like to get their equipment serviced and not wait until the last minute in April or May to bring it in. We get them in here early and get them serviced, which keeps my mechanics busy during this slow period,” says store manager Don White. Rigg’s offers free pick up November 1-March 1. White joined the 10 dealership about a year and a half ago after 17 years at a car dealership. White says this helps ensure the shop isn’t too backed up when busi- ness starts to pick up. “It helps us on one end and then helps the customer on the other, so that when commercial customers breakdown come March 1, I don’t have all this already piled up waiting. Then, all of a sudden we’re 2 weeks out,” he says. The technicians were able to bal- ance their workload last spring and White says the Lafayette location’s service department was never more than 2 weeks out on work. This past winter, the dealership was fortunate enough to stay busy. “Normally, it’s a little bit of a downtime especially since we are one of the newer dealerships in RURAL LIFESTYLE DEALER n SPRING 2014 continued on page 14 Rigg’s Outdoor Power Equipment, Valparaiso, Ind. Founded: 1981, with stores in Valparaiso, Mishawaka, La Porte and Lafayette, Ind. Location: The Lafayette store is located a few miles off of I-65 on Highway 25. Each location ser ves a variety of customer types includ- ing residential, municipal, agricultural and commercial. Lines: Kubota, Hustler Turf, Cub Cadet, Stihl, Dixie Chopper, Western, Land Pride, Toro Consumer and Honda Power Equipment Challenge & Solution: Rigg’s Outdoor Power Equipment works to find the right balance of employees to manage through the slower win- ter months, but still maximize the high volume of business in spring and summer. Managing cashflow is a year-round challenge. |
| Personality Profile of Yanmar Yanmar Shows Dedication to Rural Lifestylers Through Products, Research Yanmar has been dedicated to the small farmer since our beginning. Started in 1912 by Magokichi Yamaoka, Yanmar’s mission has always been to support and make easier the daily life of the rural farmer working in his fields. The engines of that time were large, cumbersome and hard to use. Yamaoka set out to provide a solution and did so when he successfully developed the world’s first small diesel engine with a cold-start mechanism. We share a passion for the land with our customers and we are committed to those who live and care about the rural life- style. In fact, Yanmar America, located in Adairsville, Georgia, is in its own rural setting in the hills of northwest Georgia. Today, around the world Yanmar is known for several product lines, including diesel engines and construction equipment. However, our agricultural equipment is known as being among the best in the world. And, Yanmar is still focused on mak- ing life better for the rural farmer. Yanmar tractors harness immense power with great efficiency making the daily routine of working on the land not only more manageable, but also more enjoyable. In keeping with this tradition, Yanmar America is more committed than ever to supporting rural communities and those who live there. We know that living off the land is an important part of the rural lifestyle. We believe in giving back to your community through your local farmers market and other forms of support. We understand that the rural farmer is a custodian of the Earth, taking special care to use its resources wisely. Yanmar’s founder, Yamaoka, believed that “To conserve fuel is to serve mankind,” and everyday Yanmar employees and our partners go above and beyond to live up to his expectations. Yanmar America and our dealer network have set out on our own mission to partner with communities across the country to support that rural lifestyle that is so important to us all. We want to work closely with the local farmer and provide solu- tions in food production with tractors that were built to meet their high standards. In 2014, Yanmar will be on the move visiting local communities across the country. Our #1 goal is to provide the very best tractor to those who support this country with their passion for the land. Visit RuralLifestyleDealer.com/RS and indicate No. 139 |
| Personality Profile of Basic Software Systems Visit RuralLifestyleDealer.com/RS and indicate No. 103 12 RURAL LIFESTYLE DEALER n SPRING 2014 |
| RURAL LIFESTYLE DEALER n SPRING 2014 Visit RuralLifestyleDealer.com/RS and indicate No. 103 13 |
| “I’ve always treated customers how I want to be treated, so that’s been my philosophy and that’s what’s worked during my 17 years in the car industry and now into the lawn & garden side…” continued from page 10 town. We have time to catch up and get inventories done and reorganize for the spring,” White says. “But it’s been busy all the way through and we’re hoping to catch our breath a little bit and go into the spring services so we can get people in a little bit earlier.” ‘All Hands on Deck’ When the spring rush hits, White says the biggest challenge is time man- agement and staying organized. It can be a challenge because there are so many different things going on at once, from assembling new products and pre- paring them for delivery, to regular ser- vice work, selling new equipment and keeping up with the daily operations. “During the spring, we’re in our busiest season for service, so it’s ‘all hands on deck’ at that point in time where every- body is helping in all areas,” he says. Spring is also when Rigg’s Lafayette location hosts its open house. White says they try to hold the event when home and garden shows are taking place, usually on a weekend in April. “You try to target when you think the weather’s going to break. Ideally, it’s going to be a nice, beautiful weekend and you’re going to have hundreds of Visit RuralLifestyleDealer.com/RS and indicate No. 102 14 RURAL LIFESTYLE DEALER n SPRING 2014 people coming in,” he says. The open house is a 2-day event — Friday and Saturday. In addition to hav- ing representatives from their various brands on hand to do demonstrations and talk with customers, the dealership also has a giveaway each day. Rigg’s tries to make it a community event and invites a local radio station. Last year, Dog ‘n’ Suds, a local eatery, was part of the open house, which White says was a good draw. “To alert people to the event we do a combination of market- ing related activities that include radio advertising and direct mail to targeted demographics likely to be interested in our equipment,” he says. Last year’s open house drew 223 people over the 2 days with the major- ity showing up on Friday. “The nice thing is that we’re still new and rural enough here that there’s 30-40% of the people who want to see it, feel it, touch it, and you can’t see it on the web,” White says. |
| Partnering on Promotions Rigg’s has a unique arrangement with the Subaru Isuzu factory in town. During the open house, the dealership will have a special giveaway from one of the sponsored vendors for the 3,500 Subaru employees. They can follow the event and find out the giveaway winner through ads that Subaru allows Rigg’s to broadcast on TVs located throughout the manufacturing facility. In addition, Rigg’s offers Subaru employees a 10% discount on parts during the open house. “They love doing things within the community and being right in their backyard, this was a great fit,” says White. Rigg’s relationship with Subaru goes beyond the special giveaway. The dealership provides the automaker with bulk salt in the winter for parking lot and driveway maintenance and also serves as the supplier for the contrac- tors who manage the facility grounds. White says the relationship with Subaru is one thing that sets the dealer- ship apart from others. “I think a lot of dealers try to have a relationship with different companies and so forth. You just need to have that right situation. Again, I think that’s helping them year round. It’s helped us with Subaru — ‘We’re going to help you do this and we’ll be a part of that open house’ or whatever,” he says. Geoff Blanco, co-owner of Rigg’s Outdoor Power Equipment, says the arrangement with Subaru is a unique situation for Rigg’s as more rural dealer- ships may not have a major manufac- turing plant nearby. The dealership is making an effort to foster more relation- ships like they have with the automaker. “Some of the bigger companies in the area, just by the sheer amount of prop- erties that they own, are clearly doing some type of facility maintenance that we should be tapping into. You have to be proactive in doing that,” Blanco says. Customer Breakdown In addition to working with Subaru’s facility maintenance staff, White says 70% of the dealership’s business is resi- dential, large property owners and ag. The remaining 30% of their business is commercial/construction, munici- pal and institutional with more than 40 reliable commercial customers in these markets. “Then we have another 10 commercial customers that use us here and there and they travel from Frankfurt, which is 20 minutes away, continued on page 18 Dealer Takeaways • Be proactive in seeking service business from customers ahead of the spring rush. • Find ways to partner with large and small businesses in the area to boost sales and to make spe- cial events more appealing. • Retain the personality of a small dealership, while incorporating the principles of a large retailer. Visit RuralLifestyleDealer.com/RS and indicate No. 133 RURAL LIFESTYLE DEALER n SPRING 2014 15 |
| 16 RURAL LIFESTYLE DEALER n SPRING 2014 Visit RuralLifestyleDealer.com/RS and indicate No. 125 |
| Attachments that make Tractors, Loaders and Backhoes More Productive! Over 150 Attachment Models & Combinations to Choose From! 3-in-1 Soil Conditioners Spin Weeders Spike Tooth Harrows Rippers Universal Tooth Bars Clamp-On Bucket Forks Trash Forks S-Tine Cultivators Grading Scrapers Drag Scrapers Universal Thumbs Landscape Rakes 3-Point Forks Pallet Forks Arena-Vator II Roller Compactors Innovative, Rugged & Labor Saving Attachments Contact Northstar Attachments for the name of the Distribution Warehouse nearest you. Phone: 509-452-1651 l w w w . n o r t h s t a r a t t a c h m e n t s . c o m Visit RuralLifestyleDealer.com/RS and indicate No. 125 |
| The Stihl and Kubota lines have helped Rigg’s serve a broader market now that Cub Cadet is available in so many locations, including big box stores. continued from page 15 or they might travel from different cit- ies because we carry Kubota and they need service. However, the residen- tial customers and the businesses that serve them are our bread and butter in this area,” White says. Lawn and garden customers make up most of the daily transactions, how- ever, in terms of revenue, Blanco says the split between lawn and garden equipment and larger tractors is about 50/50. “We can sell one Kubota tractor for $30,000 but we’ve got to sell 15 Cub Cadet lawn tractors to make up that same amount of revenue. So, on a per- unit basis, the lawn and garden market is a higher transaction, lower deal size, whereas the Kubota is a much higher deal size with fewer transactions. With that said, both types of equipment have their strategic value in generating profit for the business” he says. Standing Out Rigg’s Lafayette location is no stranger to competition. The dealership has a John Deere tractor and construc- tion dealership nearby, which carries lawnmowers as well as Honda and Stihl products, White says. In addition there is a Bobcat dealership in town which competes against Kubota construction equipment but has also been active in selling commercial zero-turn mowers. “We have 2 ‘mom-and-pop’ places in town that have been around for a while. We try to set ourselves apart from the mom-and-pop stores and offer more. We compete at the higher end of the dealer spectrum,” White says. Being part of a larger network of Visit RuralLifestyleDealer.com/RS and indicate No. 122 18 RURAL LIFESTYLE DEALER n SPRING 2014 stores has helped set Rigg’s apart from the smaller dealers in town. Besides the Lafayette store, Rigg’s also has loca- tions in Valparaiso, Mishawaka and La Porte, Ind. White says the dealership group allows the Lafayette location to have access to parts and equipment more quickly than if it was a smaller stand-alone store as well as a company infrastructure for centralized account- ing and order management. As is the case for many rural life- style dealers, big box competition has increased for Rigg’s as well. “We have a Lowe’s, a Home Depot and a Tractor Supply Company all right in our back- yard here selling power equipment,” White says. With Cub Cadet being avail- able in more places now, including box stores, Kubota and Stihl are dealer-only lines which has helped Rigg’s serve a broader market that wants to invest in quality vs. low price, disposable equip- ment. “Ten years ago you couldn’t buy a Cub Cadet tractor anywhere but here. Manufacturers that choose to offer their product through box stores most- ly erode their brand by being associat- ed with box stores and the poor service and knowledge base that comes with selling their product through that chan- nel,” Blanco says. White says the big box stores pro- vide customers a way to shop by com- paring prices on similar products that Rigg’s carries. “For example, the big box store might advertise a Cub Cadet lawn tractor at the same price but offer a discount if the purchase is on the store’s credit card. They use the tractor as a loss leader to get the cus- tomer to buy other home improve- ment products and get one of their credit cards. This makes it difficult to compete on price so we compete by offering better models and better ser- vice” he says. Rigg’s has been in contact with the Home Depot in Crawfordsville, Ind., — about 35 minutes south of Lafayette — and the Lowe’s in town to service equipment sold at those locations. “People looking at equipment at these stores ask the question about service after the sale and they are directed continued on page 21 |
| Visit RuralLifestyleDealer.com/RS and indicate No. 134 |
| 20 RURAL LIFESTYLE DEALER n SPRING 2014 Visit RuralLifestyleDealer.com/RS and indicate No. 121 |
| continued from page 18 to us. We can do warranty work for the Tractor Supply Company out here or any of those locations with proper information from the customer on date of purchase, receipts and things of that nature for the warranty to be honored, but our customers are always prioritized,” White says. While the smaller dealerships in town and the big box stores provide some competition, White says people like to come to Rigg’s because they know they can get the service and customer care they want. “They know we service it, we sell it, we deliver it, and if there’s something wrong we will own it — we’ve got more power to get it fixed. And, so far, that state- ment is very true. And if we do sell it, they’re coming right back to us because we make sure to talk up our parts and service capabilities,” he says. A customer who buys from Rigg’s rather than some- where else also gets preferential treatment when coming in for service. “We have a set policy for service priorities based on customer type. We get our commercial customers in immediately because it’s their livelihood and we very clearly understand that. Then, we follow the same protocol for our customers based on if it’s in or out of warranty. And then you have your walk-ins and service for other brands, but at the end of the day we have to reward those customers that bought from us with priority service,” White explains. Learning from the Auto Industry “During the spring, we’re in our busiest season of service, so it’s ‘all hands on deck’ at that point in time where everybody is helping in all areas…” the counter who’s got grease on his hands and says ‘Hey, how you doing Bob?’ But the new generations coming up are doing research on the Internet, buying expensive SUVs, going to nice restaurants, and when they move out to a 3-acre property they expect the same level of profes- sionalism,” Blanco says. “That whole dynamic is changing dramatically even in the rural communities. Farmers and construction workers are no longer sitting in dusty trac- tors and wiping their brows. Now, they’re sitting in air con- ditioned, climate-controlled cabs with as much electronics as their cars.” It’s Blanco’s goal to hit a middle ground between the pro- fessionalism and sleekness of a car dealership and the home- town familiarity of the local equipment dealership. “Hopefully, a company like ours can succeed because we continue to develop those business principles and professionalism like in the auto industry but still maintain some of that, ‘Hey, how are you doing Bob’ experience,” he says. R LD White says rural lifestyle dealerships could learn a few things from auto dealerships. He says there is a different level of professionalism in the car industry. “If you could bring a little more of the professionalism from the car industry over it would help in a lot of areas,” he says. “I’ve always treated customers how I want to be treated, that’s been my philoso- phy and that’s what has worked during my 17 years in the car industry and now into the ag side and lawn and garden.” Blanco adds that car dealerships have grown in size and complexity, as well as in their relationships with their busi- ness partners over the last 30 years that has resulted in a much more refined business model. “This industry is evolving in that direction just more slowly, but I do believe it is the future. Business operations based on sound policies, procedures, and financial metrics must be the cornerstone of growing power equipment dealerships or eventually the whole thing falls apart,” he says. The need for the change, to an extent, stems from the changing attitudes of customers and a new generation of customers. “The 50-plus customer can still deal with the quaintness of walking into a place and there’s a guy behind Click To View Video Interviews Read the first installment in the 2014 Season-to-Season series and view video interviews at www.rurallifestyledealer.com Season to SEASON Part 1 of 3 Visit RuralLifestyleDealer.com/RS and indicate No. 130 RURAL LIFESTYLE DEALER n SPRING 2014 21 |
| Personality Profile of Dixie Chopper Dixie Chopper: Redefining Residential Dixie Chopper is pushing the envelope again with the expansion of its residential product line. The Zee 2 is back for 2014 and two new models have been added to the impressive residential offering. This series has features usually reserved for Dixie Chopper’s commercial series, such as stainless steel body panels, fully welded (not stamped) deck, and a tubular frame. The Zee 2 is available with a 21 or 23 horse- power Kawasaki engine, Hydro-Gear transaxles, and 42-inch, 48-inch or 54-inch cutting widths. With competitive pricing and the ability to mow up to 3.2 acres per hour, the Zee 2 will give any homeowner more time to do the things they enjoy the most without breaking the budget. The new Magnum HP family of mowers, designed for entry level commercial cutters or large property owners, is a new addition for 2014. The Magnum HP consists of three models with cutting widths including a 50 inch and 60 inch.Two models are powered with Kawasaki FX engines as well as a 23 horsepower EFI engine from Kohler with a 50-inch deck. With Kohler’s industry leading EFI technol- ogy, operators will save money with every acre they cut. All Magnum HP models carry the bumper-to-bumper limited warranty up to 4 years or 500 hours. Dixie Chopper continues to lead the industry with the highest horsepower option on any zero-turn mower available. The Xcaliber Twin is the industry’s only twin-engine zero-turn mower and is powered by two 27 horsepower Generac engines for an unbelievable combined 54 horsepower. No other competitor can touch the power, perfor- mance or value of the Twin. USA-made and now backed by Jacobsen, Dixie Chopper takes great pride in producing the best mid-mount, zero turning mow- ers in the industry — and still the world’s fastest lawn mowers. With the support of our nationwide dealer network, we’re look- ing forward to a great year in 2014. For more infor- mation or to become a dealer, go to www.dixiechopper.com. Magic Circle Corporation 6302 E. County Road 100 North, Coatesville, IN 46121 765-246-7737 Fax: 765-246-6146 Visit RuralLifestyleDealer.com/RS and indicate No. 109 |
| Visit RuralLifestyleDealer.com/RS and indicate No. 109 |
| For This Dealer, Rental Drives Retail DEALER PROFILE Pauley Equipment Company Pauley Equipment started as a rental business and that expertise influences retail strategies at its three Southern California locations. Kim Schmidt, Associate Editor & Lynn Marcinkowski Woolf, Managing Editor R enting equipment is often a sideline for many deal- erships and a way to fill revenue gaps. For Pauley Equipment, rental is how they started their business and it continues to be a mainstay for their Kubota and New Holland dealership. “We rent because we started in the rental business. We don’t rent just what we sell. We rent everything, from a furniture dolly to large dozers and everything in between,” says Rob Pauley, vice president and co-owner of Pauley Equipment. The dealership, whose ownership includes Rob’s brothers, Mike and Tom, has locations in Escondido, Temecula and Vista, Calif. Pauley Equipment started as a rental location in Vista, Calif., and added rental and retail operations in Escondido and Temecula. 24 RURAL LIFESTYLE DEALER n SPRING 2014 The dealership has a strong rural lifestyle customer base. “San Diego County has more farms than any other county in the country, but the average size is 2-4 acres. There are a few thousand small farms throughout the county,” Pauley says. The base of small agriculture custom- ers includes hobby farms and horse owners, large property owners, nurseries and vegetable growers. Getting Started While the Pauley family was established in the rental business, the three brothers set out on their own in 1983 when they purchased the Vista location. |
| “We just purchased a piece of property and started the business from nothing. The banking industry was differ- ent then and a business loan was much easier to acquire. We rented mostly a broad base of construction equipment because that’s what was in demand at the time,” Pauley says. They had a chance to expand to Escondido, which is about 12 miles southeast of Vista, in 1992 when the local dealer approached the brothers about an arrangement to lease space from him and rent equipment at his location. “Those were difficult times and in the midst of a reces- sion. He needed the revenue and it gave us a low risk and relatively cheap way to expand. We had excess inventory anyway because business was down. We operated the rent- al yard separately from his dealership for a year and then bought him out completely and made it into a combination dealership and rental yard,” Pauley says. “The original intent was more to benefit our rental busi- ness. It allowed us to acquire inventory at wholesale and then sell used inventory out of the rental department at retail. The retail side of the business was almost an after- thought. The location was primarily a Ford dealership and had a few Kubota tractors parked on the lot. Kubota was almost a throw-in. Since then, retail sales have become our highest revenue producer and Kubota is by far our #1 brand.” They added the Temecula store in 2001, which sits about 25 miles northeast of the Vista location. “The Kubota dealer up there was struggling a bit. That dealership had always been negative pressure on our margins. With a dealer that close, we were constantly competing against him. The answer was to buy him out and we Pauley Equipment Co. Founded: 1983 Location: Escondido, Temecula and Vista, Calif. Employees: 55-60 Lines: Kubota, Mustang, New Holland, Gearmore and Land Pride, plus dozens of shortlines are represented in the rental division. Revenue: $10+ million made it into a dealership and rental yard — so it’s rentals, sales, service and parts,” Pauley says. The dealerships also carry New Holland equipment, but Pauley says demand is much stronger for the compact equipment that Kubota offers. “There is one New Holland Agriculture dealer for all of Southern California and that’s us.” Rental Philosophy The dealership rents more than 35 categories of equip- ment for construction, maintenance and agriculture. Pauley says their rental inventory has transitioned over the years as the area has developed. “The evolution of this particular area was at first heavier equipment. Then, as the area matured and developed, we changed to maintenance equipment. Now, we rent small- er equipment to get into backyards. The houses here in Southern California are 8-10 feet apart, so if you put a fence down the middle, that’s 4-5 feet on each side of the house. We just followed the demand,” Pauley says. “The smaller equipment is here to stay. It’s been an evolution away from tractor loaders and backhoes and toward skid steers and mini excavators, smaller compact equipment and multiple pieces of specialized equipment. “The customer dictates demand. But even if we don’t have an immediate demand, I’ll talk with our rental manag- ers and they will have enough input from customers that a particular product would be good to carry. It’s a bit of a gamble, but mostly it’s dictated by customer demand,” Pauley says. The dealership only carries newer equipment in its rental fleet. “We like to keep our rental inventory new and sharp. There are many advantages to that. The customers like it and it lowers our overall maintenance and repair.” Increasing Retail Revenue Rob Pauley is vice presi- dent and co-owner of Pauley Equipment. The dealership’s leadership team also includes his brothers Mike and Tom. Pauley says Kubota has been instrumental in the growth of the retail side of the business. “Kubota makes a great product for a good price, with good financing and the product sells itself. The tractors are conducive to the type of very small farms we have.” Pauley says sales and rentals to local nurser- ies are a very important part of their business. “The nursery business is huge here in San Diego County because of the good weather. Most of the major growers that sell to Lowe’s and Home continued on page 29 RURAL LIFESTYLE DEALER n SPRING 2014 25 |
| Personality Profile of Land Pride Land Pride A Division of Great Plains Mfg., Inc., Salina, Kan. Since 1986, Land Pride has provided quality farm and landscape implements, as well as a full line of skid steer attachments and zero-turn mowers. As a division of Great Plains Manufacturing, our company took root 10 years earlier, when Founder Roy Applequist first showed his innovative seeder design to dealers and farmers throughout Kansas. While we’ve since grown to be one of the largest and most diversi- fied independent implement manufacturers, our small-company values remain — but with “big-company” product development and resources. And not only do we remember the how’s and why’s of what grew us from those humble beginnings, but especially the “who” — the dealers who stood behind our products and actively promoted them to their customers. A Division of Great Plains Mfg., Inc. Salina, Kansas As a privately-owned company that is still guided by its founder, you can rest assured that our compass is set on the best long-term interest of all stakeholders; not the short-term gains of investors. Our in-house, diversified and experienced management committee can respond and make decisions quickly while still staying person- ally connected to the dealer network. In 2007, our progressive marketing alliance with Kubota Tractor Corp. brought a new level of performance-matched implements for its dealers and customers. It’s a great relationship that has resulted in more, and better, products coming to market. Our commitments to you are simple. We want to get to know you. Our people are accessible so you can get the answers you need. We’ll adjust our flexible manufacturing process to respond to customer demands. Our own trucks will deliver equipment on a timely basis. And from your local territory manager to the folks at our Kansas-based offices and plants, you’ll join a team that’ll go to bat for you to give you every opportunity to win. We’ll be a partner you can count on. For our next chapter, we intend to continue to lead in new product development (more than 75 new products since 2008) and to pursue additional groups of products. Come join us! — John Quinley, President Visit RuralLifestyleDealer.com/RS and indicate No. 119 26 RURAL LIFESTYLE DEALER n SPRING 2014 |
| Visit RuralLifestyleDealer.com/RS and indicate No. 119 |
| Personality Profile of Toro Toro: Your Partner for Proven Profitability The Toro Company 8111 Lyndale Ave. South Bloomington, MN 55420 toro.com/newdealer You don’t get to be one of the best-known, most trusted brands in the business if you’re not getting the job done. And, here at Toro, we know our job is more than just creating and improv- ing our innovative product line of turf, landscape, rental and construction equipment as well as irrigation and outdoor lighting solutions. While we’ve got you covered with everything from snow blowers to lawnmowers, we’ve also got you covered where it matters most — your business. 1. Excellent Profit Potential Toro products are an easy sell. And when you consider the margins — not only on the prod- uct but on parts, service and warranty reimbursement — it doesn’t take long to add up on your bottom line. 2. A Competitive Product Line As a Toro dealer, you have access to one of the most comprehensive and innovative product lines in the industry — commercial or residential, walk-behind, mid-size, zero turn or stand-on. All of our equipment is available with commercial-grade durability, exclusive features and some of the industry’s best warranties. 3. A Brand That’s a Major Asset When you sign on with Toro, you get the power of a brand customers know, trust and prefer. It’s at the top of their list of considerations when they’re ready to buy. 4. A Proven Winner for a Partner Taking on a new product line doesn’t have to mean taking on unnecessary risk. Toro is a proven winner in the outdoor power equipment market. Over the last century, we have grown by making smart choices and doing the right thing for our customers and business partners. 5. Support That’s Second to None We fulfill 98% of our parts orders on the date requested by our channel partners, which can mean more money in the bank for an independent dealer like you. We also offer dedicated sales and service support, technical assistance, online resources, marketing tools, in-store merchandising and much more, including potential off-invoice volume discounts and year-end growth rebates. In addition, eligible dealers have an opportunity to participate equitably in online power equipment sales through ToroDealer.com. Our History is Just the Beginning Since our founding in 1914, the people of Toro have been driven to help make life easier and more enjoyable for the customers we are honored to serve — with a constant commitment to innovation and building trusted relationships. Both of these fundamental principles have been with us since our beginning and they remain strong today. As we mark our centennial year, we also recognize the long-standing relationships we’ve built with deal- ers who carry the Toro line. They’re a key reason we can deliver on our promises: Strong products. Strong support. Strong profit. These promises are our foundation and our future. Visit RuralLifestyleDealer.com/RS and indicate No. 134 |
| continued from page 25 Depot are here. In addition, we have the small, compact construction equipment that Kubota makes and that is a segment of our customer base that is coming back. The last few months we’ve sold quite a few mini excavators and track loaders.” Vineyard owners are one of the dealership’s custom- er segments with specialized needs, which are met with Kubota’s narrow M40 series of tractors. He says that mar- ket has been growing over the past 5 years because of water shortages. “Our water rates have basically doubled in the past 3 years and they’re slated to double again in the next decade,” he says. “People are chopping down their avocado and citrus groves and putting in vineyards and Kubota has products that are perfect for that market.” Rental Supports Retail Pauley says they follow the customer’s lead in terms of directing to rent or buy and give options for transitioning between the two arrangements. For instance, a customer can rent for a few days or set up a long-term arrangement and they can apply a percentage of the rental fee to the pur- chase price — and back out of that arrangement if need be. “We’re very flexible and let the customer make the choice. continued on page 32 Pauley Equipment’s rental inventory has evolved as the area’s development has matured. The dealership used to rent heavy construction equipment for roads. Now, its rental inventory is dominated by compact equipment, such as mini- excavators, for use in housing developments. Visit RuralLifestyleDealer.com/RS and indicate No. 114 RURAL LIFESTYLE DEALER n SPRING 2014 29 |
| Personality Profile of Denver Global Products Denver Global Products changes the riding lawn mower category with Innovation Denver Global Products (DGP) is an emerging leader in the Outdoor Power Equipment industry with manufacturing and service parts distribution headquarters in Lincolnton, N.C., just outside of Charlotte. As a wholly owned subsidiary of RATO Power, a worldwide leader in general purpose engines, ATVs, motorcycles and thermo-power products, DGP is ready to revolutionize the North American OPE market. DGP believes that all products should evolve to do more. Our engineers seek to create unique products with functionality and ease-of-use in mind, which is evident with our flagship product the 3-in-1 Raven Multipurpose Vehicle (MPV). The Raven MPV is a lawnmower, powerful electric generator and a versatile back road vehicle as well. Our MPV features a 46-inch fabricated cutting deck, a 7,100 watt generator and a top cruising speed of 17 miles per hour, allowing customers the power and freedom to get more done and have fun along the way. Advanced engineering is nothing without a company that stands behind its product. That’s why DGP is building a nationwide dealer network with retail leaders that share its values of providing quality products that are innovative, durable and competitively priced. Equally important to DGP is its dedication to exceeding customer expectations both before and after the sale. “Our dedication to developing innovative, quality products that are supported by an unparalleled service network is what drives our organization. We want to play an integral role in the lives of our consumers, helping them to meet multiple needs in multiple ways. Providing innovative, quality products allows you to play in the game, but an obsession with exceeding customer expectations is what allows you to stay in the game, and that is exactly what we’re focused on at DGP,” says Michael Parkins, CEO of DGP. To learn more about DGP, please visit www.RavenAmerica.com Visit RuralLifestyleDealer.com/RS and indicate No. 180 |
| Visit RuralLifestyleDealer.com/RS and indicate No. 180 |
| continued from page 29 In that way, the rental business helps the retail business,” he says. Pauley adds that their expertise helps them earn and keep customers who could choose to go to a larger national rental chain. “They can rent things so incredibly cheaply, but regardless, we don’t com- pete directly with them. We deal with the homeowners, landscapers and small- and medium-sized contractors instead of the big high-exposure jobs. We have really good personnel on the counter and in the rental yard. If a customer is doing a particular project, usually our guys have done it before and can offer good insight,” he says. Rental drives retail purchases besides just a rent-to-own scenario. Pauley says they’re continually add- ing new equipment to the dealership’s rental inventory, which captures the attention of customers. “When you’re renting new equip- ment, it’s great exposure. People see it and use it and it often spurs the question, ‘What does this cost?’ ” Adapting Service Model Pauley Equipment’s strong rental component also influences its ser- vice business. “Our absorption rate is probably not what it is for other deal- A good percentage of Pauley Equipment’s service department work is related to maintaining its rental machines. However, the dealership recently hired a new service manager and hopes to expand service revenues by reaching munic- ipalities and other customers. ers. Our customers are not like the typical farmer who is using that trac- tor from dawn until dusk. Our typi- cal customer, outside of the nursery owners and construction companies, will put on 100 hours a year. We’ll sell a tractor and see it 2 years later for its first 50-hour service.” A good share of the dealership’s service department work is related to maintaining rental machines. Pauley says that is just the “assumed cost” of being in rental. The dealership now has 11 service techs and Pauley says they are aiming to expand their service revenues. “We’re expanding our service department by acquiring higher qual- ity techs and service managers that bring business with them. We’re already seeing the service revenues increase quite dramatically,” he says. Targeting Promotions Pauley says they have a good base of rural lifestyle and commercial cus- tomers, but they’re still situated in an urban area. “Here in San Diego County, more than 90% of the people have no desire to look at a Kubota tractor, so marketing is difficult and we struggle with that.” His marketing strategy includes direct mail, radio advertising and event promotions, such as sponsorships and equipment displays. Pauley believes direct mail, when targeted correctly, brings the best results. He researches customer demographic data to better focus his marketing efforts. For instance, he searched data to locate those in San Diego County who owned 3 or more acres and had a household income of $125,000 or more. The result was 39,000 residents. “I searched on 5 acres or above and $150,000 and above and I still sent out 12,000 mailers,” he says. continued on page 35 Dealer Takeaways Visit RuralLifestyleDealer.com/RS and indicate No. 124 32 RURAL LIFESTYLE DEALER n SPRING 2014 • Track the evolution of land development to be relevant regarding customers’ equip- ment needs. • Know your niche and strengths and use that to build up other areas of your dealership. • Expansion opportunities will present themselves, so be ready to capitalize on them. |
| Visit RuralLifestyleDealer.com/RS and indicate No. 115 |
| Personality Profile of Farm King Dependability: Farm King’s Crowning Achievement Farm King is a leader in building top-quality farm implements for many agricultural applications worldwide. Our dealer network of more than 2,000 North American locations provides first-class service and professional expertise to farmers and customers. Farm King products are manufactured in Morden, Manitoba and Vegreville, Alberta, Canada, as well as Fargo, N.D., Salem, S.D. and Willmar, Minn. Farm King has numerous warehouses across the U.S. and Canada for product setup and parts distribution. Our commitment to quality and durability has always been a staple within our company and this trend will continue. For more information, visit farm-king.com. Product Offerings: • Grain Handling • Tillage • Application Equipment • Hay Tools • Landscaping Equipment • Allied by Farm King (Commercial Equipment) Product Highlights Rotary Tillers: Farm King has a collection of rotary tiller models to suit your customers’ garden and landscaping needs. The tiller attaches to a 3-point hitch and fits a variety of tractors, from 12-65 horsepower. Tilling widths range from 36-54 inches in the 25 Series and from 55-69 inches in the 45 Series. The 65 Series is available in 68-inch and 77-inch widths. Cultivators: Farm King’s Compact Cultivator (models 609, 7211, 8413) provides superior soil penetration and design to give the operator optimal depth control and even soil distribution. Heavy- duty gauge wheels and a rigid design allow the cultivator to remain stable when digging deep into the soil. The shanks are easily adjustable with the help of a single bolt space adjustment clamp. Finishing Mower: The Farm King Home- Owner Finishing Mower Series is an economical choice for large acreage homesteads. These finishing mowers are quick hitch compatible and are available in widths ranging from 48-72 inches for tractors from 12-30 horsepower. 34 RURAL LIFESTYLE DEALER n SPRING 2014 Visit RuralLifestyleDealer.com/RS and indicate No. 112 |
| continued from page 32 Because of the good climate, Pauley says he is market- ing almost year-round. “We have about a 3-month window in the winter when there’s not much going, but the rest of the year something is always going on. Seems like every other weekend we’re going to a rodeo somewhere or haul- ing tractors to some event.” Pauley says equine customers help stabilize his revenues throughout economic ups and downs. “That customer base doesn’t seem to suffer the effects of a down economy quite so badly, so in the past few years we’ve relied heavily on that market,” Pauley says. Pauley takes advantage of co-op advertising dollars from Kubota and tries to balance messages regarding promoting the manufacturer vs. the dealership. “I want to advertise rental, sales, service and parts, and Kubota wants to advertise sales, so you’re always on the edge as far as your advertising,” he says. He uses about half of the co-op advertising available from Kubota, but that may change. “The economy has been rebounding over the last few years and we want to reach those now making a decision to buy who were not able to afford to before,” he says. Managing Dealership Structure The dealership is family owned and operated and Pauley says management duties are split based on expertise, but they also cross over as well. Tom manages the Temecula store. Mike handles finances and Rob handles the sales side. Mike and Rob are based at the Escondido location. “Fortunately, it just happened this way. Everybody has a different set of skills, strengths and weaknesses. Overall, it’s worked very well and almost all of our management is overlapping. I know that most family businesses don’t work out this way,” he says. Pauley Equipment is located in an area with many small farms that use compact tractors and attachments to main- tain properties, horse arenas, nurseries and vineyards. Understanding the Market The Pauleys’ understanding of the market and leveraging their rental niche has resulted in success, but Pauley also credits his sales team. “Fortunately, we have very little turnover. Our salespeo- ple have been with us for a very long time and they’ve built relationships with customers. We used to have a territo- rial system, but we got away from that because we found it didn’t work out well for the kind of customers we have. So, our salesmen can sell any product to anybody, much like how salespeople do on a car lot. “They have a really deep knowledge of what works best in this area. They have an intimate knowledge of this region and everything that goes with it climate wise and terrain wise. I think that’s our biggest asset,” Pauley says. RLD “The smaller equipment is here to stay. It’s been an evolution away from tractor loaders and backhoes…” Pauley says they do have formal meetings to maintain the requirements of a corporation, but most of the decision making is done through daily conversations. The next generation of Pauleys has joined the business. Rob’s son, Bradley, manages the Vista location and Mike’s son, Jacob, manages the service and rental departments at Escondido. Mike’s other son, Jason, serves as general man- ger of the Temecula store. “They have a lot of input. They are more on the front lines interacting with customers. They have a much greater grasp on the rental side and what customers need and the changes we need to make,” Pauley says. Visit RuralLifestyleDealer.com/RS and indicate No. 138 RURAL LIFESTYLE DEALER n SPRING 2014 35 |
| Visit RuralLifestyleDealer.com/rs and indicate No. 131 |
| View Past How To Sell Features HOW TO SE HOW TO SE BLOW ERS FENC ING LL LL HOW TO SE ROT LL CUTT ARY ERS HOW T OS EL SEEDE L & PLA RS NTER S Dealers say versatility and affordability are priorities for rural lifestylers when they are researching seeders and planters. Consider offering units for rental to introduce the implement’s many uses. Shown is the Woods Precision Super Seeder. Reap What You Sow Manufacturer partnerships, strategic promotion and highlighting versatility can bring a healthy sales harvest for seeders and planters. Cat Poland, Contributing Writer A s spring blooms, more cus- tomers will show interest in purchasing their own seed- ers and planters. Sales may not be as fast and furious as an April shower, but the category does offer opportuni- ties. The 2014 Rural Lifestyle Dealer Dealer Business Trends & Outlook report shows that about 20% of dealers expect growth of 2-8% or more. Local trends and conditions may even cause sales to spike, especially if you cater to your customers’ unique needs. Contrary to the notion that a rise in the hunting market would mean a rise in food plot planter sales, the dealers we spoke with didn’t see this demand 38 in their area. Targeting horse owners may be a safer strategy, depending on your customer needs. Another chal- lenge to seeder and planter sales is the high price tag, but demonstrating versatility of the implement, taking advantage of manufacturer resources and using rentals to convert sales are all ways to overcome these pitfalls. And while manufacturers offer a large selection of models, dealers typically only keep a few models in inventory to minimize overhead and help custom- ers not feel so overwhelmed. Turning Sticker Shock into Sales Dennis Baumann has been with Swiderski Equipment since 1973, so RURAL LIFESTYLE DEALER n SPRING 2014 he has a wealth of experience when it comes to understanding customer needs and product trends. Swiderski’s was founded in 1925 and has five loca- tions in central Wisconsin. They carry a variety of tractor and implement brands, including New Holland, Kioti, Massey Ferguson, Woods, Land Pride, Brillion and many more. Large-scale dairy farmers make up the bulk of their seeder and planter sales, but they do see the occasional rural lifestyler make the investment. “Most rural lifestylers aren’t aware or educated on the price. That’s the big- gest shocker,” says Baumann. “The large farmers know because they’re replacing things every year, so it’s not a shock. But the rural lifestyler is in shock.” |
| Personality Profile of Rhino Rhino Continues to Break Through with New Innovations Rhino® equipment is used in agricultural, commercial and industrial mowing applications, landscape preparation, pasture aeration, roadside maintenance and many other farm and ranch applications. Today, Rhino products are sold throughout the world and are well respected for their dependability and performance. The product line includes rotary and flail mowers and cutters, rear blades, post hole diggers, pasture renovators, tillers, disc mowers and box blades. This year Rhino unveiled an all-new Flex-Wing line of products that offer a sleeker design with the same durability customers have come to expect. Some of the new features include the patent-pending, unique cast blade pan. Engineered for outstanding strength and durability, it also provides improved reliability in connecting to the gearbox; greater access to service areas; and smooth, quiet operation. The improved gearbox design, which includes a more stable driveshaft-to- blade-carrier-design, offers more torque with the same horsepower than previous models. Rhino has also added a new pivot hitch with a locking clevis for easier hookup and full 360 degree safety protection around driveline joints that still allow quick access for maintenance. The smooth dome deck is easier to clean and has a larger cutting chamber than both our previous models and competitor models. Plus, there are three deck styles to choose from: Apex (10 gauge deck), Epic (7 gauge deck) and Icon (1/4 inch deck). Visit RuralLifestyleDealer.com/RS and indicate No. 101 |
| This SSB-12, a 12-foot Agricultural Seeder from Brillion, is a top seller for Iowa- based dealership Weisburg Implement & Supply. Customers use it to plant alfalfa and seed waterways. He says many customers are look- ing for used seeders or planters, but carrying a selection of smaller seed- ers and planters is good for business. Swiderski’s is ready to meet customer needs, especially for those looking to plant a food plot, do some landscap- ing or provide a small pasture rota- tion for livestock. They may initially come in looking for a small drill, but they’re led to a smaller food plot plant- er or seeder like the Woods Hunting Edition Precision Super Seeder (avail- able in 48-, 60- or 72-inch widths) or the Brillion Food Plot Seeder or Landscape Seeder. “It’s one of those sure and steady things. Numbers are limited. We’re not going to order a semi load, but we do stock them. We have them on hand vs. showing someone a sheet of paper, which can discourage them from online buying at another dealership. On this type of equipment, people like to know what they’re getting,” says Baumann. He adds that while online sales are an important and necessary tool, it’s not a dealmaker or breaker for them. While they’ve lost a few local custom- ers due to another dealership’s online sales, they’ve also gained customers from as far as five states away. “Price shopping is part of today’s world. Normally, if someone is going to buy Brillion or Woods, you’re not going to be able to buy something for less because there’s not much differ- ence from dealership to dealership. Everyone is price conscience, but if they like the product, and you’re doing the right things for them, you’re not going to lose the sale if you’re dealing on the same products. Ninety percent of customers still want to buy these things locally.” Believe to Achieve Will small-scale seeders and plant- ers ever be a booming business for HILLSIDE TRACTORS AUSTRALIA he Agilato in- r 1 Bucket T The Ultimate 4- There is NO Competition Hydraulic Angling | Extra Bucket Rotation | Agility & Performance | Precision Control | High Visibility | Powerful & Stable CALL NOW +61 7 54969955 | info@hillsidetractors.com | www.hillsidetractors.com 40 RURAL LIFESTYLE DEALER n SPRING 2014 |
| Swiderski’s? Maybe, maybe not. But Baumann is certain that stocking and selling these products is the right thing to do, for the customers and for the dealership. After all, keeping custom- ers happy with a comprehensive prod- uct line could lead to additional sales. “Everything in the business nowa- days is relevant to your people and your product. We believe in the Brillion product, and you have to believe to be good at selling it. Don’t sell it if you don’t believe in it. I wouldn’t discourage anyone from sell- ing a product as long as they’re willing to put in the work, especially on this basic implement,” says Baumann. Partnership Drives Sales In much the same way Swiderski’s values its manufacturer relationship with Brillion, Coleman Equipment (with 3 locations in the Kansas City, Mo., area) has high praise for its imple- ment supplier, Land Pride. Coleman Equipment recently acquired Scott’s Tractor and O’Dell Equipment, which created a comprehensive solution for rural lifestylers, commercial landscap- ers and the construction industry. “Our partnership is huge. There are only so many hours in the day and they make our job easier. They have incredibly high quality and are very diverse with a tremendous amount of products. They’re also in tune with customer needs,” says Scott Kolbeck, Coleman’s sales manager. “We’re also at a unique advantage, because their plant is right down the road from us.” Another manufacturer relationship which has proven to be highly ben- eficial is that between Land Pride and Kubota, Coleman Equipment’s primary tractor line. “O’Dell was one of the original Kubota dealers in the country, so we’ve got a long history with this line of tractors. Because of Kubota’s alli- ance with Land Pride, which allows for 0% financing of any Land Pride imple- ment with a Kubota purchase, most customers will purchase two or three implements with their tractor. They also have incentives they occasionally continued on page 44 Dealer Takeaways • Hunters have been promoted as a strong market for food plot seeders but may not be in your market. Horse owners might be more stable market. • Use manufacturer promo- tions and multiple implement purchase discounts to lessen sticker shock. • Rental is a proven way to intro- duce customers to seeders and planters and encourage a pur- chase later on. • Promote versatility to customers so they can envision all the dif- ferent applications a seeder or planter could be used for. ADVERTORIAL Hillside Tractors Introduces Versatile ‘Agilator 4in1’ Bucket to U.S. Hillside Tractors of Australia is introducing its “Agilator 4in1” bucket at- tachment to the U.S. The Agilator offers a more versatile, maneuverable and powerful solution for many tasks. The Agilator is ideally suited to contractors, farmers, rural lifestylers, large property owners, property developers, landscaping professionals and others. with reversible console, down pressure on the 3-point and a few extra hydraulic functions,” says Mark Broderick, Managing Director, Hillside Tractors. “When combined with the right tractor, such as our Agrome- hanika AGT850 Tractor, it becomes an amazing machine, capable of tasks that no other machine can do.” The Agilator bucket is a commercial grade attachment, mounted on a 3-point hitch (category 1 / 2) and features a patented tilt mechanism. Its design uses the lower link pins as the pivot point for the “crowd and dump” function, making the Agilator powerful, stable and agile. AGT Tractors are stable, compact, hillside tractors made in Europe. The AGT850 tractor with its central oscillating chassis keeps four wheels on the ground, thanks to its massive 15 degrees of oscillation. The tractors feature radial traction tires and a relatively high ground clearance. Much More Than Just a Bucket “Many assume a machine with tracks offers the best hillside stability and this couldn’t be further from the truth. When working on slopes with any uneven terrain, the tracked machine will end up with a large portion of track in the air or not carrying any weight,” says Broderick. The Agilator’s hydraulic angling allows an operator to easily cut into a hillside, shape property, remove brush, pick up rocks, dirt and debris and many other tasks. The hydraulics give pressure equalization as the bucket closes, delivering a clean pick-up of debris and material. The operator’s visibility to the bucket is unparalleled. It takes just a matter of seconds to attach the Agilator bucket. Once attached, many other implements can be grabbed by the Agilator making it a quick change tool carrier so the operator can change attach- ments without leaving the seat. Now your 4-in-1 is more like an All-in-1. “Any tractor with Cat. 2 quick hitch 3-point and enough hydraulic func- tions can operate the Agilator, but it is ideally suited to a hillside tractor, DISTRIBUTION OPPORTUNITY NOW OPEN Dealer Network Forming Now – Distribution Opportunity The company is now keen to hear from potential distributors for the AGT Tractor and the Agilator bucket (which can be produced under li- cense). For more information, contact Mark Broderick by email, mark@ hillsidetractors.com or by phone +61 418 664 660. View the AGT Tractor and Agilator in action, https://www.youtube.com/watch?v=f2JN-KAbCrg#t=8. Or search “Agilator 4in1” in youtube. The company is now seeking dealers and distributors for the AGT Tractor and the Agilator bucket. For more information, contact Mark Broderick by email, mark@hillsidetractors.com or by phone +61 7 54969955. Visit RuralLifestyleDealer.com/RS and indicate No. 113 RURAL LIFESTYLE DEALER n SPRING 2014 41 |
| Personality Profile of Woods Equipment Company Woods Equipment Company The Power to be More Profitable Woods Equipment Company manufactures top-quality attachments and genu- ine replacement parts for discerning farmers, ranchers and others who relish life in the country. While many know us for our legacy in rotary cutters and finish mowers, the Woods product offering is one of the broadest and deep- est in the industry. Corporate Headquarters: Woods Equipment Company 2606 South Illinois Route 2 Post Office Box 1000 Oregon, Illinois 61061 Phone: (815) 732-2141 Fax: (815) 732-7580 • Batwing® Rotary Cutters • Single-spindle Rotary Cutters • Multi-spindle Rotary Cutters • Ditch Bank Cutters • Finish Mowers • Zero-Turn Riding Mowers • Flail Shredders • Rotary Tillers • Rear Blades • Box Scrapers • Grading Scrapers • Landscape Rakes • Power Rakes • Aerators • Seeders • Pulverizers • Post Hole Diggers • Chippers/Shredders • Stump Grinders • Disc Harrows • Quick Hitches • Loaders • Backhoes • Bale Spears • Buckets • Toothbars • Grapple Buckets • Pallet, Manure & Grapple Forks • Angle & Pick-up Brooms Our American-made products are designed by highly innovative engineers, produced by certified welders and sold and serviced by a dedicated sales team. Our penchant for unmatched quality and attention to superior service sets us apart — and has since our founding in 1946. If you’ve gotten to know Woods from our legendary cutters and mowers, we encourage you to try more of the Woods product line. You’ll discover that same high quality backed by competitive pricing and discounts, extended terms and retail financing — all of which give you the power to be more profitable. Visit RuralLifestyleDealer.com/RS and indicate No. 137 42 RURAL LIFESTYLE DEALER n SPRING 2014 |
| RURAL LIFESTYLE DEALER n SPRING 2014 Visit RuralLifestyleDealer.com/RS and indicate No. 137 43 |
| Customers Value Versatility Scott Kolbeck, sales manager for Coleman Equipment of the Kansas City, Mo., area says they have about 9 seeders on hand for rental and those are often booked up during the spring. Customers who rent see the need for repeat projects and often are ready to take the next step and pur- chase the implement. continued from page 41 run so if you buy two implements, you get a better deal. It can cover the cost of another attachment, so most custom- ers take advantage of that. This is how we move many implements, especially our seeders.” In Coleman Equipment’s service area, many rural life- style customers have 20-80 acre home sites, an ideal market for selling to “prosumers.” Many handle their own landscap- ing needs and appreciate a versatile implement that can help them get the job done. So which seeder model is Coleman Equipment most suc- cessful with? They’ve seen steady sales growth with the APS Series. This all-purpose seeder comes in four sizes: 4-, 5-, 6- and 7-foot widths. “Our 6-foot seeder is the most popular across the board because the most popular tractor we sell is 35-40 horse- power and it’s conducive to a 6-foot seeder,” says Kolbeck. “Also, this particular series of seeders is great for letting customers get as close as possible to ditches, sidewalks, driveways and tree rows. You have the most effective plant- ing area, so no ground is wasted. And it has a relatively low price point for how versatile it is. The seed box handles most turf grass seeds as well as a wide variety of other seeds ranging from alfalfa to peas.” Kolbeck also touts the affordability of this model over more complex products. “This ground-drive seeder has no gear boxes, no drive line and no unnecessary cost. While Land Pride does make a great PTO powered seeder (the OS15), the APS-15 series is nearly half that price,” says Kolbeck. Visit RuralLifestyleDealer.com/RS and indicate No. 105 44 RURAL LIFESTYLE DEALER n SPRING 2014 |
| Personality Profile of Bush Hog Bush Hog Knows the Importance of a Job Well Done Since 1951, the Bush Hog name has been synonymous with clearing land and rugged, unrivaled performance. That’s because Bush Hog understands it’s more than just “cut- ting grass.” We know the importance of a job well done, from the manufacturing floor to the sales floor to the field. Bush Hog President Jerry Worthington is proud of this legacy and has a vision for future growth. “Since becoming part of the Alamo Group in 2009, we have not only focused on upgrading current products but also introduced several new and innovative equipment designs to our core line of products. The market is constantly changing, and we have branched into other market segments that fit the demands of our customers.” New products are the lifeblood of Bush Hog’s continual position at the top of the industry. We are never satisfied with the status quo and are always looking for ways to improve and enhance. We recently unveiled an exciting new product at the National Farm Machinery Show. The new 1815 model flex wing cutter is the latest in the series. This 15-foot mower has a smooth deck design, which allows for easy cleaning. This attention to detail shows how Bush Hog always keeps customer needs top of mind. After all, the last thing operators want to do is spend time clean- ing the machine after they have finished mowing. You just want to get home. Five minutes vs. 15 min- utes makes a big difference. With advance engineering, Bush Hog outperforms competitors by providing real-life solutions to high performing products. For example, the patent pending oil sight gauge takes the guesswork out of checking the oil. In less than 10 seconds, all three cutting box oil levels can be checked and rechecked as often as you walk around the machine. You never have to climb onto the cutter again to check the gearbox oil levels. And with the innovative wing free float, Bush Hog mowers can traverse 22 degrees below and 25 degrees above horizontal, without actuating the cylinder. When contours change, you don’t have to change the level of the cylinder until you surpass these levels, meaning less wear and tear. Another area of growth is with our line of hay tools. We’re especially eager to distribute the new BSR (Bush Hog Suspension Rakes) family of rakes. The key to their in-field success is independent wheel suspension, allowing the rake to instantaneously adjust to contours. This results in a maximum amount of cut material, meaning you get more in your bale and won’t waste what’s in your field. These are just a few of the ways Bush Hog is improving to continually exceed dealer and customer needs — proving we know the importance of a job well done. Visit RuralLifestyleDealer.com/RS and indicate No. 106 www.bushhog.com |
| t BRILLION FPS-6 FOOD PLOT SEEDER • Available in pull-type models and Cat. 1 and 2, 3-pt. hitch models • Plants grasses, legumes, small grains and other blends • Precision seed metering, placement • Prepares and finishes seed bed n Indicate No.201 on inquiry card or visit www.rurallifestyledealer.com/rs t RANEW’S FIRMINATOR • Combines a heavy duty disc harrow, a true agricultural grade cultipacker with a precision ground driven seed system • Available in 3-, 4-, 5-, 6-, 8-ft. and ATV models • Wide range of angle and pitch adjust- ments • Handles seeds of all sizes n Indicate No.202 on inquiry card or visit www.rurallifestyledealer.com/rs t BUSH HOG SPEED PLOTTER DRILL & OVERSEEDER • For use as broadcast seeder for planting grasses or as no-till drill for planting row crops; available in 48 or 72 in. operating widths • Switches between broadcast or drill- ing in minutes • Wobble-slot seed metering system • Heavy-duty cultipackers ensure tight seed-to-ground contact and consis- tent germination n Indicate No.203 on inquiry card or visit www.rurallifestyledealer.com/rs Target Horse Owners Kansas and Missouri may be known as whitetail deer country, but Kolbeck says many of his planter sales are to horse owners, not hunters. “Sure, we’d love to see growth in the food plot area, but when you talk to 10 different people about it, you get 10 different answers. There’s no surefire 100% best way. Pick up any hunting trade magazine and you’ll see ads for so many different small manufacturers out there and no two are exactly alike,” says Kolbeck. “We can only do so much. There are only so many types we can sell and represent and do the job we’re supposed to do well. We could have 20 dif- ferent brands of seeders on our lot and we’d sell 1 piece of equipment per year total. There’s no volume.” If a customer does have their mind set on a planter specif- ic to food plots, they won’t go away unhappy though. Kolbeck uses the dealership’s proximity to the Land Pride manufactur- ing facility to its full advantage as a sales tool, letting custom- ers know he can quickly obtain the Land Pride FPS series food plot seeder, which works the ground, spins the seeds and packs the ground down on the back end. “It’s not that our customers aren’t hunters or don’t want food plots. They just want something more well-rounded,” says Kolbeck. “A lot of our customers have horses, so they continually need to maintain fescue or bluegrass on a large lot — a continual rejuvenation of pastures.” Lead with Rentals Visit RuralLifestyleDealer.com/RS and indicate No. 123 46 RURAL LIFESTYLE DEALER n SPRING 2014 Kolbeck says one strategy that works for him is to rent seeders. “I would say the way a lot of people get exposed to a new product is to try it and that means renting. It’s benefi- cial because we get the exposure we need to take the sale to the next level. It’s a good segue to sell,” says Kolbeck. “People who come in every year to rent a seeder eventu- ally come in and buy one. Then maybe they work out a deal to go and seed their neighbor’s yard and they’re getting an even better return on their investment.” Coleman Equipment has 8 or 9 seeders they keep avail- able for rental, but those are usually booked up well in advance with a waiting list during prime seeding seasons. continued on page 49 |
| Visit RuralLifestyleDealer.com/RS and indicate No. 115 |
| Personality Profile of Husqvarna Capture Every Customer with Premium Husqvarna Equipment James Cardinale’s Husqvarna showroom Georgetown Small Engine, Georgetown, South Carolina No other manufacturer offers the range and quality of Husqvarna outdoor power equipment. Become a Husqvarna dealer and you can sell to a wide range of cus- tomers, regardless of whether they’re a tree care professional, landscaper, rural lifestyle consumer, or anyone else searching for premium equipment. And, that premium equipment allows for greater dealer margins at aggressive price points in tough economic times. Husqvarna offers marketing and support programs to ensure our dealer success. The Husqvarna Fleet program lets your professional customers buy from different categories and still qualify for discounts. The Husqvarna national print, television and radio advertising raises brand visibility among professionals and consumers. And, Husqvarna offers extensive online resources, with Husqvarna-branded dealer web- sites, a dealer locator, educational videos and more. Husqvarna also doesn’t forget the “in-person” experience. Husqvarna offers the best floor plan programs, Including pay as sold terms, so you can show off your Husqvarna product line – and excite customers as soon as they enter your dealer- ship. The showroom point-of-purchase materials, signage and brochures serve as another salesperson. Husqvarna backs up these programs with training, so you can sell the right equip- ment for the right application and provide support after the sale. Husqvarna thanks those dealers who are already part of the Husqvarna team and we look forward to a winning partnership in 2014. Interested in learning more about what Husqvarna can do for your dealership? Go to http://www.husqvarna.com/us/become-a-dealer Visit RuralLifestyleDealer.com/RS and indicate No. 115 |
| continued from page 46 For customers who come to the dealership ready to make a purchase, Kolbeck turns to the expertise of the marketing manager, Kim Moritz, who ensures implements share the spotlight with tractors. “She analyzes the way things need to be done and what will have the most appeal to people coming in. The best approach is that every tractor on display should have some- thing attached to it, whether it be a tiller, a mower, a loader or, now that it’s spring, a seeder. When we start adding tools, it becomes something of value. Customers start to make a laundry list of all the ways they can use each implement.” Promoting Online Iowa-based Weisburg Implement & Supply had such an increase in seeder and planter sales last year, that their salesmen and service manager, Easton Burgin, were invited to attend the Landoll dealer appreciation banquet. The deal- ership carries the Brillion line of seeders and planters and Landoll is the parent company. “We sold 20 last year alone, more than double the year before,” says Burgin. He says search engine ranking for his dealership played a role in increased sales. “Our Google rankings were high when people typed in ground seeders. While this wasn’t our expectation or intention, we did do a lot of advertising online, in Tractor House magazine as well as running radio ads. Customers would see we had what they wanted and call. Most weren’t in the immediate local area. The closest Iowa customer was 67 miles away and the farthest 150 miles away. We have even shipped to custom- ers at the Mexican border, Oklahoma, South Dakota and all over. When I would ask people how they found out about us, they’d say ‘Google.’ ” Weisburg Implement & Supply, Webster City, Iowa, doubled its seeder and planter sales last year because of online advertising which boosted their search engine rankings. want something more versatile for their money. The dealer- ship serves mainly rural lifestylers and small-to-medium farmers. “We have people who raise hay or have animals they want to integrate alfalfa with a crop rotation,” says Burgin. While Burgin is grateful for the business boost last year, he knows it’s a product you have to watch year to year to determine demand. He’s not going to stock them too heav- ily and only ordered 5 or 6 more this year. By this time last year, he had already ordered 15. His best piece of advice for other dealers looking to establish roots in the seeder and planter market? “Price is the biggest factor. When other dealerships get greedy with selling seeders and planters because there’s a big demand, their customers will price shop. And that’s where they’ve found us. It’s worth the added expense of RLD shipping because they’ve saved so much.” Tractor Weights Made in America! “Our Google rankings were high when people typed in ground seeders…” Weisburg’s is primarily an implement dealership (they don’t carry a tractor line) and has come to be known as an expert in the implement field. So which seeders and planters are they moving? “We carry probably 10 kinds of seeders and planters, but the one we sell the most by far are the Brillion Agricultural Seeders in either 8 or 12 feet that customers use to plant alfalfa and seed waterways. The SSBP-12 is a 3-point type and the SSB-12 is a pull type.” While Brillion does offer a food plot planter (the FPS-6/ FPSA-6/FPSB-6), Burgin hasn’t seen an increase in demand for this piece of specialty equipment. “In our particular area, the hobby hunters can’t afford them,” says Burgin. Much like with the Coleman Equipment customers in Kansas and Missouri, Weisburg’s customers Tractor Weights Made OF America! Taylor Foundry Company Wichita Falls, Texas sales@taylorfoundry.com 800-272-3456 Tractor Weights That CREATE JOBS in AMERICA! www.TractorWeights.com Visit RuralLifestyleDealer.com/RS and indicate No. 132 RURAL LIFESTYLE DEALER n SPRING 2014 49 |
| Personality Profile of Schulte Industries Schulte Industries: Where Tough Meets Technology From its start as a humble welding shop started by Casper Schulte with his son John to the innovative leading-edge products produced today, Schulte Industries continues to be a leader in the markets it serves. Schulte Industries recently celebrated 100 years in business and employs more than 150 people to design, manufacture and market its diverse lineup (including rotary cutters, rock removal and snow removal equip- ment) for the farm, industrial and commercial sectors, in all corners of the world. Schulte’s attention to technology, combined with its legendary toughness and dependability, mean a solid product for your dealership. Our parts support, with North American company and dealer warehouses around the world, ensures timely delivery of spare parts. We work hard to live up to our values of quality, ser- vice, value and trust in all areas of our business. Some of our best-selling products for the rural lifestyle market include: FX-1800: This 15-foot rotary cutter has a single domed 7 gauge continuously welded deck, which makes the cutter extremely easy to clean, prevents water pooling and rusting and helps shed debris. Side skirts with 13 5/8” depth mean additional room under the deck, along with high blade tip speeds, allowing for a better cut. The FX-1800 also features a four gearbox drive line with independent slip clutches and utilizes heavy-duty Bondioli gearboxes. SRW800: A multi-purpose rock windrower breaks up lumps and levels the ground with a variable hydraulic drum angle from 0° to 18.° Windrows 2” to 25” rocks with ease, forming them into neat uniform rows. Power is supplied to the windrower drum via heavy duty PTO drive line, which includes a slip clutch and shear bolt arrangement for protection against excessive shock loads. RDX-102: A snow blower with 102” wide cut and efficient twin stage design ideally suited to 85-140 HP tractors. The rotat- ing drum allows snow to be ejected out the left or right side or through the center chute. Please visit www.schulte.ca for more details on these and other Schulte products. Visit RuralLifestyleDealer.com/RS and indicate No. 128 |
| Visit RuralLifestyleDealer.com/RS and indicate No. 128 |
| Market Opportunities Winning Fleet Accounts Solve problems to earn respect and business from fleet managers. Bill Bruce, B&B Engine Repair, Santa Cruz, Calif., says word-of- mouth recommendations, reli- ability and flexibility help him win fleet accounts. Lynn Marcinkowski Woolf, Managing Editor T hink of fleet accounts as small farms. Schools, hos- pitals and municipalities care for grounds that can stretch for acres and their equipment purchases are driven by pride and budget. The difference is fleet managers have to report to a supervisor and, ultimately, a board for the money they spend and how the grounds look. Figure out how to help fleet managers balance those pri- orities to earn their business. 52 RURAL LIFESTYLE DEALER n SPRING 2014 Securing Accounts Dealers follow different strategies to secure and main- tain fleet accounts. Larry Schlender is a salesperson with Mid-State Equipment of Janesville, Wis. His fleet accounts include the local school district and the department of pub- lic works for a nearby city. Schlender joined the sales team in 2004 and began working with these accounts right away. Mid-State is a John Deere dealership that also offers Stihl, and Scag. The school district had just purchased several wide area |
| mowers for grounds maintenance of two high schools, three middle schools and 12 elementary schools. Schlender went to work making sure the district was happy with those equipment purchases. “I check on them periodically and visit them every 6 weeks or so, just to see how things are going. You start to see that the machines are getting to the point where you say to the cus- tomer, ‘This machine is getting to be a few years old and has so many hours, but is still attractive for resale.’ I also point out that they want to avoid being ‘nickled and dimed to death’ with parts replacement expense,” Schlender says. “I start working with them about putting a request into next year’s budget, showing the price with a government discount and the trade- in value. It shows the ‘powers that be’ that for ‘X number’ of dollars they can renew their fleet and not worry about parts expenditures.” Schlender says he often schedules short appointments, 15 minutes or so, to meet with the superintendent of buildings and grounds, but he’s also talking to operators in the field. “If I’m driving to an account and I see their trucks out, I’ll stop and talk to one of the workers to see how things are going. If they have an issue, I try to take care of it right away. Sometimes it’s a warranty item and they’ve been accepting the problem because they’re trying to get the job done. This way I’m being proactive and if I can keep the fleet going, it makes the superintendent shine.” Schlender says the budgeting pro- cess for his customers has changed over the years and requires him to work years ahead on equipment sales. “Since about 2008, it’s been a matter of thinking 2 or 3 years ahead. Before that you’d get a call on June 1 and they’d ask if I could bring something over by the end of the month. We use to call that ‘mad money’ and that doesn’t happen anymore.” Schlender’s relationship building skills recently paid off. Last spring, the school district traded in the machines School Opportunities: Total Gross Area of School Grounds Maintained Less than 10 acres 5% 10-24 acres 20% 25-49 acres 5% 50-99 acres 14% 100-199 acres 13% 200 acres or more 14% "No answer" represents the remaining percentage to equal 100%. Source: American School & University magazine’s Maintenance & Operations Cost Study for Schools (2009) Hospital Opportunities: Developed Grounds for Hospitals (Roads and Grounds) Less than 5 acres 11% 5-10 acres 14% 11-20 acres 20% 21-50 acres 41% More than 50 acres 14% 200 acres or more 14% Source: International Facility Management Assn.’s Operations and Maintenance Benchmarks for Health Care Facilities Report (2010) they bought in 2004 and purchased five 11-foot finish mowers and a wide area mower. Making It Easy Bill Bruce, chief executive officer of B&B Engine Repair, Santa Cruz, Calif., has found success without using an outside sales team. B&B car- ries Stihl, DR brush mowers, Bearcat chippers and Honda mowers, genera- tors and pumps. “If I can keep the fleet going, it makes the superintendent shine…” “We don’t do any outside sales. We’ve talked about going out and seeing about the customers we may not be getting, but haven’t had to do that,” says Bruce. Their location is one reason for that. They live in a small community and don’t have competition for the smaller equipment they sell. However, Bruce believes it’s word-of-mouth recommenda- tions that have helped them win busi- ness from two local school districts, three area municipalities as well as the local office of the Bureau of Land Management. The main products they sell to these accounts include chain saws, line and hedge trimmers, gen- erators and blowers. “We bend over backward to meet their needs. We say, ‘What do you need? How do you need to be billed? What works for you?’ ” Bruce says. “We’re winning accounts and keeping accounts because we make it easy for them and we do what they need. For example, we don’t say ‘This is our bill- ing practice.’ ” Bruce says the drought has affect- ed landscaping and grounds mainte- nance to the point that some schools are installing synthetic grass around buildings. However, demand is still strong for the power tools they sell. continued on page 57 RURAL LIFESTYLE DEALER n SPRING 2014 53 |
| Personality Profile of Exmark Dealer Support Top-of-Mind for Exmark Since the first mowers rolled off the assembly line, Exmark has worked diligently on building its reputation as the lead- ing brand of mowing equipment for landscapers across the U.S. and Canada. From zero-turn riders to walk-behinds to turf management equipment, Exmark offers the equipment a landscaper needs to run a business effectively, and a home- owner needs to keep a property looking great. Along with providing superior products, Exmark is dedicat- ed to strong customer and dealer support. Its marketing and sales programs are among the industry’s best and provide dealers with plenty of opportunities to make money. Exmark began its manufacturing operation in 1982 with seven employees working out of a small building just south of Beatrice, Neb. Today, Exmark mowers continue to be built in Beatrice, but now in a state-of-the-art, 340,000 square- foot facility. At the same time, we have developed a strong and loyal dealer network of more than 1,500 dealers who trust our brand to feature the latest in equipment technology and innovations for landscape professionals, homeowners and rural property owners alike. From the beginning, Exmark’s primary focus has been building the very best mowing equipment for landscape pro- fessionals. Today, that focus remains the same. Customers and customer needs, however, have changed over the years. Each New Year brings a greater demand for our mowing equipment from homeowners who aspire to achieve the same cut and durability that pros enjoy. Exmark’s patented cutting deck technology gives it a competitive advantage over other players in the industry. Today, Exmark dealers can rest assured they have the full support of the more than 300 employees that come to work every day to build the best products and to provide the very best in dealer support. Examples of benefits Exmark dealers enjoy include: • Exmark-supported fleet discounts for large landscape customers • Bid assistance for governments and municipalities • Exmark-sponsored Zero-Downtime/Demo program • Competitive retail finance programs offered through GE Capital, Sheffield Financial and Western Equipment Finance • Dealer financing through Red Iron Acceptance • Full product training for new dealer salespeople • Annual service training for dealer service techs • Exmark-sponsored national, regional and local advertis- ing to drive prospects into your dealership • Exmark Parts Plus for Exmark customers Exmark offers everything hard-working landscapers and discriminating homeowners want: quality, professional-grade zero-turn riders, stand-on and walk-behind mowers, and turf management products. Learn more about Exmark and Exmark products at Exmark.com. Visit RuralLifestyleDealer.com/RS and indicate No. 111 54 RURAL LIFESTYLE DEALER n SPRING 2014 |
| RURAL LIFESTYLE DEALER n SPRING 2014 Visit RuralLifestyleDealer.com/RS and indicate No. 111 55 |
| A New Frontier for KIOTI Tractor Behind every solid organization is a dynamic leader, ready to drive the company to new heights. J.S. Kim is one such leader. Kim is the Chairman of Daedong-USA, Inc. KIOTI Tractor Division based in Wendell, N.C. Kim has led KIOTI to record North American growth while overseeing the expansion of the company’s product line. From UTVs to its core tractor line, KIOTI offers consumers durable equipment that challenge industry standards. KIOTI unveiled its latest inno- vations at its Annual Dealer Meeting in Fall 2013. The new Tier 4 tractor models are equipped with a Daedong ® Tier 4 Eco Diesel engine and have been fully certified to meet the EPA’s Tier 4 compliance standards. Each engine endured prolonged exposure to extreme heat and elevation condi- tions under testing, while still maintaining performance and reliability. “KIOTI was built on the principal of value,” says Kim. “We strive to deliver value by offering unrivaled features and benefits as standard equipment on each and every machine. We then back those products with an exclusive warranty.” “We are able to offer a solid warranty on our products because we are a vertically integrated company. KIOTI is able to ensure buyers that every major KIOTI Tractor component is designed, engineered and assembled by our parent company, Daedong Industrial Company Ltd., for the sole purpose of handling the most demanding workloads,” continues Kim. KIOTI has trademarked this manufacturing process as the Power of 1™. By manufacturing its own components, the company can maintain the stringent quality control standards that give all KIOTI products a superior level of performance and longevity. Looking to the future, dealers and customers can expect even more from this growth-oriented company. “Our commitment to growth and value is unwavering,” says Kim. “KIOTI has led a presence in North America for more than 25 years and our ambition to become a market leader remains as strong today as it was our first day in business.” 56 R U R A L L I F E S T Y L E D E A L E R n S P Visit R I RuralLifestyleDealer.com/RS and indicate No. 118 NG 2014 |
| continued from page 53 He says the government discounts from Stihl help make the purchase price more attractive and their ser- vice-focused philosophy is based on when Bruce was a customer himself. About 20 years ago, Bruce had worked for a lumber company doing repairs of heavy equipment. He would send the saws that needed repairs to the local service shop. That service shop closed when the owner retired. “We tried all the other shops in town, but didn’t get good service and I tried to find parts online. I thought that if I couldn’t find anybody, others weren’t either, so that’s how we start- ed,” Bruce says. “You always have to look at your business from the cus- tomer’s point of view.” Solving Problems Identifying a fleet manager’s prob- lem areas can lead to sales success. For instance, Schlender points out how he works with the fleet manag- er for a nearby municipality. Newer machines reduce repair costs and equipment downtime — and contrib- ute to safe operation. “The manager believes that if you stay new, costs come down. You don’t have wasted hours because of down- time and if you’re running old equip- ment and it breaks down, you have the chance of the operator getting hurt.” The city purchases a wide range of landscaping equipment from Schlender and Mid-State, including hand-held equipment, lawn tractors, Randy Topping, Chattanooga Tractor, Chattanooga, Tenn., offers a special leasing arrangements to area high schools. He says the program’s main goal is to support the local community. zero-turn mowers, front-mount mow- ers and utility tractors. Steve Price, owner of Price Small Engines, Opelika, Ala., knows that for fleet managers “up time” is important. Price carries Grasshopper, Walker, Toro, Echo, Shindaiwa and Red Max. His fleet accounts include Auburn Univ. and several local cities. “We pride ourselves on staying on top of any parts and service issues and keeping downtime to a minimum. They can’t wait and they’ll chase parts or equipment from somebody else,” he says. When downtime is inevitable, they offer loaner equipment. Price is also ready to work in the facility’s shop to save time and regu- larly visits with whoever is doing the maintenance for the facility. “The shop at the city of Auburn may be servicing everything from lawn mowers to trash trucks to police cars. They do the routine service, but I sometimes go to their shop if they have a major breakdown,” Price says. Selling the Dealership Parts support can also be a hot button for fleet managers and that’s where the combination of the dealer- ship and the brand brings strength. “I’m selling Mid-State. I think that’s continued on page 60 Dealer Takeaways • Support the service technicians and grounds crew as well as the department’s fleet manager. • Be ready to prove that your equip- ment is the best return on invest- ment and can maximize “up time” for the department. • Be flexible, such as how you invoice or when you meet with fleet managers or their crews. • Find a niche, such as unique financing arrangements. Visit RuralLifestyleDealer.com/RS and indicate No. 126 RURAL LIFESTYLE DEALER n SPRING 2014 57 |
| Personality Profile of LS Tractor USA LS Tractor Offers Big Bang for Your Tractor Buck LS Tractor USA LLC Headquartered in Battleboro, N.C., LS Tractor USA is a wholly owned subsidiary of LS Mtron, the South Korean machinery and electronic components manufacturing division of the $30 billion LS Group. Known as LG prior to the 2004 spinoff, LS trac- tors have been sold in the North American market under a number of different brand names since 1998. In 2009, the company established its North American subsidiary to establish its own network of dealers. Phone: 252-984-0700 The company offers high quality, high value tractors with a long list of standard fea- tures at very competitive prices, combined with a commitment to deliver exceptional customer satisfaction. Engine horsepower ranges from 23-97. Products • Tractors & Accessories: Compact and utility 4WD tractors, front-end loaders, backhoes and mid-mount mowers Featured Products for 2014 • J2020 HST, J2023 HST and J2030 HST Small Chassis Compact Tractors • G3033 Gear and HST and G3038 Gear and HST Value Compact Tractors • G 3038 2WD Value Compact • R3039 Gear and HST Medium- to Heavy-Duty Premium Compact Tractors • XR3032 Gear and HST Medium to Heavy-Duty Premium TIER 4 Compact Tractors • XR3037 Gear and HST Medium to Heavy-Duty Premium TIER 4 Compact Open Station and Cab Tractors • XR4040 Cab and XR4046 Gear and HST Heavy-Duty Premium TIER 4 Compact Open Station and Cab Compact Tractors • XU5055 Cab and Open Station and XU5065 Power Shuttle Cab and Open Station Tier 4 Utility Tractors • K5047, K5055 and K5055 2WD Open Station Value Utility Tractors • P 7010 Cab, P7030 Cab, P7030 Cab Power Shuttle, P7040 Open Station & P7040 Cab Power Shuttle, Heavy-Duty Utility Tractors LS Tractor offers high-quality, high-value tractors with a long list of standard features. Visit RuralLifestyleDealer.com/RS and indicate No. 120 58 RURAL LIFESTYLE DEALER n SPRING 2014 6900 Corporation Parkway Battleboro, NC 27809 Fax: 252-984-0701 Email: huey.kim@lstractorusa.com Website: www.lstractorusa.com Key Contacts CEO Deryk Johannes Marketing and Sales Director JC Kim Sales Manager Huey Kim Marketing & Business Manager for Texas & Oklahoma Jim Startz Trade Names LS (tractors, front-end loaders, backhoes, mid-mount mowers) |
| Visit RuralLifestyleDealer.com/RS and indicate No. 120 RURAL LIFESTYLE DEALER n SPRING 2014 59 |
| Fleet accounts are heavy users of hand-held equipment. Be ready to make quick repairs so the crew can stay on schedule. continued from page 57 more important than the equipment. There’s really no bad equipment on the market. After 2008, any equipment manufacturer that was able to hang in this market had something that was worth representing. How the dealer- ship handles the ‘after sale’ experi- ence is what really separates us from the competition and I have the envi- able position of selling equipment that the public knows they can get parts,” Schlender says. “I have John Deere to sell. Mid-State to sell and myself to sell. When I have those three things, I’ll be the winner.” Schlender equates parts availabil- ity with cost savings when showing how his equipment compares with a competitor. “I do a ‘dare to compare.’ I’ll take whatever machine they are looking at and figure the purchase price, hours between service inter- vals, maintenance costs in terms of filter and oil and the ‘wear items’ and show the cost of ownership,” he says. He then compares it with his equip- ment, showing how much less they’ll pay on maintenance and the better trade-in value. Price, of Price Small Engines, has a similar approach. He leaves the sales pitch to his manufacturer’s rep- resentative and he focuses on being an information source and service partner. For instance, Grasshopper secured the contract with the state of Alabama and Price works closely with his Grasshopper representative, Jeff Hammock, to provide local support. Ditch the Sales Pitch Visit RuralLifestyleDealer.com/RS and indicate No. 129 60 Schlender says those who handle fleet accounts don’t want to deal with someone who is only selling. “You need to be a listener. You need to be a mentor and you need to be a partner.” One way Schlender does that is by being available whenever they need him. “When I sell a piece of equip- ment, I always deliver it. Sometimes, that means showing up at 5:30 a.m. or 6 a.m. and doing a walk-around and showing the ‘ins and outs’ for daily maintenance before the crews head out for the day.” RURAL LIFESTYLE DEALER n SPRING 2014 Steve Price, Price Small Engines, Opelika, Ala., works closely with his manufacturer representative to secure accounts and then focuses on his expertise and service. “Grasshopper believes the machine is not sold until it’s retailed to the cus- tomer and they work the sale with us. Most distributors sell to the dealer,” Price says. He relies on Grasshopper and Hammock to help provide demo equipment, especially some equip- |
| Visit RuralLifestyleDealer.com/RS and R indicate A L No. L 118 F E S T Y L E D E A L E R n S P R I N G 2 0 1 4 UR I 61 |
| ment that he may not have in inven- tory. His job is then to help the cus- tomer decipher the options. “Municipalities have a hard time figuring out the specs of machines. Anybody can throw out a low bid and the machine doesn’t meet their speci- fications. Sometimes, they don’t fig- ure that out until after the purchase,” Price says. “We make the buying pro- cess easier.” Price isn’t concerned about losing the work when the contract is put back up for bid. “I hear on a regu- lar basis, ‘Nothing holds up like a Grasshopper.’ It took us a long time to get to this point, 10 years, but now our customers are familiar with the machines. They know how durable they are and we make sure they are taken care of with parts.” The Grasshopper accounts have led to sales of hand-held equip- ment, such as trimmers, blowers and edgers. Find a Niche Chattanooga Tractor’s fleet accounts include 12 area high schools thanks to a special school arrange- ment that Randy Topping, presi- dent, started about 20 years ago. Chattanooga Tractor is based in Chattanooga, Tenn., and carries New Holland, Mahindra, Takeuchi and Kobelco equipment. “These school districts can get capital acquisitions to put in new fields, but they don’t have the money to maintain them, so the volunteers in the booster clubs have to do it Larry Schlender, Mid-State Equipment, Janesville, Wis., frequently visits fleet managers as well as the crews to sup- port equipment needs and identify sales opportunities. and they’re bringing in their own mowers,” Topping says. Topping says he grew up playing football with the people who are now coach- es or leading the booster clubs and they came to him with their dilem- ma. His solution: Offer the boost- er clubs an annual 15% lease on a new tractor with a belly mount, rear mower or a front-end loader. He recommends a 25-35 horsepower tractor. That size works well for the fields and is also a popular size in his area. He makes sure the opera- tors are familiar with the machines, especially with weight limits when using the front-end loader. Topping explains the many ben- efits for the athletic programs. “They get a nice durable tractor with a low impact mower and they don’t have to purchase specialized turf equip- ment. They can keep the tractor for a year or turn it in at any point or apply the lease payment to the pur- chase price. They have a comfort Visit RuralLifestyleDealer.com/RS and indicate No. 127 62 RURAL LIFESTYLE DEALER n SPRING 2014 zone regarding repairs because of the warranty and they have a pre- dictable expense. If we have to do service calls, I donate that time, but they do pay for parts.” Here’s his outlook on the ben- efits for his dealership. “When they turn in the equipment after a 3-year lease, they’ll have anywhere from 300-500 hours on it. Now, I have a unit in used inventory that I’ve col- lected 45% of the price. I’m not sug- gesting this is an all-out profit cen- ter. It’s a breakeven or better in a good market with cheap money and I can generate some sales from it and get visibility. But, if helping out the kids has no value for you, then this is not a deal for you.” Topping says it’s a good arrange- ment, but he’s not actively expand- ing it. “I’ve got a lot of capital tied up, but hopefully, it’s generating residual sales.” Setting Personal Standards Schlender from Mid-State shares the personal commitment of Topping and the other dealers in terms of building a reputation as being a good partner. He breaks down his approach into these four goals: 1. Set high standards. 2. Work in a timely manner. 3. Work efficiently. 4. Do it with joy. “When you apply those four tenets, you show that you’re the real deal, that you’re a partner,” Schlender says. R LD |
| Personality Profile of Kawasaki Discover More than Power and Performance inside Kawasaki’s Engine Division There are a few things you probably already know about Kawasaki. For example, you know Kawasaki is committed to delivering all the performance you expect. That means accu- rate, SAE certified 4-cycle engine horsepower. When you’ve got a Kawasaki engine on your equipment, you’re doing the job right. While our product performance speaks for itself, we’d like to give you a peek behind the scenes and tell you how we’re not only working hard to develop high-quality engines, but we’re also hard at work delivering great customer service to you, our dealer partners. The engine division is headquar- tered in Grand Rapids, Mich., where we take care of billing, technical support and warranty services in addition to sales management, marketing, application engineering, and senior management. We’re also serving our customers and dealers from Maryville, Mo., where most of our engines are manufac- tured. The plant operates on a “just-in-time” supply method, which eliminates expensive warehousing and over-ordering of parts. Production methods combine the best of Japanese and American techniques, resulting in the unique Kawasaki Production System, of which we’re quite proud. For instance, certain parts and pieces are made on special presses locat- ed right on the assembly line. This means no excess inven- tory on these items for more efficiency and less cost. We’re hard at work in the Maryville facility, where we’re producing three DFI engine models: • 25 HP FX751V-DFI • 25.5 HP FX801V-DFI • 28.5 HP FX850V-DFI All three are SAE certified horsepower engines, meaning they have been tested in accordance with SAE J1995 and rated to SAE J2723. The Kawasaki “Critical Power” engines are the only engines with SAE certification in the lawn care industry. The rating system ensures the customer that they are getting at least 98% of the rated horsepower. And, more satisfied customers means more business for our dealers. At Kawasaki, we’re not only your trusted source for per- formance and power, but your dependable partner with the facilities and service you need to provide a high-quality inven- tory for your customers. Visit RuralLifestyleDealer.com/RS and indicate No. 117 RURAL LIFESTYLE DEALER n SPRING 2014 63 |
| Personality Profile of TYM TYM: Rapid Growth Through Investment and Innovation TYM, (Tong Yang Moolsan) headquartered in Seoul, South Korea, was established in 1951. The company has designed, manufactured and distributed high quality tractors and agricultural equipment for more than 58 years. TYM tractors carry the industry’s best and first five-year warranty. TYM offers a broad product line, with tractors ranging from 23-100 horsepower. Most models are available with heated and air conditioned cabs, while some mod- els have power shuttle and hydrostatic transmissions. Loaders and backhoes are available for all tractors. TYM is a proactive and forward thinking manufacturer committed to helping its dealers sell tractors. Its aggressive research and development department listens and responds to the changing market. Our History TYM first entered the U.S. in 1999, branding tractors first for Mahindra’s 10 series. Later, TYM tractors were sold regionally under the Millennium and Scorpion brand names, and later branded for an additional company. The TYM brand is now known worldwide. In 2001, the company began selling in the U.S. under its own brand. It entered the Canadian market in 2002 with its company branded tractors. In September 2004, TYM incorporated TYM-USA, which continues to be the company’s official U.S. operating company. Distribution and Support Centers TYM owns and operates two distribution and support centers in the United States. The newest one opened January 2, 2008 in Wilson, N.C. The original U.S.- based distribution and support center opened in 2001 in Redmond, Ore. The com- pany built a new distribution and support center in Redmond in 2005. TYM’s headquarters for its North American operation is also located at its Wilson, N.C. facility. The company continues to invest in the development of its tractors and attachments and in supporting its dealer organization. TYM Tractors is now the fastest-growing tractor brand in North America thanks to its rapidly expand- ing dealer organization and customer acceptance of its high-quality equipment. Visit RuralLifestyleDealer.com/RS and indicate No. 135 |
| Visit RuralLifestyleDealer.com/RS and indicate No. 135 |
| Rural Lifesty lers What The groundskeeping crew at Mountview Cemetery, Billings, Mont., cares for more than 65 acres. The crew relies on maneuverable and versatile equipment to mow around more than 23,000 graves and nearly 1,000 trees. Want F rom Yo u Landscaping Honors Traditions Cemetery crew maintains 65 acres year round with versatile, maneuverable mowing and landscaping equipment. Lynn Marcinkowski Woolf, Managing Editor W hen Lee Stadtmiller took over as manager of the City of Billings Mountview Cemetery in Montana, it took the crew 12 days to mow 65 acres. Stretches of rainy weather made the situation worse as the crew couldn’t mow, but the grass continued to grow. The result: a cemetery that looked unkempt despite the best efforts of the landscaping crew. After their first attempt with fertilizer, a particularly wet spring and an unkempt-looking cemetery on a Memorial Day weekend, Stadtmiller was given a directive: The cem- etery needed to be mowed once a week during the grow- ing season. Stadtmiller had to find a way to improve effi- continued on page 69 66 RURAL LIFESTYLE DEALER n SPRING 2014 Meet Cemetery Manager Lee Stadtmiller Occupation: Directs all functions of cemeter y operations including main- tenance of the grounds of Mountview Cemetery Property: 65 acres in Billings, Mont., that includes more than 23,000 grave sites, some dating back to 1882, and nearly 1,000 trees. Equipment: 4 Walker mowers, 3 6x4 Gator UTVs, Husqvarna line trimmers and a JCB backhoe Priorities: Durable equipment that can efficiently maneu- ver around gravesites and trees and that feature attach- ments for removing leaf debris and snow. |
| Walker 136 Visit RuralLifestyleDealer.com/RS and indicate No. 136 Visit RuralLifestyleDealer.com/RS and indicate No. 000 |
| Personality Profile of Walker Mowers Walker Mowers: Different for the Right Reasons Since 1980, Walker Manufacturing Company has focused on designing, developing and producing a line of compact, maneuverable, mid-size riding mowers and attachments. This commercial grade equipment fits squarely in the application of mowing, trimming and maintaining landscaped areas. In earlier years, walk-behind mowers were the “mainstay” equipment for contractors maintaining landscaped areas, but now the compact zero-turn riding mower has become the “tool of choice” for most contractors. What has caused the Walker rider to become so popular? It saves labor, keeps workers and delivers a beautiful mowing job — it gives a good return on investment for commercial operators. Walker Manufacturing continues to grow by designing and building a product for a growing market. Today, the company operates out of a 216,000 square- foot facility located east of Fort Collins, Colo., and produces a Walker mower every 20 minutes. A network of approximately 1,100 distributors and dealers in North America and worldwide (30% export) sell and service the equipment. As an independent, family-owned company, Walker plans to stay focused on the commercial mowing equipment market. In October 2013, the company celebrated the production of Walker Mower #125,000. Visit RuralLifestyleDealer.com/RS and indicate No. 136 |
| The Mountview Cemetery’s fleet includes 4 Walker mowers, including the Super B model. The crew uses snow blower, broom, blade and debris blower attachments for year-round maintenance. continued from page 66 ciencies and the appearance of the grounds, while staying within budget. Stadtmiller met the directive by replacing an older fleet with versa- tile, maneuverable and durable mowing equipment from Walker Manufacturing. This new direction helped reduce mowing time from 12 days to 3 days. “Mountview went from a cemetery that received mostly complaints to one that regularly garners compli- ments. It is now one of the most beau- tiful in the area,” he says. Fixing the Problem Stadtmiller had been a funeral director before changing careers and becoming cemetery manager 14 years ago. “I was getting tired of starting my day at 2 a.m. I was looking for some- thing where I could deal with people at the same time in their lives, but that was less stressful.” Stadtmiller took over the historic cemetery’s manager duties and the challenges it was now facing, includ- ing restrictions on the amount of workers that could be hired during the mowing season. Started in the early 1880s, the age of the cemetery led to another chal- lenge, uneven grounds due to col- lapsed graves. That landscaping chal- lenge was part of the reason the pre- vious superintendent purchased five John Deere 455 tractor mowers, along with attachments for snow and leaf debris removal. “My predecessor evaluated a number of mowing systems before he came upon the JD 455. He found that it scalped the uneven ground the least. Although the mowers didn’t scalp the grass, they were not agile enough to adequately mow around the headstones and trees, so the crew had to use push mowers to finish the job,” Stadtmiller says. When Stadtmiller arrived, he was told that there were 2,000 graves to fill in. “I’ve leveled more than 7,000 graves, adding as much as 6 inches or more of dirt to make it level. It’s still not perfectly smooth, but it’s a lot bet- ter than it was 14 years ago,” he says. The cemetery has more than 23,000 grave sites and nearly 1,000 trees. Meeting Criteria Stadtmiller needed a system that allowed for faster and better mow- ing as well as one that offered attach- ments for year-round landscape main- tenance. He evaluated equipment from Toro, John Deere and Walker mowers, brands that were sold by local dealers. “We buy everything continued on page 72 Dealer Takeaways • Monitor how well municipal grounds are maintained to uncov- er opportunities for new sales. • Be willing to put the time into a sale, even if you know the pur- chase might be a year or more down the road. • Push the multi-use, multi-season capabilities of the equipment, especially for those who are watching a budget. RURAL LIFESTYLE DEALER n SPRING 2014 69 |
| Personality Profile of Curtis Industries A One-Track Mind and Proud of It: Curtis Industries If you ask us, multi-tasking is overrated. When you’re looking for the best of the best, you want to find the expert. The one whose sole attention is focused on quality, innovation and design. And when it comes to aftermarket and OEM vehicle enclosures, that’s us. Curtis Industries. Cab design and manufacturing is all that we do, and all that we have done, for more than 45 years. With more than 200,000 of our cabs in the market- place today, we’re not only proud of our heritage, but eager to deliver even more cutting-edge, customer-friendly, ergonomically- advanced models in the future. We’re reinvesting in our company through innovative product development, using insights from our network of customers and more than 7,000 dealers nationwide. We’ve spent countless hours on the ground with dealers and manufacturers, making sure we continue to create the best product possible. After all, if we don’t sell cabs, we don’t eat. It’s as simple as that. When it comes to being a partner for our network of dealers, we’re second to none. Our dedicated customer service teams help estab- lish credit lines, focus on quick delivery, and continue to foster rela- tionships 45 years in the making. We can build and ship a cab quickly and we’re always improving. How We’re Working For You • Lean manufacturing • Online ordering • Sales support • Business development managers • Field technical assistance & training • Voice of the Customer And even though we have a heritage, we aren’t resting on it. It’s a platform on which we’re continuing to grow, to innovate and to find ways to infuse better design with superior performance. We have more emphasis on “fit and finish” than ever before and we’re setting the bar high in our current and future product development. Creating quality cabs is the essence of what we do. While some might argue against having a one-track mind, we’ll keep our tunnel vision right on success into the future. We manufacture under the same motto that has withstood the test of time for more than 45 years: “Excel with products that work well, look great and stand alone in quality for the dollar.” For more information, check out our website at www.curtiscab.com or call (800) 343-7676 and ask for a Curtis Representative. Visit RuralLifestyleDealer.com/RS and indicate No. 107 |
| Visit RuralLifestyleDealer.com/RS and indicate No. 107 |
| continued from page 69 locally. We are supported by tax dol- lars and we like to use companies that pay local taxes.” He asked to try the equipment on the grounds and found that Walker mowers purchased from Meadow Green Sales met all of his criteria: ability to efficiently mow around structures and trees, interchangeabil- ity of year-round attachments, dura- bility and a local supplier. Stadtmiller began transitioning to the Walker mowers in 2002, reaching his current fleet of 4 Walker mow- ers. “We normally run the Walkers for about 3,500 hours and replace them every 6 or 7 years. It now usually takes us about 3-4 days to mow and trim the grounds every week. Some of the crew is using string trim- mers while others mow. “The mowers with 62-inch decks are used in the majority of the ceme- tery. In the original portion of the cemetery, stones are haphazardly placed and the terrain is difficult, so the mowers with the 52-inch decks work the best in those areas. I also have an area that is not devel- oped yet where the 72-inch deck works well,” he says. The two newest mowers are the new Super B model. “It’s a little bit taller unit and is more durable. The Super B being farther off the ground means it’s not as dirty for the opera- tors, especially when they’re mulching leaves in the fall,” he says. His attachments include two snow blowers, a broom, blade, debris blow- er and mulching decks. The crew uses the blade, broom and snow blowers to remove snow from the cemetery’s roads and sidewalks and sites that will be opened for new graves sites. The broom, debris blower and mulch- ing deck are used to clear leaves and other debris. They use Husqvarna string trimmers instead of push mow- ers to finish some areas. His crew is also responsible for opening up gravesites. They use a JCB backhoe with front-end bucket for excavating the gravesite and remove the dirt with a 1-ton dump truck or with Gator 6x4 UTVs. The UTVs are also used for traveling the grounds and transporting hand-held equipment and tools. Counting on Dealers Meadow Green may have initially won the cemetery’s account based on the Walker equipment line, but Stadtmiller says they have met his needs for service since then. “They cater to us. Either I, or my lead worker, can call them and ask for a part and we get it as soon as possible. If the repair is under war- ranty, they come and pick it up and take it to their shop. They’re about 10 be replaced. He turns to other dealers for his other equipment. For instance, Stadtmiller purchases Husqvarna trimmers from Shipton’s Big R stores and Gator UTVs from Yellowstone County Implement. Both dealerships are in Billings. He chooses dealers over big box retailers because of his commitment to support local businesses — and because retailers can’t promise him prices or equipment availability 9 months prior to purchase. Willing to Change Stadtmiller is proud of the chang- es that have been made at the cem- etery and he continues to look for other ways to improve. He says he has found the best mowing solution for now, but that could change. “I’m always looking for options on equipment that are best for my unique situation. I’m not looking for the next ‘new-fangled’ thing that’s out there, but specific equipment to meet my needs. I might upgrade to another model or another brand or dealer if it’s proven to me that it’s a better way to go.” For instance, he’s looking at options for UTVs that provide heavi- er cargo capacity. That way, he says he can use the vehicles to remove gravesite dirt instead of the dump truck. That method would be less intrusive on the cemetery grounds, especially during a wet season. Stadtmiller says his role as Mountview cemetery manager is about honoring tradition. “Tradition is very important to us in the U.S. and nowhere more so than in our cemeter- ies. But, tradition can become a stum- bling block if it prevents changes nec- essary to improve performance. Our crew was encouraged to look for new ways to improve the mowing process as well as other areas of operations in the cemetery and the result is a dra- matically improved cemetery.” R LD “I’m not looking for the next ‘new-fangled’ thing that’s out there, but specific equipment to meet my needs…” 72 miles from us, so that’s a benefit,” he says. The crew or the municipal shop handles most of the repairs that are not under warranty. Stadtmiller says he doesn’t need ongoing visits from the dealership’s sales team, but does want to know about the latest offerings, such as with the new Super B. “I usually ask for a quote when I need it. It then has to go through a committee to be approved in the fall and is replaced the following July.” The city has directed that the mow- ers need at least 3,000 hours of opera- tion before they can be replaced. Stadtmiller tries to replace them before they reach 4,000 hours. He has to make an educated guess because he never knows how much the mowers will be used in the off- season for snow removal. The Gator UTVs are replaced on the same sched- ule and his trimmers usually last about 3 seasons before they need to RURAL LIFESTYLE DEALER n SPRING 2014 |
| NOW! Accepting Nominations for Annual Dealership of the Year Program For the past 8 years Rural Lifestyle Dealer has been recognizing North America’s best rural equipment dealers and we want to know who you think is deserving. The Dealership of the Year, as determined by an independent third-party panel: • Is profiled in a cover story in the FALL issue of the magazine and also featured in a video series on the website • Receives a commemorative plaque to proudly display in their showroom • Benefits from a special media campaign that lets customers and the local community know that they’re doing business with the nation’s finest • Shares an overwhelming sense of pride throughout the organization at being named one of the Best-of-the-Best All equipment dealerships in North America are eligible and nominations can come from manufacturers, customers or even the dealerships themselves – don’t be shy about nominating yourselves, dealers! 2015 To start the process, simply complete the nomination form below and return it to Rural Lifestyle Dealer. Send in your nominations TODAY for Rural Lifestyle Dealer’s 2015 Dealer of the Year! 2015 Rural Lifestyle Dealer Dealership of the Year Nomination Form Dealership name: __________________________________________________________________________________ Contact Person: ____________________________________________Email:__________________________________ City: _____________________________________________________State: __________________________________ Zip: _____________________________________________________________________________________________ Telephone: ________________________________________________Fax: ___________________________________ Why this dealer should be chosen as Rural Lifestyle Dealer’s Dealership of the Year: _____________________________ ________________________________________________________________________________________________ ________________________________________________________________________________________________ ________________________________________________________________________________________________ ________________________________________________________________________________________________ (please continue on additional paper if required) Your name (if different from above): ____________________________________________________________________ Company name: ___________________________________________________________________________________ Telephone: ________________________________________________Fax: ___________________________________ Email: ___________________________________________________________________________________________ TO SUBMIT NOMINATIONS: MAIL: Dealership of the Year, Rural Lifestyle Dealer, PO Box 624 Brookfield WI 53008-0624 Attn: Lynn Woolf FAX: 262-782-1252 • EMAIL: lwoolf@lesspub.com • WEB SITE: www.rurallifestyledealer.com/ff/doy2014nom |
| Videos Sponsored By Basic Software Systems Dealership of the Year VIDEO SERIES The 2013 Dealership of the Year video series sponsored by Basic Software Systems features interviews with A&M Green Power Group’s management, sales and service team. Learn from the management team about their board of directors; how they set budgets and manage inventory; how and why they built a new store dedicated to rural lifestylers; and more. Hear how the sales team works with customers to understand their needs and budgets, which builds relationships with customers and revenues for the dealership. See how the dedicated turf service team increases their reach with its year-round mobile service unit and how they build efficiencies in the shop. WATCH THE COMPLETE VIDEO SERIES ON NEXT PAGE BONUS DIGITAL SUPPLEMENT >>> |
| Videos Sponsored By Basic Software Systems Structuring a Dealership’s Board of Directors Setting Manageable Budgets and Goals at a Dealership Designing & Developing a New Rural Lifestyle-Focused Store Coping with Natural Disasters at a Dealership Sales Team Focused on Provid- ing Solutions to Rural Lifestylers Dividing Labor in a Turf-Only Service Shop Financial Metrics That Matter the Most Importance of Inventory Management Merchandising Strategy for Retail Products and Smaller Equipment Mobile Service Unit for Ready to Mow Technician Networking with a Dealer Group Pre-Selling Maintenance Contracts Selling to Fit a Budget Structuring a Turf-Only Service Shop with a Mobile Unit Turf-Only Service Shop Makes Rural Lifestyle Equipment a Priority Future Challenges for Rural Lifestyle Dealers Understanding a Customer’s Knowledge Level and Property Plans Separate Turf Division Makes Rural Lifestylers Feel Welcome Educating Rural Lifestylers About Resources to Help Salespeople at the Dealership Operating Equipment Safely Videos Sponsored By: Packaging Equipment to Fit a Customer’s Budget Rural Lifestyle Dealer Equipment Trends Top Sales Tips for the Rural Lifestyle Market |
| Personality Profile of Worldlawn Power Equipment Worldlawn Takes the World by Storm with Exceptional, Value-Priced Mowers Worldlawn Power Equipment manufactures professional, commercial and residential mowers and snow throwers. Based in Beatrice, Neb., Worldlawn emphasizes quality machines at a great value. We are always working to better these products through current model improvements and designing completely new machines using modern technology and components. We’ve given our engineering staff the directive to implement new and emerging technologies that develop innovative power equipment for the world market. Worldlawn realizes that residential and commercial lines are getting blurred. With today’s “prosumer” market, customers want either an entry-level commercial machine or a high-dollar consumer machine. So what makes Worldlawn stand out? Value. We focus on producing the same or better quality machine as competitors, but at a much lower price. Late last year, Worldlawn launched a state-of-the-art standing mower, at an every-day low price. The Venom will be in full production in 2014 with an MSRP of $5,799, well below competitor price points. And in spring 2014, Worldlawn will be taking the world by storm with yet another exceptional mower. The King Cobra is a top-of-line commercial zero-turn mower with standard Kawasaki engine and Hydro-Gear 5400 transmission. While you might find some machines that compare to Worldlawn’s price point, they won’t compare when it comes to quality. With Kawasaki engines, Hydro-Gear 5400 transmissions and world-prov- en performance, Worldlawn delivers exceptional customer value. As a young company, Worldlawn has already seen tremendous growth, more than doubling sales from 2012 to 2013. Customers want performance and value, a winning combination for dealers and Worldlawn alike. But great products aren’t the only thing we deliver. We’re also focused on customer service, answering calls right away and cutting through red tape. Worldlawn delivers exceptional value and world-proven performance. To find out more, visit worldlawn.com or call 800-267-4255. Visit RuralLifestyleDealer.com/RS and indicate No. 110 |
| Visit RuralLifestyleDealer.com/rs and indicate No. 110 |
| Diverse Industry Forecasts for Economy, Equipment Sales, Interest Rates INDUSTRY VIEW POINT What should equipment dealers do? Gustavo Lichtenberger & Jim Falk, Agricredit T here now appears to be at least two schools of thought developing regarding the economy and cred- it. This is nothing new, but at times, it seems that the gap is widening. The first is a more optimistic view based on recent trends including: • An improving labor market • Improvements in the housing industry • The fact that the stock market rose by more than 30% in 2013 • Expected stabilization of commodity prices All of the above should cause interest rates to begin climbing slowly. However, there is also the proverbial “other side of the coin” that develops from information that is also true and not as positive. These facts include: • Higher than normal equipment inventories, especially for used equipment • An unsustainable housing market • Stock market volatility • Lower commodity prices • Predicted lower demand for equipment This should lead to low interest rates for an extended time. Who do you believe? The answer lies in what’s important to your business. Long-Term Trend is Positive When looking at 2014, we understand that some indus- try economists anticipate a challenging year for ag equip- ment sales, with only a moderate prospect of improve- ment. We’ve already seen some of this in the industry. Changes in the economy and regulatory environments continue to be a challenge. In terms of long-term prospects for the ag equipment industry, when you consider the global population reach- ing 9 billion people by 2050, the demand for agricultural equipment will remain increasingly important. Despite a variety of economic influences and seasonal variations, this reflects well for agriculture. We expect short-term fluctuations, but the trend long term is positive. With that in mind, it’s important dealers choose a credit company that is invested in long-term relations — one that will align its business objectives with yours. For example, look for a credit company that is willing to seek out your 78 RURAL LIFESTYLE DEALER n SPRING 2014 business. At Agricredit, we’re taking that stance and expect to grow our originations by double digits in 2014. Becoming a Good Credit Partner While there are considerable headwinds in the environ- ment, there are still factors within your control. Here are ways dealers can position themselves so they’re viewed as a good partner and can leverage credit to grow long term. Stick to the basics of good business. Pay special atten- tion to your profit, working capital and equity in the busi- ness. Regarding equity, the higher the better, especially as the ag sector is cyclical. There is no right number to achieve, but positions over 30%, especially when the equity dollars become material, should help you get better conditions. Maintain profitability. Look not only into the actual profitability, but also focus on its composition. Parts and service revenues and margins are key. They help demonstrate the sustainability of your business. At a mini- mum, your pre-tax profit should be in the 3% range, and ideally, over 5%. Establish a favorable working capital ratio. Look into the balance between current assets over cur- rent liabilities. That number should be greater than 1.2. Additionally, evaluate how liquid your current assets are. You will need cash. Take care of customers. Customers have options. What are you doing to remain their top choice? There is a difference in lenders and there are more issues than just equipment prices and interest rates. Are you aligned with a lender that: • Has a strong history of stability in the industry? • Has a solid reputation for integrity and service? • Offers multiple finance options? • Is easy to do business with? • Understands your business and your customers? • Believes your customers belong to you, not them? Your customers are looking for partners who can rec- ognize their concerns and resolve them. The right lending partner can enhance this process by hiring outstanding people. This is especially important if your salespeople also handle financing. Not all salespeople are comfortable (or competent) in discussing financing and not all custom- ers are comfortable discussing their financial needs. To discuss financing effectively, an individual needs effective listening skills, diplomacy, patience and a good 1 2 3 4 |
| Personality Profile of Billy Goat Billy Goat Brings the Best Specialty Turf Products to Market For more than 45 years, Billy Goat has been the leader in making properties across the globe look fantastic. With close attention to details — both big and small alike — Billy Goat innovates the best in specialty turf prod- ucts with vigorous effort to make products simple to operate, highly productive, less fatiguing and a pleasure to use. Billy Goat is family-owned and operated, so employees feel like they’re part of a family. From the corporate office to the manufac- turing plant, there is pride in the Billy Goat brand. Continuous improvement is weaved into the culture at Billy Goat and every employee is challenged by leadership to find ways to add value to the process, and have fun doing it! New Product Highlight: The BC2600HM and BC2600ICM are mechanical drive, fixed- deck models to supersede the prior BC2403 series of Outback® Brushcutters with next generation features, ergonomics and productivity. The SC180H hydrostatic drive sod cutter takes simple sod replacement or larger turf removal projects to the next level with reliability, simplicity, speed and precise cut performance. As a manufacturer, Billy Goat makes a strong commitment to its dealer network. We cultivate and develop ProGoat deal- ers, beginning with Billy Goat Distributors, embracing best practices from across the country and delivering best-in-class program- ming to Billy Goat dealers. From customiz- able displays to help merchandise and pro- fessionally showcase products to integrated videos and promotional financing, Billy Goat offers a full toolbox to convert sales and drive product. We’re meeting industry demands for more ergonomic products with intuitive self-pro- pelled hydro drives in our newest overseed- ers, sod cutters, brush cutters and vacu- ums. These not only improve productivity, but also reduce fatigue and even make load- ing and unloading easier. Our walk-behind blowers are among the lightest and quietest in the industry thanks to advanced fan tech- nology. And our new dust sock technology found exclusively in our QV and MV vacs sig- nificantly reduce dust on the operators when using Billy Goat vacuums. Billy Goat is the leader in specialty turf and property cleanup innovation and brings abun- dant support to its dealer network to help dealers lead in their markets. Visit RuralLifestyleDealer.com/RS and indicate No. 104 RURAL LIFESTYLE DEALER n SPRING 2014 79 |
| Purchase Priorities understanding of such things as financial options, cash flow, common tax penalties, payment options and acquisition alternatives. Manage favorable inventory turns. You should try to turn your inventory (at least) three times per year. Two should be your mini- mum. If that is not the case, you might run into profitability and cash flow difficulties. Segment your market and understand the needs of your customers as well as they do. Surveys show how salespeople and customers prioritize factors in a purchase — and the two can often conflict. ( See the following chart. ) Being a good credit partner also allows your business to grow, such as in adding a new equipment line. Most lenders will evaluate line expansions for the dealers they con- sider reliable partners. Quite often, the manufacturers have a credit solu- 5 6 Salesperson 1. Equipment Price 1. Product Reliability 2. Interest Rates 2. Dealership Reputation 3. Brand/Product Loyalty 3. Finance Options 4. Dealership Reputation 4. Parts and Service tion to offer, too. However, the size of your relationship, good repayment history and compliance with inven- tory terms will influence how credit companies view you as a partner. could be waiting a long time. Financing enables the customer to buy now. R LD Enabling the Sale Gustavo Lichtenberger is vice presi- dent of strategic marketing and Jim Falk is director of knowledge manage- ment for Agricredit. Agricredit is part of De Lage Landen (DLL) Financial Services and operates in North America under the Agricredit brand. Agricredit has its roots in the former Massey Ferguson Credit Corp. DLL was formed more than 45 years ago, and has a long history in agricultur- al equipment finance. DLL’s parent, Rabobank, is one of the world’s largest food and agricultural banks. In general, we believe the outlook is more positive than negative. Certainly things could change if the economy takes a nose dive. Barring that, we’re focusing on enabling our partners to sell more equipment. Financing is often the mechanism that enables the sale. The vast major- ity of customers do not want to pay in cash. If you had to wait until a cus- tomer saves enough cash to buy, you Visit RuralLifestyleDealer.com/RS and indicate No. 104 80 Customer RURAL LIFESTYLE DEALER n SPRING 2014 |
| Marketing Matters View Fall View Summer View Spring 2013 Column 2013 Column 2013 Column Hello… Is Anybody Home? Engaging with those who follow your Facebook page is almost more important than the page itself. H Use Tools to Manage Your Page Create an Engaging Page Engage Prospects with Advertising ave you ever become frustrated trying to call a business with no answer? Or, if you leave a mes- sage, they don’t return the call? In some cases, you may decide not to do future business with them because of their lack of customer service. The same can be said for your prospects and custom- ers connected to you on your dealer- ship’s Facebook page. Social media is a platform of engage- ment. Based on a recent study by Social Habit, 42% of consumers who complain in social media expect a response in 60 minutes. Does this mean you need to stay alert 24/7 to respond to a 2 a.m. comment? Not exactly. What it does mean is you should make Facebook management a priority in your dealer- ship. The good news is this responsibil- ity doesn’t have to be a full-time job. Read on for several simple strategies to drive engagement — and business — with your dealership’s Facebook page. First things first. Before you can expect engagement on Facebook, you need to populate it with interesting con- tent. It’s important to designate some- one who has the capacity to update the page and respond to questions. This person will be the voice of the dealer- ship, so make sure they are comfort- able with the platform and know how to post as the page and not through their individual account. Updates do not have to occur every hour. Even a post every week is acceptable. The key is to be consistent and provide con- tinuous updates. These updates can include upcoming sales, a “shout out” to the employee of the month or links to how-to videos from your manufactur- er. Don’t forget to inform your current customers about your page through in-store signage, newsletters, receipts, statements and your website. It may seem like a daunting task to continuously monitor your Facebook page to respond to comments or posts. However, it can be very simple. The person who is designated as the admin- istrator can set up e-mail alerts to be notified when someone comments on a post, shares something on the page or sends a private message to the page. With alerts, you will know immediately if someone posts a comment that needs a response. And yes, there’s an “app” for that. If you have a smart phone or tablet, you can download the “Pages” application from the Apple Apps store or Google Play store. The app allows you to eas- ily post to the page, view comments and messages and respond. You can also set up push notifications on your phone every time someone comments or posts to your page. Now that you have your current cus- tomers engaged, take it to the next level with Facebook advertising. Advertising is not only for new prospects or a cus- tom audience. It can also be targeted to current fans and their friends. You can utilize Facebook Offers (https://www.facebook.com/business/ products/ads#offers) to create or pro- mote coupons, offers and discounts, says Stephanie Patterson, engagement manager at Osborn Barr and social net- working specialist. Patterson further explains that Facebook’s Ad Create Tool (https://www.facebook.com/ads/ create/) helps you create the ad or offer, starting with the goal in mind. For example, what are you trying to achieve with the advertisement you are run- ning? Is it page likes or clicks to your website? Do you want the audience to download an app or redeem the offer? Based on your priorities, Facebook helps structure the ad placement to achieve your goal. The next step is to select the most relevant targeting option. You can tar- get your audience and messaging by geography, age, gender, language and interests (farming, agriculture, etc.). You can also target by your connec- tions, which can be all people connect- ed to your page already (your fans), people not connected with your page (possible new fans) or advanced con- nection targeting, which allows you to target or exclude people from any page, app or event you currently manage. This is also where you’ll find “friend of fans” or “friends connected to,” Patterson explains. Facebook advertising budgets can be set per day or a lump sum for the length of the campaign. Patterson rec- ommends budgeting per day to best monitor the amount you spend on advertising. You can also set your bid based on page likes, clicks or impres- sions. Here’s a link to more ideas: https://www.facebook.com/business/ goals/drive-in-store-sales. Follow these simple tips and the next time someone posts a comment, you won’t leave them hanging. Your dealership will be on its way to an engaging social media presence with customers and prospects alike. R LD Lisa Bocklage is an account director at Osborn Barr, an agriculture-focused full-service marketing agency. She sup- ports the Equipment, Outdoor and Rural Lifestyle Group, providing marketing solutions for some of agriculture’s larg- est machinery, tire and building companies. She lives in Franklin County, Mo., 5 miles from the fam- ily farm. Lisa Bocklage R U R A L L I F E S T Y L E D E A L E R n S P R I N G 2 014 81 |
| Industry Q&A Q What factors do you take into consideration when deciding to add a new product or brand to your mix? A. “The first thing to consider is the impact the new line will have on sales of your existing line or lines. Will the additional line bring in new customers and additional busi- ness or will it compete with existing lines for the same customers? Next, you need to consider the impact that adding the line will have on your rela- tionship with your current vendors. Finally, you need to consider what adding the new line says to your estab- lished customer base. Will it strength- en your dealership’s image and reputa- tion or diminish it?” — Mike McCrate, Tulsa New Holland, Tulsa, Okla. A. “We look at whether it increas- es our ability to achieve 100% customer share. When we took on Bobcat, we believed the Bobcat cus- tomer would help us grow our Massey Ferguson products. Bobcat offers dif- ferent products than Massey Ferguson, but the customer demographics are similar. A Bobcat customer would have some interest in Massey Ferguson products. That allows us to gain market share within Massey Ferguson products.” — Mitch Merz, Merz Farm Equipment, Falls City, Neb. A. “Today, it comes down to a cou- ple of factors. What is the need for the product? Is the product option better than current options? What is the motivation to select the new option over the current offering? What will be the ‘fall out’ of selecting the new over current products? What is the potential for growth? Will the product require unique promotion? What is the ‘critical mass’ for the product (sales/ year/inventory)? What is the aftermar- 82 ket impact for the producer and the store location (parts and service)? Is the product available for the complete store location group? It must be ‘needs based’ for a significant number of sales and not a conflicting product to our major line.” — Lee Rogness, RDO Equipment, Fargo, N.D. A. “We look at the following fac- tors: Is there a need for the prod- uct by our core customer base? Is the need long term? Will the product dis- tract us from our core business? Can we sell/service the product with current facilities, rolling stock, tools, person- nel and training? Is there sufficient vol- ume to justify the investment? Is there adequate product support by the manu- facturer? Do we currently have prod- ucts that fill the need? Will the new line increase the sales volume or will the sales be in lieu of a current product?” — Ross Morgan, H&R Agri- Power, Hopkinsville, Ky. A. “There are so many things to consider when adding equip- ment to your lineup. On the plus side, new trends and possibly a more complete product lineup. Looking at it from the other side, the minus of the initial cashflow and training — the most important part of success! Every successful dealership is different and fills different needs in the market- place. Too many brands often confuse customers as well as untrained sales- people, so even though the brand may have great recognition, it may not give you the results you expect. If there is a void in your lineup, then you have a better chance of success and it may also be a plus for your other offerings. Where it all ends depends on the driv- R U R A L L I F E S T Y L E D E A L E R n S P R I N G 2 014 ing force of the dealership’s owners as well as the employees.” — Arthur White, White’s Farm Supply, Waterville, N.Y. A. “Does the product complement or compete with our present product lines? Where are the current dealers located? Can the product be purchased at a big box store? Can we get parts in a very timely manner?” — Ray Reilly, Pamlico Parts Co., Alliance, N.C. A. “We always do our homework by researching the company and their products first. We can also get a lot of input by talking with a few of the local farmers who spend all of their time doing research on the new products. Pricing and availability are also considerations. It also would make a difference on the manufactur- er’s dealer support, floorplanning, cash discounts, territory size and neighbor- ing territories.” — David Hanger, Lawrence Ag Equipment, Bridgewater, Va. A. “Product support: parts avail- ability and warranty policy. Market saturation: Is there an oppor- tunity to gain a competitive advantage with this product? Profit potential: Does this product have the potential to have a good return on investment?” — Bruce Novak, Martin Implement Sales, Orland Park, Ill. A. “I know my boss looks for qual- ity, parts and service availabil- ity, as well as track records. That being said, he is not afraid to test the waters with a line that’s new in the field. One recent example is the Avant compact wheel loader lineup, a high-end multi- |
| use unit. We recently added this unit and it has been a very interesting item.” — Mike Kauffman, Nolt’s Power, Shippensburg, Pa. A. “Keeping track of and offering new products is criti- cal to having what customers want. At least once or twice a month something new is introduced to our dealer- ship or the marketplace. Some good, some not so good. You can’t add products too fast or you risk becoming unim- portant to your existing suppliers. You also run the risk of diluting the basics of what is done at the dealership.” —Steven DeRycke, American Equipment, Farmington, N.Y. A. “First of all, there needs to be a gap in our current lineup for us to consider any additional new prod- ucts or brands. After that it needs to be a quality product, with strong backing from the supplier for parts and ser- vice and the ability to make a decent return.” — Mark Foster, Birkey’s Farm Store, Lafayette, Ind. A. “Is it a branded line with customer identity? Manufacturing expertise, reputation and quality of equipment. Dealer programs, including floorplans. OEM sponsored retail financing (no dealer charges). Competitive with other brands. Margin opportunity at retail (huge difference between manufacturer suggested retail price and actual market minimum advertised price). Parts inventory requirements.” — David Wood, Smitty’s Lawn & Garden Equipment, Olathe, Kan. A. “One of the first hints to consider a new line is how many in-service units and parts/service requests we are receiving for the line. We will then explore the sur- rounding dealer network to see if an open market exists. Finally, we will check on the distributor/manufacturer for ease of dealing, floorplan programs, financing, etc.” — Martin Flemming, County Line Hardware, Jackson, N.J. A. “The quick answer would be the reputation of the manufacturer and reputation for supplying parts and service training. On the retail end, we are only as good as the supply line that supports the product. If we cannot get parts to service a product, it reflects on us.’” — John Adams, Coeur d’Alene Tractor Co., Coeur d’Alene, Idaho A. “Customer demand and profitability.” — Bill Redman, Modern Farm Equipment, Gordon, Neb. i Click to view additional responses Fencing PREFORMED LINE PRODUCTS RANCHMATE FENCING • Wire fence construction and repair products using technology originally developed for utility industry • Splices and dead ends made from Class 3 or higher galvanized steel that won’t crack or rust • Easy mending or construction of fencing — no tools required Visit rurallifestyledealer.com/rs and indicate No. 300 TARTER FARM AND RANCH 3-PT. WIRE FENCE STRETCHER/UNROLLER • One person can handle wire and fencing work of an entire crew • While holding heavy spools of wire fencing it unrolls as it stretches to desired tightness, then holds it in place for nailing • Has the ability to handle field fence rolls up to 65 in. tall, will stretch fence without kinking or tangling, and features durable, corrosion-resistant powder coat finish Visit rurallifestyledealer.com/rs and indicate No. 301 DUTTON-LAINSON CO. 440 T-POST GRIPPER • Installation tool holds grip in place while positioning wire on steel T-post • Closing the handles forms grip around the post • Wire held securely in place, leaving a slight gap for wire movement • Grips are made from 9-gauge galvanized wire, sold separately, 100 pieces per bag • Made in USA Visit rurallifestyledealer.com/rs and indicate No. 302 RED BRAND FENCE CENTER • 52 types of ag fence in 4 ft. • Fence samples make selection easy • Installs in 5 min. and fits standard Lozier store fixture • Free to qualified retailers Visit rurallifestyledealer.com/rs and indicate No. 303 R U R A L L I F E S T Y L E D E A L E R n S P R I N G 2 014 83 |
| Tractors CURTIS INDUSTRIES MASSEY FERGUSON GC1700 SERIES SUB-COMPACT TRACTOR CAB • Commercial grade, powder-coated steel frame, doors and roof feature tilt out windshield and dual sliding glass windows • Mounts on existing factory operator protection system; total-seal doors pin-hinged for easy removal • Rear panel removes quickly and pop- up roof supported with gas shocks for backhoe-equipped tractors • Available with welded, structural- steel frame vinyl doors YANMAR EX450 COMPACT UTILITY TRACTOR MAHINDRA EMAX SERIES TRACTOR • 4-cylinder, 45-hp engine delivers higher reserve torque for more usable horsepower • 9 x 9 quick-shifting Synchro shuttle transmission • Cat.1, 3-pt. hitch with lift capacity of more than 2,400 lb. • High capacity dual hydraulic pumps; tight turning radius • 22- and 25-hp, Tier 4-compliant, diesel engine • Lower rated engine rpm for better fuel economy, longer life and less noise • 900 lb. loader lift capacity and 1,320 lb. 3-pt. lift capacity • Larger tires for better traction, stability and all-around safety; available fabricated drive over mower deck for easy install and removal Visit rurallifestyledealer.com/rs and indicate No. 305 Visit rurallifestyledealer.com/rs and indicate No. 306 Visit rurallifestyledealer.com/rs and indicate No. 304 KUBOTA B50 SERIES TRACTOR HILLSIDE TRACTORS AGILATOR 4-IN-1 REAR MOUNT BUCKET • Utilizes lower link pins as pivot point for crowd and dump function • Hydraulic angling allows operator to easily cut road into hillside and adjust angle • Agilator detaches and reattaches in seconds and acts as tool carrier • Hydraulics pressure equalization assures clean pickup Visit rurallifestyledealer.com/rs and indicate No. 307 • Factory-integrated, quiet, roomy and virtually dust-tight cab • 19.5 or 27 PTO hp, Tier 4-compliant, diesel engine • User-friendly control layout • Deluxe suspension seat with armrests absorbs shock and reduces operator fatigue Visit rurallifestyledealer.com/rs and indicate No. 308 • 4-cylinder diesel engine; power steering • Live PTO; spacious flat platform • 22.5 gal. fuel tank; choice of industrial or ag tires • Available with quick-attach skid steer compatible front end loader Visit rurallifestyledealer.com/rs and indicate No. 309 VENTRAC 4500 TRACTOR • Computer controlled onboard diagnostic system quickly and accurately diagnoses electrical circuits in real-time • Sealed fuse boxes, relays and terminals • Weight transfer lever adjusts traction for increased stability on slopes and allows for increased lift capacity • Hydraulic oil cooler includes thermostat-controlled fan with reverse cooling feature Visit rurallifestyledealer.com/rs and indicate No. 310 84 LS TRACTOR K-5000 SERIES TRACTOR R U R A L L I F E S T Y L E D E A L E R n S P R I N G 2 014 |
| Fertilizing & Spraying KIOTI RX SERIES TRACTOR • Daedong Tier 4, ECO diesel engine • New hood design and deluxe suspension seat; optional turn assist control and standard ergonomic controls • RX6620 delivers rear PTO speeds of 540/540E rpm and 3,594 lb. lift capacity; RX7320 delivers rear PTO speeds of 540/540E rpm and 3,898 lb. lift capacity • 12 x 12 synchronized, 12 x 12 power shuttle or 24 x 24 power shuttle with creeper transmission options FAST MFG. PASTURE SPRAYER • Small enough to do odd jobs around yard, yet large enough to tackle pastures and fence lines • Load kept close to tractor with 3-pt. mounted 250 or 300 gal. tear-drop tank • 25 or 30 ft. full break-away boom or boomless options • Hypro roller pump and manual TeeJet controls standard; hydraulic centrifugal pump and full Raven rate controller available WORKHORSE ATV25BL BOOMLESS SPRAYER • 25 gal. • ATV sprayer ideal for gardens, fence rows and ditches • 4.0 GPM demand pump; 24 ft. total spray coverage • Shut-off valve for left/right spray control and deluxe pistol grip spray wand with adjustable brass nozzle Visit rurallifestyledealer.com/rs and indicate No. 314 Visit rurallifestyledealer.com/rs and indicate No. 313 Visit rurallifestyledealer.com/rs and indicate No. 311 KUBOTA VS SERIES PENDULUM SPREADER HARDI ZEBRA CANNON MISTBLOWER SPRAYER FARM KING ALLIED MIDMOUNT 2000 SERIES FRONT-END LOADER • Heavy-duty parallel bucket linkage increases rollback and dump angles • Grease fittings at outer end of pins for easier greasing • Full wheel oscillation and turning radius maintained without restrictions • Mechanical true self-leveling available on models 2495-2895 Visit rurallifestyledealer.com/rs and indicate No. 312 • Efficient, reliable and easy to use • Angling and rotating cannon from one side to another easily done — no tools needed to adjust spout • Turbine fan easily disconnected when mixing spray liquid or in transport • Compact 3-pt. tractor mounting Visit rurallifestyledealer.com/rs and indicate No. 315 • SuperFlow spreading system provides maximum accuracy; pendulum movement of spout ensures application rate is identical on both sides • Spreading can be controlled manually, hydraulically or electrically • Plastic scale allows continuous adjustment of application rate in pounds per acre, minimizing errors • Spreading table and dial determines desired quantity of fertilizer for every spreading width and forward speed Visit rurallifestyledealer.com/rs and indicate No. 316 BUSH HOG FSP 3-PT. FERTILIZER SPREADER • 500 and 800 lb. models • Polyethylene hopper, electroplated distribution fins and powder coat painted spreader’s frame • Adjustable bottom opening gates • Allows for optional center, left or right throw patterns Visit rurallifestyledealer.com/rs and indicate No. 317 R U R A L L I F E S T Y L E D E A L E R n S P R I N G 2 014 85 |
| Utility Vehicles & Attachments KIOTI MECHRON 2200 UTV POLARIS RANGER DIESEL HST & HST DELUXE WORK VEHICLE • Hydrostatic transmission • Treadle pedal allows travel in forward or reverse without shifting gears or taking hands off wheel • Multi-link coil over De Dion rear suspension supports 1,250 lb. cargo capacity and minimizes suspension sag when fully loaded • Full climate control standard on deluxe model JCB WORKMAX 800D UTV • 1,565 lb. with maximum bed capacity of 880 lb. • Tier 4, 784cc, Yanmar diesel engine coupled with two-speed continuously variable transmission with Kevlar belt • 50/50 weight distribution • Independent suspension with progressive rate springs Visit rurallifestyledealer.com/rs and indicate No. 319 • Daedong 22-hp, diesel engine • Standard 4WD • Front limited slip differential and rear mechanical actuated differential lock • MacPherson strut type front suspension, adjustable wishbone type rear suspension and four-wheel hydraulic disc brakes Visit rurallifestyledealer.com/rs and indicate No. 320 Visit rurallifestyledealer.com/rs and indicate No. 318 RAVEN MPV 7100S RIDING MOWER/ATV PROMAN PTO 60 IN. HYDRAULIC POWER BROOM • For ATVs and UTVs • Adjusts up to 25 degrees left or right, providing 55 in. angled working width or full 60 in. width when positioned straight ahead • For cleaning debris, sweeping pavement, light snow removal, dethatching lawns or removing leaves • Powered by bolt-on hydraulic PTO system, allowing smooth and quiet operation and elimination of sprockets and chain drive Visit rurallifestyledealer.com/rs and indicate No. 321 • Removable 46-in. wide mowing deck allows clearing of large lawn or field at top speed of 6 mph • With removal of cutting blades, mower becomes ATV with top speed of 17 mph and ability to tow 0.5 tons • Tight turning radius of 14 in. allows for trimming of tight corners and easy maneuvering around flower beds Visit rurallifestyledealer.com/rs and indicate No. 322 • Tempered glass windshield, sliding door and rear windows for increased airflow • Total-seal door system with easily removable pin-hinged doors • Steel roof, lockable doors and 12V DC wipers • Roof-mount LED strobe light and work lights, bed and flasher lights and side-view mirrors optional Visit rurallifestyledealer.com/rs and indicate No. 323 MATTRACKS EZTRACKS SYSTEM • Allows increased footprint centrally located under vehicle’s axles to provide equal ground pressure over entire system • Keeps tracks within confines of vehicle’s overall length and provides substantial clearance for fenders and body parts • Provides greater sprocket engagement • Available in both ATV and UTV systems Visit rurallifestyledealer.com/rs and indicate No. 324 86 CURTIS INDUSTRIES JOHN DEERE GATOR 825I S4 HPX/XUV CAB SYSTEM R U R A L L I F E S T Y L E D E A L E R n S P R I N G 2 014 |
| Rotary Cutters SCHULTE FX-318 ROTARY CUTTER • For mowing crop residue, pastures, weeds, orchards and roadsides; ultra narrow transport width makes moving safe and simple • 18 ft. — runs with same hp tractor as most 15-ft. flex wings but gains extra 3 ft. cutting width • Deep side skirts provide additional room under deck for better flow of material • Single 7 gauge domed deck sheds water and debris Visit rurallifestyledealer.com/rs and indicate No. 325 LAND PRIDE RCF30 & RCF36 SERIES ROTARY CUTTERS • 96-in. or 10-ft. cutting widths • 3-pt., pull-type and semi-mount models • Speeds exceed 17,000 fpm • 10-gauge decks with 0.25 in. side skirts • Optional front and rear guarding • 5-year gearbox limited warranty Visit rurallifestyledealer.com/rs and indicate No. 328 BUSH HOG 1815 FLEX WING CUTTER • Smooth top deck for easy cleaning and ability to cut material up to 2 in. in diameter • For 60-130 hp tractors • Oil sight gauges allow operator to ‘see’ oil level in all three cutting gearboxes from ground with no tools • Center section axles equipped with rubber dampeners to absorb shock loads at wheel • Wing free float from 22 down to 25 degrees up without moving hydraulic cylinder rod • 30-ft./12-row design with integrated end-tow hitch • Uses specially designed gearboxes to reduce heat buildup • Largest diameter flail tubes reduce vibration and are structured with three massive tubular beams for added strength and longevity Visit rurallifestyledealer.com/rs and indicate No. 327 ADVERTISERS INDEX Visit rurallifestyledealer.com/rs and indicate No. 326 RHINO FLEX-WING CUTTER • Strong and durable stump jumper; gearbox design produces more torque with same horsepower • Pivot hitch with locking clevis device for easy hook up; smooth dome deck with three styles available • Independent suspension is simple with no moving parts • Safety cover provides quick access for easy maintenance Visit rurallifestyledealer.com/rs and indicate No. 329 WOODS CENTER-DRIVE FLAIL SHREDDER Alamo Group Inc – Rhino.................................... 5, 39 Altoz Precision Mowers........................................... 14 Basic Software................................................... 12, 13 Billy Goat Ind Inc............................................... 77, 78 Brillion Farm Equip.................................................. 44 Bush Hog ............................................................ 3, 45 Dixon....................................................................... 88 Curtis Industries ................................................. 70,71 Denver Global Products-Raven......................... 30, 31 Dixie Chopper.................................................... 22, 23 ECHO.................................................................... 8, 9 Encore Mfg Co Inc............................................. 74, 75 Exmark Mfg Co Inc............................................. 54,55 Farm King ......................................................... 33, 34 Hillside Tractors Australia.................................. 40, 41 Hotsy Cleaning Systems......................................... 29 Husqvarna......................................................... 47, 48 Kawasaki Engines and Power Products.............. 2, 63 KIOTI Tractor..................................................... 56, 61 Land Pride......................................................... 26, 27 LS Tractor USA ................................................ 58, 59 Mahindra USA Inc............................................. 20, 87 Manitowoc Lifts........................................................ 18 Maschio Gaspardo SpA........................................... 46 Mattracks Inc........................................................... 32 Northstar Attachments / Rankin Equip.............. 16, 17 Premier Augers........................................................ 57 Rural Lifestyle Dealer-Dealership of the Year......... 72 SI Distributing Inc.................................................... 62 Schulte Industries Ltd........................................ 50, 51 SEPPI M SpA.......................................................... 60 Shivvers Mfg/Country Clipper.................................. 21 Stihl Inc.............................................................. 36, 37 Taylor Foundry Co................................................... 49 Tonutti USA............................................................. 15 Toro Co, The..................................................... 19, 28 TYM USA........................................................... 64, 65 Walker Mfg Co................................................... 67, 68 Woods Equip Co................................................. 42,43 Worksaver Inc.......................................................... 35 Yanmar America.................................................. 7, 11 Every effort has been made to ensure that this advertisers index is accurate. However, the publisher cannot be held responsible for errors or omissions. R U R A L L I F E S T Y L E D E A L E R n S P R I N G 2 014 87 |
| i Take the Lead View Winter View Fall View Summer 2013 Column 2013 Column 2013 Column Grow Your Bottom Line Focus on your cash conversion cycle. W e all love cash, right? You can’t run a business with- out cash, so how well do we manage cash in our dealerships? How to manage cashflow is one of the four decisions that every business must get correct to be successful (along with people, strategy and execution). Think of your financial results in this way: Revenue is vanity, profit is sanity, but cash is king. Without cash, dealer- ships will starve. How can you increase cashflow without outside financing? To find the answer, let’s discuss the concept called the cash conversion cycle, which is the length of time, measured in days, it takes from when you spend a dollar to when it makes its way back into your pocket. There are four components of the cash conversion cycle: sales, inventory, delivery and billing. Shorten the Sales Cycle Your sales cycle is how long it takes a client to say “yes” from when they first express interest. The sales pro- cess is the biggest influence on the speed of a sale. The process should define questions salespeople should ask; offer suggestions to gain commit- ments; list how to’s for building rela- tionships; and include instructions for completing the work order. Here are some additional ideas: • Offer ongoing sales training and “onboarding training” for new salespeople • Create a clear follow-up and com- munication process that salespeo- ple must follow • Provide value up front so the pros- pect clearly sees the benefit • Add online ordering for ease of purchasing parts, attachments and even larger equipment • Differentiate your service or deal- ership from others 88 Improve the Inventory Cycle I once worked with a trailer manu- facturing company that had inventory everywhere. The owner had no idea what they had for inventory or what it cost to produce one trailer. This was costing him hundreds of thousands of dollars in timeliness, inventory shrink- age and frustration from employees. Here are some tips for improving your inventory cycle: 1. Use a business management system that will track who- legoods — new and used — and parts inventory; 2. Have a person accountable for inventory control; 3. Eliminate mis- takes in orders and take advantage of manufacturers’ discount programs; 4. Initiate a quality control program. Impress at Delivery The delivery cycle begins after an order is written and continues until the product or service is delivered. Some would even say that delivery of custom- er service lasts throughout the relation- ship. I want to focus on the time from commitment to fulfillment. There are three points that we must get right here: set and ensure clear understanding of expectations; “wow” the customer at delivery with great ser- vice or a memorable value add; and pro- vide communication that is proactive and clear. Pay attention to other industries where you have been wowed. Look for ways to create that same experience in your dealership. Speed Up Billing Account receivables cost money, no matter how small your receivables might be. For that reason, you need to pay attention to this last step in the cash conversion cycle. What is your speed of invoicing and collecting receivables? Your process RURAL LIFESTYLE DEALER n SPRING 2014 Monte Wyatt, Contributing Writer should include timelines, follow-up scripts and accountabilities with clear expectations. Here are strategies to improve this cycle: invoice/collect pay- ment at time of service; shorten your payment terms if you invoice; offer incentives to pay earlier; email invoices vs. mailing; and make follow-up calls or contacts at the invoice due date. Last tip here: Stop being your customer’s bank- er. It costs you money, time and stress. Take Action If you do not know your average timing for these cycles, measure and track them. The steps you measure will improve just because you’re now focus- ing on them. The ultimate goal is to elim- inate mistakes and shorten the cycles. Every quarter, identify two or three actions that will decrease your cycle times and increase the speed of cash flowing into your dealership. Include your team in the process of identifying the actions and the process for improve- ments. They will then begin to look for these opportunities naturally. Remember: revenue is vanity, prof- it is sanity and cash is king. Always look for improvements that will gain RLD cash for your dealership. As a top coach for the ActionCOACH Business Coaching firm, Monte Wyatt brings more than 20 years of leadership and personal development experience to executives and business owners. Wyatt coaches one-on-one and conducts public and private workshops. He is a keynote speaker and a results-oriented business coach. He is also a trainer and coach for other business coaches. Wyatt helps busi- ness owners and executives reach their full potential with clarity. To learn more, visit www.montewyatt.com. |
| Visit RuralLifestyleDealer.com/RS and indicate No. 121 |
| Visit RuralLifestyleDealer.com/RS and indicate No. 116 |
| PRODUCTS IN ACTION Rhino The Rhino® brand has been manufacturing products for both consumer and production agriculture since 1934. The brand incorporates durabil- ity, strength and value in the design of its products. Rhino now brings these same traits to the Rural Lifestyle market. Rhino 1020 S. Sangamon Dr. Gibson City, IL 60936 Phone: 877-408-3297 Toll Free: 800-221-2855 Fax: 877-408-3298 Website: www.servis-rhino.com www.earthmastertillage.com Key Contacts CEO, Alamo Group Ron Robinson Executive VP & GM Rick Pummell Ag Division Director of Sales & Marketing Greg Pollock Regional Sales Mgr. Charlie Deckler Trade Names • Rhino (premium rotary cutters, hay equipment, small implements, tractor attachments • EarthMaster tillage (residue and compaction management tillage) In 2010, Rhino introduced an innovative rotary cutter for the compact tractor owner. The TS12 Stealth is a 12’ flex wing rotary cutter specifically designed for use in the 35-60 horsepower tractor ranges. The TS12 incor- porates a sleek design for good looks along with maneuverability, low tongue weight and excellent cut quality. These attributes have made the TS12 Stealth a leader in its class. The Rhino brand launched a line of Zero-Turn Radius Mowers in 2011. The Twister, Tornado and the Typhoon line up offers a range of selections from 24HP to 30HP mowers. With mowing decks from 42” to 73” wide and cutting speeds from 8-14 MPH you can complete the job at hand, even if the weather is threatening. Rhino offers limited lifetime deck war- ranty and commercial grade spindles on the decks for the Rural Lifestyle owner’s piece of mind. In 2014, Rhino unveiled an all-new Flex-Wing line of products that offer a sleeker design with the same durability customers have come to expect. It’s already been reported as the most significant advancement in rotary cutters in 40 years. With a strong history of innovation, Rhino is looking forward to the future. Call us today (877) 408-3297 or email us at gpollock@alamo-group.com Visit us online at www.servis-rhino.com |
| PRODUCTS IN ACTION A Word from Our Director of Sales and Marketing... “I’ve been with the Alamo Group Ag Division for almost eight years and in the ag industry since 1985. I’ve seen many changes throughout both the industry and the Rhino® line of products for rural lifestyle and hobby farmers. You can count on Rhino products to be safe, durable and always innovative. And you can depend on our team to be available and responsive when it comes to questions about our products. “All Rhino dealers also have access to the Dealer Zone on www.servis-rhino.com. This allows dealers exclusive access to co-op advertising for a number of products, photos, price books, retail financing offers and other important information. “We look forward to working with you and continuing to offer new product advancements in the coming year.” — Greg Pollock, Director of Sales and Marketing What Dealers Say… “I use the TS12 in about 7 acres of property, plain pasture, a few trees, and just a few fences. It’s easy to maneuver; the TS12’s very quiet. It’s easy to put in corners around fences, and it’s easy to get around big trees as well. “The flex wing feature is nice. It’s good for steep ditches, like we have around here, and it’s also good for uneven pasture land, makes it where the cutter doesn’t cut into the ground as much as some other cutters do. “We’ve been using the TS12 ourselves for the past 2 years. We use it on all of our property around here. And we have several customers that are using it on a lot more acreage than we are, using it probably on 20 or 30 acres, and they love it. We haven’t had any negative feedback, and they only brag about the product. They really enjoy it.” — Rachel Nelson, TAC Enterprises, Moulton, Ala. “We definitely enjoy selling [the] Rhino brand due to the robust characteristics that it has. They hold up really well. We get a lot of these out in the field, and [they have] just a great piece of equipment. We [had] a pretty good seminar last spring in Shelbyville, Ind., and we got to run the [new Flex-Wing series] through some pretty contoured areas, and it was quite an experience just to see how they operate. It’s definitely an enjoyable machine that is easy to sell due to the characteristics of it. It’s got some really good points about it as far as the competition and what people are looking for in the mowing industry.” — Bob Daunhauer, Hopf Equipment, Huntingburg, Ind. News and Updates: What’s going on with Rhino agricultural equipment CALL (877) 408-3297 TODAY Email: gpollock@alamo-group.com Website: www.servis-rhino.com |
