Proudly serving the industry for which it was named for more than 50 years, Outdoor Power Equipment provides dealers who sell and service outdoor power equipment with valuable information to succeed in a competitive market.
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COVER StORy 18 JANUARY 2015 OUTDOOR POWER EQUIPMENT www.outdoorpowerequipment.com efficient than carbureted engines. Over the course of a season, this can result in a significant amount of financial savings for residential and commercial cutters, alike. Fortunately, through strategic relationships with Briggs & Stratton and Kawasaki, Altoz has been able to offer 12 different ZTR models that come equipped with either electronic/direct fuel injection or electronic fuel management systems, so we're ahead of the curve. 4. What advice do you have for OPE dealers in 2015? Dennis Brazier: Dealers are the backbone of our industry, and there's no question that today's marketplace is highly competitive. Finding ways to set your dealership apart from the competition is key, and a big component to that is the diversification of the product lines that are carried. Additionally, providing high levels of customer service and competitive financing programs will further enhance the customer's experience and likelihood of purchasing and becoming a repeat customer at your dealership. Bringing on a product line such as Altoz can help differentiate a dealership through a mix of unique product offerings, attractive financing terms and a lineup of high- performance ZTRs that are truly innovative. 5. What is your overall outlook for the OPE industry in 2015? Dennis Brazier: As the economy continues to stabilize, we're very bullish on the market and its potential for growth in the coming year. We believe the industry is going to con- tinue to expand, and we're confident that the diverse lineup of Altoz products and acces- sories will enable us to outpace the industry in terms of growth rates. StAN GUyER PRESIDENt tHE GRASSHOPPER CO. (MOUNDRIDGE, KAN.) 1. What should OPE dealers know about your company's plans for 2015? Stan Guyer: Grasshopper continues to innovate and enhance our line of zero- turn mowers and year-round grounds maintenance systems to meet the needs of our dealers and customers in the field. We debuted two new models at GIE+EXPO 2014 — Models 125V and 225V — that expand our economical V Series line, which is a perfect introductory point for contractors stepping up to zero-turn mowers from walk-behinds. Grasshopper dealers can continue to expect timely and efficient parts availability, knowledgeable customer service and common-sense stocking programs designed to help them earn a high ROI on inventory turnover. Our QuikParts ordering software and QuikQuote configurator/ price builder are just two examples of the proprietary resources provided to Grasshopper dealers that make selling and servicing Grasshopper equipment faster, easier and more profitable. 2. What were the OPE industry's top stories in 2014, and what do you predict they will be in 2015? Stan Guyer: Fuel issues were of particular concern in 2014, both with E15 proliferation and Tier 4 Final regulations that went into full effect this year. And, certainly the 2014 election cycle and results were of importance, although there is still the question of how health care regulations, immigration reforms and other federal policies will affect small businesses, both equipment dealers and their commercial contractor customers alike. Looking ahead to 2015, these will be dominant stories, along with continued discussions of drought and water conservation, emissions compliance and equipment fuel efficiency. 3. What will be the OPE industry's hottest trends in 2015? Stan Guyer: Finding more efficient, sustainable and profitable ways to do business will be a driving theme. There seems to be a renewed emphasis on vacuum collection in the industry, which is a great way to increase productivity and reduce labor by mowing and collecting at the same time. Grasshopper has focused on collection as an extension of the machine since the early 1970s, and we continue to perfect and refine the process to increase efficiency. A perfect example is our HighLift 15B collector, which can be raised and emptied into a trailer or truck bed from the operator's seat. Furthermore, Grasshopper continues to lead the industry in productivity and efficiency with more than 10 implements that transform a Grasshopper mower into a complete grounds maintenance system, from vacuum collection to turf aeration to spray applications to snow removal. These implements contribute to a healthy bottom line for the end user, and provide year-round selling opportunities for the dealer stocking Grasshopper equipment. Implements also provide larger package sales and create longer-term customers. And, Grasshopper Clean Diesel zero-turn mowers are still the best choice for end users who are serious about curbing fuel usage and reducing fuel and fuel-related overhead costs, and for dealers who want a product that can contribute to healthy sales margins. Grasshopper's online fuel calculator — available to anyone at grasshopperfuelsavings. com — can help dealers and customers realize just how big of an impact switching to Clean Diesel can have on the bottom line. 4. What advice do you have for OPE dealers in 2015? Stan Guyer: It is amazing the number of equipment dealers who still have not accepted the permanence of customers researching products online. Don't be left behind by this rapidly expanding market. There is opportunity in customer support and service after the sale. Dealers should be proactive in promoting their products and services online. Whether with a simple website or a more complex advertising campaign, the dealer who is visible and accessible online will be the winner when local customers find them for service and parts. Even equipment purchased online from another dealer or private party will eventually need service support. Building and fostering new relationships, especially with customers who purchased equipment elsewhere, can help address the challenge of finding new customers. 5. What is your overall outlook for the OPE industry in 2015? Stan Guyer: The industry is strengthening with an economy that continues to grow. This is good for both dealers and contractors alike, and as long as the economy continues to grow and consumer confidence improves, the OPE industry is poised for a strong year ahead. OPE Dealers should be proactive in promoting their products and services online.