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Issue link: https://read.dmtmag.com/i/739479
www.outdoorpowerequipment.com OUTDOOR POWER EQUIPMENT NOVEMBER 2016 19 COVER STORY GUY CLARK, OWNER CEDAR STREET SALES AND RENTAL (BATAVIA, N.Y.) On a scale of 1 to 10, with 10 being the best, how has your dealership fared in 2016, and why? 7 It was a very light winter with virtually no snow, followed by the driest and hottest summer in history. Lawns have started growing again, and business followed suit. What valuable lessons did you learn during 2016, and what do you plan to do differently in 2017? When the going gets tough, you need to be as lean as possible (without sacrifi cing customer service), but you also need to be incredibly creative to keep business fl owing. Try new events and sales. We focused heavily on our rental business and on non-lawnmowing products such as UVs and compact tractors. You also need to be ready to hit it hard as soon as things green up again. On a scale of 1 to 10, with 10 being the best, how optimistic are you about your dealership heading into 2017, and why? 10. We are just coming out of a historically dry year, and the odds are with us that this winter and next summer will be better. DAVID POTTER, VICE PRESIDENT LEE POWER EQUIPMENT (LEESBURG, GA.) On a scale of 1 to 10, with 10 being the best, how has your dealership fared in 2016, and why? 8 A solid 8. We have sold more commercial equipment than ever before, and the only reason we did not score a 10 was the lost sales due to insuffi cient fi nance options that allowed customers to leave empty handed. What valuable lessons did you learn during 2016, and what do you plan to do differently in 2017? Stock more large commercial mowers. Sometimes, it's hard to sink $10,000 into one machine when you can fi ll your showroom with that much of an investment. I have learned that you can't sell from an empty wagon. On a scale of 1 to 10, with 10 being the best, how optimistic are you about your dealership heading into 2017, and why? Lessons have been learned. We will have suffi cient product next year, and, with some leasing options, we will achieve that 10. MICHAEL HARRIS, OWNER ACTION MOTORSPORTS (MARION, IND.) On a scale of 1 to 10, with 10 being the best, how has your dealership fared in 2016, and why? 9 The sales were good again, slightly above last year's busy pace because of good grass-growing weather most of the season except for a dry spell in mid-season, and because of the introduction of unique products at good price points. What valuable lessons did you learn during 2016, and what do you plan to do differently in 2017? To ask [customers] more questions about the intended terrain that the mower would be primarily used on, so that I don't allow them to purchase a ground-following deck if it will be beat up by mowing fi elds or ditches and make us both upset later. On a scale of 1 to 10, with 10 being the best, how optimistic are you about your dealership heading into 2017, and why? 7. Great location, good products, less competition, but the weather remains the thief at the door that can negate any planning or skill. CARL LYNCH, OWNER CARL'S REPAIR (CAREY, OHIO) On a scale of 1 to 10, with 10 being the best, how has your dealership fared in 2016, and why? 6 Seems I have had some extra busy weeks that I don't normally have. I haven't checked the numbers compared to last year but just knowing how things have been going here. What valuable lessons did you learn during 2016, and what do you plan to do differently in 2017? Don't do credit card sales over the phone. NO more. On a scale of 1 to 10, with 10 being the best, how optimistic are you about your dealership heading into 2017, and why? 5. I have been informed by my insurance [that] costs are going to double at the fi rst of the year. Being a single-guy shop, I can't afford that. I am looking at places that are hiring and pay well and have insurance. I can do this for off hours. TED STIPANOVICH, OWNER MOORE'S HARDWARE (PITTSBURGH, PA.) On a scale of 1 to 10, with 10 being the best, how has your dealership fared in 2016, and why? 2 They have no time for the smaller dealers and our particular problems except for Toro whose area rep is just so good. What valuable lessons did you learn during 2016, and what do you plan to do differently in 2017? Never take big box work. On a scale of 1 to 10, with 10 being the best, how optimistic are you about your dealership heading into 2017, and why? Think market is going to crash! HERB BECK, GM WM. BECK & SONS INC. (SINCE 1951) (BEAVERCREEK, OHIO) On a scale of 1 to 10, with 10 being the best, how has your dealership fared in 2016, and why? 10 The weather was good to us. No rain, no snow, no business. It is that simple. What valuable lessons did you learn during 2016, and what do you plan to do differently in 2017?