Contents: 16
features 14 Maxmizing sales
20
NOVEMBER 2012 | Volume 55 | Number 11 COVER: Illustration ©istockphoto.com/pagadesign. Image of man ©istockphoto.com/tiero.
departments
6 Upfront 8 Anonymous Distributor 10 Industry News 30 Marketplace 31 Key Distributors 34 Advertisers' Index
products
24 Equipment Focus: Commercial Walk-behind & Stand-on Mowers
OPE industry veteran Curt Larson, founder and president of Curtis Research Associates, LLC, a business development research and distribution consulting firm, helps you develop a strategy to attract more customers and close more sales.
16 Increasing Shop Profitability (Part VI): Technician wages, incentives, commissions and accountability In part six of a series on increasing shop profitability, Jim Yount, founder and CEO of Jim Yount Success Dynamics LLC, provides you with all of the necessary guidance to determine how to motivate and compensate your service technicians.
20 Five reasons to offer financing to your customers
William G. Sutton, CAE, president and CEO of the Equipment Leasing and Finance Association (ELFA), provides industry insights into the value potential for equipment manufacturers and vendors to offer captive financing to their customers.
22 Use electronic parts catalogs
to attract and keep customers Catherine Lukas-Ter Horst, product manager at ARI, explores how to leverage electronic parts catalogs in your brick-and-mortar location and your website to attract and keep customers.
OUTDOOR POWER EQUIPMENT (ISSN 0192-7558) (USPS 0006-257) (Reg. U.S. Pat. & T.M. Off.) is published monthly by M2MEDIA360, a Bev-Al Communications, Inc. company, at 1030 W. Higgins Road, Suite 230, Park Ridge, IL 60068. POSTMASTER: Please send change of address to Outdoor Power Equipment, PO Box 4290, Port Jervis, NY 12771. For subscription information and requests, call Subscription Services at (845) 856- 2229. Subscription rates: 1 year, $25 US & Poss.; 2 years, $40 US & Poss.; 1 year, $38 Canada/Foreign, 2 years, $76 Canada/Foreign. All subscriptions are payable in advance in US funds. Send payments to Outdoor Power Equipment, PO Box 4290, Port Jervis, NY 12771. Single copies or back issues, $8 each US; $12 Canada/ Foreign. Sourcebook $15. Periodicals postage paid at Park Ridge, IL, and additional mailing offices. Cana dian GST Reg is tra tion Num ber: R125906743. © COPY RIGHT 2012, OUTDOOR POWER EQUIP MENT. Ma t erial may not be re pro duced or photocopied in any form without the written permission of the publisher.
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