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TABLE OF CONTENTS THE MANAGEMENT RESOURCE FOR LANDSCAPE CONTRACTORS AND EQUIPMENT DEALERS
Volume 32, No. 2 | March 2020
ARE CHANGING THE LANDSCAPE
COVER STORY
8
FOUR WOMEN WHO KEEP MOWING, GROWING AND MAKING MONEY.
14
FEATURES
DEPARTMENTS
4 Through the Grapevine
14 Lawn Care: Fertilizers in 2020: Signs You’re Doing it Wrong
6 The Dirt Green Industry News
Industry experts discuss what trends lawn care companies should watch for in 2020.
33 New Products 36 Beyond the Blade
18 Equipment Focus: Compact Wheel Loaders Offer An Impressive Array of Options
5 Reasons Why Your Business Needs a Website
18
Leading equipment manufacturer experts offer their insight on compact wheel loaders benefits and options.
40 Dealer Success Guide
Cultivating Customer Breadth & Depth to Ensure a Healthy Business Outlook
42 Advertisers Index
22 Lawn Maintenance: What To Look For In A Hedge Trimmer
22
Your Complete Guide to Hedge Trimmer Selection
28 Dealer Profile: Kioti’s Largest Dealer Finds Success From Cars to Tractors
30 28
Mike Schramke, owner of Larry Stoveand Equipment, shares his success as a Kioti Tractor dealer.
30 Special Report: The Half-ton Electric Pickup Truck Soon to Be a Reality
R&D budgets soar as manufacturers compete to mass produce electric ½-ton pickup trucks. www.greenindustrypros.com
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GREEN INDUSTRY PROS 3
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THROUGH THE GRAPEVINE
A
BATTERIES INCLUDED
t some point in the future, there will be a fundamental shift within the landscaping industry relating to the use of battery-powered versus gasoline-powered handheld equipment. That said, I think a full conversion is not likely in the cards anytime soon. In fact, based on recent interviews with landscapers around the country I’m not sure we have a reached a tipping point to reach any shift in use yet. I’ve found that the common question for landscapers thinking about switching from gas to battery-powered equipment is “What’s it going to be like?” Unfortunately, manufacturers have inadvertently slowed the process themselves to the point that landscapers have become a bit jaded to the concept of switching to battery. This comes in part from promises made and not delivered and the slow advancement of the technology in general. Producing less noise and few emissions are among the most obvious advantages to using battery-powered equipment, which makes them attractive to towns and municipalities, colleges, corporate America and virtually any company that wants to be “greener.” There’s no question battery technology has improved vastly over the years, both in terms of power and run time, two prior obstacles for their use by professionals. Speaking to landscapers in recent months, I’ve found that there is still some solid division about the prospects of use of battery-powered equipment. In addition to question of power, cost also becomes a factor. Another one of the arguments I’ve heard against a switch, is the added management of the batteries themselves. Owners have pointed out the additional challenge of ensuring batteries are placed back in a charger at the end of the day. As with gasoline-powered items, more than one gas can is usually taken to a job, so an extra battery is likely on the truck or trailer. Misplacing a battery compared to leaving behind a gas can is a substantial cost difference. For now, it appears the power and quality are there. Several landscapers have said while they only use one or two, if any, battery-powered pieces of equipment for their business, it’s exclusively what they use at home. The shift is coming, slowly. Inevitably, the tipping points for a commercial landscaper is performance and reliability. Ryan Whisner (920) 542-1238 As far as performance, EGO, Oregon, Husqvarna, rwhisner@acbusinessmedia.com Stihl and more all say that at least their battery-powered hedge trimmers are nearly equal in performance to their gas-powered equivalents. Most would also argue that their string trimmers, chainsaws and other handheld tools would hold up against their two-stroke gasoline engine cousins. For the DIYers, the equipment continues to improve and the manufacturers are doing a nice job in continuing to come out with products that satisfies the professionals as well. Gasoline engines aren’t going anywhere anytime soon but there is a shift coming. It is probably best to continue learning about both gas and batteries as the technology continues to advance and the benefits continue to increase. Eventually, product boxes will simply say “batteries included.”
Pros
™
Published by AC Business Media
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CIRCU LATION
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Senior Production Manager ................................................Cindy Rusch crusch@acbusinessmedia.com AC Business Media Chief Executive Officer .................................................. Barry Lovette Chief Financial Officer ............................................... JoAnn Breuchel Chief Digital Officer ...................................................... Kris Heineman Vice President, Sale & Marketing .............................. Amy Schwandt Director of Digital Operations & IT ............................... Nick Raether Director of Digital Strategy............................................... Joel Franke Change of Address & Subscriptions — P.O. Box 3605 Northbrook, IL 60065-3605 • (877) 201-3915 Fax: (847) 291-4816 • circ.greenindustrypros@omeda.com List Rental — Jeff Moriarty, Senior Vice President of Business and Media Solutions • InfoGroup • (518) 339 4511 jeff.moriarty@infogroup.com Reprints & Licensing — Erica Finger (920) 542-1230 • efinger@acbusinessmedia.com Green Industry Pros [USPS 003-763 and ISSN 2168-121X (print), ISSN 2168-1228 (online)] is published seven times a year: January/ February, March, April, May/June, July/August, September/October and November/December by AC Business Media. Periodicals postage paid at Fort Atkinson, WI 53538 and additional mailing offices. POSTMASTER: Send address changes to Green Industry Pros, P.O. Box 3605, Northbrook, IL 60065-3605. Subscriptions: Individual subscriptions are available without charge in the U.S. to qualified subscribers. Publisher reserves the right to reject non-qualified subscriptions. Subscription prices: U.S., $35 per year; Canada/Mexico, $60 per year; and all other countries, $85 per year. All subscriptions payable in U.S. funds, drawn on U.S. bank. Back issues, if available, cost $10 prepaid. Printed in the USA. Copyright 2020 AC Business Media. 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, recordings or any information storage or retrieval system, without permission from the publisher.
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4 GREEN INDUSTRY PROS
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INDUSTRY DIRT
OPEI ANNOUNCES PLANNED OWNERSHIP CHANGE OF GIE+EXPO The Outdoor Power Equipment Institute (OPEI) has announced that in 2022 it will move into 100 percent ownership of the GIE+EXPO, the international landscape, outdoor living and equipment exposition. “GIE+EXPO has had an extraordinarily strong run since 2010 – posting records in attendance and booth space,” said Kris Kiser, president of OPEI and managing director of GIE+EXPO. 2019 was the sixth record-breaking year in a row for GIE+EXPO. The trade show is the annual gathering place for all segments of the outdoor power equipment and lawn & garden industry. The event has been sponsored by OPEI, Professional Grounds Management Society (PGMS) and National Association of Landscape Professionals (NALP). “With this change in ownership structure of the show, OPEI will own the show in its entirety,” he said. For more than a decade, NALP has held its annual meeting in Louisville in conjunction with GIE+EXPO. Before that, the association hosted an annual meeting and exposition (the Green Industry Expo) which traveled to different cities. “We’ve enjoyed a strong partnership with the Outdoor Power Equipment Institute, and we continue to work together on government relations and other important industry issues, but the time has come to provide members with a new annual meeting experience, so beginning in 2022, our conference will move to different cities,” said Britt Wood, NALP CEO. NALP has assembled a planning task force, including industry suppliers and manufacturers, lawn care, maintenance, and designbuild professionals, to provide guidance and
input into the design of the new conference. Member input is also being gathered to ensure that the conference provides the best education and networking opportunities while incorporating local facility tours and the latest innovations. “We look forward to opening up new opportunities for attendees as we create the future NALP Annual Meeting experience, beginning in 2022,” said Wood. “In the meantime, we are focused on providing innovative and exceptional LANDSCAPES conferences for the next two years in Louisville.” Kiser pointed out that GIE+EXPO will continue to work with landscape industry partners to provide attendees with training and other programmatic elements at the Kentucky Exposition Center. “We look forward to the continued evolution and dynamic growth of GIE+EXPO in Louisville in the future,” he said. Kiser noted that GIE+EXPO will continue to offer education, training, and certification in all segments of the OPE industry, including landscape, hardscape, lighting, snow and ice management, tree care, and irri-
gation for landscapers, hardscapers, dealers, distributors, and contractors. GIE+EXPO 2020 is set for October 21-23. Attendees can expect hands-on drone training, expanded tree care demonstrations, a UTV test track, as well as continued co-location with Hardscape North America. “OPEI has signed an extension agreement for the show from 2022-2024 with the Kentucky Exposition Center and area hotels in Louisville for the future,” Kiser said. “GIE+EXPO has always been the industry’s family reunion, and the place to be if you’re in this business. We’re looking forward to continuing to work with our partners to provide the best training, education, and hands-on learning for the entire industry.”
N R H M
HONDA POWER EQUIPMENT PRODUCTS NOW AVAILABLE AT LOWE'S Honda Power Equipment has announced that it will be supplying Lowe’s with a range of its outdoor power products including walk-behind lawn mowers, generators, snow blowers, tillers, pumps and string trimmers for residential and commercial applications. Honda products are available now on Lowes.com and are being rolled out to Lowe’s retail locations nationwide during the next few weeks, broadening the access for the retailer’s customers. “We are committed to offering a wide selection of brands DIY and Pro customers know and trust, and Honda strengthens our
6 GREEN INDUSTRY PROS
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ability to deliver on customer expectations in outdoor power equipment,” said Bill Boltz, executive vice president of merchandising for Lowe’s. “By providing customers with more high-quality and durable products, we are making it even easier for our customers to complete their next outdoor project.” The partnership with Honda brings its products to the Lowe’s shopping experience, allowing DIYers and professionals greater access to high-quality offerings that will help them complete their outdoor spaces. The Honda outdoor power products line is powered exclusively by four-stroke
engines for improved reliability, better fuel efficiency and reduced emissions. The inherent qualities of the Honda four-stroke technology help reduce operator fatigue related to engine noise and vibration. “The partnership between Honda and Lowe’s and will help bring the industry’s best lawn and garden products to even more households nationwide,” said Will Walton, vice president of Honda Power Equipment. “At Honda, we’re looking forward to a relationship with Lowe’s and serving their customers with exceptional products through an exceptional shopping experience.”
www.greenindustrypros.com
2/28/20 1:52 PM
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COVER STORY
by Sheena Ingle
‘Keep mowing, keep growing, keep making money.’
L
andscaping pros have always been predominantly male – but more women are working in the industry today than ever before. According to data compiled by Data USA, women made up 9.86% of the landscaping workforce in 2018, up from 8.43% in 2014. From landscape design and artistry to software development to high-quality lawn care, there’s an endless list of specialization choices in the green industry in which women are finding their piece of the immense lawn. Green Industry Pros spoke with four of these women who work in various facets of the industry. They discussed their career paths, what drew them to landscaping, what they love about their jobs and so much more.
Jenn Myers NALP
In addition to being senior director, workforce development for NALP (National Association of Landscape Professionals), Jenn Myers also heads up the NALP Women in Landscape Network. Myers explained that the Women in Landscape Network was created to support women who are already working in the landscaping industry, as well as to inspire those who may be interested in a landscaping career to follow their aspiration.
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“The most recent numbers from industry to support having more the Bureau of Labor Statistics in 2018 women in the industry. There was an showed that the industry was just article that came out [recently] that said under 11% female. And so obviously that for the first time in 10 years, there we need more women,” said Myers. She are officially more women in the workcontinued, “This group was created force than men. That’s even more proof [because] we want more women in the that there’s just so much opportunity to industry – and then once they’re there, go from under 11%,” Myers said. we want them to stay. And then if they The Women in Landscape Network have aspirations of leadership, we want and its corresponding Facebook group them to feel like that’s an option for offer women in the industry an opporthem and that they have the opportutunity to connect, share their stories, nity to move into leadership roles.” learn about opportunities and more. She also explained that the NALP “Sometimes people just want to share Women in Landscape a neat story,” Network is comprised of Myers said. both women and men. “Other times This group was people say, ‘I “We need every single created [because] we want with this person that’s in our more women in the industry dealt today and I feel and then once they’re like it’s because there we want them I’m a woman. to stay. Have you dealt with this before? How have you navigated this situation?’ We’ve also had people share promotions, such as ‘I’m the first female general manager at this company.’” Additionally, network members share information about industry events. “We’ve had people say, you know, ‘I’m going be attending this event in a few weeks, is anyone else attending?’” said Myers. She detailed how, through the NALP Senior Director, Workforce network, members can discuss what Development - Jenn Myers
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▲ Started as a one-woman landscape design operation in 2002, Kemora Landscapes has grown to having a nine member crew. Owner Marisa Gora enjoys working out in the field on a variety of landscape design projects with them.
events they’re attendI was really fascinated by ing and even make plans the fact that [landscape architects] to meet up while there. got to draw and do things According to Myers, this outside. It was all the things provides an amazing I wanted to do opportunity for women in landscaping to get to know vicing homeowners and businesses each other and support Landscape Designer and Owner/Founder in Chicago and surrounding suburbs. each other like never before. of Kemora Landscapes - Marisa Gora The ‘Meet the Team’ section on her “It’s really been fantastic to see own website says “Gora has designed it kind of blow up over the last few and constructed thousands of unique months. And the hope is that women trations so perhaps that wasn’t the landscapes and has an eye for maxicome into our industry and feel best career path. mizing the use and functionality of any welcome and want to stay and feel Around that time in her college sized space.” like they have women in similar roles career, Gora said she just wasn’t sure Gora’s career path story is a very that they can interact with, if they what she wanted to do – but she hapinteresting one. She began college with choose and want to. They have those pened to get a summer job through a the intention of going on to medical people available and have an easy way friend at the park district. school. Even as a pre-med student, to connect to them and get to know “I ended up staying and doing that Gora said she also had been interested them,” Myers finished. job for four summers,” said Gora. in art. She was then offered a job at the “I was a premed student and I was hospital. MARISA GORA going to go on to medical school, While trying to make her decision, Kemora Landscapes which was what I wanted to do since I Gora lamented to a friend that she Marisa Gora founded Kemora was in second grade,” she said. “I also didn’t want to quit her beloved summer Landscapes as a one-woman landscape had always drawn and really been into job at the park district to work at the design operation in 2002. art, but just didn’t consider it a feasible hospital, because she would be “stuck As a lifelong resident of Chicago, she career path.” at the hospital for the rest of [her] life recognized that there weren’t many after graduating med school.” Her landscaping companies that primarily To combine the two, she figured friend pointed out that Gora had just serviced the city and its wide range of out a plan of being a medical illustrareferred to potentially working in a lot sizes, shapes and factors. tor, until realizing there are not that hospital as “being stuck.” Gora quickly Kemora Landscapes focuses on sermany books that need medical illus-
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COVER STORY
realized that medicine I grew up on the may no longer have nursery that my great been her dream. grandfather started and I This was when her have fond memories of career path began to roaming around the truly take shape. thousand acres. . . “Just before my when I was a kid. senior year, we had a landscape architect come to the park basically began putting to redesign one of our areas and we her own educational had to plant it and everything,” Gora program together. She took explained. “I was just really fascinated every available class she could by the fact that this guy got to draw and find locally on subjects such as do things outside. It was all the things botanic gardens and arboreta. that I loved to do.” Then, when she was expecting After graduating college, Gora began her daughter, she approached her looking for a job at a design and build boss about potentially working from company. She came across an ad for home. Since that was not an option, she a garden center in Chicago that was decided to stay home after her daughlooking for someone to run its design ter was born and continued working and build department. Thanks to her as a part-time landscape design college education and organizational professional. aptitude, she got the job and went on to Gora laughs as she explains that, at 3 work there for four years. years old, her daughter was out on job During her time working for the sites with her helping her do landscape garden center, Gora realized the design. She became extremely busy, company needed better methods for and Kemora Landscapes quickly took providing estimates and implementing off and became the business it is today. marketing campaigns. When she went Kemora offers a myriad of highly to the garden center owner with her customized landscape design serthoughts, she was essentially given the vices. From carpentry to iron works to freedom to run with her ideas. seasonal maintenance (such as snow “I basically got a book on how to removal), Gora and her crew (as well as estimate for landscapers and then subcontractors she utilizes) aim to serve researched all these software programs all of customers’ landscaping-related at the time, of which there weren’t a needs and bring their visions to life. lot,” said Gora. This was around the Gora truly prizes the artistic aspects of late 1990s. landscape design and works to bring While working at the garden center energy and creativity to every project. and revolutionizing the way the company provided estimates, ran busiLISA FIORE ness processes and utilized marketing LandscapeHub tools, Gora began going out to job sites Lisa Fiore is the founder and CEO to see designs being put in place. of LandscapeHub – a one-of-a-kind web-based marketplace that connects She decided then that she wanted to buyers and sellers of plants and landgo back to school and get a degree in scape materials. She is also on the landscape architecture. Gora quickly NALP Women in Landscape realized that there weren’t a lot of classes Network Board. on plants and design, which was the area Fiore is truly passionate about in which she really wanted to work. serving the nursery and green industry. It was in 2000 or 2001 that Gora
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“I grew up in the nursery and landscape industry,” she said. “My father was a thirdgeneration nursery owner in Chicago. I grew up on the nursery that my great grandfather started and I have fond memories of Lisa Fiore - roaming around LandscapeHub the thousand acres Founder and CEO of production that they had when I was a kid.” Later in her childhood, the nursery was sold to developers. Fiore said her father and uncle pivoted the business when the production fields were sold into distribution and re-wholesaling (offering plant material at a discounted price without a nursery guarantee). “I distinctly remember being so sad that the big nursery that I just had so many fond memories growing up on was gone,” she said. “I remember them starting the new re-wholesale business.” Much like Marisa Gora, Lisa Fiore also started her professional career in the lawn care industry working in garden centers. “I grew up going to trade association meetings and big trade shows,” Fiore said. “We all went as a family and I just had fond memories of being in the industry. When I was growing up, I also worked at garden centers.” Her first job outside of the family nursery was at Manfredini Garden Center. At the time, Manfredini was a large landscape contractor in the North Shore of Chicago that also operated a little garden center. “From there, I’ve worked at many other garden centers, but ultimately, I went to college and after college did a short stint in mountain guiding (yes, I wanted to be an outdoor mountain instructor,” she said. “Then I returned
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COVER STORY
Co-owner Spencer Lawn Care - Savanaha Spencer, aka “Trimming Queen”
to Fiore Nursery, I love how I have which at that point been treated as an had become a reequal and not looked wholesale center. down upon because That was in 2000 I am a woman in and I was working the industry. for my dad and uncle.” During this time, endeavor Fiore describes having loved the work while she was doing. She enjoyed working remaining with beautiful plants and serving a president of large community of contractors and Fiore Nursery. Her said Fiore Nursery has a large selection family was supportive of high-quality plant material. and a cousin took over the family busiHaving learned everything about the ness while Fiore went to work building business, Fiore took the nursery over her new enterprise, LandscapeHub. in 2010, during the recession. “It was hard times, of course,” said Fiore. She “It’s the first business-to-business explained that during this period, the marketplace,” she said. “We are a business contracted but she weathered platform that provides a digital sales the recession and started rebuilding channel for suppliers on our network. the business. On one side, you have suppliers, consistIt was during this period that her ing of growers, manufacturers, resellers, new path would take shape. garden centers and anybody that’s selling product to commercial buyers. “I started to grow the business and we On the buyer side, commercial buyers started to grow into new markets,” Fiore can come to our site, and they can said. “In 2016 I started to think about search across our entire network very ways to help make the family company more efficient. And that’s when I started easily and very efficiently and they can source, build quotes and build orders.” to think about a software.” She continued, “Could we build a Fiore said LandscapeHub provides software for my family’s company that one platform to streamline the workhelped us manage our supply chain so flow between supplier and buyer. we could get information faster, which “It’s a marketplace that promotes the would help us sell faster and help us streamlining of plant buying and plant win more bids with our clients? And selling,” she said. that was in the fall Categories are of 2016. Shortly currently are thereafter, I started limited to green to really think goods, however, further about buildthe selection is ing out a software expanding. Any solution for the product that you entire industry.” would find in the In winter 2017, exterior of a home, Fiore sat down a residence or a with her family and commercial site is explained that she product that will could not pursue be welcome on ▲ Savanaha Spencer says working development of LandscapeHub. with her best friend (husband Shawn this new software “I think it’s Spencer) is her favorite part of the job.
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really important to say we’re not just streamlining the procurement for buyers, we’re also connecting and digitizing the entire supply chain,” she said. “We’re doing it by way of integration. We are integrating with all the major point-of-sale systems and ERP systems in the entire industry. That is really how things become more efficient.”
SAVANAHA SPENCER Spencer Lawn Care
Savanaha Spencer runs Spencer Lawn Care in East Canton, Ohio with her husband, Shawn. Her role in the business came about out of necessity and has morphed into an exciting career and passion for her. Among customers and friends, she is recognized and known as “TQ” or “Trimming Queen.” Savanaha explained that Spencer Lawn Care was founded in 2012. “We originally only offered lawn care, mowing, trimming, edging and cleanup,” she said. “Fast forward eight years and we have grown to be a fullservice lawn care, landscaping and snow removal company.” Over the years, Savanaha always gave Shawn a helping hand with jobs as needed. “An opportunity came up in 2018 where we were having trouble finding employees due to the rising economy,” she said. “I offered to come work with him.” Initially, Savanaha admits she didn’t know how much she was willing to learn. “I also didn’t know how long this would last,” she said. “I just figured I would work with him until he found
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another employee. I went to work learning the ins and outs of the business and discovered very quickly that I absolutely loved it.” Her experience out in the landscaping field has always been extremely positive. “I love being outdoors enjoying the beautiful spring and summer weather,” Savanaha said. “I love working alongside my best friend. He has taught me so much about this industry. Lawn care has been a big help with getting in shape and staying more active. I also love how I have been treated as an equal and not looked down upon because I am a woman in the industry (and we all know every industry needs a woman’s touch).” When starting, she didn’t now of any other women in the field. “Now that I’m an active member of
the lawn care community and a social media influencer on our YouTube channel Spencer Lawn Care, I have seen so many more women, some that have their own company, or work for a company, and even other husbandand-wife teams,” she added. “It’s so refreshing to be able to talk to other women in the industry that share common interests. I just love hearing their stories and how they got started.”
Savanaha noted that for anyone in landscaping or any labor-intensive type of work, it’s not easy most of the time for men or women. “I really commend all the hardworking women and men out there busting their tails in all types of weather to provide for their families and themselves and as we always say, ‘keep mowing, keep growing, keep making money,’” she said. ❯
▲ Among customers and friends, Savanaha Spencer, co-owner of Spencer Lawn Care, is known as “TQ” or “Trimming Queen.”
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GREEN INDUSTRY PROS 13
3/2/20 11:38 AM
LAWN CARE
by Gigi Wood
FERTILIZERS IN 2020:
SIGNS YOU’RE DOING IT WRONG
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he final frost of the season will be here before we know it, so it’s time once again to create your lawn care fertilizer program for the year. Without question, the way you plan your lawn care program will depend on what region you’re in and what equipment you use. There are, however, some common trends across the country when it comes to planning your fertilizer program for 2020. Green Industry Pros recently spoke with Jeremy Bigler, landscape channel manager for Lebanon Turf, which produces fertilizers, grass seed and weed control products, and Brian Rowan, vice president, category management for SiteOne Landscape Supply, a national supplier of turf and landscape maintenance tools and products about fertilizer trends for 2020.
Weeds and Insects
No matter where you and your lawn care program are located, there are typically weeds and pests to curtail. “The very basic building blocks are usually centered around control-
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ling weeds and insects and matching that with the right fertility components for the region,” Bigler said. In the spring, lawn care providers are applying pre-emergent herbicides to prevent grassy weeds, followed by post-emergent herbicides to control broadleaf weeds, he said. Bigler went on to explain, “In early summer, insecticides are used to prevent damage from white grubs. During the fall when it is the optimal time for seeding, you will typically want to apply a good starter fertilizer to help the new turf establish quickly.”
Choosing the Right Fertilizer Using fertilizers that are high in nutrients are the commonsense solution for a successful lawn program, Bigler said. Starting with a soil test is a good way to determine the correct nutrient combo of nitrogen, phosphorous and potassium (NPK) to use on lawns in your region. Bigler continued, “It starts with developing a good agronomic program for the year and then based on that
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finding the fertilizers that fit their plan. Fertilizers that contain high nutrient values and contain a high slow release content are recommended. They last longer, requiring less applications, and they are more economical when comparing the cost per acre.” Fertilizers that result in a fast green-up have been popular with landscape contractors for years. But there are downsides, too. “Those have been staple products for many, many years for customers of ours, for landscape professionals who are on the property every four to five weeks or every five to six weeks,” SiteOne’s Rowan said. “The downside to those products is a lot of the nitrogen, in particular, is lost immediately through electrification or leaching through the soil profile.” Losing nutrients through runoff and other issues means landscape contractors have to return to those lawns early to reapply, which costs time and money.
Slow-Release and Coating Technology Advances
Improved technology has brought about an increase in the number of slow-release fertilizers that inhibit nitrogen absorption. “Nitrification inhibitors have really come onto the scene and continue to make technology improvements
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that allow somebody to still have that lower price point and make it to the residential customers’ property more often,” Rowan said. Slow-release fertilizers are becoming more environmentally friendly and make better use of nitrogen between visits, he said. Rowan explained that fertilizer coatings that allow for a slow release of nutrients have been around for decades – and said advancements in the past decade have been a game changer for the landscape contracting industry. “I think that where you’re really seeing the advancement there is twofold. One is the quality of the coatings improving, so you can really dial in and know when a given particle is going to release,” he said. “The second aspect of that is we’re getting really good at dialing in exactly how long it’ll take for the product to release.” SiteOne distributes slow-release fertilizers that can be customized to release when the customer wants, ranging from 45 to 180 days. “We can dial in a 45-day product. We can dial in a product that releases with a very steady release turnover,” said Rowan. “We can do 60 days, or 90, or 120, or 180. The consistency of the release curve over that span wasn’t nearly as good 10 years ago as it is today.”
Signs Your Fertilizer Program Isn’t Working
Now that we’ve learned some ways to improve a fertilizer program, what are some signs fertilizers aren’t working as they should? For one, Bigler said, you’ll hear from customers. “Excessive numbers of call-backs because of weed breakthrough,” he said, means it’s time to review the fertilizers you’re using. To Rowan, there are several markers to consider when decid-
ing whether you’re using the right fertilizer on the correct lawns: • Application Interval: If the turf isn’t being fed consistently between applications, it may be time to make a fertilizer shift, Rowan said. “Folks build their business around a certain number of applications in a year, and they try not to change that frequency more than they need to,” he said. “They’re doing seven applications in the transition zone and that means they’re going to be on the property, say every six to eight weeks during the season. They want their products to last, or to span, that time. They don’t want to put down an application, and then four weeks later have the benefits go away, and the lawn, go from green to brown prior to their next visit. They really want the products to release and perform through the span of their intervals,” he explained. • Non-responsive Turf: When was the last time you did a soil test on your customers’ lawns? If your fertilizer isn’t producing green, healthy lawns, it could be the soil pH level. “If the soil pH is wrong and there is an improper balance of micronutrients in the soil, that might cause the nitrogen to not release, or the phosphorus to not be available,” Rowan said. “When they’re not seeing any turf response from a product that they normally would see a response from, or if they’re not seeing a response on some property, but they’re seeing the proper response on other properties in their portfolio, that would be a good time to do a soil test and understand why the product isn’t performing as it should. In that case, they might not change products. They might need to add another product to get their existing fertility
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product to perform better.” • Local Research: Look up your local land-grant university, or ag-school to read their latest research, Rowan said. “Almost every state has a very qualified, land grant university, so pay attention to the research being done there,” he said. “That can help them with everything from insect infestation, timing of insect infestation, to new varieties of turf and how fertilizers are responding and weather and stuff like that. That’s always a great source. I use that myself both for my job, and personally.” • New Technology: Rowan suggests staying abreast of new technologies and new products that could improve your bottom line. He is expecting several new products to launch in 2020. “I think we went through a real lull in technology advances through the ‘90s and early 2000s, but over the last seven or eight years, there have been tremendous advancements in technologies,” he said. “In that case, it isn’t about their existing product not performing. It’s about finding products that may be either more efficacious or overall more profitable. Frankly, in many cases, we’re going to be more environmentally friendly, and that’s becoming a more important consideration with residential lawn care applications.” • Knowledgeable Supplier: A good distributor will keep you up to date on trends and the best products for your region, he said. “Our job is to train our associates with the absolute most current information,” Rowan said. “They’re the folks that are going to know the most about new technology. They’re going to know the most about a new regulation and how those regulations impact the landscaper’s business. So, make sure you have a good relationship with a very strong, good agronomic leader as your distributor.” ❯
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GREEN INDUSTRY PROS 15
2/28/20 3:09 PM
EQUIPMENT FOCUS
by Sheena Ingle
COMPACT WHEEL LOADERS OFFER AN IMPRESSIVE ARRAY OF OPTIONS
W
hile skid steers and compact track loaders are extremely maneuverable and can perform tight turns – they sometimes lack the size needed for certain jobs. Conversely, full-sized, heavyduty wheel loaders are often too large for specific jobsites. This is where compact wheel loaders enter the fray. They frequently offer the perfect balance of size, power and capabilities for a range of landscaping projects. Compact wheel loaders also boast efficient operational costs and a wide range of useful features and attachment options. While a compact wheel loader may cost more upon initial purchase than a skid steer, its operating costs can save you money over time. This is due to lower fuel consumption, fewer maintenance requirements and higher resale values. It’s easy to see why compact wheel loaders are taking such a prominent place on landscaping jobs and construction projects. But how do you know if a compact wheel loader is the ideal piece of machinery for your project, and how do you choose the best one? We spoke with product experts from some of the leading equipment manufacturers about how these machines have evolved over time, what options and features are available and how to choose the right model for your needs.
Size to the Job
The size of a compact wheel loader is crucial to performance. “Tight turning circles and visibility must be considered when determining the size of the loader, as well as production requirements,” says Hitachi Construction Machinery Loaders North America product specialist Nathan Little. “Operating safely is priority one.” Selecting a compact wheel loader that is the right combination of size and power for your needs depends on a range of variables. When choosing between available machines, AMS-
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n KubotaUSA.com Š Kubota Tractor Corporation, 2020. This material is for descriptive purposes only. Kubota disclaims all representations and warranties, express or implied, or any liability from the use of this material. For complete warranty, safety and product information, consult your local Kubota dealer. For the complete disclaimer, go to KubotaUSA.com/disclaimers and see the posted disclaimer.
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EQUIPMENT FOCUS
uch as o tailor
Hitachi ZW50 compact wheel loader operating in the snow. Hitachi
product specialist Nathan Little says, “Considering the type of work environment and the ground conditions used in the majority of the applications determine what kind of differential gear should be selected.”
Venieri territory manager Manny Mendez says it’s important to understand the full specs you’re comparing. “There are a lot of factors that go into [choosing a compact wheel loader], and it’s important to remember that bigger isn’t always better,” Mendez says. “For example, hydraulic pressure (gallons per minute flow) will matter greatly depending on the needs of specific attachments that require auxiliary hydraulics. Contractors should also take into consideration the jobsite topography. An articulation-type center joint on a wheel loader will bring better traction in unfavorable conditions.” “The type of work environment and the ground conditions in the majority of the applications determine what kind of differential gear should be selected — limited slip, locking or torque proportional,”
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Little points out. “This will be a big factor in the wheel loader efficiency depending on the ground conditions, particularly in mud, clay or gravel.” “All applications and jobsites are unique and have their own sets of needs and challenges,” says John Deere Construction compact wheel loader product marketing manager Grant Van Tine. “Jobsite space constraints or limitations may require contractors to choose a compact wheel loader that meets a particular machine height, width, length or turning radius specification. Bucket
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capacity or lift capacity requirements will also influence machine sizing. “Knowing the material type and density is essential to determine the appropriate machine and bucket selection,” he continues. “Some applications may have specific dumping or lifting height requirements, which may drive the need for a specific machine size or a high lift option.” “When right-sizing a machine, business owners and fleet managers need to know the weight and density of the material being moved,” Case Construction Equipment product marketing manager Andrew Dargatz agrees. “They need to know what size bucket they plan on using, what size trucks/hoppers they’ll be filling, etc.” Factors such as material weights, truck height or hopper height and target bucket size can affect more than size requirements. “These factors will help determine the size of the loader needed,” Dargatz says.
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He also adds, “Selecting the various application-specific options such as axles and transmission type will more directly impact cycle times and maximize production.”
How Have They Evolved?
All of our consulted experts agree that compact wheel loaders on today’s market offer far better attachment capabilities and more useful fea-
tures than machines from the past. “Over the past decade, the growth in attachment offerings has helped make compact wheel loaders more productive and versatile machines,” says Van Tine. “Compact wheel loaders are capable of operating so much more than buckets and forks. When equipped with a skid-steer-style coupler, [they] can operate many of the same attachments commonly used by a skid steer or compact track loader, such as pick-up brooms, root rakes, snow blades and snow blowers, just to name a few.” Improvements in visibility, cab comfort and ride quality also make the loaders a preferred tool among operators for running attachments, he adds. “[Compact wheel loaders] have evolved from a single tool (i.e., bucket only) machine into multi-tool machines. These new machines quickly
adapt to augers, forks, multiple-use buckets, blades and many other tools,” says AMS-Venieri’s Manny Mendez. A universal skid-steer attachment plate, such as the one offered by the VF2.63C, further outfits compact machines to take on virtually any job with no customizations required. “With all the new attachments — buckets, snow brooms, brushes and grapples — coming to market, the Hitachi compact loaders have been engineered for flexibility in multiple applications and environments,” notes Little. “One Hitachi loader can utilize dozens of different attachments interchangeably. Without having to get out of the comfort and safety of the cab, these changes can be made with the push of a button.” Versatility has been aided by advances in the controls, as well.
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GREEN INDUSTRY PROS 19
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EQUIPMENT FOCUS
Dargatz says, “Case has recently updated its compact wheel loader lineup with new adjustable electrohydraulic controls. This added functionality allows operators to adjust the responsiveness of the lift and tilt bucket functions for improved control, efficiency and versatility on the jobsite.”
❯H r b ❯R a c ❯G g h a ❯A c fo lo d
What Features and Options Are Available?
Manufacturers of compact wheel loaders continue to add more useful features and options to provide landscapers and other operators with everything they need to get projects done. “Lift and tilt settings can now be adjusted with two new three-way rocker switches (high, medium or low) mounted on the side console, allowing operators to adjust the responsiveness of the loader lift arms independently of the attachment tilt functions,” says Dargatz. These new adjustable settings enable users to program the machine’s response based on their personal preferences or job demands. Options available on Case Construction Equipment’s compact models include new electrohydraulic controls and an E-inching pedal. The electrohydraulic controls offer automated bucket metering functionality, providing operators more precise and
The adjustable electrohydraulic controls on Case Construction Equipment’s new compact wheel loaders allow operators to change the responsiveness of lift and tilt bucket functions.
consistent movement of the bucket edge while metering or sifting material into a truck or feed wagon. “The E-inching pedal uses an electronically-controlled inching valve to provide greater response and more control in applications where the operator requires precise movements at slow speeds,” Dargatz notes. “The pedal has also been ergonomically positioned for improved operator comfort.” “There are numerous options available to tailor compact wheel loaders
to meet the needs of specific jobsites or operating conditions,” Van Tine comments. “Contractors planning to use hydraulic attachments will appreciate features like creep control, throttle lock and high-flow hydraulics to maximize machine performance and controllability.” Both skid-steer-style and ISOstyle couplers are also available based on customer preference and attachment compatibility.
Other Considerations
Consider all available features and options when choosing a compact wheel loader for your projects. For example, operator comfort can have a big impact on productivity. Climate control, air suspension seats and ride control can help combat operator fatigue, while other features, such as rear view cameras and LED lights, may be needed to help improve visibility for certain jobs, says Dargatz. “Contractors who perform work early in the morning or late at night (such as snow removal) will especially appreciate LED work light options to brighten their jobsite,” Van Tine notes. Other features to keep in mind include:
John Deere’s compact wheel loaders offer functions such as creep control, throttle lock and high-flow hydraulics to tailor machines to jobsites.
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❯ High lift options for applications that require additional lift and reach capabilities ❯ Reversing fan options for high debris applications to keep the cooling package clean and maximize machine uptime ❯ Guarding options such as window guards and rear machine guards that help protect the machine in certain applications and environments ❯ A boom-height kick-out option, which can increase productivity and efficiency for machines performing a lot of repeat loader work, such as loading, lifting and dumping or stacking Dargatz offered a few other considerations to ensure you find the unit best tailored to your needs. They include: ❯ Ground line serviceability to help ensure daily service checks are completed ❯ Tier 4 Final solutions, such as selective catalytic reduction and diesel oxidation
catalyst systems, that eliminate the need for regeneration and any downtime associated with the regeneration process ❯ Other features that reduce overall downtime “It’s all about what’s easy and what will keep the machine up and not down,” says Mendez. This includes ease of operation, access to all the moving parts for maintenance, factory support, operator and technician training and the ability to easily change attachments. Finally, take transportability into consideration. “If contractors intend
to transport their compact wheel loader frequently from jobsite to jobsite, they will also consider machine weight and other key shipping dimensions for trailering purposes,” says Van Tine. ›
When selection a machine, take into
consideratoin the jobsite. Features such as articulation-type center joints provide traction in unfavorable conditions.
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GREEN INDUSTRY PROS 21
3/2/20 11:47 AM
LAWN MAINTENANCE
by Ryan Whisner
“ tiv ver ap
WHAT TO LOOK FOR IN A
T
he key to creating a beautifully manicured, healthy hedge is using the right hedge trimmer. Jeff Cartwright, owner of Cartwright Landscaping in Richmond, Virginia emphasizes the factors to consider when looking at using a hedge trimmer. He says to take into account what exactly you’re using it for and what you can use it for. A proponent of Stihl himself, Cartwright said it is important to go with what you think is best. Across the various manufacturers, there is a full line of single-sided, double-sided and pole hedge trimmers to fit the needs of specific job sites. The question that always needs to be asked is: what are you cutting? After considering usage and needs, Cartwright said hedge trimmer shoppers should, “Ask [their] respective dealers questions so [they] can become an educated consumer and get what fits for [them].� He pointed out that it is not always “biggest is best.� “As an owner, you might think, ‘Hey, I want to get the most powerful stuff for my employees and the most expensive,’ because maybe your mindset is that that’s going to be the best motor,� said Cartwright. In his experience, too much power
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is actually a detriment because the RPMs run too hard and run too fast. “You don’t need to buy the top-grade hedge trimmer if you don’t need that power,� he said. “It’s figuring out what you’re doing, how you are you using it and how often you are using it.�
Gas or Electric?
When you’re comparing gas to battery power, you’ll need to look at emissions, noise, vibration and other factors. ECHO product manager Brad Mace said a landscaper’s decision to go with electric or gas often revolves around requirements by the customer that may require use of battery products due to noise or environmental concerns. He believes that plays more into it than the landscaper’s own preference. In general terms, it can be a big moment for a landscape contractor to make the switch from what they know to that which they don’t or in other words, gas to battery. “It’s exciting because with the hedge trimmer as we talked to landscapers who have converted over to the battery power of EGO, they’re all saying that it’s just such a better experience than holding on to a fumes-spewing monkey, it’s just night and day,� EGO director of excitement, Gerry Barnaby said. Husqvarna product manager, Jack Easterly, noted a lot of landscapers are purchasing these products because their customers are requesting them,
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Cartwright Landscaping in Richmond, Virginia is a proponent of Stihl products. Their trailers carry a mix of Stihl trimmers to ensure the crew always has the right one for the job.
Service for the battery-powered EGO hedge trimmer is to lightly oil the blades after each use and grease the gearbox every 50 hours or so.
especially if they have a contract that may be on a LEED-certified building or a hospital, or any customer requesting running quieter equipment. Conversely, he said there are companies that are making the switch due to the maintenance and fuel savings benefits.
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“If you take away the perceived negative benefits of gas equipment, it is still a very efficient, convenient way to operate a piece of equipment,” Oregon Products business director, Josh Huffman said. “If you’re a smaller landscaper, and maybe you don’t have access to the upfront capital costs to purchase a battery, you’re going to be
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hard-pressed to make a conversion.” As far as performance, EGO, Oregon, Husqvarna and Stihl all say their battery-powered hedge trimmers are nearly equal in performance to their gas-powered equivalents. Easterly noted that Husqvarna’s transition between gas and battery tools is generally a replacement of the power source, while everything else remains the same to maintain familiarity for the end-user. “To keep it simple and for any user it’s not anything brand new to get used to,” he said. “With the gas-powered units, there’s a little bit more power if you’re trying to cut materials similar in diameter to a broomstick or things that you probably shouldn’t be cutting with a hedge trimmer,” Easterly said, noting that with the petrol units there might be slightly more power but as far as cutter teeth per-minute speed and commercial
maintenance application, the performance is equivalent or greater in some cases. Huffman said Oregon Products has focused on answering that question of performance. He said the company’s 120 V professional series hedge trimmer is at least equivalent, if not more powerful, than a comparable 30 to 35 cc gas hedge trimmer. A fan of batterypowered equipment, Cartwright uses them at his home but not for his company Cartwright Landscaping. “The primary reason is that it’s just one more thing for me to have to manage as far as keeping track of batteries, making sure the batteries are charged, holding my people accountable for charging the batteries and so on and so forth,” he said. “It’s hard enough to keep everything else in line (blades sharpened, etc.), and it’s just one thing I don’t want to have to deal with.” Cartwright noted that the daily hustle and bustle is enough without adding the worry of ensuring batteries are being charged. “I don’t know, it’s just not where my mind is as a business owner,” he said. “On the flip side, I think there are restrictions in certain areas and noise ordinances in different parts of the country, and the battery-powered machines are a lot quieter.”
▼ Oregon Products 120 V professional series hedge trimmer is equivalent to a 30 to 35 cc gas trimmer. Shafted or pole trimmers like this one are becoming more popular due to safety aspect of the blade being further away from the body.
Easy Fix
The next challenge is maintenance, which is a huge piece, especially for the commercial landscapers. Barnaby said for the battery-powered EGO hedge trimmer, the recommendation is to lightly oil the blades after every use. Also, he said users should grease the gearbox every 50 hours to maintain performance and life. “There is no tune-up, there are no
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additives, there’s nothing except a ‘go’ button – and that is in the throttle, which is wide open every time,” he said. Despite those factors, for the contractor, there’s a comfort level with gas tools. Whether they have a mechanic on-staff or they use a dealer, they know someone can fix it if it does break. “We know there’s more maintenance with gas equipment than there is with the battery-powered tools,” Huffman said. “You’ve got air filters and pull cords and spark plugs and you have to replace pistons and rings and all that fun stuff.” Ultimately, there are about half as many moving parts in a battery-powered unit. “There are more things that can go wrong in a gas-powered engine, simply because there are more moving parts that you really won’t have with battery-powered, you really just have a motor, maybe a small gearbox and then right to the blades,” Easterly said. Landscapers and their crews need only learn how to turn the unit on and off and what the various indicators for low battery or other issues mean. “There’s another aspect to this durability question which is, you know, everything eventually is going to break or wear out, but can I get it fixed?” Huffman said.
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Huffman said for Oregon’s equipment, there are three things that can go wrong: the motor, the controller or something in a switch or wiring harness. “We think we’ve built pretty good equipment in which things aren’t going to fail that often,” he said. All Oregon tools come with what resembles a chainsaw scrench tool that allows access to the motor and controller. Digital LED dashboards show the battery charge and, based on designated indicators, whether it is the motor, controller or a switch that is faulty at any given time. “We consider the tools to be fully serviceable with a simple replacement of some major components,” said Huffman.
Out of Gas
With hedge trimmers and more, the difference is between the gas and battery start. Among the top concerns for landscapers is ease of starting their outdoor power equipment and how long it will operate. “These guys are starting tools all day long,” Mace noted. “We’ve all seen the people doing the ‘dance of death,’ I call it, as they try to start any twostroke engine,” Barnaby said. “A lot of times it’s just pull, pull, pull, choke, throw the machine to the ground, say a few choice words, come back a few minutes later after it’s flooded itself and try to get it going again. The EGO trimmer starts up the first time, every time.” Mace counters that the ECHO hedge trimmers have the spring assist starter which helps turn over the engine for an easier start. In addition, a gas unit will run continuously as long as the tank is refilled throughout the course of the day. How long a battery-powered tool will last remains a common question asked of dealers and manufacturers.
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ECHO offers a wide-range of hedge trimmers in both handheld and shafted styles. The gas engine tools have the spring assist starter which helps turn over the engine for an easier start every time.
Huffman said Oregon reverses the question and asks landscapers how long they need the tool to last. “The answers that we get tends to be based on perception rather than reality,” he said. Landscapers will calculate it in their head, figuring crews get out to a site at 6 or 7 a.m. and start trimming hedges and they take a little lunch break, plus driving out to a site. Over an eight-hour period they may estimate five hours of trimming. “That’s perception, because in reality, when you put a trigger timer device on that tool and you follow them around for a day, actual trigger time is usually less than an hour over a full eight-hour work day,” Huffman said. “The reality is that we’re correct when we say you can go multiple days in most applications on one battery with our hedge trimmer. Obviously when you are using a hedge trimmer, you’re not constantly pulling the trigger. Talking to commercial landscapers who have utilized EGO commercial tools, Barnaby said they report getting three days of trimming out of one battery change, since not many people are trimming all day, every day. EGO, Oregon, Stihl and Husqvarna
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each have battery systems that the user wears on their back and is designed to last all day (or as close to all day as possible). Other options are the single-battery tools from most manufacturers as well, that also have extended runtimes. “The idea is, you don’t want to be out there charging it while you’re trying to cut grass or trim hedges,” Huffman said. “You want it working for you or charging while you’re at home getting your own recharge – which is sleeping.” With most of the battery-powered units, one battery will likely last you across the course of a day or, if you have two batteries for one piece of equipment, you essentially have infinite runtime when using one battery while the other is charging. “Run time varies a lot, but generally it’s very similar to as if they were to run out of fuel with their piece of equipment, they’re going to be back at the trailer truck and either be swapping a battery or refilling,” Easterly said.
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A Cut Above
On hedge trimmers, landscapers have a determination to make with both blade length and handheld or shafted (pole) style. “It takes a little bit of consideration on that because you don’t want to get the wrong size for your job,” Mace said, noting that the longer the unit, the harder it may be to use, and the longest shafted units are heavier and not as maneuverable. “You can’t just say ‘I’m just going to get the longest one because I’ve got a big job coming up,’” he said. “It’s a tough decision and a lot of times, landscapers will carry several different
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DOMINATE THE
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Whether you work in the cities or the suburbs, nothing cuts through your workload like RedMax. With a full line up of commercial products, you can build your fleet with the power, performance and reliability that keeps your business on the cutting edge. RedMax professional products – all the power you need. redmax.com Commercial fleet discounts, financing and leasing options available
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Š 2020 RedMax. All rights reserved. RedMax and other product and feature marks are trademarks of the RedMax Division.
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LAWN MAINTENANCE
options on their trailers.” Some landscaping companies view Mace explained that it really comes them as inherently safer with the blade down to application. being further away from the user’s body, If a landscaper is trimming small leaving less opportunity for the blade bushes around to impact the left leg, someone’s home the most common type versus a long row accident with hedge “You don’t need to oftrimmers. of six- or eight-foot hedges around a buy the top-grade Similar to determinretirement comshafted or pole, hedge trimmer ing munity in Florida, blade style, double-sided it takes two differif you don’t need or single-sided, the decient styles of hedge sion comes down to user that power” trimmers. preference and tends to “It would be hard be very regional. Cut to get those tall capacity is something to Florida hedges with a handheld hedge consider but is generally similar across trimmer and you might want to get to a the board. shafted unit,” he said. Single-sided hedge trimmers typiAccording to the experts, there is a cally have a debris shield that helps growing trend toward use of shafted or push the debris in front of the bush pole hedge trimmers. instead of leaving cut pieces on top that
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have to be cleared off later. “I’d say in the majority of the country, you’re not going to find a single-sided hedge trimmer at all,” Mace said. “It’s very regional, and it’s [often based on] what the user grew up using. It’s hard to get people that grew up using a double-sided hedge trimmer to switch to a single and vice versa.” Cartwright said he carries four Stihl HL 94K hedge trimmers and three Stihl HL 94 trimmers which are longer poles. “[You need trimmers of varying pole lengths] if you’re dealing with different shrubs, different trees and hedges at different heights,” he said. Also, Cartwright said they have two Stihl KombiMotor systems that allow for multiple attachments including extensions to get super-long hedge trimmers. “We cover everything across the board with regard to different tasks
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◀Husqvarna’s transition between gas and battery tools is generally a replacement of the power source, while everything else remains the same to maintain familiarity for the end-user.
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and having the right tools to address the respective tasks,” he said.
Noise and Emissions Safety
No matter the outdoor equipment tool, noise is always a factor. More municipalities and some states are coming down with stricter enforcement on use of certain types of products. Barnaby suggests that a two-stroke engine, even on a hedge trimmer, can be heard a block or more away, while the EGO trimmer is audible about one or two houses away.
“If you want to get technical, the EGO commercial hedge trimmer is rated at 85 dB, which is about the sound of freeway traffic, maybe 100 feet off the freeway, so nothing overwhelming,” he said. “[But the noise is] going to be there, and we always recommend you use ear protection.” However, Barnaby noted if he was going to be trimming hedges all day, he would be listening to National Public Radio or something on a headset. “I’m not going to sit there listening to the hedge trimmer but still it’s going to be a markedly better experience as far as emissions and noise,” Barnaby said. Another common issue is the exhaust fumes from the gas trimmer
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getting right in the face of the user. “You go to work every day to earn an honest wage, but you don’t want to kill yourself in the process and I’m talking literally,” Barnaby said. “Think about what you’re breathing coming out of any two-stroke engine that is within a foot of your face.” With a gas hedge trimmer, he said the components that release fumes are up near your face, because that is the posture most people have when using a hedge trimmer. Hedges are three or four feet tall, so the trimmer is right at face-level. “Why would we voluntarily put our face in the proximity of a tailpipe every day? It’s time to try battery power and see for yourself how much better the experience is, and you’re not sacrificing an inch when it comes to performance,” said Barnaby. ›
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DEALER PROFILE
by Gigi Wood
Larry Stovesand Equipment
do no we gre 10 un tai com to M to Sch aK ad “ is i at an
KIOTI’S LARGEST DEALER
FINDS SUCCESS FROM CARS TO TRACTORS
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ike Schramke spent much of his career in the car business. In 2015, he and Larry Stovesand started a Kioti tractor and utility vehicle dealership in Tennessee. Today, he is the company’s largest dealer in the United States and was recently awarded the 2018 Top Sales Dealer Award for outstanding achievement in the field of sales and marketing. Schramke was recently at the 2019 Annual Kioti Dealer Meeting in Raleigh, N.C., where he spoke with us about Kioti and its newest equipment. “I was in the car business most of my life running auto dealerships, and a guy I worked for at a Ford dealership Mike Schramke, owner bought a Mahindra of Larry Stovesand tractor franchise,” Equipment. Schramke says. “I
thought it sounded fun, so I asked him if I could run that. I really did enjoy it and I started looking for a brand to have a franchise of my own.”
Finding the Right Fit
After researching different brands in the tractor market, Schramke chose Kioti. “Kioti seemed to me to be a company that I could compare to Hyundai 20 years ago, Kia 10 years ago, LG, Samsung,” he says. “It just seemed to me that the Korean products in general were the next Japanese (automobile and technology company) and I was right.” Schramke recently bought out Stovesand’s share of the dealership, and is expecting another record year of sales. “Every year, we’ve increased our sales by about 25%,” Schramke says. “We’ll do over 400 tractors this year. Next year, I hope to be able to do 500.” Schramke says sales at the dealership tend to reflect the brand as a whole. So far, most of his customers have been semi-rural suburbanites looking for vehicles in the 30 to 50 hp range.
As the dealership continues to grow, he is seeing more customers interested in agricultural equipment. Kioti manufacturers tractors, utility vehicles, mowers and other equipment in the 22 horsepower to 110 horsepower range. “Nashville does have an agricultural type of a vibe to it; there’s a lot of tobacco farms,” Schramke says. “We
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The Kioti Tractor CS series for 2020 received multiple updates including a skid steer quick attach, a Daedong motor, an updated transmission and much more. Larry Stovesand Equipment is a Kioti dealer with two locations in Tennessee.
small utility tractor, oftentimes from me,” he says. “They discover that it really is an awesome product, so I have a legitimate chance when he wants another ag tractor, to sell him an orange one then.” Generally, his sweet spot is the small farmer looking for a 30 to 50-hp tractor.
A Cut Above
Kioti ventured into the lawn care market with a series of zero-turn
mowers in 2019. Schramke says when the dealership first opened in 2015, they tried a couple different brands of mowers and were not real successful. “I was focusing on tractors and I know a lot of a lot of lawn care dealers will take on a tractor franchise as a side business,” he adds. “It was kind of the opposite for me, I was a tractor dealer and I thought I’d like to get mowers of try.” Unsuccessful in the venture, he got out of it and remained dedicated to the tractor business. When Kioti announced its intention to get into zero-turn market, Schramke was interested. “It fits nicely for me because I already have a customer base of my own, that I can contact whether by email or postcard or when I see them in service,” he says. “If they like their tractor, and if they like me as a dealer when it comes time for a mower, they’ll give us a chance.” Schramke says about 75% of the mowers he has sold have been to existing customers. “I don’t think as far as my business, it’s ever going to be a major player not compared to 400 or 500 tractors a year, but, but it’s nice. Anytime you can keep the dollars in house, especially from your pre-existing customers it’s helpful,” he says.
Equipment Updates
Kioti recently enhanced several tractor models as well. The CK2510 compact tractor upgraded from a rocker style pedal to hydrostatic, for example, and the CS tractor improved from a single piston on the loader. Many of these changes were unveiled at its 2019 national dealer meeting. “It wasn’t a major year of change, it was more a year of needed adjustments on some of the current products,” Schramke says. “It’s all things that I think the customers and the dealers and Kioti wanted and knew that the machines needed.” Many of the new tractors include cabs with heating and air conditioning,
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Kioti Tractor
do more of the agricultural machines now, the RX series PX series, than we had before. Kioti certainly makes great ag-type tractors, up to around 100 horsepower. But that is a vastly untapped market for Kioti and certainly something that them as a company and us as a dealer would like to make better end roads on.” Many of his ag customers come to him looking for utility vehicles. Schramke hopes that after trying out a Kioti, they’ll return when they need additional equipment. “The way it’s been working for us is if a guy has a cattle operation or a tobacco farm, they typically have an ag tractor or two, then they buy a
Peter Dong-Kyun Kim, president and CEO of Daedong-USA, Inc. KIOTI Tractor Division; Mike Schramke, owner of Larry Stovesand Equipment; and Tim Phillips KIOTI Tractor National Sales Manager.
like the 26 hp cab tractor, which fills a void in Kioti’s lineup, Schramke says. “The 26-horsepower cab is going to be an interesting machine,” he says. “We sell, in middle Tennessee, we sell a lot of the 35 and 40 horsepower, small cab tractors. It’s air conditioned, it’s heated, and you know, it’s an awesome cab tractor. Not as much where we’re at, but in the northeast and northwest, there is a market for lower horsepower cab tractors that can remove snow and have the availability for air conditioning.”
Brand Recognition
When Schramke first started his dealership, he spent much of his time answering customer questions, such as how to pronounce the name (like the animal), where the equipment was produced (South Korea), is it a knock-off of Kubota (it’s not). “That was a challenge to overcome, but it occurred to me that if people are asking that question, that also means that they’re not necessarily brand dyed in the wool, loyal,” he says. “They aren’t the seventh generation of a person that has had green tractors, you know, or else they wouldn’t be at my place anyway. So, if they weren’t dyed in the wool brand loyal, it gave me an opportunity to show features, benefits, advantages, and I don’t have that problem anymore. People know the brand and they know me as a dealer.” ›
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SPECIAL REPORT
by Curt Bennink
The HALF-TON
ELECTRIC
PICKUP TRUCK Soon to Be a Reality R&D budgets soar as manufacturers compete to mass produce electric half-ton pickup trucks.
T
he three top selling vehicles in North America include the Ford-150, Chevrolet Silverado 1500 and Ram 1500 half-ton pickup trucks. And with the the growing interest in electric vehicles, the half-ton pickup truck offers an attractive target for electric vehicle manufacturers. Predictions estimated that up to 14% of worldwide auto sales will be electric vehicles by 2030. There are currently no electric options for the most popular vehicles being sold in the United States – the half-ton pickup trucks. Early adopters of electric vehicles often include government
A prototype all-electric F-150 was demonstrated by towing 10 doubledecker rail cars and 42 2019-model year F-150s, weighing more than 1 million pounds. Ford
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fleets. They often have mandates to reduce their carbon footprint and electric vehicles provide a path toward that goal. A steep purchase price often serves as a deterrent for the general consumer market. Electric vehicles and presumably that would include electric pickup trucks have proven much more expensive to purchase due to the battery technology used and the current limited scale of production. The batteries use expensive materials in order to hold the massive electric charge needed to make the vehicles practical for most applications. Costs should drop as production scales. The industry also must address issues surrounding range anxiety and the availability of charging stations. These are the two most common technology concerns potential customers voice. When you run low on fuel with an internal combustionpowered vehicle you just pull into a filling station and top off the tank with gasoline or diesel. With an electric vehicle you need to locate a charging station and it typically takes longer than
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a few minutes to bring the battery up to full charge. Customers who travel long distances may be a hard sell for an electric vehicle in the near term due to the lack of charging infrastructure and the related battery charging times. Installing infrastructure will take time. Don’t expect the pickup truck market to convert to electric pickup trucks overnight. In fact, electric pickup trucks are likely to be niche products for the foreseeable future. There are currently a handful of competitors who have publicly announced they are working on a half-ton electric pickup truck. There are no indications that the heavy-duty pickup market will see electric alternatives in the foreseeable future. Note that no manufacturer has acknowledged development work on a full-size heavy-duty pickup. Expect this market segment to remain the domain of the diesel engine well into the next decade.
Key Players in Electric Half Tons
Two of the current half-ton pickup truck manufacturers have acknowledged development of a half-ton electric pickup. In April, General Motors Chief Executive Mary Barra stated that GM would make a fullsize electric pickup truck. No other details have been shared about the pickup, but the company plans to spend $8 billion to develop electric and self-driving vehicles. Ford shared that it will invest $11.5 billion electrifying its vehicles by 2022, including adding 16 fully elec-
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With no fuel tank or conventional powertrain components, there is more storage space available, particularly where the traditional internal combustion engine would be located. Rivian plans to build all of its vehicles on a flexible skateboard chassis that will allow several different chassis configurations to be built on a common platform. The skateboard chassis houses quad motors to drive the wheels, independent air suspension, intelligent battery management system, hydraulic roll control system and thermal systems – all below the height of the wheels. Rivian
tric models. Ford has confirmed it will bring an all-electric F-150 to market. This will be in addition to the all-new F-150 Hybrid that goes on sale next year. Ford is also investing in startup Rivian and may eventually use that company’s flexible chassis technology as the underpinnings for a future electrified F-150 model. “As we continue in our transformation of Ford with new forms of intelligent vehicles and propulsion, this partnership with Rivian brings a fresh approach to both,” said Jim Hackett, Ford president and CEO. “At the same time, we believe Rivian can benefit from Ford’s industrial expertise and resources.” Newcomer Rivian is well positioned to be the first manufacturer to make the mass-market ½-ton electric pickup a reality. It is a Plymouth, MI-based electric truck and SUV startup that has substantial backing from investors such as Ford, Amazon and Cox Automotive. Earlier this year Amazon invested $700 million in the company and Ford invested $500 million. Cox Automotive, a subsidiary of Cox Enterprises, is the home of nearly 30 automotive brands, including Autotrader, Kelley Blue Book, Pivet, RideKleen and Manheim, which transports, services, and auctions vehicles across more than 150 global locations. It has announced an equity invest-
ment of $350 million in Rivian. Rivian gained a lot of credibility in 2019 when Amazon announced its plans on purchasing 100,000 electric delivery vans. Amazon plans to have 10,000 of these vans on the road by 2022 and it expects to have all in service by 2023. Rivian offers a unique design approach that creates manufacturing efficiencies across potential market offerings. It plans to build all of its vehicles on a flexible skateboard chassis. This will allow several different chassis configurations to be built on a common platform. The skateboard chassis houses quad motors to drive the wheels, independent air suspension, intelligent battery management system, hydraulic roll control system and thermal systems – all below the height of the wheels. This allows extra storage space where an internal combustion engine and drivetrain would typically sit. The company already has a factory
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in place. It plans to build its electric vehicles at a 2.6 million-sq.-ft. former Mitsubishi assembly plant in Normal, IL that it acquired for $16 million two years ago. Rivian first unveiled its R1T electric truck at the 2018 Los Angeles Auto Show. Preliminary specs are impressive. It promises a range of up to 400+ miles and a 0 to 60 mph acceleration time under three seconds. It is estimated to pump out up to 750 hp and have a maximum towing capacity of 11,000 lbs. Just remember when looking at the range numbers that they are likely to drop when pulling a heavily loaded trailer. The R1T will not be limited to paved surfaces with a Quad-Motor System that has the ability to send instant power independently to each wheel for maximum traction and a wading depth for deep water crossings of over 3 ft. In off-road mode, the RT1 promises a 14.1-in. ground clearance. It also offers a 25-degree breakover angle. The suspension system incorporates adaptive damping control, The Tesla which dynamiCybertruck cally adjusts is designed damping at each to have the wheel within utility of a truck and the a fraction of a performance second, optiof a sports car. mizing traction wherever you go. Battery placement will result in a lower center of gravity as the battery pack distributes weight evenly between the wheels. This will add stability in off-road conditions. It also anchors the vehicle to the ground at speed and around corners. The battery offers up to 180 kWh. This makes it one of the world’s largest automotive battery packs currently available.
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SPECIAL REPORT Rivian is promising that Level 3 autonomy will be available on every vehicle. There are currently five defined levels of autonomy. Level 3 autonomy would be a vehicle that is capable of managing itself on a freeway journey, excluding on- and offramps and city driving. As of October 2019, Rivian The Bollinger is forecasting a B2 features an allstarting price of electric, dual-motor $69,000 for the drivetrain. The allR1T. This would wheel drive pickup be before the features 50/50 $7,500 federal tax weight distribution and best-in-class credit. Deliveries ground clearance. are expected The Bollinger B2 is late in 2020. capable of handling Tesla is the 16-ft. cargo through a patented fullcurrent leader length pass-through. in the North Bollinger Motors American electric car market and recently updated its previously announced electric pickup truck plans. On November 21 Tesla unveiled its long promised electric pickup truck, the Cybertruck. While this truck will not be available to customers until the end of 2021 or possibly 2022, you can reserve your spot in line with a $100 refundable deposit. According to company founder Elon Musk, there are already 250,000+ customer orders. The Cybertruck is sure to stand out from the crowd, more resembling a DeLorean from the past than a conventional pickup truck. The Tesla Cybertruck is designed to have the utility of a truck and the performance of a sports car. The vehicle is built to be durable, versatile and capable, with exceptional performance both on-road and offroad. Cybertruck will come in three
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variants: Single Motor Rear-Wheel Drive, Dual Motor All-Wheel Drive, and Tri Motor All-Wheel Drive. The Cybertruck is built with an exterior shell designed for durability and passenger protection. Starting with the exoskeleton, every component is designed for strength and endurance, from Ultra-Hard 30X Cold-Rolled stainless-steel structural skin to Tesla armor glass. The smooth monochrome exoskeleton helps eliminate dents, damage and long-term corrosion. Ultra-strong glass and polymer-layered composite can absorb and redirect impact force for improved performance and damage tolerance. The Cybertruck features up to 3,500 lbs. of payload capacity and adjustable air suspension. It is engineered with 100 cu. ft .of exterior, lockable storage — including a tonneau cover that is strong enough to stand on. The promised towing capability is over 14,000 lbs.
Targeting Niche Markets with Electric
There are a few companies targeting niche, low volume, markets with electric pickup offerings. These include Bollinger Motors and Workhorse Group. Bollinger Motors is targeting high-end off-road enthusiasts while Work Horse Group is targeting commercial applications. Former industrial designer Robert Bollinger recently displayed updated prototypes of its B1 electric SUV and B2 electric pickup. The first iterations of these vehicles were unveiled nearly two years ago. Retail deliveries are anticipated in 2021. These vehicles promise all-wheel drive; dual electric motors; 15-in. of ground clearance; self-leveling suspen-
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sion and four-door, four seat cabs. They promise 200 miles of range. Bollinger has published preliminary performance specifications of 614 hp and 668 lb. ft. of torque. Payload is a claimed 5,200 lbs. and towing capacity is 7,500 lbs. These trucks and SUVs target true enthusiasts who are willing to pay for performance. Bollinger admits that these vehicles will have a high purchase price, but he doesn’t envision the company becoming a volume producer. Workhorse Group is on the opposite end of the spectrum. The company is specifically targeting commercial applications. Its primary product is an electric delivery van and it is developing the W-15, which is designed from the ground up to be an all-electric pickup. Workhorse Group has proven success in the electric vehicle market. The E-100 and E-GEN electric delivery vans have racked up more than 4 million miles and are currently used by some of the premier package delivery companies. The company is hoping this success translates to electric pickup sales. The W-15 currently has over 5,000 fleet pre-orders. The W-15 features a lithium ion battery that provides up to 80 miles of range. It is a lightweight, purposebuilt fleet vehicle with a 5,000-lb. curb weight. It features composite construction and a 5,000-lb. towing capacity. A lower center of gravity and all-wheel drive improve off-road handling. It also offers 7.2Kw power export capability. One thing that should be clear, the half-ton marketplace is very competitive and there will be electric options in the not distant future. These trucks will start as niche products and expand as the charging infrastructure expands and production reaches a critical mass that allows prices to come down. As you can see from the performance data shared, towing and payload are not the limitations. If Rivian holds true to its promise of a 400+ mile range, then the remaining critical piece is really the charging infrastructure. ❯
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NEW PRODUCTS Grasshopper 300G Series Zero-Turn MidMount Mowers The 300G Series line of Grasshopper Company MidMount mowers include four models. Features include: • Premier Suspension seat that adjusts fore and aft and includes adjustable armrests and backrests with lumbar support • Vanguard or Kohler Command Pro EFI engines from 810 cc to 993 cc • 52-,61- and 72-inch cutting widths • Iso-mounted footrests and operator station coupled with MultiPoint Suspension absorbs and reduces vibration • QuikAjust Tilt dual steering levers adjust 9 inches to fit the reach of larger and smaller operators • 13-gallon single fill gas tank • 26x12x12 turf tires • DuraMax cutting decks extra-deep, 5.5inch design and specially engineered cutting chambers combine to create an enhanced airflow that disburses clippings in a wide pattern. • Marbain steel blades are 1/4-inch thick and hold their edge longer. The leading edge incorporates an anvil-edge design reinforced with formed steel that is 74 times stronger than a flat-steel reinforcement to deliver long-lasting performance for years. www.greenindustrypros.com/21083087
Stihl MSA 161 T Top-Handle Chainsaw The Stihl MSA 161 T top-handle battery-powered chainsaw provides professional arborists long run times and fewer noise disturbances. Feature include: • Captured guide bar nut on sprocket cover eliminates the potential for the user to lose the nut while servicing the product. • Up to 50 minutes of operation when paired with Stihl AP 300 battery. • Stihl Quickstop Plus is an electronically controlled coast-down brake designed to stop the rotating saw chain when the rear handle is released. • Built-in retractable carry ring making it convenient and easy for the user to maneuver in and out of trees. • Toolless and translucent bar and chain oil tank to easily see when bar oil is running low and it is time to refill. • Rubberized handle for a comfortable grip of product. • Side-access chain tensioner allows the user to tighten the chain on the guide bar and reduce chain sag
Country Clipper 2020 XLT Country Clipper designed its XLT series of zero turn mowers as a premium, fully loaded series that provides commercial quality and unique features for residential needs. Additional features include: • Option of joystick steering control or twin lever steering. • Contour Deck Tracking system for comfort, traction and quality of cut. • Fully-welded 3-inch x 2-inch tubular frame delivers strength and durability. • Maintenance free spindles, removable floor pan for easy deck access and stand-up deck allow for easy service and extended mower life. • Fabricated 48-, 52- or 60-inch decks. • Kohler or Kawasaki engines www.greenindustrypros.com/21098353
Copperhead Chainsaw Bars and Repair Parts Highlighted in Rotary 2020 Catalog A wide range of Copperhead chainsaw bars and chain plus a variety of repair parts and accessories are highlighted in Rotary’s 2020 master catalog. Thousands of professional grade chainsaw items are available including an assortment of plain straps and presets plus low profile, semi-chisel and skip tooth chain in cut loops or 25’ and 100’ reels. New items include pro sprocket bars and various multi-part assortments containing carburetors, intake gaskets, filters, standard and metric bolts, bar stud nuts and chain links. Rotary has also introduced a tri-link saw chain featuring titanium-coated full chisel cutters that saw up to 20% faster than semi-chisel chain. Other items include chainsaw filters, springs, piston and cylinder assemblies, crankshafts, pole saw bars, repair tools, chain breakers and more. Rotary’s 2020 catalog features a special 120-page section highlighting Copperhead saw bars, along with a chain crossover comparison chart and a new chain scale chart. The entire catalog maybe downloaded in a PDF format at rotaarycorp.com. www.greenindustrypros.com/21116731
www.greenindustrypros.com/21085047
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NEW PRODUCTS Bobcat Small Articulated Loader Bobcat small articulated loaders for landscaping, tree removal, facility maintenance and other light-duty applications have the ability to fit into backyard areas and are capable of carrying small pallets of block or landscape materials with low turf disturbance. • All models can lift and handle heavy loads for their size for enhanced lifting capacity
ASV RT-50 Posi-Track Loader ASV’s RT-50 Posi-Track loader can be used as an all-terrain, allseason loader with maximum control, floatation, traction and pushing power in wet and slippery conditions. • 1,400-lb. rated operating capacity • Direct-drive pumps, large line sizes and hydraulic coolers transfer more flow and pressure directly to attachments
• L23, 39 inches width and a rear receiver hitch option and fixed boom
• High pin height for loading • Posi-Track undercarriage with flexible rubber track
• L28, telescopic boom and dual-cylinder design.
• Optional smooth turf tracks
• Steering wheel and joystick are simple to reach and intuitive to use
• Standard joystick controls
• Switches and controls strategically positioned for operator ease and quickness
• Optional suspended seat
• Purpose built chassis for even weight distribution • Torsion axle suspension system
• Heated cab enclosure and a heated seat provide additional cold weather comfort • Compatible with a variety of the compact attachments www.greenindustrypros.com/21095153
• Optional cold weather cab with heater or pressurized all-weather cab with heat and A/C • Large rear-tilting hood • Can be towed by a 1/2-ton pickup or SUV www.greenindustrypros.com/21087122
Over 40 New Blades for 2020
® ®
NEW Full Flow Swivel Coupling • Full Flow Interior – Prevents material buildup due to the absence of an interior hose shank. Instead, our coupling screws easily and securely over the outside of the hose to provide full flow.
World‘s sharpest Blades
Scan to view Blade Video.
• Swivel Joint – Stainless steel ball bearings ensure smooth swivel action, reducing instances of hose twisting. • Versatile 2-Piece Design – Coupling consists of male and female ends connected by NPSM threads. Male portion also sold separately. Fits the following Tigerflex™ series hoses: • MULCH™ • MULCH-LT™ • BARK™ • LK™ • UV1™
Kuriyama of America, Inc. (847) 755-0360 sales@kuriyama.com www.kuriyama.com
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Built for Powerful Performance! Visit rotarycorp.com or call 1.800.841.3989 Servicing dealers and distributors only.
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Wacker Neuson Mini Track Dumpers
ECHO HC-2210 Non-shafted Hedge Trimmer
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Husqvarna 520iHT4 Battery-Powered Hedge Trimmer The new 520iHT4 hedge trimmer offers an extended reach of over 14 ft. thanks to a telescoping arm. • 4000 ctm cutting speed
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5
BEYOND THE BLADE
by Pam Haskell
Reasons Why Your Business Needs a Website If your company doesn’t have a digital presence, it simply doesn’t exist for many consumers
T
he world has changed and the days of scanning through the Yellow Pages to find the service we need are over. We live in a digital age where business transactions can be taken care of online and appointments can be organized by simply filling in an online calendar. Almost everything is digital now. If your company doesn’t have a digital presence, it simply doesn’t exist for many consumers, especially the generations that have grown up with the internet. This is why it is a necessity for your business to have a website. No matter what your business does or how established it is, it should have an up-to-date website for your custom-
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ers and potential employees to access. Even if it’s only a one-page website, your business needs to be online to be able to get noticed and get more customers. The landscaping industry has been slower to embrace the shift to the digital age. Some small business owners still don’t understand how much they are missing by not having a presence online. Others still believe it is a waste of money due to it not being effective. Here are some of the most common
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reasons business owners cite for not wanting a website and why these misconceptions hold their businesses back:
My Business is Too Small
A lot of small business owners believe that their company is far too small to get any real use out of a website. Many small business owners believe websites are only useful for large, multi-million dollar businesses that work on a global scale. This couldn’t be more wrong. Think of your
46%
of searches are for local businesses
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website as your 24/7 salesman. Your website helps to show your company to potential new customers at all times of the day, every day of the week. You can show what products you stock, advertise services and answer common questions your customers ask, significantly shrinking the sales cycle while you’re at it.
I Don’t Sell Online
Many company owners think websites are only for businesses that sell products. A website isn’t just for selling physical products. ‘Brochure’ websites are a fantastic chance to advertise your services to people searching for what you do.
Modern consumers want to know about your company and reputation before they decide to commit to working with you. They want to see what people are saying about you online, figure out how your business is doing, where they can find you and when you’re open. The way people do business has changed drastically over the years which is why it’s important to keep up with the latest innovations and stay relevant. If you think that your customers aren’t using a desktop computer or a laptop then you may be right – but almost everybody in the US has access to a device that can get online. People browse through websites, social media, and apps on their mobile devices like phones and tablets. ‘Computer users’ are now ‘internet users’ and they’re everywhere. According to a recent study by the Pew Research Center, 89% of US adults use the internet regularly. Approximately 77% of these own a smartphone. The web traffic generated from mobile phones overtook desktop web traffic years ago, which means getting a mobile-ready website up and running for your business is more important than ever if you want to continue attracting customers to your company.
I Don’t Have The Budget
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of customers who find your website on a mobile phone will contact you Websites don’t have to be an expensive, luxury item, you can get a website that’s comfortable for your needs and in-keeping with your marketing budget. Your website doesn’t need to be 72 pages in size, it just needs to exist online and it needs to get noticed by Google and other search engines. Once you see new customers coming through the door who found you online, your website will be an investment you’ll be happy to have made. Below is a list of five reasons why your business needs a website:
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➊ Consumers Won’t
Consider You Seriously
We live in the digital age and people spend a lot of their time on the internet. A website can be your number one marketing asset as a huge percentage of Americans spend up to 5 hours a day on their mobile phones and the majority of this time is spent surfing the web. Because of this, consumers expect businesses to have a website up and running for them to look at. They want to be able to get as much information as they can about your business as quickly and as easily as possible. If you don’t have a website and they can’t find you online, they’re going to go to your competitor who already has an informative and impressive website.
➋ People Search
Online For Services
Websites are an investment, just like hiring the right staff and having the correct equipment to be able to serve your customers.
www.greenindustrypros.com
61%
One of the biggest benefits of being a small, local business and having a website is that you can be where your customers are. Your
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GREEN INDUSTRY PROS 37
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BEYOND THE BLADE
customers will be looking for a business that is in their local area and they’ll be doing this by searching on Google or another search engine. When you have a website and get it optimized for search engines, then you’re sure to attract the people in your area looking for lawn maintenance, landscaping or whatever services your company’s niche is.
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➌ Credibility Is Higher Among Consumers
If you don’t have a website your customers may have less trust in you and decide to put the fate of their lawn in the hands of one of your competitors. Consumers tend to make judgements on a company’s credibility based on whether or not they have a website, online reviews, social media presence and also the pro-
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fessionalism of your website. When a customer comes to your website you have less than ten seconds to impress them and give
them what they came for. If you don’t make a good impression on them, they’ll leave your site without taking you into consideration.
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• • • • • • • • • • •
As well as this, customers use websites to check credentials, read reviews and see if you have any awards for your work. If you don’t have a website they’ll assume you’ve got something to hide.
➍ Outlet to Answer
Frequently Asked Questions
When people visit a website, they want to find out information about your company. They expect to get this information immediately and not have to search through pages upon pages of content to find a phone number. Within the first couple of seconds or so of landing on your website they should know the
answers to these questions: • Who you are • What services/products you offer • How they can contact you We live in a world where consumers want information immediately and don’t have time to wait around for it. This means that your company should have a fully functional website with the correct information that every customer will need when looking into your company.
➎ Everyone Else Is Doing It
You can get ahead of your competitors by creating a website that is optimized for search engines. This will
help get you to the top of Google, so when potential new customers search for service providers in their area, they’ll find you not your competitors. The only way to pull ahead of them is to invest in a website that can outrank the opposition on Google and bring in more clients to your business. If your competitors have websites that are selling products customers are searching for guess who wins? Creating a website helps you remain competitive. Don’t give online shoppers an easy reason to buy form another brand.›
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This article was written by Pam Haskell, owner of the website design & development company Chili Pepper Design (cpdesignco.com). She helps businesses in the landscaping and outdoor living space create and maintain a modern web presence along with online marketing and reputation management services.
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DEALER SUCCESS GUIDE
by Michael Paladino
THE GRASS GETS GREENER WHEN YOU KNOW ITS SIZE
I
magine you’re in an open field. Your task is to cultivate this field, to harvest it many times over for a period of 10 years. You’re provided with seeds, equipment (tillers, harvesters, trucks, etc.), and a stellar field team, with green thumbs attached. How do you begin? A knee-jerk reaction might be to lean on your field team’s expertise: Get them started planting, and perhaps set up a commission structure where, after base salary, each is paid proportional to the harvest they yield. They’ll do what they do best and deliver yield reports to you on a regular basis, and you won’t have to do much farming yourself. That plan seems good and fine, until, a few years in, you realize the team mainly focused on high-yield crops, and 20% of the field now lays neglected and dry. Those high-yield crops are also quite similar – your team historically specialized in large fruit trees, putting you at risk if you have a fruiteating pest problem. Moreover, all the other crops in the middle, with moderate yields and in varying states of health, are starting to exhibit a strange behavior. They’re not taking to the soil like they once did. Is this due to a shift in climate? Did the crops themselves mutate in some way, and you need to invest in new fertilizer or watering methods? How could you have noticed this earlier? Replace crops with customers in this scenario, and you have an outlook
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of business development challenges facing retailers in 2020. Consumers are increasingly fickle, aided by a digitally transformed economy rich with suppliers and purchasing options that breeds brand agnosticism and heightened competition. A retailer’s customer base should thus be viewed as a delicate and constantly evolving resource, which, much like cash crops, must be systematically cultivated in order to reap sustained, long-term growth. Below, let’s flesh out why retailers need to devise a customer cultivation strategy in 2020, and how they might go about such a task in terms of data collection and key metrics to track
A Shifting Ecosystem
At the outset, let’s assess the stakes: Just how malleable is the 2020 consumer landscape? With ecommerce in full swing, consumers now have lots of purchasing options and they use them. About 31% of the nearly 21,000 respondents
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in the PwC 2019 Global Consumer Insights Survey indicated they buy something online weekly or more frequently (up 5% since the year prior). Moreover, 24% indicated they make non-grocery purchases via mobile/smartphone at least weekly, a figure that has steadily increased over the last three years, along with PCs, at 23%, and tablets, at 16%. Now, this doesn’t necessarily mean consumers have stopped buying in-store, 49% of respondents made non-grocery purchases in-store at least weekly, but rather that digital and physical channels are coalescing in a unified customer-brand experience. As Salesforce reported in March 2019, 87% of consumers begin their purchasing journeys online, regardless of how those journeys end. The phenomenon even extends into the aisles themselves. As Forbes reported on a 2018 consumer study, 82% of smartphone users consult their phones ahead of imminent in-store purchases. That’s right, John Doe might be standing right in front of you in your showroom, comparing your battery-powered trimmer prices to the big box store down the road. A hybrid model is also increasingly popular, as customers take advantage of BOPIS (Buy Online, Pick Up In-Store) programs to stave off both savvy salesmen and shipping fees. Forbes reported in a 2019 study of 2,000 American adults, 62% of respondents indicated they “click and collect” regularly. Furthermore, of that 62% who engage in BOPIS, 85% made
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records. For OPE dealers, two an additional purbegin their main sources stand out: chase upon going to purchasing the store for pick-up. • POS (Point-of-Sale) System – journeys online This certainly repreFrom whole goods to parts and sents an opportunity service, point-of-sale data will for retailers to levergive a near wholistic view of age the online, offline. who buys what and when. By One bad experience piping this information on a at any touchpoint, a regular basis to a central dataprolonged customer base and rolling the records of smartphone service encounter, or up under unique customer IDs users consult a frustrating bug in a (e.g., combinations of names their phones digital promotion, and and address), you suddenly ahead of imminent that customer might have a base-line, dynamic hub in-store be gone. According to for all your customers and purchases a 2018 PwC consumer their purchase histories. experience report, • Product Registrations – 59% of U.S. consumers Warranty registrations also will disengage with a offer a rich source of customer brand after several bad data, but with some caveats. experiences, and 17% They typically only cover will walk away after whole goods, not all units get one bad experience. registered, and the data likely of consumers So, we now have lives in separate software will disengage empowered consumsystems based on the manuwith brands ers with innumerable facturer. Nonetheless, the regafter several bad experiences purchase avenues istrations might include extra engaging with a mulfields like primary occupatitude of brands across tion, so it’s worth considering multiple channels. In merging them into those POSof consumers short: the consumer derived customer records. will walk away landscape of 2020 is Next, with a baseline archive after one bad quite fluid. An active in place, we can look for secexperience cultivation of a retailondary sources to enrich the er’s existing customers customer database as much as is therefore imperative possible. Some items to conin order to hang on to them, lest their sider include product information, next purchase slip through your fingers such as categories and operating simito the BOPIS offer down the street. larities (e.g., battery-powered vs. gas); demographic information, such as age and gender, as compiled from public Surveying the Field and private data sources or voluntary Before we can develop a Green customer feedback forms; and touchThumb to get customers rooted in point information from each of your our brand and product offerings, we sales and marketing channels, from first need a pulse: What does our cusemail campaigns to promotions, social tomer base look like at present? media engagements, and CRM notes. To answer that question, retailHaving all this customer data ers need data in near real time, as in a central, cleaned, and easily customer trends are constantly in accessible repository will allow flux. This dynamic database will retailers to effectively monitor need a primary data source from and grow their customers. which to derive unique customer
82%
59% 17%
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Cultivating Your Customer Base
To return to our field and crop analogy, a retailer can grow its customer base in two ways. Outwards, in an effort to plant new crops and expand the field as far as possible and downwards, in an effort to have deeply rooted crops that provide a sustained, repeatable harvest. By focusing on customer breadth and depth, we thus bring new customers into the fold, and strengthen their brand engagement. In forming a systematic cultivation strategy, let’s first look at breadth. What key metrics can retailers use to increase customer reach? • New / Repeat Customers – A business won’t grow if it’s not attracting new customers, period. Track the incidence of purchases with new unique customer IDs, with alerts if the ratio is too lopsided. A very low new customer rate indicates a marketing, merchandizing, and/or branding problem, whereas a very high rate indicates a customer retention problem. • Market Penetration – As you’re able, try comparing against publicly available consumer data, like the census. Knowing your penetration by county, city, or zip code, as well as demographics, gives a sense of room to grow in a given area. To dive in further, try viewing penetrationby-product to notice product types driving new customer acquisition, or opportunities for cross-selling. • Customer Mix – Keeping tabs on customer spread by demographic, location, or purchase behavior helps to guard against having too many eggs in too few baskets. Compare the percentage of transactions as well as overall revenue by customer segment, and focus areas will likely jump out. Using these metrics to make sure you grow outwards is fantastic, but only tells part of the story. The real struggle lies in keeping those customers. By gauging the following metrics to track customer
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DEALER SUCCESS GUIDE depth, retailers can identify customer health and areas of focus: • Purchase History by Product – Customers who buy multiple products and services are certainly more deeply rooted than those who don’t, and those who buy multiple types of products are more engaged still. So, you’ll want to track things like product volume per customer and product categories per customer, both by customer and in aggregate (ZIP or customer segment). Looking at average revenue per product can give further context, as a customer may buy expensive products at low volume, or vice versa. • Purchase History by Transaction – In addition to looking at what your customers bought, it’s useful to track the purchases themselves: Does Sally stock up once a quarter, or make ongoing
small purchases as-needed? Metrics might include transactions per customer, transaction frequency, transaction recency, and average revenue per transaction. • Touchpoint & Sentiment History – It’s great to know that Joe bought 2 items in one transaction last year, but even better to know that he opens 35% of the emails you send him, has liked your Facebook page, and made that dual purchase through a BOGO sale. Hearing from customers directly from surveys is useful as well. Classic engagement metrics like net promoter score, gauging likelihood to recommend a product or service on a scale of 0-10, and overall satisfaction are great starting points. These and other metrics can help retailers quickly identify and address customers requiring attention. Maybe
inbound marketing is needed for a segment with falling engagement, or individual outreach is needed for a large account that still buys plenty of trimmers, but not many backpack blowers. In subsequent articles, we’ll dive further into possible action plans for building depth and breadth through marketing, sales, and merchandising tactics, though the crux of the matter is quite simple act. In all, cultivating customers as a dynamic and delicate resource will allow equipment sellers and other retailers to ward off those dry spells, and instead head towards lush, green pastures. Keeping a constant thumb on the breadth and depth of that pasture is crucial, as customers’ needs and attentions can turn on a dime: Indeed, the grass will only get greener if you know its size. ›
This article was written by Michael Paladino, a customer success manager at Black Ink Technologies, which helps the premier manufacturing industry sell more, faster and smarter. For more information, please visit http://blackinktech.com/
ADVERTISERS INDEX Billy Goat Industries, Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21 Bobcat . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5 Exmark Mfg. Co. Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19 E-Z Trench . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26 The Grasshopper Company . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 44 Husqvarna Turf Care . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7
StoneHook
JRCO . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 39 Kawasaki Engines . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11 Kubota Tractor . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 17
CORDLESS VACUUM LIFTER
Kuriyama of America, Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 34
Runs all day on a charge
Performance Advantage Co. Inc.. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27
Standard pad 1400 pound capacity; pads available from 88 to 2200 pounds.
RedMax. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25
Naturalawn . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 38 Progressive Insurance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13 Rotary Corp. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 34, 38, 43 SiBore Drill. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 39
Windy Ridge Corporation Tamworth, NH 603-323-2323 www.stonehook.com
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Stihl Inc. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 2 Windy Ridge Corporation . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 42 Z Turf Equipment . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 35
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t O j O i n r O t a r Y ’ S d e a l e r n e t w O r k , c a l l 1 . 8 0 0 . 8 4 1 . 3 9 8 9 O r v i S i t r O t a r Y c O r P. c O m ©2020 Rotary Corporation. Rotary is a registered trademark of Rotary Corporation. Available through servicing dealers & distributors. *Available in most areas. Delivery time may vary and is subject to change.
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