Outdoor Power Equipment

July 2017

Proudly serving the industry for which it was named for more than 50 years, Outdoor Power Equipment provides dealers who sell and service outdoor power equipment with valuable information to succeed in a competitive market.

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20 JULY 2017 OUTDOOR POWER EQUIPMENT www.outdoorpowerequipment.com GUY CLARK OWNER CEDAR STREET SALES AND RENTAL (BATAVIA, N.Y.) 1. Heading into 2017, what were your expectations for your dealership this year? We were coming out of a drought from last year and a very mild winter, so I expected business to be better than last year. 2. How has your dealership fared thus far in living up to your expectations for 2017? Business has been fantastic. It has rained a lot, which has kept the spring-like mowing conditions going strong. So far, it has exceeded our expectations. 3. What mid-year adjustments do you plan to make? We plan on cutting the number of riding mower and zero-turn models that we stock in half. 4. What is your outlook for the rest of 2017? It's going to be a great year. PAUL BURKHEIMER OWNER BURKHEIMER EQUIPMENT (ABERDEEN, MD.) 1. Heading into 2017, what were your expectations for your dealership this year? I thought it was going to be a better year. 2. How has your dealership fared thus far in living up to your expectations for 2017? Way down. Sales of new machines are down. Service is way down from last year. 3. What mid-year adjustments do you plan to make? None. Just sit it out. 4. What is your outlook for the rest of 2017? Not good. MARY OWNER/PRESIDENT BOB'S LAWNMOWER SALES/SERVICE INC. (MIAMI, FLA.) 1. Heading into 2017, what were your expectations for your dealership this year? My main expectations for this year are to increase my shop revenue by 30 percent and hold down expenses (i.e. purchasing parts). 2. How has your dealership fared thus far in living up to your expectations for 2017? Season has not kicked in yet — too early to see. New equipment purchases for the early part of the year have exceeded my expectations. 3. What mid-year adjustments do you plan to make? Cut back on parts ordering — as delivery fees have increased, as well as parts. 4. What is your outlook for the rest of 2017? I foresee a very good season (when it decides to kick in — in need of rain). MIKE PARTS MANAGER TERRY'S SMALL ENGINE (MAPLESVILLE, ALA.) 1. Heading into 2017, what were your expectations for your dealership this year? Steadily increasing sales 2. How has your dealership fared thus far in living up to your expectations for 2017? Better than expected 3. What mid-year adjustments do you plan to make? None 4. What is your outlook for the rest of 2017? Another record year TREY WALDROP OWNER SOUTHERN POWERWORKS (DeFUNIAK SPRINGS, FLA.) 1. Heading into 2017, what were your expectations for your dealership this year? Continued, steady, sustainable growth in unit sales, parts sales and service 2. How has your dealership fared thus far in living up to your expectations for 2017? Unit and parts sales are up, but service sales are relatively flat. 3. What mid-year adjustments do you plan to make? Hired additional service tech to shorten lead times and increase service sales. 4. What is your outlook for the rest of 2017? If we get favorable weather and enough rain, the season should go well. VICTOR SEGURA CO-OWNER PRO-AM POWER OF TEXAS, LLC (FORT WORTH, TEXAS) 1. Heading into 2017, what were your expectations for your dealership this year? Our main expectation was growth. That growth was coming from all aspects of our shop. We added a couple of new lines of equipment, made some changes in our showroom, added a few more technicians, and focused on some other forms of advertising. We definitely feel the mentality of "If you build it, they will come." rings true. 2. How has your dealership fared thus far in living up to your expectations for 2017? Our numbers for this year are up significantly from last year. Overall, things have been as expected. Everyone hopes for "more," but with more of anything, comes challenges that you cannot always plan for. We will look at numbers come fall and see what changes we will need to make come next year. 3. What mid-year adjustments do you plan to make? For now, we are sticking with our game plan that we had going into COVER STORY

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