solutions

By Josh Flynn

Editor ’ s Note : Josh Flynn will be speaking at the OPE Business Dealer Forum on Business Transition and Succession Planning . Make sure to register for this event , held in Dallas this coming November .

When someone thinks of an outdoor power equipment dealership , they probably envision walls of chainsaws , trimmers , and blowers and a showroom floor filled with mowers and machines of all shapes and sizes . Coming from a background in commercial landscaping , I ’ ve gained a unique perspective on what a customer is looking for when walking through the door . At our three powerequipment locations in New York , we ’ ve used this experience and customer feedback to stock items that benefit both our customers in the field and the bottom line of our business . Here ’ s why you should consider expanding your inventory variety .

1 . Robust Offering of Ancillaries : The beauty of non-powered products , whether it be ladders , shovels , wheelbarrows , or trailer supplies , is their broad applicability . A landscaper might not always need a new mower , but they ’ ll often need other tools and aids for their day-to-day tasks .

2 . Higher Profit Margins : While the ticket size for these products might be smaller , the cumulative profit from their sales can be substantial . Selling high-dollar machines is always nice , but these products require lower overhead to manage and generate higher margins .

3 . The One-Stop Shop Appeal : When a professional or DIY landscaper walks into our store , our diverse product range ensures they don ’ t have to go anywhere else . This is particularly important for the commercial landscaper whose primary interest is being on-site and generating billable hours . If you sell hedge trimmers , chances are your customers need something to reach new heights , as well as to collect the trimmings on the ground .

4 . Durability and Longevity : Selling ancillary products can be helpful to our customers but we maintain a focus on high-quality products that last . They may come with a higher price tag than the hardware store but probably won ’ t break , even after being tossed into the back of a truck or trailer . Their longevity ensures customer satisfaction , repeat business , and fewer post-sale issues .

5 . Rental Opportunities : Not everyone needs to own every piece

Your customers are buying ladders and other tools at different stores . Why not make your location a one-stop shop for their needs ?

of equipment , especially if they ’ re using it just once . By offering rental options for items ranging from power tools to orchard ladders , we cater to a broader audience and introduce them to products they might consider purchasing in the future .

6 . Efficient Utilization of Space : While power equipment occupies a considerable showroom space , smaller ancillary items are easier to display . They allow for a more organized , customer-friendly layout , ensuring clients can easily find what they ’ re looking for . They can also provide great curb appeal alongside your fleet or new mowers .

7 . Meeting Seasonal Needs : Landscaping needs change with the seasons . While winter may demand snow equip-

16 OPE Business September 2023 www . OPEBusiness . com