Proudly serving the industry for which it was named for more than 50 years, OPE Business provides dealers who sell and service outdoor power equipment with valuable information to succeed in a competitive market.
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4 October 2015 Landscape and Irrigation www.landscapeirrigation.com 4 APRIL 2017 OUTDOOR POWER EQUIPMENT www.outdoorpowerequipment.com OUTDOOR POWER EQUIPMENT (ISSN 0192-7558) (USPS 0006-257) (Reg. U.S. Pat. & T.M. Off.) is published monthly by EPG Media & Specialty Information at 75 Pike Street, Port Jervis, NY 12271. POSTMASTER: Please send change of address to Outdoor Power Equipment, PO Box 2123, Skokie, IL 60076-7823. For subscription information and requests, call Subscription Services at (847) 763-9565. Subscription rates: 1 year, $25 US & Poss.; 2 years, $40 US & Poss.; 1 year, $38 Canada/Foreign, 2 years, $76 Canada/Foreign. All subscriptions are payable in advance in US funds. Send payments to Outdoor Power Equipment, PO Box 2123, Skokie, IL 60076-7823. Single copies or back issues, $8 each US; $12 Canada/Foreign. Periodicals postage paid at Port Jervis, NY, and additional mailing offices. Cana dian GST Reg is tra tion Num ber: R125906743. © COPY RIGHT 2017, OUTDOOR POWER EQUIP MENT. Ma t erial may not be re pro duced or photocopied in any form without the written permission of the publisher. CONTENTS APRIL 2017 | Volume 60 | Number 4 COVER IMAGE PROVIDED BY HUSQVARNA. 16 18 FEATURES 16 Sound Sales Advice: The 7 deadly sins of sales and how not to commit them With your customers coming out of hibernation and looking to buy new outdoor power equipment, Jeff Sheets, founder and owner of OPE Consulting Services, shares with you some timely and "sinful" sales advice. 18 Mower Trends 2017 Outdoor Power Equipment shares the latest mower trends in a Q&A conducted by sister publication Landscape and Irrigation with experts from some of the industry's largest commercial mower manufacturers. 28 Next Generation SEO Colleen Malloy, ARI's director of marketing, helps you make sure your dealership's online presence is optimized for local search. DEPARTMENTS 6 Upfront 8 Anonymous Distributor 10 Industry News 14 Financial News 39 Marketplace 40 Distributor News 41 Key Distributors 42 Advertisers' Index 42 Calendar of Events PRODUCTS 30 Equipment Focus: Wood Handlers (Chain Saws, Chippers, Log Splitters & Stump Grinders) 38 Product News 28