"Larger deck sizes are becoming more popular for a few reasons," explains Julstrom. "The competitive nature of the market is bringing prices down so they are more affordable, while generous financing options are making more-expensive mowers—usually with larger decks—more affordable because it is easier to up-sell consumers when the monthly payment increase is very small."
Customers aren’t shopping for mowers based on the lowest affordable price. They are looking for the mower that fits their needs and the dealer who can help them figure out what those needs are.
"I believe that consumers don’t necessarily want to get the cheapest thing. When I buy things I want to buy the right thing for me," explains Zeckmeister. "Understand what the consumer is mowing with now, and what they do and don’t like about it. If you qualify a consumer, they tend to purchase the piece of equipment that gives them more satisfaction—usually at a higher price point."