Dealers have a variety of channels to turn to for training, including trade publications, industry associations and their OEMs. Now, they can also utilize the Propane Education & Research Council’s (PERC) Propane Dealer Kit. PERC’s Dealer Toolkit can be downloaded for free from propanemarc.com/mowerdealer and features an overview of PERC’s programs, key propane facts and figures, and a step-by-step guide to the propane acquisition process.
In addition to finding the downloadable dealer toolkit online, PERC has created a variety of other learning and marketing materials. Safety, how-to and troubleshooting video tutorials and brochures are free for download. Promotional materials available include case studies, videos, mailers and reference cards about using propane in the lawn and landscape industry.
OEM partners
While the dealer kit online provides a general overview of all mower brands, PERC has partnered with OEMs to create brand specific kits. Exmark is currently able to provide their dealer network with personalized kits specific to Exmark’s propane-fueled mower lineup. Future partnerships with propane-fueled mower manufacturers will expand the selection in the coming months. More than a dozen OEMs sell propane-fueled models, including Bob-Cat, Husqvarna, Kubota, Ventrac, Zipper, Scag, Gravely, Ferris, Snapper Pro, Toro, Exmark, Dixie Chopper, and EnviroGard.
Four steps to propane
Within the toolkit, PERC specifically outlines four steps for dealers interested in offering propane-fueled models to their customers:
Research: The dealer toolkit and PERC’s website, propanebypowered.org, are two essential resources for learning about propane. The kit will educate dealers about which brands offer propane models, discuss how to reach out to local contractors who may already be using propane, and explain national and state incentive programs for propane and alternative fuels.
In addition to local incentives for adopting propane, dealers should be aware of PERC’s Propane Mower Incentive Program. The mower incentive program offers contractors $1,000 toward the purchase of new propane-fueled mowers and $500 toward qualified conversions.
Meet Propane Retailers: PERC encourages dealers to meet and form relationships with local propane retailers. Dealers should discuss refueling options for contractors including cylinder exchange programs and installation of an on-site refueling infrastructure. Dealers might also consider installing their own on-site infrastructure, making the dealership a one-stop shop for contractors who want to purchase, refuel and service propane-fueled equipment.
Establish a Demo Program: Before adding propane models to a showroom floor, dealers should arrange to demo a mower with their OEM. Dealers and their sales team will become more familiar with how the mower works and maintenance requirements. The demo model can also be used to entice new customers by loaning it out to landscape contractors.
Make the Rounds: The last step dealers need to consider is visiting local landscape contractors to gauge interest. Provide landscape professionals with brochures and materials and offer to loan them a demo mower.
Following these steps will help establish dealers and their staff as propane experts and trusted resources for landscape contractors.
For more information about PERC, visit propanecouncil.org. To download a Dealer Toolkit, visit propanemarc.com/mowerdealer and for more training and promotional materials, check out poweredbypropane.org.
