Parr’s Small Engine Repair, in Rock Island, Illinois, recognizes the importance of providing quality service and products. Terry Parr, the owner, has been in business for 27 years and specializes in the sale and service of small engines and STIHL products. The company, which sells over 400 STIHL units per year, employs two mechanics and a salesperson. They serve a variety of residential and commercial customers, including contractors and municipalities.

“STIHL offers a superb product,” Parr continued. “It’s very reliable - there’s just no comparison to other brands. We wouldn’t be selling STIHL if they weren’t as high quality and durable as they are.”

A certified STIHL® Retail Readiness (SRR) dealer, Parr feels that the program is beneficial in helping dealers meet customers’ expectations today. “Customers like everything at their fingertips,” Parr continued. “In today’s market, people won’t buy what they can’t pick up and see. The STIHLpro™ display is great for showing people what’s available at a glance.”

“Although I’ve learned how to succeed in this business through experience,” Parr said, “I see the value of this program. Today’s customers expect to see a clean store and a well-run business. The SRR program helps dealers meet those demands.”

What does it take to keep a business growing when you are one mile away from Wal-Mart and close to Menards? “We key in on service. We set up the equipment for the customer, stock parts and take care of warranty issues,” says Rod Schutzman, owner of Midway Outdoor Equipment in Hiawatha, Iowa. And it doesn’t hurt that he sells STIHL. Midway’s customer mix is about 70% homeowners, 30% commercial. He finds that many of them are making the switch to STIHL after a poor experience with other brands.

Midway Outdoor has been selling STIHL since 1979. The early 90s brought big changes to the dealership, due mostly to tremendous growth. Rod and his wife, Kerry, found that the dealership had grown beyond their business knowledge. That’s why in 1995, they brought in STIHL consultant Jim Yount. He helped them take an objective look at the business and make hard decisions concerning staffing and cash flow, for instance. “The Business Development System made me a better business manager and greatly contributed to our success,” says Schutzman.

That success led them to build a new building in 1995 and add-on in 1999, for a total of 10,000 square feet. Midway sold about 800 STIHL units last year and finds that selling STIHL is more profitable than other brands, due to their quality and ease of service.

“We hold ourselves above them,” John said. “We offer a full line of service, taking the time to walk our customers through a sale. Our marketing is aimed at giving our customers what they truly need and want in outdoor power equipment.”

To do that, Clive Power Equipment is not only a single-line STIHL dealer, but STIHL® Retail Readiness (SRR) Certified as well. “We’ve been selling STIHL products for about 10 years,” John said. “STIHL offers better power/weight ratios and service after sale. Their pricing is competitive too. STIHL means repeat business... we’re giving customers a quality product, and they come back for more.”

That’s why the Agans brothers believe that being committed to STIHL is important and more profitable than selling other brands. And Clive Power Equipment, which sports a 4,000-square-foot showroom, proves it with over 70 feet of STIHLpro™ display. They can show about 120 pieces of STIHL equipment at a time.

Since the Agans believe in STIHL, they felt becoming SRR Certified was a natural step. In fact, they say SRR helps to increase sales because it markets the product so well. “We have both commercial and home-owner customers. It’s about 50/50,” John said. “The best thing about being SRR Certified is the professionalism that comes across. The customers who walk in really appreciate that we know what we’re doing.” And that means more sales.

With many “big box” stores nearby, getting customers to come to Burris Equipment could be a challenge. But being a full service dealership with parts and a service department makes the difference. Add knowledgeable salespeople who can analyze customers’ needs, explain the products and help them choose the right products… you just won’t get that at a “big box” retailer.

These are the elements that have fueled Burris’ dramatic growth in the past… and will do so in the future. “We have a goal of doubling our business again in the next five years,” says Barry. He admits it will be a challenge, but no doubt one that they are up to.