PLC Ask the Expert Webinar: 13 January 2016 1
Professional Landscape Contractor (PLC) Ask the Expert Webinar
Call #877-663-3373; Conference code: 7985523
1. Utilize your phone system’s “MUTE” function • DO NOT use the “Hold” function
– Everyone will hear your “Hold” information
-OR-
2. Enter *6 after accessing the teleconference
We will begin shortly!
PLC Ask the Expert Webinar: 13 January 2016 3
Presenters
Taryn Thompson, Aftermarket Manager,
Division K
Jim Goldschmidt, Turf Parts Product Line Manager
Brian Aldinger, Marketing Representative,
Commercial Mowing and Golf
PLC Ask the Expert Webinar: 13 January 2016 4
How to Ask Questions
Questions will be addressed at the end of the program
1. Utilize the WebEx “Chat” function • Type your question in the box in the lower right hand corner
2. Ask your question over the phone
• If you used “*6” to mute your phone, you will need to enter “*6” again in order to be heard on the teleconference
PLC Ask the Expert Webinar: 13 January 2016 5
PLC Ask the Expert Webinar
Objectives
• Why to go after the Professional Landscape Contractor (PLC) aftermarket business?
• Tools and resources
• Self Analysis
• Identifying PLC’s
• Call to Action
PLC Ask the Expert Webinar: 13 January 2016 7
Whole Goods
- CME
37% Whole Goods
- CME
23%
Whole Goods
- Other, 23%
Whole Goods
- Other, 12%
Parts
21%
Parts
28%
Service 9%
Service
25%
Rental 10% Rental 13%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
Total Customer Spend Dealer Margin Opportunity
PLC Total Spend Opportunity
Results based on average of 450 PLC responses to Fleet Composition Survey in Spring 2014 – by the CBD Group
30% of Spend
53% of Margin
PLC Ask the Expert Webinar: 13 January 2016 8
Commercial Population Size
Small Scale
$100K to $499K
Fleet Manager
$1M+
Transitional
$500K to $1M
Lone Mower
Less than $100K
PLC Segmentation Profile August 2014
Registered firms per US Census Data
76% of Registered Firms
37%
39%
12%
12% <$100K
$100K-$499K
$500K-$1M
>$1M
PLC Ask the Expert Webinar: 13 January 2016 9
.
4%
28%
17%
51%
Owner /Operator<$100K
Small Scale$100K-$499K
Transitional$500K-$1M
Fleet Manager>$1M
2014 IBISWorld Industry Report indicates the total market
size of the Landscaping Services industry was $74 B
Total Revenue: $74B
Target Customers 68% of Revenue
Commercial Market Size
Small Scale
$100K to $499K
Fleet Manager
$1M+
Transitional
$500K to $1M
Lone Mower
Less than $100K
PLC Ask the Expert Webinar: 13 January 2016 10
Commodities To Target With The PLC
458
302
378 397
Annual U.S. Parts Market
50
100
150
200
250
300
350
400
450
500
Part
s (
$)
Volu
me (
M)
0
Blades (Net)
Oil (Net)
Filters (Net)
Belts
PLC Ask the Expert Webinar: 13 January 2016 12
Tools and Resources
• PLC Index
• PartsEXPERT
• Keyword Search
• PLC
• Find Info
PLC Ask the Expert Webinar: 13 January 2016 13
PLC Index
• Commercial Mowing Tools, Resources, and Best Practices Information
PLC Ask the Expert Webinar: 13 January 2016 14
PLC Index
• Contains tools, resources, and best practices
• One Location
PLC Ask the Expert Webinar: 13 January 2016 15
Is your dealership committed to the PLC Aftermarket Business? - Gap Analysis Tool
•Understand where there are opportunities to improve your dealerships Aftermarket acquisition strategy with the PLC
•Answer the following 5 questions with a 1-7 scale
•Average score of 1-2 = Red needs improvement
•Average score of 3-5 = Yellow needs some improvement
•Average score of 6-7 = Green good
•Gap Analysis Tool
PLC Ask the Expert Webinar: 13 January 2016 17
Finding Professional Landscape Contactors (PLCs) in your area
•JDFleet GreenFleet™ Page
PLC Ask the Expert Webinar: 13 January 2016 18
Finding Professional Landscape Contactors (PLCs) in your area
•AM Target Customer List •Dealership Collaboration •Territory Finance Manager do a purchase window report •SiteOne™ (Formally John Deere Landscapes) •Member of your local landscape association •Scouting PLCs in your area •Internet •JDAIM
PLC Ask the Expert Webinar: 13 January 2016 19
Is your dealership getting all the PLC’s Aftermarket potential business?
• Professional Landscape Contractor (PLC) Opportunity Calculator
• Analyzes the potential Aftermarket sales and also equipment
• On average, one PLC crew generates $300,000 in revenue: or $80,000 for every one full time employee
PLC Ask the Expert Webinar: 13 January 2016 23
Customer Value Proposition
• Guaranteed focus on keeping customers up and running by supporting 4 key focus areas:
PLC Ask the Expert Webinar: 13 January 2016 24
Commercial Mowing Parts Quality Kit’s
•NEW • Hands on demonstrations
• Z900 B, M & R Series mower blades and deck belt, oil filters
• Use at your PLC Customer Clinic
• Contact your Aftermarket Manager to reserve a kit
• Bulletin 056874
Spindle Fixture
Blade Geometry Fixture
AM107423, AM125424 & Deck Belt
PLC Ask the Expert Webinar: 13 January 2016 25
ZTrak™ Mower Blades Demonstration
Stamp Direction
Shear Point – Narrowest at the top
• Tighter fit against the spindle reducing vibration & wear on your mower
Breakout – Widest at the bottom
Non-OEM
John Deere Blade
John Deere Blade
Non-OEM Blade
PLC Ask the Expert Webinar: 13 January 2016 26
ZTrak Mower Deck Belt
2
6
• Individually made
• Complete aramid cords
• Aligned fibers
6
6
6
7
PLC Ask the Expert Webinar: 13 January 2016 27
AM107423 and AM125424 Oil Filters
• Anti-drainback valve • Evenly space pleating • Metal end caps • Pressure Relief Valve
PLC Ask the Expert Webinar: 13 January 2016 28
Preseason – PLC Customer Parts Conversion Incentive
• 20% off MDP
• Minimum purchase $1,000
• John Deere OEM turf parts and Sunbelt parts used on Commercial Mowing Equipment
• Valid: 1 December 2015 – 31 March 2016
• For more details see bulletin: 056475
PLC Ask the Expert Webinar: 13 January 2016 29
Success Story: PLC Parts OnSite™ Conversion Incentive ran from March – September 2015
• Dealer: Located in the Northeast
• Customer: Fleet Manager PLC (> $1 million in revenue)
• Prior to the proposal the PLC purchased their aftermarket from a hardware store and competitive equipment dealer and spent $2,236 with John Deere Dealer
• Developed a proposal and leveraged the PLC Conversion Incentive and was able to sell $14,630 in aftermarket
• OEM Maintenance and wear parts, Sunbelt consumables and STIHL® parts
• $12,394 increase in aftermarket business to that PLC (454% increase)
• Used JDFinance NPNI until January 1, 2016 – which nobody could offer this
PLC Ask the Expert Webinar: 13 January 2016 30 30
Don’t Forget! Attachment Display Signage & V4 Attachments Display Program (Order Display Signage By 15 Jan)
(Order supporting Attachments to display by 31 January)
Keep it Green! (Sign up by 15 Jan) PLC Conversion Discount
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Aftermarket Manager Support
Brandon Myers – Canada Division 1 Elydia Thomas – Canada Division 2
PLC Ask the Expert Webinar: 13 January 2016 34
Call to Action
Understand your market potential
Complete Gap Analysis Tool
Get familiar with the PLC Index
Work with your Aftermarket Manager to develop a plan and set goals
Target your top PLCs greater than $500,000 in revenue
Go Call on the PLCs Reminder PLC Conversion Incentive that ends March 31, 2016
PLC Ask the Expert Webinar: 13 January 2016 35
Questions
Two methods to ask a question: 1. Utilize the WebEx “Chat” function
• Type your question in the box in the lower right hand corner
2. Ask your question over the phone
• If you used “*6” to mute your phone, you will need to enter “#6” again in order to be heard on the teleconference
PLC Ask the Expert Webinar: 13 January 2016 36
We’d like to hear your feedback!
Did this call add value to your daily job? Let us know what you liked and where we can improve to continue to support you in growing your Professional Landscape Contractor (PLC) aftermarket business!
Email [email protected] or speak with your AM!