Cutting-Edge Cuts

Green industry professionals often are defined by the quality of their daily work – and that quality can be traced back, in part, to the equipment they use to service clients’ properties.

"It boils down to what you see when you finish a job and look behind you," says John Cloutier, national marketing manager, Exmark, Beatrice, Neb. "At the end of the day, your customers look at cut quality. Frankly, that cut quality is the signature you leave behind."

That lasting impression left by a contractor and his mowing equipment can spell either client satisfaction or disappointment. So, landscape contractors constantly are on the lookout for mowers that meet their diverse operational needs.

TODAY’S TRENDS. Statistics from the Outdoor Power Equipment Institute (OPEI) show that roughly 133,000 commercial riding mowers were shipped by manufacturers in the 2003 fiscal year. During that same period, approximately 34,000 commercial intermediate walk-behind mowers were shipped as well.

True to the statistics, riders continue to dominate the market, explains Bob Walker, owner, Walker Manufacturing, Fort Collins, Colo. However, contractors often carry walk-behind models on their trucks as well to tackle those hard-to-reach spots and serve as back-up machines in emergency situations.

In terms of recent developments and popular features, neither the riding mower nor the walk-behind design has seen earth-shattering changes in recent years, Cloutier notes. "If you look at today’s machines vs. what we had six or seven years ago, they are not radically different," he comments. "But the behind-the-scenes, below-the-surface changes are what make them better than they were yesterday."

Cloutier observes that today’s mowers are accumulating more "bells and whistles" – nothing to drastically alter form or function. Some enhancements include slight tweaks in deck design and improved operator comfort and convenience.

Ergonomically speaking, manufacturers are enhancing seats and controls, says Deven McGhee, chief engineer, Encore Equipment, Beatrice, Neb. Examples include general suspension improvements and foot-operated deck controls. Foot controls allow operators to keep their hands on steering devices while raising the mower deck at the same time.

Another industry trend is the move toward more power in smaller packages, Walker explains.

"Engines are starting to get bigger," McGhee agrees. "Manufacturers are adding horsepower – it has jumped from 25 to 35 in the last few years."

And increasing blade speed – developed and implemented in recent years – helps cutting decks keep pace with more powerful engines and accompanying high-capacity pumps. "There has been a marrying or matching of those powers to deliver more power to the blade in return," McGhee says.

Gear-driven models also are gaining momentum in the market, adds Ray Van Voorhis, sales manager, EverRide Mowers, Auburn, Neb.

Overall, contractors are seeking more machine for their money. "The trend is you want to pack as many features in as you can for the least amount of dollars – while keeping the end product durable," McGhee notes.

WHAT CONTRACTORS WANT. Mowing conditions and clients’ needs vary from state to state and from contractor to contractor, so manufacturers must address a myriad of needs in their mower-making pursuits.

But despite an assortment of region-specific issues and operator preferences, there are some basics features that seem to be on most landscape professionals’ lists.

Mowing speed is one hot topic of discussion between the buyer and seller.

"Everything you do has to be broken down into time," Van Voorhis acknowledges. "That’s what the end user wants."

Contractors are generally looking to travel about 10 mph, McGhee says. Speed is an essential feature because it translates into overall productivity, he adds. "These guys are looking for higher productivity in various ways, whether it be through ergonomics or speed," McGhee notes. "It all comes back to wasted time on the job site. Anything we can do to keep operators cutting grass saves them money. We want to improve their productivity."

Cut quality is also a vital factor for most contractors, Walker says. "They come looking for results that are visibly nice when the mowing is done," he explains. "They want good results for the discriminating customer who doesn’t want to see their property with a ragged cut and clippings all over the place."

Quality plays into overall productivity as well, Walker notes. "If you have to go back and trim over areas that you can’t reach with a mower, you’re not using the most productive piece of equipment," he describes.

Comfort and convenience are finding their way to the top of buyers’ wish lists too, Cloutier states.

"Most of our customers are owner operators, so they’re willing to spend more on comfort, since they’ll be the ones sitting on it and operating it," Walker agrees. "The seats are very important for the comfort of the machine. And the controls are one of the distinctions of a machine's comfort as well."

For example, some contractors have requested a change in the placement of hand-operated controls, Cloutier says. In response, manufacturers have moved operating devices to an area between the operator’s legs at the upper right-hand side of the fuel tank. New cruise-control capabilities also allow professionals to mow without adding fatigue to the hand throughout operation. Other ergonomic changes throughout the industry include height-adjustable drive levers, improved suspension systems and roomier seats.

In terms of specific features, Cloutier says operators pay close attention to blades. Newer blade technology helps blades keep their sharpened edges for a longer period of time – so operators only have to change blades every four days instead of every two.

"Contractors are always screaming for more power too. No matter what conditions they’re in, they need juice to do their job," Cloutier adds. And, yet, when horsepower climbs, so do fuel expenses.

Safety is becoming increasingly more important as well, Cloutier notes.

Specifically, operators are interested in machines with a low center of gravity – to ensure safety on hilly terrain. Contractors also are starting to look at emissions more closely, McGhee says.

Maintenance and serviceability are buyer buzzwords as well, Cloutier says. Maintenance includes anything an operator must do frequently to make sure the mower is running well. Serviceability refers to the ease with which repairs can be made and the time required for tune-ups.

"You have to look at the overall package of the machine to discover which provides the ultimate value," Cloutier explains. "Like any product, a particular mower might appear to be a wonderful buy at the time – but you have to add in all the service and maintenance features to that."

Another factor contractors consider when browsing the mower market is the enduring value of a machine. Longevity and durability can translate into a return on investment a few years after the initial purchase, Walker asserts. "If you buy a machine that looks like a bargain on the front end, after two years it could have no residual value," he notes. "So, it could be more inexpensive at the beginning – but be worth nothing when you’re done with it."

DEAL MAKERS. The latest frills and fastest blades may attract interest from operators initially, but a new piece of equipment is only as reliable as the dealer who sells it, Walker explains.

"I do an awful lot of talking with the landscape contractors, and they are of the mind that the most important feature of any lawn mower is the dealer and the service agreement," Van Voorhis observes. "If they have downtime because the person they bought it from can’t deliver or can’t service a part, the mower is worthless."

A particular piece of equipment is almost secondary to the support available to service and maintain it, Walker agrees. "Contractors need to be very clear at the time they purchase equipment that they need great backup from the dealer," he adds.

Thus, service-oriented dealers are vital, Van Voorhis asserts. "The guy who services the mower is important to the guy who’s out in the field. If the dealer spends too much time servicing a mower, that downtime can cost the contractor more money than he would ever possibly spend on a mower to begin with."

In essence, buying a mower is like getting married – because the equipment is attached to a "family" of sorts, Walker illustrates. "A contractor might be getting ‘married’ to the mower, but he’s also buying into the ‘family,’ which includes the manufacturer and dealer."

That means contractors should do their homework when it comes to identifying a reliable commercial equipment dealer – so the initial investment in a mower is not in vain, Van Voorhis concludes.

MOWER TO COME? Although recent years have not seen an influx of innovations in the mower market, breakthroughs may be coming soon, Cloutier speculates.

"I think we’re all wondering what is next," he says, referring to the industry’s manufacturing companies. But, while the future presents a host of unknowns when it comes to new mower technology, Cloutier is sure the new developments won’t be so radically different that contractorse are afraid to embrace them.

Manufacturers have their speculations about the specifics, though.

Van Voorhis anticipates a switch from channel frames to tubular models in the near future. "A tubular frame doesn’t give," he says. "It offers a much better ride and doesn’t sacrifice the cut, since the mower deck follows the axle."

Walker anticipates continual interest in what he terms the horsepower race – the pursuit of a faster engine in a smaller package. He also expects to see some breakthroughs in battery technology to further the introduction of electric mowers and combination electric-gas mowers to the professional market. "We need a little lightweight battery that would store a lot of energy and allow the machine to run for long periods of time," he explains.

A battery-operated model could also cut down on the noise produced by mowers.

Lasers and memory mowers are definite possibilities as well, Cloutier states. However, he wonders if such developments are actually practical for the industry.

TURF TESTING. Contractors can spend hours checking out mower specification sheets and viewing their favorite models on the show floor, but testing equipment is the best way to see if a machine is the right investment, McGhee reminds. "They need to really do the comparisons – run the machines," he says. "What it boils down to for the landscaper is taking the opportunity to get out and do comparision testing. Get a feel for what you can and can’t do in your area’s conditions."

Not every mower can be all things to every professional, McGhee says. "To find a good fit for you and your company, it’s best to take the machines out into the field and conduct comparison tests."

The author is assistant editor-Internet of Lawn & Landscape magazine and can be reached at aanderson@lawnandlandscape.com.