Editor's Focus: July 1999

I have to admit that I never expected to quote Rodney King in this space, but after exploring the contractor/dealer relationship this month, I have to wonder, “Why can’t we all just get along?”

Ask contractors about the dealers they purchase equipment from and they’ll quickly recite a laundry list of the dealers’ shortcomings – equipment repairs take too long, prices are too high, they don’t always have the necessary parts in stock. And, most dealers will admit, these claims are true from time to time.

But, dealers will quickly note, contractors are far from perfect – they have unrealistic expectations for service, they are too price conscious and they don’t always pay on time. Most contractors will admit to being guilty to these charges at some time or another.

So the battling and criticizing goes on and on.

In some areas, both contractors and dealers have noted improvements made by the “other side” that have improved the relationship, but no one is professing satisfaction with their business partners. And that last word is what makes this situation so confounding – partners.

As professional lawn care and landscape services continue to grow, dealers recognize that contractors are indeed their future if they plan on continuing to sell power equipment. The homeowner market isn’t what it was 10 years ago, and there’s no telling what it will be 10 years from now. So dealers need contractors.

But, before contractors begin reveling too much in their own self importance, they should consider their own futures in a world without servicing dealers, their sales consultations, their equipment inventories (incomplete though they may be) and all of their other services aiding the contractors’ business efforts. Considering such a future shouldn’t take long because there wouldn’t be much of a future to consider.

Dealers and contractors have to work to understand the realities of each other’s business. Contractors continue to struggle to raise prices to a level comparable to other service industries’ while their own costs of doing business climb. As a result, contractors cannot afford to overpay for equipment or have equipment not working.

Dealers, meanwhile, are being pushed by manufacturers in their never-ending pursuit of increased sales to order greater quantities of equipment and incur greater interest and inventory costs. Then they keep an inventory of 10,000 parts for equipment repair, and contractors complain when the one part they need isn’t in that inventory.

Obviously, contractors and dealers have learned to live with each other over the years, and everyone has benefited from this relationship. But imagine the results to be enjoyed by both groups when they’re able to come together and work for mutual success.

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