PLC Ask the Expert Webinar: 13 January 2016 1

Professional Landscape Contractor (PLC) Ask the Expert Webinar

Call #877-663-3373; Conference code: 7985523

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Professional Landscape Contractor (PLC) Ask the Expert

Webinar - 13 January 2016

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

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Target PLC

and Opportunities

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

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Tools and Resources

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Tools and Resources

• PLC Index

• PartsEXPERT

• Keyword Search

• PLC

• Find Info

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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

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Finding PLCs

PLC Ask the Expert Webinar: 13 January 2016 17

Finding Professional Landscape Contactors (PLCs) in your area

•JDFleet GreenFleet™ Page

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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

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PLC Ask the Expert Webinar: 13 January 2016 21

PLC Opportunity Calculator

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Value and Incentives

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Customer Value Proposition

• Guaranteed focus on keeping customers up and running by supporting 4 key focus areas:

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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

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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

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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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Support

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Aftermarket Manager Support

Brandon Myers – Canada Division 1 Elydia Thomas – Canada Division 2

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Summary

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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 ThompsonTarynJ@JohnDeere.com or speak with your AM!