Free Propane Dealer Toolkit available for download

Local dealerships can be a valuable resource for local landscape contractors. From education and training to sales and service, opportunities for dealers to build and strengthen client relationships are plentiful. Building lasting relationships also leads to future sales, referrals and an elevated reputation in the community. In order to capitalize on these opportunities, dealers must first educate themselves and their team with up-to-date information.

Trade publications, industry associations and OEMs are all credible sources that dealers can turn to for training and news. Online research is another option, as is the Propane Education & Research Council (PERC), which recently developed a Propane Dealer Toolkit available for free download at propanemarc.com/mowerdealer. The kit contains an overview of PERC’s programs, propane facts and figures, and a simple guide outlining the propane acquisition process.

While the dealer kit online provides a general overview of all mower brands, PERC has partnered with OEMs to create brand-specific kits. Exmark is currently able to provide its dealer network with personalized kits specific to Exmark’s propane-fueled mower lineup. Future partnerships with propane-fueled mower manufacturers will expand the selection in the coming months. More than a dozen OEMs sell propane-fueled models, including BOB-CAT, Husqvarna, Kubota, Ventrac, Zipper, Scag, Gravely, Ferris, Snapper Pro, Toro, Exmark, Dixie Chopper, and EnviroGard.

Within the toolkit, PERC specifically outlines 4 steps for dealers interested in offering propane-fueled models to their customers:

1. Research: The dealer toolkit and PERC’s website, poweredbypropane.org, are two essential resources for learning about propane. The kit will educate dealers about which brands offer propane models, discuss how to reach out to local contractors who may already be using propane, and explain national and state incentive programs for propane and alternative fuels.

In addition to local incentives for adopting propane, dealers should be aware of PERC’s Propane Mower Incentive Program. The mower incentive program offers contractors $1,000 toward the purchase of new propane-fueled mowers and $500 toward qualified conversions.

2. Meet propane retailers: PERC encourages dealers to meet and form relationships with local propane retailers. Dealers should discuss refueling options for contractors, including cylinder exchange programs and installation of an on-site refueling infrastructure. Dealers might also consider installing their own on-site infrastructure, making the dealership a 1-stop shop for contractors who want to purchase, refuel, and service propane-fueled equipment.

3. Establish a demo program: Before adding propane models to a showroom floor, dealers should arrange to demo a mower with their OEM. Dealers and their sales team will become more familiar with how the mower works and what are its maintenance requirements. The demo model can also be used to entice new customers by loaning it out to landscape contractors.

4. Make the rounds: The last step that dealers need to consider is visiting local landscape contractors to gauge interest. Provide landscape professionals with brochures and materials, and offer to loan them a demo mower.

Following these steps will help establish dealers and their staff as propane experts and trusted resources for landscape contractors.

In addition to finding the downloadable dealer toolkit online, dealers can browse a variety of other materials created by PERC:

Safety, how-to and troubleshooting video tutorials.
Informational brochures to assist in customer education.
Promotional materials available include case studies, videos, mailers, and reference cards about using propane in the lawn and landscape industry.

For more information about PERC, visit propanecouncil.org. To download a Dealer Toolkit, go to propanemarc.com/mowerdealer. For other materials, check out poweredbypropane.org.