“Like everyone, we have a couple Big Box stores within 10 miles of us. We compete quite nicely with them as we offer service and they don’t. Most customers quickly understand that power equipment needs professional maintenance and the occasional repair. We walk them through our service department and show them our equipment and trained technicians.
“Of course, quality is a concern for most customers and we demonstrate how our product offerings are far superior to what they offer. Through thorough knowledge of our products, it’s not too hard to outsell them.
“Lastly, we welcome them if they did purchase something elsewhere for service.”
Steven DeRycke, American Equipment, Farmington, N.Y.