ISSUE FOCUS: MOWERS: On the Cutting Edge

In 2006, mower manufacturers are focused on one thing: productivity. Along with several new deck designs, contractors should expect to see manufacturers filling out existing product lines with more cutting widths and engine options. The advancements are in response to contractors’ requests for riding and walk-behind machines that offer a quality cut as quickly as possible.
 
THE RAGE IN RIDING. Higher production rates and less operator fatigue make riding units the mower of choice in today’s market. “One of the highest expense items facing a commercial cutter, next to the capital investment, is the manpower,” says Erik Memmo, general sales manager for Ferris Industries in Munnsville, N.Y. “Because you’re combining manpower and capital equipment cost, the return on investment with riders is faster and can provide more profitability long-term.”

Manufacturers are continually looking at ways to increase that profitability. The introduction of several high-horsepower engines in the past couple of years has led to more powerful mowers. More contractors seem to prefer mowers with more than 30 hp, says Luke Prussa, senior marketing manager, Exmark Mfg., Beatrice, Neb. Most of the time, he says, contractors will have enough power in a typical mid-mount zero-turn mower with the traditional 23 to 27 hp. “But certain times of the year, like in the spring, there is more moisture and grass grows more quickly,” he says.

In these conditions, contractors have to slow down to get a quality cut – not an ideal situation during the busy spring season. “Higher horsepower helps contractors mow properties in these tough conditions without slowing down,” Prussa says.

When purchasing mowers in the 23- to 30-hp range, the general rule of thumb is that retail price increases about $100 per 1 hp, Prussa says. For example, a 27-hp mower would cost about $400 more than a 23-hp unit. But mowers with a horsepower of 31 and up typically come at a higher premium because the mowers don’t only increase in horsepower – they also include such features as larger tires and transmissions. Because they are higher quality machines, Prussa estimates that mowers in the 31- to 35-hp range cost about $500 to $800 more than lower horsepower units.

In addition to higher horsepower, increasing fuel prices are making efficiency a top concern for contractors.  

“We understand that contractors can’t typically raise their prices or tack on surcharges to deal with higher fuel prices,” says Randy Harris, senior marketing manager, The Toro Co., Bloomington, Minn., which is why he says more manufacturers are offering diesel engine options.

“A big benefit of diesel engines is that they are very fuel efficient,” Harris says, explaining that diesel fuel burns slower and more efficiently than gasoline. “Diesel engines are in the range of 30 to 40 percent more fuel efficient than gasoline engines,” he says. “In addition, you can buy off-road diesel for mowers, which has no tax applied to it. So contractors can buy diesel fuel at a lower cost per gallon than gas.”

There is no state or federal tax on off-road diesel because fuel taxes are used for road repair and construction, Harris says. This tax advantage, which varies by state, results in cost savings for contractors. He adds that diesel engines also deliver higher torque to power up hills and through tough conditions.

This fuel-efficiency does mean a higher purchase price, mainly because the engine costs more. Memmo estimates that liquid-cooled or diesel riding mowers cost $10,000 to $18,000, compared with the $5,000 to $10,000 price tag on air-cooled units.

But the investment is worth it, Harris says. “Diesel engines are liquid-cooled and are designed to last up to 5,000 hours,” he says, whereas an air-cooled gas engine is designed to last 1,500 to 2,000 hours. “You may pay a couple of thousand dollars more up front, but you get that return typically in one year’s time.”

Tim Cromley, marketing manager, Walker Mfg., Fort Collins, Colo., says strides in liquid-cooling and electronic fuel injection have resulted in mower engines that combine both. Mowers powered by these engines cost around $12,600, but the money is returned in extended life and fuel savings, he adds.

Manufacturers are also designing decks to improve cut quality, especially in the spring when the grass grows quickly. “The common feedback we hear is that all cutting decks perform pretty well when conditions are easy, such as during the middle of the summer,” Prussa says. “You see the difference in tougher conditions, when there is more moisture and the grass is taller.”

One new deck features a 6-inch-deep cutting platform and flow-control baffles that help move more air and materials in difficult conditions. The result is a smooth cut and even discharge of clippings, Prussa says. The cutting platform also features an adjustable discharge baffle that lets operators quickly open the platform discharge to handle thick, wet grass.

Another new deck includes enhancements to the drivetrain, electrical system, deck drive and cooling system. The improvements are aimed at increasing productivity by 30 percent, says Mark Naperala, marketing director, Ariens Co., Brillion, Wis. “On mowers that typically last 2,000 hours, 30 percent more productivity is another 1,600 hours of runtime,” he says.

Manufacturers are also making advancements in mulching technologies. “There is a movement to experiment with different types of mulching concepts,” says Gilbert Pena, commercial segment strategy manager, John Deere, Cary, N.C. “That includes mulching kits or moveable parts within a deck to accommodate easier mulching.”

Steve Atkinson, maintenance manager, DeSantis Landscapes, Salem, Ore., is happy to hear it. “Some manufacturers say their mowers offer mulching, but the attachments are difficult to put on and take off, or the attachment doesn’t come off at all,” he says.

Manufacturers understand that contractors want to mulch occasionally because it makes them more productive, but they don’t want to waste a lot of valuable time putting on and taking off the attachments, Pena says. One new deck design handles this dilemma by allowing operators to go from mulching mode to side-discharge by flicking a lever from their seat.

Mulching features can add anywhere from $500 to $1,000 to the cost of a mower, Pena says. “If you want to buy a kit you can take on and off, it will run closer to $500,” he says. “But a dedicated deck that goes from mulching to side-discharge will run closer to $1,000 more.”

Contractors will also see more cutting widths, such as a new 66-inch deck size. The majority of large riding mowers have come in the 60-inch cutting width, Prussa says. Larger cutting widths, such as a 72-inch width, cover more ground, but they’re harder to transport on trailers. “A 66-inch width offers 10 percent more productivity than a 60 inch, but it’s easier to transport and fit on properties than a 72 inch,” Prussa says, adding that a 66-inch deck costs about $200 more than a 60-inch deck.

KEEP ON WALKING. Although they may not be as popular as the riding machines, walk-behinds are still holding their own in the market. Atkinson likes walk-behinds because they fit through gates and maneuver around obstacles found on small commercial and residential sites, and they’re easy to get on and off. “I think our most versatile mower is our 36-inch walk-behind,” he says. “Our climate has a lot of seasonal weather, so it’s rainy in the fall. You can’t have big machines on wet turf.”

Customers, especially in the residential market, may also request a walk-behind. Dan Ritchie, president, The Lawn Co., Boise, Idaho, says he often has to deal with customers’ perceptions about riders. “They think the 60-inch rider is going to damage their turf, so we use a 21- or 36-inch walk-behind on their sites,” he says.

In addition, start-up companies often opt for walk-behinds. “Walk-behinds are usually a little lower priced, so it’s easier to begin with them,” Prussa says, adding that walk-behinds are also smaller so they don’t require as large a trailer for transportation.

With hydrostatic-drive mowers costing up to $5,500, high-end walk-behinds face stiff price competition from low-end riders. Therefore, the challenge for manufacturers is figuring out how to improve a commodity product without increasing price. Manufacturers are trying to accomplish this with new deck designs and sizes.

For example, a new rear-bagger offers a 26-inch deck – one step up from the standard 21-inch deck. “It gives the contractor about 20 percent more productivity than a 21 inch for about $300 more,” Prussa says.

Contractors will often select a walk-behind with a 36-inch cut width so they can get through narrow gate openings, Harris says, but research shows the majority of gate sizes installed on new construction are 42 or 48 inches wide. A new deck measuring 40-inches from side to side enables contractors to be more productive than with a 36 inch and still clear a 42-inch gate. According to Harris, the 40-inch deck is approximately $100 more than a 36-inch model, but offers 11 percent more productivity.

Floating decks are another focus in walk-behind development. “As the deck gets wider, the probability for scalping increases, so floating decks tend to alleviate that potential problem,” Pena says.

Contractors can also expect to see walk-behinds gaining features typically associated with riding units. A deck design previously only available on riders will soon hit the walk-behind market. The new deck features a baffle that lets operators fine-tune their cut in various conditions. In long, dense or wet grass, the baffle is opened to conserve power and reach faster mowing speeds. In less demanding conditions, operators can close the baffle. “Contractors said their decks would cut well about 80 percent of the time, but 20 percent of the time they had to double cut lawns because of tough conditions,” Harris says. “The goal was to modify deck performance to allow contractors to be productive 100 percent of the time.” He notes that another benefit is that the deck comes at no added cost.

BUYERS’ GUIDE. With riders ranging from $5,000 to $14,000 and walk-behinds costing between $2,000 and $5,500, mowers are a significant investment. But how do contractors decide which mower to buy? “Every day there are more and more choices in this equipment category,” says Prussa. “That’s good for the customer, but it also makes it tougher to sort through all the options.”

Contractors should first decide what features are most important to them, and then make a list of the mowers that offer those features, Naperala says. “If contractors are going to roll out units every two years, maybe they’re looking at price rather than longevity. But if contractors want to only put out capital once every four or five years, they’ll want a mower that offers longevity.”

Once a contractor makes his list of desired features, the next step is to test out the equipment. “When you’re talking about investing thousands of dollars in a lawn mower, the best thing you can do is demo each brand under consideration to qualify the quality of cut, feel and general performance of the machine,” Harris says.

Another crucial component contractors should consider is the type of support they’ll get after purchase, Pena says. This includes the availability of replacement parts and whether or not loaner equipment is offered when mowers are being serviced. Contractors should also look at the dealer’s business hours and how knowledgeable a dealer is about new products.

“As contractors look at safety, productivity and comfort, they’re going to see a lot of look-a-likes on the market,” Pena says. “The important question then is ‘What does the support look like?’”