Kawasaki Changes its Chain

Dealer direct will be the new distribution method for those who carry Kawasaki small engines and lawn care products. A recent shift in the manufacturer's distribution methodology streamlines what was once a three-step process. Now, an in-house sales force comprised of 10 district managers will support dealers and those serving as condiuts to the original equipment manufacturer (OEM) small engine market.

Tony Murr, assistant vice president, sales, Kawasaki, Irvine, Calif., said the new model will position the company for increased efficiency and product turnaround. "[It will provide] unimpeded, simplified distribution channels that will allow the dealers to benefit from a consistent marketing approach," he stated in a Sept. 12 press release.

Kawasaki hopes this change will improve the service level for OEMs like John Deere, Toro and Exmark, who build Kawasaki engines into their products, Murr commented. "We need to continually upgrade our internal capabilities so that the levels of service to this community continue to improve; this change will certainly accomplish that task."

An immediate change dealers will notice is a new Internet-based order system, which will allow them to consult an online parts catalog, access technical guidelines, track parts orders and monitor warranty claims. "This new system will both save time and increase the efficiency of our dealers, making them that much more valuable to their customers," Murr noted.

The author is Managing Editor - Special Projects for Lawn & Landscape magazine and can be reached at khampshire@lawnandlandscape.com.