Dealer Connection.

* The new OPE Flat Rate Guide, produced by the Ohio-Michigan Equipment Dealers Association, is a compilation of dealer-generated flat rates on lawn and garden equipment (since 1980), commercial turf equipment (since 1990) and compact tractors (since 1980). It also includes bench times for major jobs for engines from Briggs & Stratton, Honda, Kawasaki, Kohler, Kubota and Onan. The flat rate times were based on work done by trained technicians of average ability who had properly equipped service stations and appropriate tools, but the flat rates did not include diagnostics and cleaning of a unit prior to service.

* Mileage-rate allowed for business use of a car in 2000 is 32.5 cents (upped from 31 cents in April 1999). This rate is used to calculate the tax deduction for business travel as an alternative to deducting actual costs of maintaining the automobile. The rate is also used by many companies that reimburse workers who use their own cars for company business. The rate for charitable use of a vehicle stays 14 cents a mile, and the rate for medical and moving expenses stays 10 cents a mile.

* OSHA's new six-page booklet #3163, Questions and Answers for Small Business Employers, is intended to help small businesses protect workers from injury and illness. The booklet contains a list of contacts that can help a business develop a health and safety program and a liaison which is available to answer questions on small business issues. Like other OSHA publications, the booklet can be accessed online at www.osha-slc.gov/Publications/ osha3163.pdf or ordered by calling 202-693-1999.

* NAEDA has partnered with the Agricultural Retailers Association (ARA) to provide legislative services to NAEDA-affiliated dealers. The two groups will share ARA's legislative office in Washington, DC, which is headed by Floyd Gaibler, ARA's vice president of government affairs. One of the priorities will be to develop a new policy process to help equipment dealers identify issues that need lawmakers' attention. NAEDA also hopes to establish a legislative office in Ottawa, ON, Canada, sometime in 2000.

NAEDA has also named the law firm of Brydon, Swearengen & England P.C., of Jefferson, City, MO, to provide the association and its affiliated dealers with counsel on legal matters related to the equipment industry. Johnny K. Richardson, the association's primary contact at the law firm, practices in a variety of areas, including general civil litigation, corporate law and sales and use tax matters. His clients include the Missouri Automobile Dealers Association and its 500 franchise dealers.

* Bill Quinney, president and general manager of Agro Equipment Ltd., Calgary, AB, Canada, is the 2000 president of the North American Equipment Dealers Association (NAEDA). He is a member of the Canada West Equipment Dealers Association, has served on NAEDA's board of directors since 1996 and is a member of the board of directors for the Equipment Dealers Foundation. NAEDA's first vice president is Bob Rosene, Rosene International, Perry, IA, and second vice president is Ed Allen, Jr., Allen Inc. Centre, Centre, AL.

* John Swystun, president and general manager of Central Supply Ltd., an AGCO dealer in Saskatoon, SK, was named winner of the Bill Lipsey Merit Award for 1999 Equipment Dealer of the Year by Canada West Equipment Dealers Association. The award is based on business involvement and success, community service and humanitarian involvement, service club and Dealer Association involvement and support.

* Farm World Equipment Ltd., Kinistino, SK, was presented the first annual "Outstanding Dealership of the Year" award at the Canada West dealer meeting in January. The award was sponsored by The Western Producer, in association with AgriCard. Producer Florian Hagman nominated Farm World, from whom he had bought a dry air system. Hagman said the salesman came to help level the area where the bins were being set up. "It meant a lot to me that he spent all that time even though it wasn't his job," Hagman said.

* Ohio-Michigan Equipment Dealers Association winter meeting included a session by Bill Bohmer, who presented five steps which he said will improve cash flow in any business.

1. Try to determine if you have an appropriate amount of cash to operate your business by doing a working capital analysis.

2. Pinpoint how cash is allocated. Research your sources and uses of cash, and compare your figures to industry standards.

3. Decide realistic budget goals for cash investment based upon your business and industry guidelines. Include key department managers and sales personnel in this goal setting. Plan cash flow so you will remain liquid at the bottom of your annual off-season.

4. Institute a reporting and feedback system to keep your department managers in tune with their cash budgets.

5. Periodically review your cash budget to make sure you are doing the best job you can to keep the right amount of cash invested in each category of assets.

A detailed history of the Caterpillar company is available in the book, The Big Book of Caterpillar, written by Robert N. Pripps. This 208-page book, with a $39.95 price tag, contains 295 photos and graphics to illustrate the historical record of Caterpillar tractors, bulldozers, collectibles, sales memorabilia and brochures. It is available from Voyageur Press, 1-800-837-2210, ext. 24.

For information on ordering the OPE Flat Rate Guide, contact the Ohio-Michigan Equipment Dealers Association at 614-889-1309, or contact your state or regional association. Cost for the publication, in either book or CD ROM format, is $195.00 per copy. Cost of the combination of the book and the CD ROM is $230.00.