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Lou's
Small Engines and Sports Limited
Fort
Smith, Northwest Territories
For
the past nineteen years, Alex Gauthier has worked as head
mechanic for Lou's Small Engines. He started working for his
brother Lou, and then nine years ago Alex and his brother-in-law
Earl Jacobson bought the business. It is a family business
that sells and services dirt bikes and snowmobiles, as well
as selling hunting and sporting goods to the 2,500 people
in the Fort Smith area. The firm also offers courier and car
rental services. Recently, Lou's Small Engine became an outlet
for Sears catalogue sales.
Over
the years, the business has built up a reputation for excellent
sales and service. This reputation and the company's ability
to streamline its staff without affecting service enabled
it to survive tough economic times. The business allows its
owners to work at something they both enjoy while paying the
bills. The history of the operation is reviewed in the next
section.
History
Twenty
years ago, Lou Gauthier opened up a small shop called Lou's
Small Engines in the town of Fort Smith, a town of 300. He
had his journeyman papers as a motor mechanic, diesel mechanic,
and welder. His wife handled the company accounts. One year
later, he hired his brother Alex, who was in the middle of
completing training as a motor mechanic.
Alex
recalls those early years, "When I first started with Lou,
he had the skidoo dealership, the Honda dealership,
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and
the Homelite dealership for chainsaws. We also handled repairs.
We still hold the dealership for skidoos. Eventually, Earl
came to work in the sporting goods section of the store. It
has stayed a family business."
Earl worked at the store for about four years and then Lou
decided to sell his business. He offered it to Alex and Earl.
Earl recalls, "For me, I wanted to keep my job. We weren't
sure who was going to buy the business and if we would be
kept on. Then Lou suggested talking to Economic Development
with the territorial government about grants that might be
available. With the help of Economic Development, we put a
package together for the purchase of the store and it was
approved." In making the decision to purchase the business,
Alex and Earl went through the financial information of the
business. Alex recalls, "I didn't really know the expenses
but I knew it was a profitable business." Part of the funding
application included a five-year projection of business financial
statements. With the grant funds, Alex and Earl purchased
equal shares in the business. Earl states, "Lou and his wife
stayed for a year as part of the deal and helped us run the
business and make the transition go smoothly." Earl now handles
the accounting, ordering, and sales, while Alex looks after
the repair work.
Earl
had no bookkeeping experience. Lou's wife taught him basic
bookkeeping skills after they bought the store. After managing
the store for some time, they ran into trouble. Earl recalls,
"We did have a lot of problems because I wasn't getting enough
financial information and the government let staff go in town.
It snuck up on us before we knew what was happening, and we
had a cash flow problem. We had to borrow money to consolidate
all our debts and we laid off four full-time staff. However,
we kept our inventory at the same level."
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The government layoffs and the decreased demand for fur,
which led to lower demands for hunting equipment and snowmobile
servicing, meant that their actual revenue was less than
that forecast in the grant proposal.
Since
buying the store, Alex and Earl have added the courier service
and the Sears catalogue department. The store also has the
dealership for Tilden-Rent-A-Car. Since they hold a Honda
dealership, they are invited to attend annual trade shows.
They rarely attend these events, since new products do not
generally affect the type of inventory that they carry in
the store. However, the first show Earl and Alex attended
in Calgary provided some interesting memories.
Earl
recalls, "They paid our way to Calgary and we expected that
it would be first-class. It was still shocking and we were
flabbergasted. When we landed in Calgary, there was a guy
with a Honda sign and we went to see him. They put out bags
in a limousine and drove us downtown. We were casually dressed
in jeans but everybody else was in a suit and tie, so we
changed right away. It was only two days but we still talk
about that show periodically."
Self-employment
is a Gauthier family tradition: Alex's father had his own
business and served as a role model for his sons. Alex also
owns a hauling company called A & R Hauling. He purchased
the truck from another brother and has the contract with
the Northern Store to haul their garbage to the dump. His
son picks up the garbage and Alex handles the accounting.
Alex notes, "My son is seventeen and he earns his own spending
money. This job keeps him out of trouble and gives him some
work experience."
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Operations
Located
on the main street of Fort Smith, Lou's Small Engines and
Sports operates out of a two-storey office and sporting goods
shop which has a repair shop attached to it. There is also
a cold storage warehouse on the property. The shop is open
from 8:30 a.m. to 6:00 p.m. Monday through Friday and from
10:00 a.m. to 5:00 p.m. on Saturday, year-round.
The
sporting goods shop carries lawn mowers, skidoos, chainsaws,
bicycles, motorcycles, and dirt bikes. Earl comments, "We
carry a little bit of everything including fishing, hunting,
and camping gear and team sports equipment for baseball and
hockey. We don't carry a large inventory of sporting goods
but it does not take us very long to fill orders."
The
other main service is the repair shop. Alex notes, "I service
anything that has to do with small motors." Earl adds, "The
repair shop is the bread and butter of the whole business.
It pays our wages, mortgage, and electricity." They carry
a good parts inventory and receive calls from Cambridge Bay
and other areas of central Northwest Territories for parts.
They had to cut back on this service because customers often
failed to pick up their COD orders when they arrived and the
shop had to pay the round-trip delivery costs.
Earl's
mother looks after the Sears catalogue orders, which are filled
from the head office in Regina. Lou's Small Engines earns
a percentage on the total amount of sales. They are agents
for Tilden Rent-A-Car and Buffalo Courier. Two other agencies
in town compete for a share of a very small car rental market.
Earl and Alex are contemplating discontinuing this service
if demand remains low. Buffalo Courier ships packages from
Edmonton across the North, on Canadian Airlines. Earl and
Alex deliver the packages shipped to the Fort Smith area.
Trappers
have provided a significant demand for skidoo purchases and
servicing in the past, from October through February. This
demand has decreased in the past several years with the drastic
drop in fur prices and its negative impact on the fur-trapping
industry. Business picks up in May,
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when motorcycle sales pick up and government fire fighters require
regular equipment maintenance. The territorial government is
a major client. Wood Buffalo National Park and the territorial
government have their own fire fighters. The shop also services
equipment for the RCMP. As is common for many small northern
communities, Earl notes, "Take the government away from here
and you have nothing since at least 80% of the people are employed
by the government." Most of the inventory is paid for immediately
by the store. One supplier of skidoos, Bombardier, has a finance
company and allows its wholesale customers to pay over a period
of time. Recently this supplier instituted a new type of payment
system called curtailment fees; under it, Lou's Small Engines
orders twenty-five units in the fall but instead of paying the
total inventory cost in the usual thirty days, the retailer
makes monthly payments that go towards the cost of the machine,
not towards interest charges. Bombardier hopes that sales outlets
will be encouraged to order more units while sharing in the
ownership of the units with the suppliers.
The
partners must make guarantees that leave them personally liable
for all debts to the suppliers. As Earl notes, "Any lawyer would
advise against signing personal guarantees but that's how these
bigger companies protect themselves. As a customer, I am stuck
if they've got a product that sells and I want to sell it."
Dealership agreements must be renewed each year. If sales quotas
were not met, then Earl and Alex negotiate with that supplier
and explain the problems they face with the demand in the local
market. They communicate regularly with their suppliers by telephone
and with sales representatives, who make frequent trips to Fort
Smith. Many suppliers offer sales incentives such as reduced
inventory rates or free trips when target sales levels are reached.
The
level of accounts receivable is strictly monitored so that their
operating cash flow is not jeopardized. The general rule is
cash-and-carry, but Alex and Earl give established customers
some latitude in paying within thirty days. If payment is not
made on time, then the customers' account is canceled immediately
and interest is charged on the outstanding balance. Earl will
write and visit the customers with outstanding balances and
has taken some delinquent accounts to court for settlement.
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The
territorial government is a special case: they know that the
account will be paid, but sometimes it takes up to forty-five
days to receive the payment because of the bureaucracy involved
in processing invoices. Bank financing is available to customers
on big-ticket items but is arranged by the suppliers of those
items. The demand for their products has shifted over time.
As mentioned, trappers are no longer major customers. Demand
for dirt bikes has also dropped, from forty-five or fifty units
when Alex's brother first acquired the Honda dealership to one
or two a season. Earl comments, "These are recreation vehicles
that if you can afford it, you buy it. Kids used to be our big
customers but now they want cars not dirt bikes." By diversifying
into other product lines, Earl and Alex hope that the demand
for new products will replace the dwindling demand for some
of the established products.
With
the shift in demand, Earl has to monitor inventory more closely.
His ordering patterns have changed. If something does not move
in a reasonable time period, then he puts it on sale and does
not reorder it. Inventory is not on the firm's computer and
he does a visual check once a month to make up the stock order.
Although
sales have slowed, Earl recalls their delight in winning the
top dealership award from Bombardier for sales and service in
1998. Earl recalls, "They monitor your purchases of parts and
units in order to select a winner. They also talk to different
customers. They paid our way down to their annual skidoo show
in Edmonton and gave us a plaque. It was a surprise."
Several
licenses are required in order to operate Lou's Small Engines.
Earl and Alex have a business license and must comply with the
requirements of the Worker's Compensation Board. Alex has his
journeyman's license as a mechanic, which is a necessity when
bidding for government contracts. They also carry fire and theft
insurance but have never had to make a claim. |
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