SPREADING THE WORD Selling rewarding careers by Service Dealer Editor, Steve Gibbs
With advanced technology such as 'mixed reality' on its way for machinery maintenance, now more than ever the industry should be an attractive prospect for young people?
A perennial issue which is discussed by trade associations, manufactures and dealers is how to attract more young people into the outdoor power equipment industry.
There's a feeling that young people who are entering their working lives with an interest in, and an aptitude for machinery, are more likely to be tempted by the automotive industry. Lawnmowers, tractors and the like have traditionally had less of a pull, I guess because of the perception that land-based machinery doesn't have the career prospects, or the advanced technology, of the automotive world.
The subject was discussed at the Service Dealer Conference recently. Jim Wade, Principal of the JCB Academy, took time out to explain to the delegates the great work that the school does, developing engineers and business leaders of the future.
He said that one of the reasons why the school was developed in the first place was that engineering in general wasn't being spoken about enough to young people.
"Currently there are few people in schools promoting technical careers," Jim said. "That’s why we set up our own school with a technical curriculum bias, aiming to encourage specialisation in engineering and business, and train engineering apprentices by giving them a purpose to their learning and an understanding of why basic skills subjects are necessary."
Jim said the JCB Academy's aim is to sell a positive message about where engineering training can lead, and encourage the belief that 'this could be you' when it comes to rewarding careers.
He did also put the onus on the dealers in the room though that they should be selling themselves to their own local educational establishments - letting the careers departments know what they can offer bright and ambitious graduates.
This may well not have happened much in the past. The industry, and dealers in particular, have been accused for many years of hiding their light under a bushel somewhat. Perhaps this was because they felt they didn't have the sexy technology to shout about which young people would be interested in? But surely that argument doesn't hold up any more?
The sophistication of machinery dealers sell today, across homeowner, professional turfcare and agriculture, is truly cutting edge. Also the tools and methods used to maintain these machines, would not have looked out of place on an episode of Star Trek a few years ago (and I'm talking Next Generation not the original series!)
Take this new announcement from Case IH, which says "mixed reality" will soon be being used to help maintain their tractors -
Surely anyone with an interest in engineering would find that a thrilling proposition? The statement from Case explaining the system says the Microsoft HoloLens which is used "goes beyond ‘Augmented Reality’ into ‘Mixed Reality’, displaying holograms in the user’s field of vision with a mapping of the environment, allowing the user to place holograms in the real world, and move them as desired or needed while respecting the physics of the environment around the headset."
Goodness me! That even reads like a passage from a William Gibson novel.
If this 'mixed reality' is on its way for agricultural machinery, there's no doubt it'll also be utilised by turf machinery manufacturers soon enough.
If young people looking to start their careers in engineering were made aware that this was the type of groundbreaking technology they'd be dealing with on a day to day basis, maybe the industry would be a more attractive proposition and not perceived as a lesser relative to automotive?
The key must be getting the word out there into schools and colleges.
"No changes anticipated" to current dealer network says Japanese manufacturer, who for many years have been distributed by Ransomes Jacobsen.
Iseki UK & Ireland has launched, representing a major investment and commitment by the Japanese manufacturer in these key markets.
Iseki UK Ltd is a company formed with investment from Iseki for the sole purpose of distributing their range of products and growing market share and sales in the UK & Ireland markets.
For many years, the Iseki product line has been distributed in the UK and Ireland by Ransomes Jacobsen operating out of their facilities in Ipswich Suffolk. Iseki said in a statement that they would like to sincerely thank Ransomes Jacobsen for all their hard work and dedication over this period and they look forward to building on this foundation.
The new company will also be based in the Ipswich area and joining in the new year as Managing Director will be ex-President of Jacobsen, David Withers.
David is well known in the industry having served for many years at Ransomes and Jacobsen and more recently working as a business consultant in the golf industry.
“I started working with Iseki when the product line came to Jacobsen in 1996 and have always enjoyed being involved with such an exciting and reliable product line. When Iseki outlined their strategic vision of getting closer to the customers by investing in their own distribution in the UK it made sense to me” said David. "I am really looking forward to joining Iseki UK in the New Year to head up this exciting new venture.”
SF325 cut and collect out front mower
Kazuya Tani the European Managing Director of Isekli said, “This is an exciting time for Iseki. We will be investing more in marketing and promotions of the brand and want to see a wider acceptance of our products through expanding our markets served and getting more share from existing customers. The commitment of Iseki to the UK market will be significant and we trust that the market will react positively to this approach."
An official statement said more information will be issued over coming weeks and that "no changes are anticipated" to the current dealer network.
The AEA have said UK registrations of agricultural tractors (over 50hp) bounced back in November and were 29% higher than in the same month last year, at 769 units.
The AEA have announced that as anticipated, UK registrations of agricultural tractors (over 50hp) bounced back in November and were 29% higher than in the same month last year, at 769 units.
This means that year to date registrations total 10,673 units, which is a +5.8% change compared with January-November 2016.
Stephen Howarth, Agricultural Economist at the AEA said, "This was the highest November figure since 2007.
"The latest registrations take the total for the year past last year’s annual figure, with one month left to go. Although December is typically a quiet month for registrations, it is clear there will be a significant uplift in the full year figure."
Etesia have announced that Scamblers will now be distributing Pellenc’s complete product range in the Cambridgeshire area.
Etesia, the exclusive distributor of Pellenc battery-powered equipment in the UK, has announced the appointment Scamblers who will now be distributing Pellenc’s complete product range in the Cambridgeshire area.
Scamblers was first established in 1974 and the family owned business specialise in supplying compact tractors, bank tractors, mowers, utility vehicles and turfcare and groundcare machinery for every aspect of turf and grounds maintenance.
Sales director Ed Scambler said, “We’ve known about Pellenc since it first came into the country and we believe it has set the industry standard – it really is at the top end of the market. Until now there hadn’t been an opportunity to distribute Pellenc products so we are absolutely delighted to be working with them. It’s a truly professional brand and with a 3 year warranty on products and fantastic customer support, we know that we are in good hands – which in turn means our customers will be.
“We are looking forward to promoting the green credentials," continued Ed, "not only pollution in terms of fumes but noise pollution as well. Within Cambridge we have a lot establishments where noise pollution can be just as disruptive and as damaging as the fumes. With that in mind we can see the Pellenc brand being ideal for our customers who operate in universities, parks, hospitals and schools.
“There is a growing demand for green technology and equipment like Pellenc is the future.”
The high level of commitment, sales, service and support offered by CLAAS dealers throughout the UK and Ireland was recognised in the company's annual Dealer Awards presentations.
The awards, which were announced at the recent Dealer Council meeting held following the opening of the new CLAAS Academy, recognise overall dealer and tractor sales performance. Six dealers were recognised, with Hamblys in the south west of England winning two awards.
Steve Perryman, Sales Director at Hamblys (right) receives the CLAAS Tractor Sales Growth Award from Lothar Kriszun (CLAAS Group)
The first of the Hamblys awards was the Tractor Sales Growth Award, which recognises the dealer who achieved the highest percentage growth in CLAAS tractor sales in the UK and Ireland. In receiving this award, Steve Perryman, Sales Director at Hamblys, said that the company would be dedicating the award to the memory of Richard Berryman, who was the main driver behind the sales growth in tractors by the company, but sadly recently passed away after a long battle against cancer.
The CLAAS Tractor Sales Performance Award recognises the dealership that achieved the highest number of CLAAS tractor sales per branch in 12 months. This was awarded to Alan Douglas Machinery based at Enfield, Co Kildare and is the second year running that a dealer from Ireland has won this award.
Five dealers were also awarded CLAAS Platinum and Gold Dealer Excellence Awards. These take into account all aspects of the dealer’s business, including not only standards of service and support offered by all the dealer’s branches to their customers, but also the company’s commitment to its own staff and the CLAAS franchise.
Hamblys and Rickerby were both recognised with the highest Platinum level award. For both dealers, who are two of the largest multi-branch CLAAS UK dealers in the UK and Ireland, this was a considerable achievement. In winning the Platinum level award, all six Hamblys and eight Rickerby branches were individually evaluated as part of the overall assessment and each assessed as reaching the highest standards required to win this award.
Gold level Dealer Excellence Awards were presented to Manns, Eastern and Morris Corfield. Similarly, in winning this award each of these dealerships individual branches would have been appraised as part of the overall dealership assessment.
"Between them, these five companies have a total of 31 branches. To manage to achieve such high appraisal ratings across such a large number of branches is a huge achievement. Winning these Platinum and Gold Dealer Excellence Awards is just recognition of the considerable commitment they have invested in their businesses,” stated Trevor Tyrrell, CLAAS UK CEO.
Four customers of Ibcos triumphed at this year's Dealer of the Year awards - and Ibcos have offered them their congratulations.
Ibcos have congratulated four of its customers who received prestigious Dealer of the Year Awards during the ceremony held at the Oxford Belfry Hotel in Thame, Oxfordshire, on November 16.
One of Ibcos's winning dealers were RVW Pugh
The winning customers of the business management software supplier for agricultural, groundcare, and construction dealers, were:
Tony Ralph from Ripon Farm Services Ltd – Star of the Dealership.
RVW Pugh Ltd – Farm Machinery Dealer of the Year.
George Browns Ltd – Professional Turfcare Dealer of the Year
Grant Roberts from Cornwall Farm Machinery Ltd – Apprentice of the Year
“It’s great to see so many of our customers recognized for their efforts,” said Collette Convery, the Managing Director at Ibcos.
“Seeing this kind of excellence every year is the reason we continue to sponsor these Awards. It’s our way of thanking our customers since we couldn’t have made this far without their feedback and continued support.”
John Cornthwaite (Farm Machinery) Ltd., located in Nateby, Lancs., was established in 1977. With 40 years of experience in the industry, they will represent the Case IH brand in Central West Lancashire and the Fylde. Case IH say their excellent reputation will fit well with their existing network, providing customers with first-class sales and service facilities from their well-resourced and modern agricultural machinery dealership.
Cornthwaite's purpose built facility has a large glass fronted showroom, parts and workshop areas, sales offices and administration areas on the second floor
Managing Director John Cornthwaite, said, “We are delighted to be working with Case IH. Our strong customer base understands the value of investing in reliable machines from a company that is continually improving its range of products, and constantly launching new innovations. Joining forces with Case IH will bring our customers quality products sourced from Austria and the US.”
Case IH’s Sales Area Manager, North, Barry Ward, and Commercial Business Unit Manager Robin McArd expressed their delight in the appointment of John Cornthwaite Farm Machinery. “This is a well-respected business, renowned for its high level of customer support,” commented Barry Ward, “it will bring our industry-leading products to a whole new customer base, and we look forward to working closely with them.”
Nicholsons will represent the Case IH brand in the Norfolk Broads. Based in Stalham, Norfolk, it is a family business, established on the same site in 1938 and operates in three main sectors; agricultural machinery and services, new car sales and motor services, and garden machinery.
David and Tony Nicholson - Agricultural Sales at Nicholsons
Managing Director Sarah Nicholson, said, “Nicholsons have been serving the farming community for 80 years and are delighted to be able to announce a new franchise with Case IH. Alongside our existing partners, we believe this allows us to offer a comprehensive range of agricultural machinery. We will continue to offer excellent customer satisfaction with after-sales, servicing and parts for Case IH and all our other products. We look forward to demonstrating the full range of Case IH tractors and machinery to existing and new customers alike”.
David Redman, Case IH’s Sales Area Manager, East & South.East, said: “We are delighted to be joining forces with Nicholsons, further strengthening our representation in the area. Customers will benefit from our comprehensive range of products. We look forward to a long and successful partnership with the team at Stalham”.
New Parts and Service website and end-user Technical Service helpline available round the clock.
Designed to boost its aftersales operations, Massey Ferguson has launched a new 24/7 customer support helpline for Service-related issues together with a new dedicated Parts and Service website.
Tech Connect MF Dealer technical support
“Underlining our total customer focus, we have developed these new initiatives to further enhance the customer experience with Massey Ferguson, strengthen our communications and contact with farmers and complement the services already provided by our extensive MF Dealer network,” says Jason Day, Massey Ferguson Technical Assistance Manager, UK and Ireland.
In other moves, Massey Ferguson has expanded its Technical Service team to increase coverage across the UK and Ireland and also implemented AGCO Tech Connect - a new bespoke MF Dealer technical support and case management system aimed at further reducing machine downtime.
The new customer support line enables end-users to speak to an MF Service Representative round-the-clock, 365 days a year. “If owners or users have a service-related query and are not able to contact their local MF Dealer, they can call this number and we will make sure they get the assistance they require,” explains Jason Day. “All calls are tracked and followed up to ensure the enquiries have been dealt with to the customer’s satisfaction. The support line provides us with an additional channel to capture all service enquiries from end-users thereby helping to improve our analytics and leading to quicker diagnosis and resolution of service issues.” MF Customer Support line: 0330 123 9502.
Comprehensive information on Massey Ferguson’s aftersales support is provided through a new dedicated Parts and Service web site: www.agcopartsandservice.com Users can look up MF Dealers, access parts books, technical literature, catalogues and brochures, download the Parts Books to Go™ App, view dealer-fit accessories and buy branded MF merchandise.
The Tech Connect MF Dealer technical support and case management system offers interactive technology in support of machine inspection, repair and maintenance. It allows dealer technicians to locate information and submit technical concerns to Massey Ferguson via computer, tablet or smart phone quickly and easily. When required, technical support can be provided directly by MF to the technician in the field. “The use of the latest technology allows us to proactively spot trends in data quicker than ever before and allocate field support effectively,” comments Jason. ”Furthermore, it helps us to target MF Dealer training and support on specific product areas. With Tech Connect we are revolutionising the role of MF Dealer service technicians and bringing the workshop truly into the digital information age.”
“The implementation of all these new aftersales’ services and facilities is part of Massey Ferguson’s commitment to put the customer at the centre of everything we do,” he adds. “We’re focused on ensuring a seamless customer journey at every touch-point with Massey Ferguson and throughout the lifecycle of every MF machine.”
Simon Richard said, “Our business was set up in 1997 selling fertilisers and sprayers but really expanded when we were appointed as UK Sales Agents for the Muthing flail and Reform specialist tractors ranges.
"The business has enjoyed consistent year on year growth since and the addition this year to our portfolio of the Woods Equipment rotary cutter range, has further expanded our product range.
"We look forward to a continuing and expanding relationship with the UK professional agriculture and groundcare sectors and dealership network.”
Whilst not yet a legal requirement in the UK, Irish importer is now fitting a 2-in-1 handbrake and failsafe breakaway system to their trailed spreaders as standard.
Atkins Farm Machinery, who are the Irish importers for the Bredal range of trailed fertilizer spreaders, has taken action to ensure that their trailed units come with additional safety features to avoid vehicle related incidents occurring during and after operation.
Atkins Farm Machinery now fits a 2-in-1 handbrake and failsafe breakaway system, known as the Powerbrake-RT, to their trailed spreaders as standard. Whilst not yet a legal requirement in the UK, a failsafe braking system is a mandatory requirement in Ireland, as well as in most European countries.
Atkins Farm Machinery’s Trevor Richardson said, “With the ever increasing volume of vehicles on the Irish roads, and the scale of agricultural equipment that needs to travel our roads, the importance of road worthiness is crucial. To us, the safety of our customers and their workforce is paramount. This is why we have decided to fit the Powerbrake, which complies with all RSA requirements for use on Irish roads.”
Joe Deacon, the Managing Director of Distag QCS, who produce the Powerbrake, commented, “The Powerbrake is an innovative solution to an increasingly worrying problem. It provides a highly effective breakaway device, as well as a fiercely powerful handbrake mechanism, which can be deployed when the trailer is stationary to keep it secured. We are keen to work towards a safer agricultural industry, and as a result, the Powerbrake-RT can now be retrofitted to any braked trailer.”
Aspen Fuels are supporting a local company who are attempting to break the Guinness World Record of 'The Longest Distance Pushing a Lawnmower in 24 Hours'.
Aspen are providing the fuel for the lawnmowers and are helping to spread the word to encourage donations for the chosen charity, Julia’s House - who will be helping families with children with life limiting conditions this Christmas.
Hants & Dorset's Head Gardener will be attempting the record, with the event starting at 7:30 on Saturday 16th of December and finishing at the same time on Sunday 17th at the Athletics Centre at Kings Park, Bournemouth.
ALLETT New Opportunity – Product Specialist / Field Based Merchandiser
Are you a friendly, self-motivated individual with a passion for brand promotion and increasing Company sales? If so, this role may be for you!
Are you a friendly, self-motivated individual with a passion for brand promotion and increasing Company sales? If so, this role may be for you!
Where you’ll be working
Allett, a brand of Turfmech Machinery Limited, are the proud manufacturers of high quality, British made precision cylinder and rotary mowers for both commercial and domestic use.
Working within a niche market, we pride ourselves on top quality products, great customer satisfaction and ultimately amazing, striped lawns. We are an international player, which exports products all over the world including a high-end customer base, including premier sports grounds and royal households.
We are a small specialist team of passionate and hardworking individuals, who work together flexibly, to meet our collective business goals. If you feel that you could add value to this team, please read on.
What you’ll be doing
Homebased with UK & Ireland travel (overnight stays up to 2-3 times per week depending on self-managed calendar), you will be working as a Brand Ambassador within our sales division. This is a newly created opportunity for the right candidate to make their mark and put us on the map brand-wise.
In conjunction with our Sales Director, you’ll be responsible for leading marketing initiatives for our brand of domestic lawnmowers through our UK Distributor. Below are a few other areas of responsibility:
You will be developing new and existing relationships within our distributor network, including online retailers to increase our brand presence and sales potential in line with Company targets.
You will be increasing brand and product education amongst a selection of targeted dealers.
Visiting targeted 2-3 dealers per day, up to 15 per week to support brand development, dealer product education and point of sale merchandising.
You will be supporting in the installation of dealer showroom displays and monitoring and measuring sales activity against key business targets.
This will include arranging and attending UK based events and dealer showrooms to showcase our products and increase presence and ultimately sales for the business. Some weekend work may be required for show attendance with time off in lieu during the week.
You will undertake market research and customer surveys to support product development and help us identify new sales growth opportunities to gain an advantage over our competitors.
What you’ll need to succeed
Need to know
How to use and exploit social media for marketing purposes to help our Digital Marketing Executive be even more effective and support your work.
Knowledge of industry advantageous but not essential as full training will be given.
How to use (competently) the Microsoft Suite, including Outlook, Word, Excel and PowerPoint.
If you have a passion for lawns, lawn mowers and or gardening will be an advantage.
Need to have
Drivers licence due to UK travel to our distributor network. Applications welcome from those 25+ due to insurance requirements for the vehicle.
Experience of a customer facing role or managing/building relationships.
Need to demonstrate
We have a number of core competencies that we believe are fundamental to both individual and business success.
Being knowledgeable – knowing your stuff, with an ongoing passion to learn and develop
Results focused – getting the job done and delivering what was promised
Effective Team worker & Communicator – working effectively with others to achieve a common goal
Great Organisational skills – great at managing priorities and workload
Takes Responsibility – self-starter who works on own initiative and takes individual responsibility
Effective and Innovative Problem Solver – Creatively solving problems or improving what we do
What’s on offer?
Competitive salary between £25,000 - £27,000 per annum (DOE) + bonus for increased distributor sales, van derived car for both personal and business use, 28 days holiday inclusive of bank holidays with an option to purchase 5 additional days, pension and personal development opportunities.
Plus, the chance to work with a great bunch of people in a relaxed but hardworking environment.
If you are excited by the prospect please apply with a CV and covering letter detailing how you meet the job specification to HR@allett.co.uk
An Automower® Specialist is required to join the Husqvarna UK Sales team, reporting to the UK Field Sales Manager.
An Automower® Specialist is required to join the Husqvarna UK Sales team, reporting to the UK Field Sales Manager.
The primary focus for this exciting role is to support the Field Sales Manager and the Area Business Manager team to develop Automower business further.
This is a field-based role involving frequent travel around the UK dealer network within the following location areas as a minimum - South Midlands\Northern Home Counties.
The key areas of the role are as follows within the Forest and Garden dealer network:
Training Area Business Mangers and dealers on product knowledge and installation of the Automower®
Conduct product demonstrations and exhibits at various events and dealerships, being able to provide technical support and advice as required (by appointment, email or telephone)
Previous mechanical or electrical engineering experience / qualifications is preferred
We require the successful applicant to have the following skills:
Enthusiastic, outgoing and self-motivated with a strong desire to achieve
Excellent communication skills and a relationship builder
Previous customer service experience (garden machinery or other industries)
A team player who is able to work independently and has a self starter attitude
Commercially astute, with strong numeracy and literacy skills
As part of our continued growth, we are seeking to recruit an area manager to cover the South East Region.
Area Manager – South East Region Competitive Salary Company Car / Car Allowance, Laptop, Tablet, Phone and Pension.
As part of our continued growth, we are seeking to recruit an area manager to cover the South East Region.
Duties will include maintaining and developing the existing customers in this key region whilst expanding the customer base.
We are looking for an enthusiastic sales professional. The ideal candidate should have some experience within the garden machinery or small plant hire industries. A clean driving licence and a good working knowledge of MS Office.
