Service Dealer held our first group video conference call of the year with senior representatives of manufacturers, distributors, business service suppliers and trade associations, on Tuesday this week.

Once again we had a frank and open discussion, covering a range of topical subjects. As ever we thank the participants, who helped us gauge the temperature of the industry at the start of this most unusual year.

Industry shows

A subject which stood out for me this week as certainly raising strong feelings amongst some participants on the call was the notion of the industry show and event scene for 2021 and beyond. Shows are something that it feels like we have been discussing every year, ad infinitum - and the debate around them will not be subsiding anytime soon.

Those with the strongest feelings felt that as an industry we are perhaps 'overshowed'. It was hoped by some that the pandemic might have re-set the dial somewhat on the number and frequency of shows for our sector. If we've done without them for the past year, do we need to go back to how we were before was the argument?

It was actually believed by some, that with all we've heard lately about shows coming back and new shows in the offing, there will in fact be more pressure on companies to exhibit at more events than ever before. Even if there was little appetite amongst manufacturers to attend - and crucially little material benefit in terms of sales gained - a view seemed to be held that if my competitor is attending, I should too.

Whether all these shows will actually take place this year on the dates that they have currently scheduled, was described as the million dollar question? Companies have intentions to attend, but hard and fast plans are difficult, considering how quick everything can change.

It was said how important it is of course to keep in touch with dealers and customers - but over the past year new, virtual methods have of course been trailed by many companies. It was thought perhaps that these were effective for keeping in touch on a business-to-business basis (i.e manufacturer to dealer) - however, the keenness of the end-user to attend an online show was up for debate.

It will certainly be interesting as we progress throughout this year and into next, to see just how many of the proposed industry shows do go ahead as scheduled and with what level of support? It's certainly a confusing picture at the moment with some saying they are going ahead this summer and others not.

Might we see a similar situation to a few years ago where several of the so-called big boys got together and chose to support the two main trade association shows (GMA's Saltex and BIGGA's BTME) - but only attending each, every other year? We'll have to see how it all pans out.

Brexit

Also high on the agenda of the industry representatives we spoke to, were the immediate effects of Brexit.

Having been in this new world for a few weeks now, with a deal only sorted at the 11th hour, the practicalities of what this means is being felt by companies who need to move metal around Europe - which frankly, is pretty much everybody.

The key word which we heard repeated on Tuesday in regards to this, was confusion. It seems that with the massive increase in paperwork and legislation, there is quite understandably many inconveniences occurring at every step of the chain.

We were told that freight companies might not know the rules which can lead to delays. Or there is a lack of consistency from freight company to freight company, which leads to more confusion and more delays!

Also new certification is required for some items - particularly with the movement of second-hand machinery we were told - and specifically its cleanliness. Again as we've heard before, the best advice to any dealer who may be involved in importing or exporting, seems to be to seek a professional broker's advice. With the complicated legal picture at the moment, it appears to be the most sensible means of progressing. Although we heard that these might be quite hard to get hold of at the moment too!

Stock levels

Related to these delays caused by Brexit are of course concerns for dealers regarding stocking availability - both for whole goods and for parts.

We've been hearing concerns expressed for some time now regarding what the first quarter of this year would look like - and whilst everything isn't perfect (the Brexit issue and the well-publicised shipping container crisis are having inevitable adverse effects) - things don't appear to be terrible (as evidenced by Campey today).

It seems the plans made last year and the stocking which went ahead by companies in preparation for what was always predicted to be a difficult time, has certainly helped. There will of course be issues. Manufacturers rely on a chain of suppliers to produce components for their products - if any of them get hit by delays, covid-related or otherwise, there is of course a knock-on effect. However at the moment the people we spoke to were certainly pretty upbeat in their dialogue with us - and appeared to feel their dealers felt similar.

It does seem inevitable though, that with these crazy increases in costs being seen for shipping and logistics around the world (a containing going from $2000 to $12,000!), prices for consumers will eventually have to increase. An interesting thought we heard regarding this from one manufacturer, was that perhaps dealers who had already purchased new stock for the year might welcome an increase in RRP. 

The argument was they have already purchased stock at the old price so an increase in cost to the consumer would see an increase in margin for them. Also at the moment, for garden machinery certainly, there isn't that usual competition for the consumer's pound in the their pocket because no-one can go on holiday - so 2021 has the potential to see more expenditure on home and garden improvements once again.

An interesting perspective, dealers will be keen to find out if it plays out like that.

Training

Obviously Lockdown 3.0 and how it was going for the companies on the call and their dealers was also discussed.

Training we heard, was another area of our business lives which had been effected by the restrictions in place. It sounded like hardly any face-to-face training is taking place in the industry currently. Companies had invested time and money in making sure the technology was there to offer learning remotely - which in some ways can be preferable as it's less traveling away from the dealership, saving time and expenses.

We heard it said that sales training is perfectly fine to be carried out this way, but that mechanical training for technicians can suffer. This simply doesn't work as well as it does in a real-life environment. Companies were trying their best by utilising tech such as helmet cameras etc, but it's just hard to make it interesting and engaging.

Once again it was valuable for us to hear from some key players in the industry regarding what they see as the key issues right now. Next time we'll speak to our dealer panel to hear how they're finding things at the sharp end.

Following on from publishing the final agricultural tractor registration figures for 2020, the AEA has now released the breakdown of registrations by region and power band.

Figures show that almost all parts of the UK saw a decline in registrations between 2019 and 2020. Only the South East of England saw a fractional rise in registrations. 

"However," says Stephen Howarth, agricultural economist at the AEA, "the rate of decline was smaller in the North of England and Wales than elsewhere. The sharpest fall was in the Home Counties, with the South West and Northern Ireland also seeing declines of over 20%, compared with 2019."

The decline in registrations was seen across most of the power range, apart from the top and bottom. There was a small rise in the number of compact tractors (50hp and under) being registered and there was also a rise among machines at the other end of the range; 25% more tractors over 320hp were registered in 2020 than in 2019. There was a modest fall among machines over 200hp but all broad power bands below that level (and above 50hp) saw year-on-year falls of 15-20%.

Stephen Howarth continued, "The rise in registrations at the top end of the power range meant that the average power of agricultural tractors registered during the year topped 170hp for the first time, reaching 171.0hp. That represents a rise of nearly 30hp, compared with a decade ago. Including compact tractors in the calculation brings the average for all machines registered down to 153.4hp."

Despite the widely reported disruption at ports due to Brexit, Campey Turf Care Systems have said they have maintained their EU import times.

 
As recently as 26th January the company says machines were collected from Imants in the Netherlands one day and delivered to their headquarters the next. Campeys say this has primarily been due to the work they have carried out behind the scenes.
 
Campey director, Lee Morgado, said, "Suffering no disruption to date has been down to preparing for the changes as well as keeping on top of COVID-19 protocols.
 
“We knew with Brexit there would be rule changes and that could have an impact on imports at customs, so we’ve put a lot of work into making sure there are no delays.
 
“Obviously the circumstances away from Brexit with the pandemic have put a greater strain on the GB-EU border, but that is where we’ve really seen the preparation pay off because we haven’t suffered any unnecessary delays and have been able to stick to our delivery schedules.
 
“A majority of it has been paperwork based and being proactive as situations change. Doing this means we are now in a place where our customers don’t see a difference. For them, when they order an Imants machine or Air2G2, they still get it when they expect to, which was always our main priority.”

Organisers of the Royal Welsh Show, the Royal Welsh Agricultural Society, announced Wednesday this week that this year's edition of the show, scheduled to take place July 19-22, will not now take place and will be postponed until 2022.

In an official statement, the Society said, "Our team continues to work in partnership with the Welsh Government and Public Health Wales to ensure the event sector has a strong voice, however current restrictions, as set out in the ‘Coronavirus Control Plan’ and the various Alert Levels mean that it is impossible to hold large events this summer. Any restrictions on numbers and the associated 2 metre social distancing rules are major barriers to the viability of events, such as the Royal Welsh Show.  That said our staff, trustees and the whole Society are committed to ensuring the showground is event ready when rules allow.

"Despite the postponement of the Royal Welsh Show, the Society is committed to exploring every opportunity to host smaller COVID compliant events during the summer and it is our ambition to host a bumper Winter Fair, before returning to a new normality in 2022.  Further announcements will be made later in the Spring, when a better understanding of the pandemic and restrictions is available."

Chief Executive Steve Hughson said, “We continue to work alongside the Welsh Government and Public Health Wales to create a Road Map for the safe re-opening of events.  Our events are central to the rural economy and way of life and mean so much to members, exhibitors, traders and visitors and we fully understand the responsibility on all of us to ensure we deliver our events as soon as it is safe to do so. Despite these challenges the Society has stepped forward to support our local community by providing free facilities for a COVID Testing Centre and a mass vaccination centre.”

Chairman of the Board John T Davies added, “It is with the regret that the decision has been made to cancel this year’s Smallholding and Countryside Festival and to postpone the Royal Welsh Show.  We will explore the possibilities of smaller, alternative events this summer and with the Board of Directors will continue to focus on protecting our Society for the next generation.  We greatly appreciate the support of our members and other stakeholders.  The continued support of all associated with the Society has never been more important.”

Grassland UK, the triennial event covering grass production, is due to return to Somerset on 6 May, boasting an array of working machinery demonstrations and practical seminars.

The event has relocated to the main Bath & West Showground, which the organisers say will offer easier access and better facilities, helping visitors to stay Covid secure. “Being outdoors, we are confident that we will be able to operate within Government guidelines, enabling farmers to finally attend a physical event after over a year of restrictions,” said Alan Lyons, head of shows at the Royal Bath & West Society.

The event team have overseeded 60 acres, on which equipment including mowers, tedders, balers and forage harvesters will be demonstrated. There are also 15 trial plots, showcasing the latest grass varieties, and a technical seminar programme.

“Being located on the main show site means that the event will be far easier to navigate, with trial plots in the centre and trade stands around the entire circular route,” said Alan. “This will make it easier for visitors and exhibitors to socially distance, and permanent facilities on-site including multiple toilet blocks and a restaurant will make for a more comfortable day all round.

“Demand for trade stands is really strong, as businesses are keen to get back to physical events after a year off."

Tickets for the event are now on sale, with advance tickets discounted to £15 for students and £17 for adults. Should the event have to be cancelled due to Covid restrictions, full refunds will be given.

Reesink Turfcare’s managing director, David Cole, has spoken about the challenges and achievements their company faced 2020 and what is  coming up for them this year.

“2020 was an extremely challenging year for us all,” David says. “Few, if any, industry sectors escaped unscathed from the impact of a sweeping pandemic. So, it’s worth taking a moment to recognise the resilience of our customers, our dealers and even ourselves for surviving the year. For Reesink, we have had to become a different business from this time last year. 

“COVID-19 forced us to make some changes. We saw some of our well-known customer-facing colleagues take early retirement as a result of the changing workplace, whilst some also left to seek out new challenges. So, we took the opportunity to restructure the business, and refocus on the fundamentals.

"We welcomed, and congratulate here, Alastair Rowell in his appointment as UK sales manager and Trevor Chard as national account manager for Toro fine turf and grounds. In addition, we welcomed new people to the Turfcare sales team, regional business manager David Timms for the southwest and midlands and salesman Daniel Tomberry for the midlands.

“Customers in certain areas of the country have a new Reesink contact, not because their old contact left but because we’ve made those structural changes to the areas our representatives work in and because our sales reps now cover both Toro fine turf and grounds machines. Post-Covid, it made sense to now have one contact for all Toro customers in one area, a single source of expertise.

“We focused on our parts, servicing and support division. We knew how important this would be to so many throughout lockdown. During that time machine sales slowed, and clubs kept hold of existing machines due an upgrade for longer. Toro has the benefit of longevity and durability on its side, but still replacement parts have never been more in demand. We’re pleased to say we and our dealerships were able to continue fulfilling performance parts orders throughout that time and we hope it helped.

, 

Greensmaster eTriFlex 3370

“Despite the challenges, concerns and distractions, 2020 had some highlights. We launched our online national network Ree.Own, providing access to the best used Toro machinery available in the UK. The launch of the Toro Greensmaster eTriFlex 3370 all-electric riding greensmower was another highlight.

“We are transitioning to Tier V engines in many Toro machines," David continued, "an important and regulatory change for emissions control that has impacted the whole industry. And we welcomed Franklin pumps and SRC two-wire irrigation controllers to our product portfolio to provide an even more comprehensive range of irrigation solutions to our customers.

"Plus, during 2020 we saw a significant pick-up in interest in Toro’s GeoLink precision spray system, which impacts chemical waste and over-spraying." 

Lynx Engineering say the engine performance of some of the world’s biggest combines and tractors can now be accurately tested here in the UK due to the arrival of new Eggers dynamometer technology.

Lynx say they added a mobile Eggers 735 KW PT 501 G+ PTO brake dynamometer to its dyno range. Capable of measuring and verifying the torque, power and performance of engines up to 1000hp, Lynx claims the new dyno could be the most powerful of its type in the UK. 

The company are the sole UK importer of these dynamometers from Germany-based KL Maschinenbau, which specialises in the development and manufacture of dynamometers for agricultural machinery and engines.

Dealers across the UK and Ireland can now either book dyno tests to be conducted by a Lynx technician on the dealer’s premises, or dynamometers can be purchased through Lynx and, if necessary, supported with training.

Lynx managing director, Nick Ewbank said, "Testing a tractor or a harvester in summer and then in winter can yield completely different results from the same input data. The Eggers technology provides a common standard, irrespective of outside air temperature, to give consistently accurate and reliable results whatever the time of year.

“With this new addition to our Eggers dyno range we can offer our dealers a first-class testing service on any harvester or tractor, saving them a substantial financial outlay on special tools and training which they would otherwise need to support the sales and servicing of the very latest high-horsepower machines”, he added.

New Holland have teamed up for a second year with The Prince’s Countryside Fund for the ‘Up to Speed’ scheme offering three aspiring farmers the opportunity to win the loan of a New Holland machine for a year.

JB Gill, JLS band member, farmer and ambassador for The Prince’s Countryside Fund

The scheme is now open for applications. The Fund and New Holland say they are looking forward to working together again to ensure that forward-thinking farmers can get their business ‘Up to Speed’. The scheme is open to any British farmer who can justify how the loan of a New Holland machine will help their business develop and become ‘Up to Speed’.

This may be:

• A new entrant who could use the machine to kickstart their business.
• An existing farmer who is looking to become more efficient on farm.
• A farmer who is looking to develop and/or diversify their current enterprise.

There are three different New Holland machines available for loan: a Boomer Compact Tractor, a T6 Tractor, and a TH Telehandler. Applicants must be aged 18 and over, with a British driving or tractor licence, a UK citizen with a UK passport and a resident in the UK.

To apply entrants must  fill in an application form and upload a short supporting video explaining why they deserve the machine.

JB Gill, JLS band member, farmer and ambassador for The Prince’s Countryside Fund said, “A year ago I launched the ‘Up to Speed’ scheme with The Prince’s Countryside Fund and New Holland and recently, I heard first-hand how much difference the New Holland machines have made (and still are making) to the businesses of the 2020 winners."

Rob David, 2020 ‘Up to Speed’ Scheme winner, said, “I won the loan of a New Holland T6.165 tractor through the ‘Up to Speed’ scheme. In May, I took on some extra land, which I would not have considered without the New Holland tractor. Since then, the extra land has allowed me to buy some cattle and more breeding ewes too. The tractor has given me so much more freedom, saved me time and money – and just made life much easier! In the nine months I’ve had the tractor so far it has enabled my business to grow. I’d urge everyone to apply!”

Pat Smith, New Holland business director UK said, “We are very excited to be teaming up with The Prince’s Countryside Fund for a second year. This is a unique opportunity for three forward-thinking farmers in the UK. We at New Holland are very proud to be the major tractor manufacturer in the UK, we value our heritage here in Basildon, Essex, and we are dedicated to supporting British agriculture and British farmers. Following the success of our first year of the scheme, we look forward to supporting the next three lucky beneficiaries!”

Applications open at 12pm on 1st February 2021, and close at midnight on Monday 1st March 2021. Find out more here.

Our Summer research shows that on average, each Garden Trader dealer will be sent 114 new customers (or people with a buying intention walking through your door) per year.  This works out at 83p for each new customer. A subscription rate designed to be all inclusive delivering unrivalled online results.

This site was purpose-built just for skilled servicing ground care dealers by the team that bring you Service Dealer Magazine. It is easy and quick to register and costs just £96 + VAT per year for a full listing.  As this dealer site is designed to promote the UK dealer network, all revenues in 2021 will be reinvested into promoting the site online.

Join the country’s only independent specialist website, created by the team that bring you Service Dealer. Join our subscribed Garden Trader dealers now by clicking on “Register Dealership” and let's fight back against the zero value retailers.

Map of dealerships registered with Garden Trader

FIND OUT MORE