This week Service Dealer held the last of our conference calls for a little while, one with a panel of dealers and one with manufacturers, business service suppliers and trade associations. Everyone is becoming extremely busy, so far be it from us to get in the way of business being done!

You can read Service Dealer owner Duncan Murray-Clarke, extending his thanks to all who have taken part here - and I'd just like to add my appreciation to that also. It has been invaluable during this lockdown period, when we've not been able to get out and about to speak to people, to get a sense of how dealers and the wider industry has been coping. 

A surge in business

The message which I took away from our chats this week is that the industry is focussing on recovery. It would appear that pretty much 100% of dealerships are now open again - with safety measures in place of course but perhaps not all staff recalled just yet.

The common thread is that everyone is incredibly busy! We are hearing about a real surge in customer demand, especially in the domestic sector. The ag guys of course never really stopped and with the recent rain, they are finding themselves in the thick of the demands which harvest brings.

Even dealers in the commercial machinery sector, who arguably were hit hardest during the peak of lockdown, are seeing activity. The golf sector is being described as buoyant and even local authority tenders are beginning to wake up again.

So we're in the midst of a real surge. Dealers and manufacturers alike were telling us that year on year, they have experienced better May and Junes. Compare that for a moment against the feelings we all had that night back in March when Boris told us all to stay at home. One dealer confessed to us this week they were in tears that night, worrying about what lay ahead - and they will not have been alone. It's quite remarkable really.

Theories as to why there has been this increase in sales during these quite extraordinary circumstances were discussed. Firstly, it was the timing of the pandemic which had contributed. With the spring and good weather, people at home had the time and the inclination to look after their outside spaces.

Crucially of course, this was combined with the government's furlough scheme. With some money still coming in and very few outlets in which to spend it, the outdoor power equipment sector benefited somewhat.

This extra demand didn't just fall into the laps of dealers though. As we have been reporting, proactive dealers who have adapted quickly, often utilising the digital tools available to them, have found success. Many have had to ramp up their digital reliance in a quite short space of time - finding themselves on a steep learning curve. But with clever, targeted social media marketing, they've seen immediate results. One dealer this week told us how they'd just taken on a new part-time employee to handle their digital output. A reflection of how well digital has been working for them.

A sting in the tail?

However (and there's always a however!), all this positivity is tinged with a healthy dose of caution. It seems many dealers are aware there could be a sting in the tail following all this.

Firstly, there's an emerging immediate concern regarding supply of machinery. This surge has put a real strain on dealers physically being able to get hold of certain items from certain suppliers. One dealer we spoke to went as far as to describe the gaps in their showroom currently as "embarrassing".

Customers will understand to a point that there will be delays in supplies. The fact that factories around the world were closed down for an extended period was always going to have a knock-on effect. Some customers can even be up-sold if the cheaper product they were interested in is unavailable. But there comes a point when the higher ticket items are also out of stock - and patience is lost. It seems that many clients are now at that point where they expect customer service levels to be back to normal.

We fed back these dealer concerns to the manufacturers, who were sympathetic and were no doubt doing their best to resolve any issues. It seems if an honest dialogue can remain open, with suppliers being up front with their dealers, that at least is appreciated. 

The other worry looming is that this surge could well be followed by a spending drought once the terrible level of expected redundancies kick in. As furlough subsides and companies across society either make cuts or sadly fail, that money which has been spent on outdoor power equipment could well disappear.

Dealers are all too aware that this burst of activity could be, as one put it, a ticking time bomb. 

What about shows?

Looking ahead, discussion again turned to how might manufacturers introduce new products to the network in the foreseeable future - with a specific emphasis on the role of shows.

Manufacturers in particular voiced concerns about the number of trade shows now scheduled for the first quarter of 2021. A principal worry shared by many is will punters actually want to attend? Which is, of course, an almost impossible question to answer!

As well as difficulties that distancing measures will of course dictate on the showfloors of the exhibition halls, it's all the activities surrounding the show experience which also have to be taken into account. Travelling in cars together, staying in local hotels and socialising in bars and restaurants. Will visitors be prepared to put up with the difficulties inevitably associated with all these matters? Or will they think, 'do you know what, for the aggravation involved, I can skip going to the show this year'?

It is of course a desperately difficult situation for all involved - not least for the various show organisers, for whom there is sympathy. There are alternatives of course. Glee who declared yesterday that September's edition won't be going ahead at the NEC, have announced plans for an online alternative. Cereals recently seemed pleased with how their virtual show went down.

But those events planning a live gathering in the spring, for those organisations their annual exhibitions are vital for their ongoing work. The question is though, how vital will they prove for exhibitors and visitors early next year?

And that problem of not knowing what's around the corner was summed up for me on our call by one manufacturer. "At the moment, trying to predict what business will be like next week is the 10 million dollar question," they said.

"Trying to predict what it'll be like in six months . . well, that's the 10 BILLION dollar question."

With the industry now well and truly focussed on catching up with customers, we have decided to have a six week rest in our industry calls with key manufacturers, dealers and of course our friends at BAGMA and the AEA. I would like to thank all those who have taken part and contributed.

This week’s calls were interesting and incredibly open. I have seen such an evolution in the industry collaboration over the past three months which is simply heart-warming.

As a result we have all been better informed and Steve has studiously been reporting on call feedback every Friday. I know that this strange period has tested us as a media business but I am convinced we are stronger and wiser as a result - enabling us to launch some initiatives as a direct result of the pressing industry needs.

Our Dealer Digital Toolkit has been very well received by dealers up and down the country (as well as abroad).  This toolkit is free so please do pass on the good news if you have found it helpful.

Also, look out soon as we will be launching a product 'demo area' off the Service Dealer website. Details to follow next Friday I hope!

So, my very best wishes for now and thanks again to all that have been inputting and supporting us over the last few months.

This week saw the US sister site of Garden Trader, MyMowerSpecialist.com, pass 2,000 listed dealers.

The website passed this milestone just before the 4th of July weekend holiday.

Following the launch of Garden Trader in the UK four years ago, www.MyMowerSpecialist.com was a natural next step. The site has been purpose built for the U.S market and the large bias we now see towards mobile device usage.

Founder and owner, Duncan Murray-Clarke commented, “I am delighted with the spread of skilled dealers we have listed across the whole of the USA. This site has huge potential in this exciting market for both dealers and manufacturers”.

For further information please contact nikki@theadplain.com or emily@mymowerspecialist.com

A report in the Milwaukee Journal Sentinel says that Briggs & Stratton plans to move some production from its Wauwatosa, Wisconsin facility to New York by the end of August.

It says that production of its lawn tractor, residential zero-turn mower, snow thrower and pressure washer products will move.

"Not all production is leaving the Wauwatosa site," states the Milwaukee Journal Sentinel. "Standby generators and engine components production, along with other support areas will stay at the Wauwatosa facility."

The paper says that the company is making the move "to streamline its production and distribution of products." The new facility is within 10 miles of another B&S facility making similar products.

According to a news release seen by the Milwaukee Journal Sentinel employees in Wisconsin who will be affected by the move will be given a 60-day notice. The employees will stay with the company until the end of August.

Hyve, the organiser of Glee, the garden and outdoor living trade show which was due to take place at the Birmingham NEC, September 14-16, announced yesterday (Thursday 2nd July), changes to the 2020 event.

A statement on the show's website read, "As a reflection on conversations between the organisers and the garden retail market, Hyve made the decision that Glee 2020 will not take place this year. Glee will return as a live event at the NEC in 2021."

The team behind Glee say they will host a virtual forum for the garden retail market this autumn, taking place on 15 and 16 September 2020. Organisers say more information on this online event will be available on the Glee website in due course.

Matthew Mein, event director, Glee and Pawexpo, is quoted in the official statement, saying, "We have been listening to both our exhibitors and visitors, and the feedback from garden retailers has been incredibly supportive of Glee. That has enabled us to take a fresh approach and bring the community together through the launch of a brand-new virtual forum.

"We’re excited to have the opportunity to provide a new platform for interactive industry discussions and product discovery. We are also looking forward to when the industry can meet again in person both at Glee at Spring Fair in February 2021, and Glee and Pawexpo 2021 taking place 14-16 September.”

According to figures released by the AEA UK agricultural tractor registrations (over 50hp) showed some signs of recovery in June, although they remained below the level seen last year.

At 932 machines, the monthly total was 15% down year on year but that is a much smaller decline than those seen in April and May.

"This is likely to be partly due to an easing of the impact of Covid-19 on delivery times as factories across Europe were generally back and running, albeit sometimes at reduced capacity," said Stephen Howarth, agricultural economist at the AEA.

"The effect of the virus, along with other factors negatively impacting on demand for tractors, such as the weather and political uncertainty, can be seen in total registrations for the first half of the year, which were down by almost a quarter, at 5,195 units," Stephen contined. "That means around 1,700 fewer tractors were registered this year, compared with the first half of 2019."

In this week’s Service Dealer Digital Toolkit instalment there is advice on how and why you should be putting some budget aside for your digital activity.

We are covering the basics of community building and how to successfully boost your social media posts. With the support of social media guru Teresa Heath-Wareing we have video tutorials for creating successful Twitter and Facebook ads.

We also demystify Pay-Per-Click and point you in the right direction for getting started.

If you have already registered for the toolkit then you can use the username and password you received by email to login. However, if you are yet to register, you can do so here: servicedealer.co.uk/dealer-digital-toolkit

Last Saturday members of the GGM team, including md Chris Gibson, concluded their 100 mile round trip cycle and walk for their chosen charities, Greenfingers, St John’s Hospice in Lancaster and Pendleside Hospice in Burnley.

Having raised over £3000 so far, they have already smashed their original £1000 target.

Chris, Hillary and Thomas Gibson with the rest of the team in family groups at St John’s Hospice

The final part of the challenge which was completed last Saturday afternoon (June 27th) was the walking element, which covered over 80,000 steps, taking in the Lancashire Witches Walk which passes through the Forest of Pendle and the Forest of Bowland to finish at Lancaster Castle. Travelling through blistering temperatures and torrential rain, the team completed their walk, arriving at St John’s Hospice, Lancaster to a hero’s welcome and an afternoon tea with a well-earned beer and fizz.

Chris Gibson concluded, “I am hugely proud of what our staff have achieved this weekend. It was teamwork in the truest sense, and we all worked hard to make the event work, while adhering to social distancing. The youngest participants were just seven years old and as a family business, and it was fantastic for us all to come together.

"We’d like to extend our thanks to Chorley Nissan who loaned us a support vehicle and Lisa and the team at St John’s Hospice who waved us off and then welcomed us back with refreshments.

You can still donate by clicking here.

Opico Ltd has announced the appointment of Truro Tractors to their Maschio Gaspardo dealer network.

L-R: Jeremy Stephens, director & sales; Hilary King, sales; Dominic Burt, territory manager for Maschio Gaspardo, Jonathan Stephens, director and sales; James Stephens, grounds care

Truro Tractors has been selling and servicing agricultural and horticultural machinery to Devon and Cornish farmers for almost 40 years and has three depots Chacewater, near Truro, Wadebridge, and Treburley. The dealership will now be addiing the full Maschio Gaspardo tillage line-up of ploughs, cultivators, drills, combination drills and rotovators, as well as the range of Maschio flail mowers.

Commenting, Charles Bedforth, Opico’s sales manager said of Truro Tractors, “They enjoy a hard-earned reputation for quality and honest family values and are ideally positioned to grow the Maschio Gaspardo brand across Cornwall.”

A statement from Jonathan and Jeremy Stephens, directors at Truro Tractors, said, “The Maschio Gaspardo range is a perfect product fit for our farming and ground care customers. Our sales, service and parts teams are fully up-to-speed with the products and are ready to get stuck in to demonstrating, selling and supporting the range.”

Iseki UK & Ireland, alongside their local dealer MST based in Tiverton, recently sold a fleet of machinery into Blundell’s School in Devon.

L-R: Scott Struthers (MST sales rep), Graham Cox (Blundells) and John Clifford (ISEKI sales manager)

Newly appointed Graham Cox at Blundell’s in Tiverton had been tasked with upgrading the groundcare fleet of machinery. So, following on from what his estate bursar Ian Barnes, deputy head groundsperson Richard Hutchings and the grounds team had started, Graham began looking into what was on the market. Having contacted a number of local dealers Iseki and MST came up trumps for their needs.

Graham explained, "We knew our two previous 36hp tractors needed an increase in power to 50hp in order to run the specialist sports turf equipment around the site. The schools overall strategy is to significantly improve its sports pitches and gardens. MST brought out the Iseki TG6495 IQ on demo for us to try and it was perfect for the jobs we require." 

Blundells also required new ride-on mowers for their gardens and fine turf areas, opting for the SXG323 model. 

The deal also included a TXGS24 23hp tractor which is used on the astroturf pitches and for running the SISIS Quadraplay on sports pitches.

"We had a large range of demos and competitor quotes but MST made the decision simple," said Graham.

"We have been very lucky, the school has supported the grounds department to enable us to produce top quality playing surfaces and grounds maintenance across the site with the best equipment. The purchase will pay off for years to come with continued improvement of presentation at the school."

Orbit, one of the UK’s leading housing providers, has invested in a large fleet of battery powered Pellenc equipment, from dealer RT Machinery, to meet its low noise and carbon emissions requirements.

Orbit is one of the largest housing groups in the country with a growing property portfolio of over 45,000 homes spanning the Midlands, east and south. The company says green objectives are at the forefront of its agenda; from construction to day to day operational management of its properties, efficient use of resources is a key consideration.

Through its Orbit Earth initiative, the company say they aim to take responsibility for its impact on the environment, take action to reduce this impact and embed more sustainable practices throughout the business.

Rhys Warwick, an estates team manager for Orbit, was asked to investigate the procurement of new machinery to complement its Orbit Earth initiative. He started researching battery powered groundscare equipment which would be able to withstand the heavy demands of commercial use.

“I was looking specifically at commercially viable equipment rather than domestic tools and found that actually the market was very limited,” he said. “We looked at a lot of manufacturers and the equipment was extremely limited in terms of the running times and the warranty we’d like from commercial equipment.

“Fortunately, we came across Pellenc at SALTEX 2019 and were really impressed at the design, the running times and pretty much everything about that equipment. It was probably one of the only brands we had seen that was really and truly commercially viable with the running times you would need to have a good full day’s work in grounds maintenance.”

After seeing the equipment at SALTEX, a demonstration day was organised, and Orbit ordered a fleet consisting of Rasion Easy mowers, City Cut brushcutters, Excelion strimmers, Selion chainsaws, Arion blowers and the powerful ULiB 1500 batteries. Over a three-year period, the equipment will continue to be incorporated into Orbit’s operations - as Rhys explains.

“I would say that in three years’ time, 95% of our groundscare equipment will be electric, and all of that will be exclusively Pellenc.

“Our operatives have been extremely impressed with the running time of the 1500 battery. They have commented on being able to get round several sites, sometimes not needing a charge for two days. The batteries also hold their charge between use as well.”

“Ultimately, Pellenc equipment has the commercial bite needed to meet our environmental aspirations.”

The complete range of Pellenc equipment purchase by Orbit was supplied by official dealer RT Machinery and area sales manager Scott Reynolds.

Garden Trader is helping send quality leads to specialist garden machinery dealers in the UK.  It has been designed to  promote our dealer industry to consumers who are specifically searching for garden machinery products and services.

It is easy and quick to register and costs just £96 + VAT per year to be listed and all revenues in 2020 will be reinvested into promoting the site online.

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