The theme of this year’s conference (working smarter) is absolutely spot on for the times we are living in.

Over the last month or so it has become clear that whatever the guidelines are, the right thing to do would be to make the conference and awards completely virtual.

However, with the event building in energy over the past few years, I could only see a 100% virtual conference as a step backwards, reducing the impact for the dealers and quite simply not offering the sponsors the value they deserve.

So, we have very reluctantly decided, like so many other events this year, to sidestep this particular delivery as opposed to swinging the bat at it.

The great news is that in preparing for this years’ conference in such conditions, we have come up with the most amazing theme and programme as well as developing the hybrid approach, enabling us next year to offer you some of the conference content free of charge through broadcast. So, as Boris would say, it is oven ready . . .

I finally would like to thank the sponsors that stuck with us as we planned and re-planned the event. Your support and enthusiasm for the event is heart-warming and I look forward to buying you all a drink next year.

It's a real shame today that we must chalk another event up to the sad yet unavoidable pile of cancellations that 2020 has left in its wake - and this time it's a lot closer to home for us here at Service Dealer.

You might have already read owner, Duncan Murray-Clarke's piece, explaining the postponement of the Service Dealer Conference & Awards that was scheduled for November. It's so disappointing because, as Duncan says, these events have been gathering such momentum, offering the dealer attendees greater benefits year on year.

I feel I am allowed to do a bit of trumpet blowing here in praise of the event, because I am not involved in its organisation. Like the rest of the attendees, I enjoy turning up at the Oxford Belfry to experience these expertly crafted packages of speakers and workshops - the success of which is purely down to Duncan's amazing team at TAP. They have upped the ante for the conferences each time out, never failing to produce something which educates, enlightens and entertains.

I feel the day has built a real head of steam these past few editions, culminating in 2019's which I've heard many people remark upon as being the best yet - which I cannot disagree with.

Being privy to the plans for this November's conference, I must say it was looking superb and ever so timely - addressing how we might all find ways of working smarter in these extraordinary circumstances. The team had taken the elements which had worked so well previously and had added to them. Again, it's such a shame that is has had to be put on hold.

Agreeing with Duncan, I do believe there's something not quite right about the thought of taking the conference and awards purely online this year. Sure, there's a place for that element to be combined with a live event - but internet only? Well, it's not for me.

No disrespect to those events who have this year been forced make their offerings entirely virtual. I genuinely hope those shows can find their audience and meet their needs. But from knowing how different I personally find Zoom-type activity compared to a live scenario, my worry is the level of engagement could suffer significantly.

It is so different knowing you are going to be in a room with like-minded individuals, to listen and interact with an expert speaker and each other, compared to being sat alone at your desk in your place of work or at home, in front of a laptop. Planning to spend a day away at an event as opposed to asking people to log on to the internet at a particular time, when they are most likely going to be incredibly busy at work, don't match up. Valuable content is likely to get overlooked.

It's prudent for the Service Dealer Conference & Awards to be held over this year. The package can be put on ice and of course added to and updated when we get to November '21. In the meantime I'm sure we'll all miss that end-of-term feeling which the event never fails to create.

But for one year, this quite exceptional year, we will have to put all that on hold.

(shakes fist at 2020 again!)

This week The Ad Plain (TAP), part of the same group as Service Dealer, held the first of two webinars presenting the results of their 2020 Tractor Insight Survey.

The survey first ran in 2019 and provided a benchmark for this year’s findings. Promoted through Service Dealer, dealers examined the performance of tractor brands stocked, and graded them based on six performance areas including value for money, quality and innovation. Dealers were also asked to rate what the manufacturers offered in terms of aftersales care, marketing and training support.

TAP say they were pleased with the sample size who responded, saying that 63 dealerships took part - which out of an estimated 750 agricultural dealerships in the UK is a decent number (almost 10%) in terms of research engagement. Shaun Cooper, head of insight at TAP said, “We appreciate the time and support provided by dealers, especially during Covid."

The quantitative data was subsequently supported with qualitative phone interviews with dealers, helping the researcher to probe areas in more depth and shared real examples on why their feelings should be incorporated in the results.

Shaun Cooper said, “The report has been created to help brands understand areas servicing dealers would like to see improvement and how these areas compare from one brand to another.”

Shaun continued, “The results proved very interesting, especially in regard to the changing nature of the relationship between dealers and manufacturer resulting from market consolidation, technology and digital marketing. Not surprisingly, the manufacturer’s approach to dealer continues to be number one consideration for dealers on which brand is stocked in their stores.

“We drilled down with further investigation to better understand why, revealing there are some real concerns from the dealer perspective, more so than last year. In essence, many expressed the partnership has shifted over the years from what once existed at a personal level based on mutual business values servicing the local market, to what is now a far more corporate engagement. The emphasis is evolving, especially how technology is affecting operations, the product and marketing.”

To discover all the results which the insight highlighted, you can sign up to receive the report in full for free here. TAP say it’s due to be published within the next few weeks.

If you missed yesterday’s webinar, and you want to delve into the results further, you can sign up here for the next one which will be held on Thursday 6th September.

In the meantime, any questions regarding the results can be directed to Shaun Cooper or Oliver Belt at TAP.

Reports from the U.S suggest that the largest unsecured creditors of Briggs & Stratton, believe a business reorganisation rather than an assets auction could result in a better financial outcome for the company’s trade creditors, retiree health plan and pensioners.

The Milwaukee Business Journal says these creditors wish to delay the manufacturer’s fast-track plan to sell its assets at auction.

As reported previously, Briggs & Stratton entered into Chapter 11 bankruptcy protection, with private equity firm KPS Capital Partners named as a staking-horse bidder - with a figure of $550 agreed to purchase most of the small engine maker's assets. KPS is also to contribute $265 million to debtor-in-possession financing to keep the company operating during the process.

The Milwaukee Business Journal writes, " . .the company proposes an auction process with an Aug. 28 bid deadline and a Sept. 11 hearing on the sale. That would complete the Chapter 11 process within 7.5 weeks of Briggs & Stratton’s bankruptcy filing and allegedly give an unfair advantage to stalking-horse bidder KPS Capital Partners, said attorneys representing the holders of $195 million in senior unsecured notes."

The local business journal goes on to say, "If the bankruptcy court judge approves the Briggs-KPS proposal, the company’s retiree benefits plan, pension obligations and trade creditors “stand to receive very little if anything,” the note holders said.

"The company said its board voted prior to the Chapter 11 filing to terminate the company's group insurance plan for retirees, which provides retiree health and welfare benefits. With the termination, benefits will cease on Aug. 31.

"A reorganization plan, on the other hand, could potentially preserve some financial value for those stakeholders and others, the objection states.

"The note holders suggest that selling Briggs' “several distinct businesses” separately rather than as a whole “may realize optimal value.” Another possibility would be a combination of selling some non-core assets and reorganizing the company’s core business, the note holders said.

"The note holders also questioned Briggs & Stratton’s statements about the need for $275 million to maintain its product inventory when the company reported large inventory levels for the quarter ending March 31. The creditors said heavy spending on building inventory is “puzzling” and “must be scrutinized.”"

The adoption of robotic technology in agriculture will come about faster if the machines look like traditional tractors and machinery rather than ‘sci-fi blobs’ according to Kit Franklin, one of the leaders of the Hands Free Farm project (HFF), based at Harper Adams University.

“Whilst futuristic looking machines will come on stream, they could initially scare off farmers and we stand more chance of progressing full automation if the technology is designed around familiar machinery or is available as a retro-fit,” he told the Inside Agri-Turf podcast.

In its first two seasons, originally called Hands Free Hectare, drilled and harvested barley and wheat crops using a compact tractor, drill, sprayer and combine, all adapted to operate remotely and without any human intervention in the field. A feat that has been claimed as a world’s first, and which won the team the BBC Food and Farming Award.

This year the project has been expanded to Hands Free Farm, comprising five fields covering 35 hectares (almost 90 acres) in a programme lasting 3 years, the start of which has been disrupted by extreme wet weather in February and by the impact of the pandemic.

“There was comment following our initial seasons that we were only using a single rectangular one-hectare field, and that farms are just not like that. Our new ‘farming canvas’ contains all the normal features encountered by farmers, odd-shaped fields, trees, gates, ditches and so on."

In the podcast, Kit Franklin also talks about the challenges of adopting 5G connectivity which is so essential for the success of the project.

He also says that the robotic technology will only gain a toe-hold when the economic case for its adoption can be proved. “We have had our project fully cost-analysed by Professor James Lowenberg-DeBoer, the Chair of Agri-Tech Economics at Harper Adams and his conclusion is that our system can provide a clear economic benefits.”

The Inside Agri-Turf podcast is an independent and non-commercial production hosted by Chris Biddle, founder of Service Dealer and TurfPro and recent editor of Landwards, the professional journal of the Institution of Agricultural Engineers (IAgrE).

In the next episode (published 16 August) he considers the impact of robotic mowers in the garden with Ken Brewster of Husqvarna and dealer Gavin Bird of Green Stripe.

Listen at https://inside-agriturf.captivate.fm/ 

According to figures released by the AEA, UK agricultural tractor registrations were once again well below last year's level in July.

At 868 machines, the total was 44% lower than in July 2019.

"However," said Stephen Howarth, agricultural economist at the AEA, "the total a year ago was somewhat inflated by pre-registrations ahead of regulatory changes. Compared with the previous 5-year average, July's total was down by less than in April and May, although more than in June."

The total for the year to date has now reached 6,063 tractors, 28% down on the same period last year.

Horsch has partnered with Johnsons of Cheadle to provide its full range of cultivators, drills and sprayers to customers in Staffordshire.

L-R: Gareth Burgess (Horsch UK area manager); Mick Gallimore (sales); Phillippa Bourne (sales); Les Bailey (sales manager)

Johnsons has two branches, one at Cheadle and one at Eccleshall, and, as a Case IH main dealer, has huge experience supporting large arable farms through to smaller dairy farms.

“We like the strength, reliability and productivity that is associated with the Horsch brand and speaking with our customers, they are keen to have the brand too,” said Les Bailey, sales manager at Johnsons. 

The two branches comprise a staff 17 with five service engineers and serve distinctly different customer groups. The Cheadle branch covers a predominately dairy area whilst further south, the Eccleshall branch serves a large arable customer base.

Stephen Burcham, general manager for Horsch UK, added, “The high level of expertise, customer service and support that Johnsons of Cheadle provide is well-known in the region. I’m delighted that we are working with them and supporting farmers across Staffordshire."

After 68 years of service with Geo Henderson Ltd and then Henderson Grass Machinery, it's been announced that salesman Jim Kerr is retiring at the end of August 2020.

Jim Kerr pictured receiving receiving a long service recognition and lifetime membership from the United East Lothian Agricultural Society at the Haddington Show in 2018. Pic via Henderson GM Twitter

In a statement the dealership that has branches in Scotland at Haddington, Selkirk and Kinross said that as well as working with three generations of Hendersons, Jim is well known by generations of farming customers in the area. Describing Jim's 68 years with the company as a "considerable achievement", the directors went on to thank him for all his years of dedicated service.

A.J Henderson, managing director of Henderson GM, said, "When Jim first started with us at our Gorgie Road depot in Edinburgh, his mode of trasport was a bicycle and many farms used horses - how times have moved on! 

"Jim had a new lease of life in 1989 when he was collected from the Royal Highland Show to have a heart transplant at Freemans in Newcastle.

"Unfortunatley over the last few years, Jim's health has deteriorated and with the ongoing Covid-19 situation we have asked him to retire.

"The directors and staff at Henderson Grass Machinery wish him and Fergie all the best for the future. I am sure we shall stay in touch with him, as will most of his past customers."

With this year's Glee at the NEC cancelled due to the pandemic, organisers have announced a two-day digital event called Glee Gathering.

Taking place on 15-16 September 2020, the organisers say the event will host exclusive content sessions and panel discussions, a virtual showroom of exhibitors, product showcases, a platform to connect one-on-one virtually and the 2020 New Product Awards.

A statement on the official website says, "From peer-to-peer panel sessions to exclusive industry insights and essential business tips and tricks, Glee will keep you up to date with the market from the comfort of your own home or office."

To register for full access to the event, click here.

Glee is scheduled to return as an in-person event at the NEC in 2021, on 14-16 September.

Job Title : Area Sales Manager – UK European Engine Centre

Honda Engines are one of the world’s leading suppliers of small general-purpose engines used in a diverse range of Original Equipment Manufacturers’ (OEM) products including generators, construction, lawn and garden equipment.

We are looking to recruit an Area Sales Manager (Southern Region) to join our small but successful UK based European Engine Centre team. You will have responsibility for achieving and generating Honda engine sales to UK OEM’s throughout the Southern Region.

With experience in developing effective customer relationships you will possess a consultative selling approach, building a solid understanding of the OEM’s needs in terms of its products ‘’Powered by Honda’’. In this way ensuring the best match between the OEM application and our Honda Engines.

Key Responsibilities

• Development and maintenance of an accurate sales plan for the region.
• Through customer visits, work closely with OEM’s to develop new and potential projects from concept stage through to final product.
• Assisting with technical aspects of Honda engines including installation and application testing, supported by the team’s Application Engineer.
• Managing current key accounts and developing new prospects.

Required Skills, Experience and Attributes

• Completed full time education to minimum of GCSE Level or equivalent with a minimum of Grade B in English and Mathematics.
• Minimum HNC level in a mechanical discipline.
• Full UK driving licence.
• At least 3 years’ experience of sales within a business to business environment.
• Development of sales strategies in support of sales plan.
• Experience in the lawn and garden and/or construction equipment industry would be preferred.
• Good organisational skills with a high degree of computer literacy.
• Problem solving.
• Project planning.
• Excellent communication skills across different levels and disciplines, both written and oral.
• Clear and confident decision maker with a commercially focussed approach.
• Persuasive, self-motivated and flexible with a confident, positive attitude.
• Team-player.
• Willing to undertake extensive travel within the UK and occasional overseas travel.

Excellent benefits including a competitive salary, Company car and Pension Scheme with generous employer contributions.

If you are interested in applying for this exciting opportunity, please forward your CV and covering letter to tracey.middleton@honda-eu.com. Closing date for receipt of applications is Friday 21st August 2020.

We recently caught up with UK H-Team member Jo Hedger to hear how Husqvarna battery products helped keep her team working through lockdown and her customers happy.

“With more people than ever staying at home, there was the worry of disrupting those working from home and home schooling their children. I was also very conscious of the fact that we wouldn’t know if we would be working near NHS workers who had worked a night shift and were trying to sleep during the day. The thought of starting up noisy petrol machines and disturbing the peace for everyone was too uncomfortable, so we knew using battery power was the right choice for us.”

Gaining feedback from her customers, Jo was relieved to find out minimal disruption was made from her work. Jo explains: “Many of our customers were unaware of battery products being available in a professional capacity and were extremely impressed about the little noise they produced. They were amazed that we were able to carry out such large jobs with minimal disturbance. Initially, I was nervous about how we would be perceived, but thanks to being so quiet, it actually made us more noticeable, in a great way!

“We’ve been loyal Husqvarna battery users since 2013, and throughout lockdown our love for these machines has only increased further. The battery hedge cutters, leaf blowers and chainsaws have been such a big help over the last few months, in particular, the new T540i XP and 540i XP chainsaws which I had the pleasure of being involved with from their initial design through to their launch. With such a high cutting performance and power, along with the other benefits that battery offers, I never had to consider switching to the petrol equivalents.”

Delivering power and performance for full-time, heavy-duty and professional use, Husqvarna 500 Series battery products have been developed with long, demanding workdays in mind. Durable and robust to withstand heavy, professional usage, and provide a power output that matches, and even exceeds, their petrol equivalents.

“If it wasn’t for battery power, we’d have had to be a lot more selective in where we were able to work. With many customers living in tight knit residential areas, we’d have had no choice but to be reduce the number of hours we worked in order to limit disruption. Thanks to the benefits of Husqvarna battery products we’ve been able to keep our customers happy and continue business in this new ‘norm’.”

Full article available here

In the same Garden Trader user research conducted over the Spring/Summer (February to July) of 2020, 79% of users found the site helpful or extremely helpful.  This is the best proof yet that people want to buy from people and this highly targeted website is delivering quality leads to subscribed dealers for just 26p per day.

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.

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.

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