IT was one of those “Where were you when . . .?” questions.  Where were you when we (the Poms) bundled out the Aussies out for 60 in an Ashes Test match? The temptation was to answer la-la land – or still in bed dreaming.

Having sat through a day at the Lords Test Match last month, when only one Australian wicket fell all day, this was outrageous stuff – and I’ve been racking my brains to see how I could use the topsy-turvey nature of sport to illustrate some meaningful comparison with selling kit for garden or farm (but we’ll try).

I was in the car for much of yesterday listening to Test Match Special, and even filling up with fuel meant I missed three wickets!  I was catching up with Godfrey’s newly appointed ceo David Sturges at their branch near Eastbourne, and as would happen, Peter Bateman was also on site. Early days yet, but it appears that David is enjoying his ‘gamekeeper turned poacher’ role.  Making the transition from manufacturer to dealer has often proved more of a challenge than some might imagine. David says that the pace of the business, the immediacy and customer-facing nature of the dealership is the most striking difference.

There is obviously quite a lot of change and consolidation going on at Godfreys, particularly after the recent acquisition of the Tylers distribution business. However, with Peter and David I think we might be seeing the emergence of another pairing that works well, rather in the way of Duncan and Ron at GGP – or Hobbs and Sutcliffe, Lindwall and Miller or Anderson and Broad.

From there I dropped into see Viv Brown at Hugh Page in Heathfield, a ‘spot-on’ dealership that has grown in reputation since Viv arrived in the UK from South Africa back in the 1970s after a career in the textile industry. His idea was to buy a business, any business, that would provide a decent opportunity and a decent living. He chose a garden machinery dealership – and most importantly, he chose a prime location.

The area around Heathfield in West Sussex is populated by some pretty well-heeled people, big houses, large estates. But as well as providing sales opportunities, it does mean that the business has to be ‘spot-on’ with the service it provides to a demanding clientele. Which is how Viv has set out his stall. He will have done his research, not compromised, been very professional and delivered – rather like the new coach to the England cricket team!  

As an indicator of a Hugh Page customer, when I was in the showroom Viv was suggesting to a customer that he might buy a new Kubota compact tractor. “I might well,” said the customer, “would come in useful for towing my Spitfire!”  (turned out he was a retired BA Concorde pilot with some interesting ‘toys’ at home!).