Today is the final part of our preview of the upcoming issue of Service Dealer - which should be hitting your desks within the next week or so.

We're really proud of our July/August issue which includes a significant feature considering what the future may hold for specialist dealers.

One of the major articles which makes up the feature is by our good friend and Service Dealer founder, Chris Biddle. Chris's piece looks at what may be expected of the technician of the future.

As part of his story, Chris visited Burden Bros, a John Deere dealership in the south-east of England. Talking to the team there gave Chris a pointer to where future farmer, dealer, manufacturer relationships may be heading.

Below is a short extract from the article, which should give a flavour of what to expect when you receive the magazine.

Chris's full story will be in the July/August edition - if however, you don't receive a regular copy of the magazine please sign up for free here.

Recent years have seen enormous technological advances in tractors and machinery in order to improve operating efficiencies through the rise and rise of connected equipment. Precision agriculture enabling the application of precise and correct amount of inputs like water, fertiliser, and pesticides, increasing productivity and maximizing its yields.

All the major manufacturers are developing systems to meet advancements in precision farming which really only emerged in the latter part of the 1980s.

The introduction of ‘intelligent’ tractors and machinery only marked the start of a technological revolution that is already shaping the dealer of the future – and by definition the quality of staff required to act as the efficient support between the manufacturer and the farmer.

To see the changing impact on a dealers’ ‘modus-operandi’, I recently visited Burden Bros, a John Deere dealership in the south-east of England.

What a fascinating set up and a pointer perhaps to future farmer, dealer, manufacturer relationships.

The undoubted advantage of a 21st century dealership, such as Burden Bros, is that support services required for new technological age of tractors and machinery can be incorporated into the fabric of the business.

Luke Alexander, Group Operations Manager says, “It is interesting than John Deere CEO, Samuel Allen now says that Deere are in the software business rather than in the machinery business. That is the way we are developing our business”.

So the big question is ‘Are you selling machinery – or service today?’.

“Both, of course,” says Luke, “but our role is to work closely with the farmer to provide solutions that will increase his productivity whether it be GPS steered tractors (over 60% of tractors sold by Burden incorporate Deere’s automatic steering system), intelligent controls or remote maintenance checks on combines or sprayers.”

No longer does the farmer have to plough a lonely furrow, nor is the dealer pure salesman, nor order-taker. They are forming partnerships in which the dealer plays an absolutely critical role in advising the customer on bespoke solutions for his farming operation. The dealership acts as the technical nerve-centre, most remotely, to ensure that down-time is kept to an absolute minimum and has the tools to know when a machine will develop a fault.


Left, David Sturges and right, Luke Alexander of Burden Bros Agri

All of which is shaping a new breed of dealer, where support staff are well trained and disciplined in IT systems, software analysis and advance communications.  And that means a gradual breaking down of the traditional dealer structure – and creates the need to recruit high calibre staff.

Being a relatively new dealership, Burdens has been able to build a highly qualified team. A few months ago, David Sturges, joined as Head of Strategy and Business Development. The move has been a return to his roots, and although his high-profile career had included spells as sales and marketing director of Hayter, managing director of Countax and more recently CEO of John Deere turf dealer Godfreys, David came from a farming background and gained a BSc in Agricultural Technology at Silsoe and an MBA from Cranfield University.

“I cannot think of a more exciting time for agriculture,” says David. “Just like the development of mobile phones, a new piece of technology or upgrade is being added almost daily and we have to ensure that we can embrace and react to constant change.”  

He joined a Burden team well-staffed with university graduates. Luke Alexander has a BA from Lancaster University, whilst the FarmSight precision farming division at Burdens is run by Kris Romney and Chris Cormac-Walshe, both from farming backgrounds and both have studied to degree level at University.

There are growing pains however, says Luke Alexander. “The traditional dealership – sales department, parts and service departments – still lie at the heart of the business, and there can be issues in integrating the FarmSight operation from time to time”.

However, what is clear from the Burdens model is that the traditional role of the farm machinery salesman, and of dealer service teams is changing rapidly.  No longer are there ‘all-rounders’. They are being replaced by product specialists, highly versed in selling sprayers, or forage equipment or combines. The FarmSight team are Consultants, their role is to act as business advisors to farmers, helping them optimise the performance of expensive machinery and maximise the return on their investment.

Read the article in full in the July/August edition of Service Dealer

Kubota UK made a major announcement at last week's Royal Highland Show that saw them significantly strengthen their presence across Scotland.

The company has joined forces with A M Phillip Agritech Ltd in a new partnership that further expands Kubota UK’s agricultural dealer network.

The deal now means Kubota’s full range of agricultural solutions will be available to farmers and contractors from three of A M Phillip's depots - Conon Bridge, Perth and Glenrothes.


Dave Roberts Kubota UK md, shakes hands on the deal with Andrew Connon, Dealer Principal at A M Phillip, flanked by members of Kubota's and A M Phillips' teams

Rob Edwards, Business Development Manager for Kubota UK’s agricultural division, commented, “This is an important announcement that further highlights Kubota’s commitment to the UK agricultural industry. Already this year, we have strengthened and enhanced our network with appointments like Battlefield Machinery and Lister Machinery, but that’s just the start and there’s much more to come.

“Our message to the market is clear, Kubota is prepared to invest in the right products, infrastructure and network to ensure we are a real force in this market for the long term.”

A M Phillip has been serving the Scottish farming market since 1955, with six branches across the North and East of the country. With 110 staff, the company has built up an excellent reputation for providing a friendly, reliable and excellent service to its customers.

“A M Phillp Agritech is an highly respected machinery dealer in the North and East of Scotland and we are delighted to be teaming up with them,” continued Rob.

“Farming in this area in extremely diverse, from hill and upland farms in the Highlands, to mixed and low level farms around Perthshire, with customers looking for everything from stock tractors right up to the most sophisticated and technologically advanced on the market. With Kubota’s agricultural machines and implements alongside A M Phillip's industry leading service and support, we are confident that we have a compelling proposition to target the market and achieve growth.”

A M Phillip has a long relationship with the Kubota brand, with Gammies Groundcare (a division within A M Phillip), being the independent dealer for Kubota’s groundcare equipment for decades.

Andrew Connon, Dealer Principal at A M Phillip, said, “By working in partnership with Kubota UK, we are determined to make an impact on the Scottish farming sector. Already, there has been huge interest from our customers in the brand and a lot of people requesting demonstrations. Farmers have an acceptance that with Kubota they will get a quality and reliable product that is easy to use and won’t let them down, time and again."

It has been announced that the 2017 Rochford GM dealer days are taking place from 11th-15th September.

The dates and venues are:

• 11th September – Hartsfield Manor, Betchworth, Surrey, RH3 7AA
• 13th September - Kelham House Country Manor Hotel, Newark, Nottinghamshire, NG23 5QP 
• 15th September - Haynes International Museum, Sparkford, Somerset, BA22 7LH

On show will be some new products which Rochfords say have been in development and testing for 2 years including, premium battery ranges, blowers, robots, brushcutters, tractors and chainsaws. In addition to this a new spare parts concept that has been designed from the ground up will be on display - which Rochfords boast will enhance dealers' profitability and ease of ordering.

"For 2017 we are pleased to announce we are back on the road visiting venues across the UK to launch our 2018 range. The day will include new product launches, as well as plenty of time to test the products in our hands on sessions," said Mark Rochford, Marketing Director.

"We are looking forward to launching over 40 very exciting new products from our own brands - AL-KO, MITOX, DR, Weibang and more.

"As well as this we will be showcasing a new spare parts service, changing the way dealers search and order spare parts forever. Faster, easier, and much more profitable."

Contact your Area Sales Manager for more information or email katie.helps@rochfordgm.co.uk to book your place.

Excel Industries of Hesson, Kansas has laid off 270 production workers, effectively immediately.



The company, which makes zero-turn riding lawnmowers under the Hustler Turf and BigDog brands, say they will continue to operate a first and second shift.

A company news release which was reported by local news outlet KWCH12 says that Excel has seen three years of unprecedented growth, more than doubling in size.

This year however they report that growth has slowed to a more modest pace, as the overall market for turf care products is flat or down. This they say, is due in part to adverse weather and economic conditions in many parts of the United States.

Mazzotti, a 30-year-old family-owned business, will maintain its name, trademark, and commercial agreements and will continue serving customers with products and services.

As a result of the announcement, May said, Mazzotti will have the full support and commitment of John Deere to enhance its already successful sprayer business.

John Deere UK have said there are no plans for the Mazzotti sprayers to be sold in the UK & Ireland.

Husqvarna UK ambassador, Josephine Hedger, has been crowned female European Tree Climbing Champion 2017 after she climbed her way to the top of the podium at this year’s European Tree Climbing Championship (ETCC) 2017.

There was more success for Husqvarna in the male category as H-Team ambassador for Sweden, Johan Pihl, also took home first prize.


Johan Pihl and Josephine Hedger

The event, hosted by the International Society of Arboriculture (ISA), took place in Deventer, Netherlands last week (23 – 25 June).

Josephine, a professional arborist and H-Team UK member, from the New Forest, took first place in her category beating some tough competition in the process.

She said: “I am over the moon to have been crowned the champion. There was some really tough competition out there and I had to perform at my highest level throughout the weekend, especially during the Masters’ Challenge. The whole event was brilliant and I want to say a big thank you to the ISA for putting on such a fantastic and well organised championships. Finally, huge congratulations to Johan, it’s great to see the H-Team doing so well”.

The Championship consisted of five preliminary rounds which simulate the working conditions of arborists in the field. Each event tested a competitor's ability to professionally, and safely manoeuvre in a tree while performing a series of work-related tasks. The tasks included; Aerial Rescue, Work Climb, Secured Footlock, Belayed Speed Climb, and Throwline.

Once all five tasks had been completed, the top performers qualified for the Masters’ Challenge to see who will be crowned overall champion in both the male and female categories. The Masters’ Challenge aimed to judge the competitor’s overall productivity and skill with a rope and saddle in the tree.

Andrew Lees, UK Category Manager (Machinery) for Husqvarna said, “We’re incredibly proud of Josephine and Johan. The H-Team work very hard training for these events and are always fantastic ambassadors for Husqvarna. It’s great to see that the Husqvarna DNA is firmly embedded in the whole team. We look forward to many more successes in the future.”

Intelligent One - the world’s first GPS-controlled robotic line marking system that can automatically mark out a football pitch in 30 minutes - is now available to UK sports clubs, schools, contractors and local authorities from Rigby Taylor.


Intelligent One

Already being used in Denmark by professional football clubs, Intelligent One has been undergoing constant trials in the UK since being announced to UK audiences at last year’s SALTEX show.

Now, after further development, the innovative line marking system is available commercially.

Intelligent One connects to positioning satellites via a sophisticated Leica GPS system and is operated via a tablet by entering pitch dimensions with two fixed points. The pitch can then be marked - including centre circle, D and corner areas, as well as the penalty spot - without any further operator involvement.

Designed for use with Rigby Taylor’s Impact Integrated Paint Technology, Intelligent One is programmable between pitches on the same site and can mark multiple pitches from one battery charge.

Initially designed for marking grass football pitches, Rigby Taylor is now also investigating its use for other sports and playing surfaces.

Kathleen Owen, Major’s wife says it's hard to believe that only forty years ago Major Owen was pottering about with two-stroke machinery in his garden shed. 

"Farmers and workmen would come into the kitchen in their work boots and leave the machinery there for fixing. Major would return home from his work as a postman at this time and off he went to his shed to his second job."

As demand for outdoor power products increased and petrol-powered equipment became more widely available, Major moved to his first retail premises in School Street, Penrhyndeudraeth. In 1984, he was on the move again and took up a lease on the Old Market Hall in the centre of the village and was joined by his son in-law David Burnham and son in-law to be Andy Jones.

As the volume of business increased, it soon became apparent that a purpose-built premise was necessary and in 1988 two acres of land was purchased at Park Road, Penrhyndeudraeth and a building of 5,000 sq. feet erected.

The business was incorporated in January 1990 and moved into its new premises during September of that year. Since that time, expansion has continued and this site now houses approximately 18,500 sq. feet of covered trading space, incorporating showroom, workshop, parts, warehousing, and administration areas. Fast forward to today and Major R. Owen Ltd provides business all over North Wales and Chester and employs 26 people with over 29 suppliers.



At the recent open day the latest groundscare, arborist and construction machinery were displayed at their premises and across the road on Penrhyndeudraeth Football Clubs home field.

Certain models were available for demonstration throughout the day and many special offers and competitions were available from the showroom. One lucky customer won a Honda IZY lawnmower in a raffle which raised £140 for Hope House charity.

“I’m very happy with the turnout of our open day” said Maddie Burnham, Marketing for Major R. Owen Ltd. “Our customers were delighted with the range of equipment to explore, special offers and freebies given out by the suppliers.
"
"We would like to thank our suppliers for their continual support over the years."

Allett Mowers is inviting entrants to show off their lawn creations to find the most creative grass stripes and patterns of 2017.



The company says the competition encourages anyone with a flair for creativity and pride in their turf to enter and compete for the title, creating the most aesthetically pleasing striped turf in the world. This year the winning entry will be judged on creativity by Allett's team of lawn experts with final placement decided by Jonathan Thompson, Greenkeeper at a private estate in Thirsk who won the competition last year.

The winner for 2017 will again receive an Allett Kensington 17K cylinder lawnmower, along with the company's Complete Lawn Care System of six interchangeable cartridges consisting of an aerator, a scarifier, a lawn brush, a dethatcher, a verticutter and a 10 ”“blade cartridge together with two cartridge stands.

The runner up will receive an Allett Liberty 35 along with a scarifier cartridge.

This year to celebrate the launch of the Liberty range all entrants who meet the entry conditions will be entered into a draw. The first picked from a hat at random will win a Liberty 30, smaller brother to the Liberty 35 giving everyone a chance to win.

Allett say all entries are welcome, regardless of how big or small their lawn is. A spokesperson for Allett said, "We will be looking for the most creative, eye catching design that truly shows off the craftsmanship and dedication that goes into grass maintenance. That special 'wow' factor."

To enter the competition email a photograph of your creation to 2017lawnstripescompetition@allett.co.uk along with your full address and contact details before midnight GMT on 31 August 2017.

For more information visit www.allett.co.uk.

At the recent Plantworx 2017 exhibition, a new Doosan DX85R-3 mini-excavator was unveiled as the 250,000th CESAR marked machine in the UK. 

The official CESAR Scheme is promoted by the UK’s Construction Equipment Association (CEA), the organisers of the Plantworx event, as well as the AEA, and is the number one anti-theft and recovery system for plant and agricultural equipment.


L-R; Kim Dudley, Regional Manager – Northern Europe for Doosan, being presented with a certificate by Kevin Howells, the CEO/MD of Datatag ID Ltd marking that the Doosan DX85R-3 mini-excavator in the background is the 250,000th CESAR marked machine in the UK 

CESAR was launched in 2007 to help combat the theft of equipment which was estimated to be costing the industry £1 million a week at the time.

Attending the unveiling at Plantworx on behalf of Doosan was Kim Dudley, Regional Manager, Northern Europe, who was presented with a certificate marking the occasion by Kevin Howells, the CEO/MD of Datatag ID Ltd, based in Egham in Surrey, the chosen delivery partner for the official CESAR Scheme.

Kim Dudley said: “Since we joined the scheme in 2007, every Doosan machine sold in the UK has been CESAR marked, providing a powerful deterrent to thieves and peace of mind for our customers. It has brought our dealers and their customers many benefits as it allows the police to quickly establish the ownership of construction equipment recovered after theft and to quickly return it to the owner.

“This ensures that police will more readily pursue stolen plant (knowing it can be identified) and lowers the insurance premiums our customers have to pay for their machinery."

Kevin Howells, CEO/MD of Datatag, said, "Reaching 250,000 machines protected is a significant milestone in the story of the CESAR Scheme and we couldn't be happier that just as the very first machine protected was a Doosan product, the 250,000th is also a Doosan machine."

Two Area Sales Managers - North and South

Walker Mowers UK - newly established organisation, are recruiting two experienced sales professionals to join this new company at an exciting time in the development of Walker Mowers in the UK.

You will ideally have an experienced background in sales and new business development within the outdoor power equipment industry.

The role will involve:

• New business development to commercial users and dealers
• Your ability to undertake effective machine demonstrations to individuals and groups
• Building strong and profitable relationships with commercial end users and the dealer network 
• Customer account management
• Participation at exhibitions for Walker Mowers UK and dealers
• Your ability to be sales driven and proactive to close the sale
• Regionally located to maximise effective sales and demonstration opportunities

Benefits for these roles:

• Competitive salary and commission
• Fully expensed company vehicle
• Contributory pension
• Full factory product training in Colorado, USA
• Support and benefit of highly experienced and knowledgeable European management team

Country Manager

The company also seek a suitably qualified Country Manager to develop the UK sales opportunities for Walker Mowers.

Interested candidates with stock management, marketing, operational and people management skills and a solid sales background should apply sending their CV to the e mail address below for further details and full job description.

Send CV to careers@walkermowers.co.uk - clearly stating which position you are applying for.

www.walkermowers.co.uk

The following organisations have confirmed their sponsorship of the 2017 Service Dealer Conference and Awards. We’d like to welcome them on board and thank them for their support and input. 

PRINCIPAL SPONSOR

PLATINUM SPONSOR




GOLD SPONSOR




SPONSORS

Want to become a sponsor? Email: julie@theadplain.com