Service Dealer held another of our regular group video calls with senior representatives from the supply side of the industry this week.

Again we extend our thanks to everyone who took the time to join us, including this week some new faces - all representing manufacturers, suppliers, trade associations and business service providers.

After the call, Duncan Murray-Clarke, Service Dealer owner, said, "As Steve reports today, the collective feedback from manufacturers this week was pretty unanimous and it seems communication is going to be all important this season. Manufacturers' communication to you the dealer network, and you in turn to your customers, will be vital. It is clear that lack of stock is going to be a much wider problem this year across most retail industries and so customers should understand the problems you are facing.

“Planning to minimise the impact to customers (wherever possible), as well as maximising workable revenue streams, seem to be the priority this year. We at Service Dealer will continue to communicate with manufacturers and you the dealers, to keep you as informed as we possibly can.”

Supply and demand

We are of course conscious of not retreading ground previously covered in these discussions, however as you might imagine, there is still one issue dominating the industry's landscape right now. Both manufacturers and dealers cannot fail to be preoccupied with the problems surrounding supply of goods and parts. It's an ongoing situation that, disappointingly, does not appear to be close to resolving anytime soon.

What makes this all the more frustrating is we're are being told that across the garden machinery, professional turfcare, utility vehicle and agricultural machinery spectrum, demand could not be higher. And being unable to meet this demand is just as concerning for the manufacturers and suppliers as it is for dealers on the front line.

The message that 'everybody is in this together', came through to us loud and clear on the call this week. It's clearly a situation that no one is happy about. Companies stressed that they are doing their utmost to find ways to mitigate delays and get machines into the hands of dealers as quickly as possible - but they say the global situation means that it's mostly out of their control.

"Everybody is in the same boat - which is no boat at all!" is how Craig Hoare of Hayter summed up the situation. If it's not wholegoods getting held up somewhere along the distribution line, it's components - or, increasingly, raw materials. As discussed before, these delays stem from factories around the world either shut down completely or working at a limited capacity, a lack of containers and a scarcity (and associated skyrocketing cost) of shipping options.

Dates slipping

Once a consignment does make it on to a boat, pretty much everyone we spoke to this week had stories of being given an arrival date - which is passed on to their awaiting dealers - only to have that date slip, by anything up to 10-14 days. With a depressing regularity. 

What was interesting to hear on Wednesday, was that sectors that until now hadn't perhaps suffered the effects quite as keenly as the garden machinery sector, were now starting to feel the pinch. Some of the big ag guys, for example, tend to stock deeply and as a consequence have not seen as many adverse effects so far. Also, commercial turfcare machinery, has apparently fared OK until now. But due to how long this situation is continuing, with different areas of the world being hit at different times, every supply chain is now slowing down.

Again to reiterate, this is so particularly frustrating because customer demand has been so high in the early months of 2021. One commercial manufacturer estimated that demand for their products was something like 50-70% higher than would be expected for this time of the year. 

For these suppliers, filling a warehouse with stock is simply not a option it seems. Machines arrive off of the boat already pre-sold. They are in one door and out of the other.

Due to the severity and frequency of these delays, a fair point was raised, that whilst dealers of course understand that hold-ups are inevitable, there have been occasions where frustrations with dates slipping have spilled over. This, combined with dealers sometimes struggling to get through to speak to manufacturers with staff perhaps on furlough, has caused the occasional temper to fray. This has seen a few incidences of blameless office staff on the phone at manufacturers having copped an earful. It was hoped that with the acknowledgement that 'we're all in the same boat' that kindness would prevail and this sort of incident wouldn't become commonplace.

Getting to the other side of this thing successfully, requires manufacturers and dealers working together harmoniously - with honest, open and frequent communication essential.

How long will this last?

A key question that everyone is asking themselves, is how long will this increased demand last? Because it's not entirely clear why there are such high levels so far in 2021 - especially considering how last year turned out to be surprisingly buoyant for most of our sectors.

A theory, for farming and commercial customers at least, is that there is plenty of money to be spent from grants and loans distributed over the past year. There is perhaps an opportunity and a desire to reinvest these funds in new machinery for the business, rather than leave that cash in the bank. 

It's not just new machinery though where customer demand is focused, the second hand market has picked up massively also. We are being told that certain older machines are being sold way above normal values.

All great news for dealers of course, but we are told it's leaving many wondering just how long will this enthusiasm continue? Once reliable supply comes back on stream, will this pent-up demand remain? Unfortunately nobody has a crystal ball, so predicting that with any certainty is a fool's errand.

What some did suggest though, is that going forward dealers may need to think about stocking heavier, pre-season. Clearly this is easier for some dealers than others, but it was said that so far this year, it is dealers who'd stocked deep, who are finding the going the easiest.

Changes ahead

Continuing to look ahead and thinking about how ways of working may be permanently changed post-Covid, it sounded like it would be while before most of these manufacturers' staff would be back in an office full-time. Working from home for those who can, certainly sounded like it was here to stay for the foreseeable future. Some were talking about beginning to have one a day week back in with the rest of team soon - but certainly a full return is a long way off.

Also, travel for business meetings appears likely to be permanently curtailed from its pre-Covid levels in the future. We heard that whilst there is a natural Zoom-fatigue setting in, and a genuine desire for face-to-face interaction, virtual meetings have proved themselves to be efficient and successful. Like many aspects of working-life going forward, a greater blend of the online and the physical will be on the cards.

On a similar theme of people gathering once again, trade shows were also touched upon. I must say, I am sensing a genuine scepticism from some of our industry colleagues, regarding the viability of exhibitions this year - certainly ones indoors in the winter.

It's so difficult for organisers because they will be desperate to stage their event. But equally it's hard for these potential exhibitors to commit money and staff to a date that no-one can 100% guarantee in the current climate.

In the long term, I think several manufacturers we spoke to would like to see a fundamental transformation in the trade show landscape, with fewer taking place a year. In the short term for the remainder of 2021, it seems a case of putting in place plans for those still in calendar - but with the knowledge that anything could change at any time.

Hayter Ltd has announced the launch of their new website, which corresponds with activity to celebrate 75 years of business. The company say the move is a significant brand investment to further grow their brand.
 
As the focus on digital has become increasingly important over the past decade, with significant growth over the past year, the manufacturer says they recognised that it was time improve their digital presence to better meeting the needs of their customer. The new, updated website is focused on delivering a quality customer experience while also supporting dealers with enhanced features, user guide storage, warranty registration and dealer locator functions.
 
The new website will be launched in two parts. Phase one will be launched with all the immediate materials needed for customers and dealers, including key product ranges. Phase two, due later this year, will dive into the Hayter archives to explore the rich history of the company. A series of blogs and tips on lawn care will also be established.
 
Craig Hoare, sales & marketing manager, said of the launch, "In our 75th year, it is fitting that we improve Hayter's digital presence to meet the needs of our customers. This new website is the culmination of a year’s hard work by the sales and marketing team and is a huge investment in the Hayter brand. I am delighted with the result and excited to see the full launch.”

As reported last week, the AEA has elected Shaun Groom, general manager of Merlo UK Ltd, as their president, following his two year tenure as chairman of the Farm Equipment Council.

Shaun Groom

Upon taking up his new position, Shaun said, “It is in challenging times such as we face now that the industry can draw real value in coming together as members of the AEA. Whether it be dealing with new import or export regulations in a post Brexit transition marketplace or understanding what implications COVID-19 restrictions mean for our industry, the AEA has the expert staff and knowledge in place to support a member's business.

“In the not so distant future new technical challenges await manufacturers as the pressure to replace fossil fuels with greener alternatives and stiff carbon net zero targets find their way to the sectors our members operate in. As equipment manufacturers harness alternative forms of power, the drafting of new regulations and standards will be required to ensure safety and compliance.

“Working to ensure that future regulations are both workable and valid for the industry and the environment, is a critical role the AEA fulfils. As we all adapt to a digital world the AEA has invested in staff and resources to keep the association at the forefront of those changes”.

Ruth Bailey, Chief Executive Officer of the AEA said, "We are absolutely delighted Shaun has accepted the role of President of the Association. Shaun’s experience and knowledge will bring a powerful voice to the sector at a time when we face some of our most serious challenges, ones that could change the whole landscape of how the industry operates, both in the immediate and long-term future.”

Major Equipment Ltd has welcomed Morris Corfield & Co Ltd to its UK dealer network.

Norman Duppa of Morris Corfiled with James Cox of Major

Founded in 1963, the family-owned business supplies machinery from four dealerships covering Cheshire, Shropshire, Powys, Staffordshire and Herefordshire. The business recently opened a purpose-built site near Hereford along the main A465 to Bromyard.

“We are growing from strength to strength and the Major franchise enhances our existing offering with exceptional, high-value equipment,” said managing director Norman Duppa. 

James Cox, sales manager at Major Equipment added, "Morris Corfield is a well-respected family business. There are great synergies between our two companies - from focussing on the customer to putting quality first, this is a winning relationship that will support farmers in the west of England and Welsh borders.”

New Holland Agriculture has been rewarded with two medals at the SIMA 2021 Innovation Awards by the international jury panel of industry specialists assisted by a network of technical experts, for new developments in combine harvesting.

The manufacturer won:

• Silver Medal in the 'From Harvest to Storage' category for NutriSense, the in-harvest nutrient analysis system.
• Bronze Medal in the 'Parts, Services and Onboard Electronics' category for the cleaning system pressure sensors.

The awards were announced in a virtual ceremony broadcast yesterday (22 April 2021).

Carlo Lambro, New Holland brand president, said, “Farmers today are expected to reduce the environmental impact of their operations. However, they must be able to do it without losing their profitability. As equipment manufacturers, it is our role to leverage technology to support them.

“The two innovations awarded today address two important issues they face with the harvest, helping them to make informed decisions - one with agronomic data they can use to market their crops most profitably, the other enables them to take proactive actions to reduce grain losses as they are harvesting.

"As always, New Holland’s innovations bring tangible benefits to their efficiency and profitability, as they operate sustainably."

The Royal Highland and Agricultural Society of Scotland (RHASS) is calling for entries for their 2021 Technical Innovation Awards. 

2020 Gold Technical Innovation Award winners, Lambert & Dyson Ltd with their Landy PTO Hot Water Pressure Washer
 
Following last year’s awards, which saw the highest number of entries on record, the format will remain the same for 2021, with entry free of charge, the judging completed virtually and winners announced live as part of the Royal Highland Showcase event in June. 
 
Designed to recognise design and innovation across agri-sector machinery and equipment, the organisers say the awards showcase inventions and innovations that demonstrate a positive impact on agriculture, horticulture, equestrian, forestry, renewable energy and estate activities.  
 
The awards are open from now until 7th May 2021 via the Royal Highland Show website. Judging will be completed online, with winners announced during the livestreaming of the Royal Highland Showcase in June and promoted through a PR and digital marketing campaign. 
 
Entries must relate to machines, appliances, technical components or important ancillary equipment and should be commercially available or prototypes in development. All entries are judged and benchmarked on individual merit. 
 
Last year, two Gold, six Silver and five Certificates of Commendations were awarded. Gold awards are presented to previous Silver award winners for continuous outstanding merit and last year the Gold award winners were Lambert & Dyson Ltd for their Landy PTO Hot Water Pressure Washer and Limagrain UK for their Winter Wheat Breeding Programme.  
 
RHASS Chief Steward of Technical Innovation, Christopher Shepherd said, “We are delighted to again be offering free entry to those wishing to enter the Technical Innovation Awards this year and provide the opportunity to share industry developments and promote new products. Following record numbers of entries in 2020, we hope to achieve another great showcase of innovative designs that have been developed over the last year and longer."
 
Matthew Lambert of last year’s Gold award winners Lambert & Dyson Ltd added, “Innovation awards are important for both the agricultural sector and the agricultural supply sector alike. Farmers like to have recommendations when purchasing new equipment. A Gold Technical Innovation Award is the ultimate unbiased recommendation.” 

Makita U.S.A., Inc. held a ceremonial groundbreaking this week to launch construction of a new 600,000 sq.ft. state-of-the-art facility northeast of Atlanta, Georgia.

Makita U.S.A. representatives are joined by construction and development executives and the Mayor for the ceremonial groundbreaking of the new facility

The manufacturer says the new facility will be constructed on 80 acres of land and is part of their planned future development to address continuing growth in the United States.

“Today Makita begins a new phase of expansion with the construction of another new facility,” said Joe Blackwell, senior vice president operations, Makita U.S.A. “This is part of our continuing growth here in the U.S.A., and this new facility will further increase our operations, service, and training capabilities. This means expanded service and support for our customers, while creating more jobs in the region.”

The new state-of-the-art facility will serve as a distribution centre, and will also include a sales and training centre, customer service resources, and a Factory Service Centre. The location has adjacent space for future expansion up to 800,000 sq.ft.

Vacancy – Logistics & Warranty Administrator

Machinery Imports is the UK distributor of leading groundcare brands Ferris, Wright, Spider and Jensen. Working in partnership with dealers across the UK, our busy team sells all four brands throughout the country and with business growing we are now seeking to recruit a new Logistics and Warranty Administrator. This role could be based from either the Stockbridge (Hampshire) or Knockdown (Tetbury) depots.

Responsibilities

The main focus of this key administration role is the movement and recording of all wholegoods stock and all warranty claims.  

In addition to the administration of warranty claims, other key responsibilities will include preparing sales and stock reports, arranging global delivery and collection of wholegoods, preparing purchase orders and order acknowledgements, and managing the Dealer Relationship Management system.

Skills and Experience

The ideal candidate will have experience of working in an administration or warranty environment and a high level of computer literacy. Experience of working with Excel and Ibcos Gold would be an advantage.

You will be required to liaise with Area Sales Managers, other T H WHITE departments, and will be confident speaking to members of the UK dealer network and overseas manufacturers. Excellent communication skills are essential in this role, as is a keen eye for detail.

Strong organisational skills and a methodical approach are required to ensure all data is recorded accurately i.e. sales registrations, manufacturer credit notes and warranty claims.

How to Apply

Visit www.thwhite.co.uk/current-vacancies to apply online today.

Deadline for Applications

30th April 2021.

Following last week’s launch of the Webb WEPWT walk behind trimmer we are pleased to launch yet another new product from Handy Distribution for 2021 with an all new Greenworks 18 & 20” variable speed 60V lawnmower range.

The second generation GWGD60LM range comes in both 46cm (18”) and 51cm (20”) options, powered by an advanced 60V lithium-ion battery and high quality Digi-pro brushless motor for enhanced performance, torque and runtimes.

Both models feature a durable steel cutter deck with 4 in 1 function, allowing collection, mulching, side and rear discharge depending on requirements. Height adjustment is simply altered by the central lever between 25-80mm and the large 55L collector packs full thanks to the optimised grass collection performance.

Other features of the new generation include a completely new aluminum handle design, with a quick fold function and integrated cable channeling, an integrated cockpit with battery status indicators, turbo button and ergonomic OPC and variable speed drive levers. The addition of large wheels allows for easy manoeuvrability around lawns and rougher areas such as orchards or paddocks, and the integrated LED lights ensure you can always see when mowing.

As part of the 60V family, the battery can be used with any of the other tools available including blowers, hedge trimmers, grass trimmers, brushcutters, chainsaws and pruners, offering total flexibility around the garden.

As with all Greenworks products the GWGD60LM46SP and GWGD60LM51SP offer exceptional value for money, with SSP’s of just £449.99 and £469.99 including VAT (tool only), with the GWGD60LM46SPK4 kit available at just £559.99 including 60V 4Ah battery and charger. Furthermore both models feature full spare parts backup, a 3 year warranty, and competitive dealer terms ensuring your profitability.

As well as our 2021 National advertising campaign in leading newspapers and magazines we have also invested heavily in our brand content, with new product videos, photography and online information. Visit our YouTube channel to see the latest product videos.

For more information on any of the new Greenworks products contact Handy Distribution on 01793 333220 or speak to your local sales representative. Alternatively, all products can be easily ordered online at www.handyonline.co.uk

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.

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