As we've been saying plenty of times throughout this year of stocking difficulties, it's not just our sector that's been effected by the myriad of delays, it's everyone who relies on anything being imported at any stage of the production process.

Also it's important to remember that these hold-ups are not just happening here at home either. Whilst it may be cold comfort, it's worth bearing in mind that dealers of outdoor powered equipment around the globe have been experiencing the same frustrations as our network has.

In this regard, I heard from Service Dealer columnist Sara Hey of Bob Clements International in the States, who had an interesting interaction with a dealer she met at a trade event in Vegas recently.

The quandary that this dealer sought Sara's advice on was should they still be marketing their dealership if they cannot get hold of stock right now?

In short, Sara said her reply was yes - but modified from a 'normal' year.

This sounds like perfectly sound advice to me. We know from hearing from many of our readers throughout this whole weird 18 months, just how important to their dealership it has been to keep their name in front of their customer base. And by the fast-paced, flexible nature of social media marketing, those messages that have been put out there, are able to change quickly to reflect the situation at the time.

In the upcoming issue of Service Dealer magazine for example - which should hit your desks around 1st September - we feature an interview with James Hayes of Hayes Machinery, specifically on his belief in YouTube as a dealership marketing tool.

James tells us, "I’ve heavily invested in YouTube to put our products and our brand out there. 

“Alongside our Facebook and Instagram channels, it’s a very import marketing outlet for us and I genuinely believe it could work for other dealers too."

James does use YouTube to highlight the benefits of specific products he sells, but perhaps more importantly it's used in a more general way to build up a following of potential customers.

There have always been varying reasons for marketing the dealership of course, and crucially not all of them are dependent on having specific wholegood products in stock. Of utmost importance is the promotion of your own brand, to generate recognition amongst your local community.

Sara Hey also says now might be the time to market other areas of your business such as service and parts. She says it's worth bearing in mind that it is believed that most marketing campaigns take 4 to 6 weeks to take effect. So dealers might want to try to use that crystal ball to think how their service and parts departments might be able to cope with an influx of custom that many weeks in the future. To be fair though, at the moment the parts situation over here sounds like it might be as unreliable as the wholegood delivery situation!

However, her general point is a fair one. Keeping up a marketing presence that is flexible and can guide your customers either towards products and services that you know can fulfil, or towards a more general profile raising goal, shouldn't be overlooked in a time of uncertain supply.

There is plenty of free advice and best practice discussion along these lines on the Service Dealer Digital Toolkit. If you've not checked it out yet, or it's been a while since you've logged in, please do so. You may find that helpful nugget that really works for your dealership.

Sara summed up her feelings on why dealers shouldn't be giving up on their marketing this summer by saying, "Whilst dealers may not have physical wholegoods in their showroom, if we can just think a little bit differently about what what we're doing, it will allow us to continue to generate that much needed revenue we need as we move into the second half of the year."

Sound advice I feel.

Returning to the Double Tree by Hilton Oxford Belfry this November, the Service Dealer Conference & Awards will benefit from the newly renamed Toro UK Limited as a Gold Sponsor.

The date of this year's event has been confirmed as Thursday November 25th 2021.

Toro UK are a Gold Sponsor of 2021's Service Dealer Conference & Awards

Service Dealer owner Duncan Murray-Clarke said, "It is a pleasure to have Toro UK join us as a Gold Sponsor of the Service Dealer Conference & Awards this November.

"We thank them for their support of our event that is dedicated to the independent dealer network."

Craig Hoare, sales and marketing manager at Toro U.K Limited added, “We are delighted to be sponsoring the Service Dealer awards in 2021. As a key part of our success, we at Toro U.K. Limited have been trying to bring the business closer to our network of dealers.

"By being part of the Service Dealer conference and awards we want to ensure our dealer’s hard work is being recognised and supported as we progress into the future in an ever-changing marketplace.”

More details about this year's Service Dealer Conference & Awards will be announced in due course.

Also announced today as a Gold Sponsor of the 2021 Service Dealer Conference & Awards that are returning to the Double Tree by Hilton Oxford Belfry this November, is AGCO.

The date of this year's event has been confirmed as Thursday November 25th 2021.

AGCO are a Gold Sponsor of this year's Service Dealer Conference & Awards

Service Dealer owner Duncan Murray-Clarke said, "To have AGCO support our event for the independent dealer network is superb news.

"The day's content will be packed full of valuable insight to help our readers work smarter in their businesses."

Jason Webb, business manager - parts sales at AGCO Corporation said, "This event is a unique opportunity to network and provides valued support and much needed information to the agricultural dealer network, covering topics which are very relevant to our industry; from employment right through to profitability which all leads to long term sustainability.

"This coupled with the awards ceremony is the perfect backdrop for recognition for our dealer network in UK & Eire who strive to fully satisfy the needs of the industry and customer base, and as AGCO, this very much supports our ethos throughout our aftersales business. We are therefore delighted to be given the opportunity to support and sponsor the Service Dealer Conference & Awards 2021."

More details about this year's Service Dealer Conference & Awards will be announced in due course.

Fentons of Bourne and Stuart Taylor International have become Altoz tracked mower dealers for Overton (UK) Limited.

L-R: Glen Bellamy of Fentons with Richard Overton 

Glen Bellamy from Fentons of Bourne said, "We chose Altoz Mowers because it fills a gap in our portfolio of grass cutting machines. We can now offer to our professional customers a compact, versatile grass cutting machine. We look forward to promoting, selling and servicing the Altoz products and working with Overton UK."

L-R: Richard Overton with Tom Taylor

 
Tom Taylor of Stuart Taylor International added, "The Altoz tracked mowers are specialist machines that will compliment our current mower line up for our commercial customers. "The build quality of the mowers, the heavy-duty decks with optional swing-tip or straight blades, traction and low centre of gravity is also very impressive."

Organisers of SALTEX, the GMA, have announced additional, new categories to their Innovation Awards.

Entries for this year are now open via the website.

John Coleman (left) is presented with the 2019 Innovation Award for the Cub Cadet Infinicut SM34 Rotary Mower by GMA CEO Geoff Webb

There are now several innovation categories, which include: 

• Machinery
• Hand tools
• Consumables
• Vehicles
• Environmental / Sustainability
• Information technology
• Equipment
• Robotics

Organisers say all submitted entries are evaluated by an independent panel of judges before a final shortlist is devised. The finalists will be announced in the lead-up to the show and the winners will be named in each and every category in a seminar theatre on the first day of SALTEX (3 November).

Visitors will get the chance to see every entry on the show floor. By referring to either the SALTEX website or the show guide, they can pin-point the innovations they want to see and make their way to the relevant stands.  

Every innovation entered into the Awards will be featured on the trade show’s website and in the official show guide.

The winners will be presented with the award at the exhibition and will also receive post-show media coverage.

Commenting on the award, GMA CEO Geoff Webb said, “We launched the SALTEX Innovation Award to celebrate the very best in new groundscare technology. The competition has significantly grown year on year, and the Innovation Award has helped to put a wide number of products on the map.

“After considering the wide variety of innovations which enter the competition each year, we felt it appropriate to introduce several categories rather than just one overall winner.”

The 44th edition of the Bologna-based EIMA event will host the Tractor of the Year awards ceremony and will feature a 'parade' of the fourteen finalist models in a new outdoor arena set up to present the competing machines. 
 
Organisers say EIMA International 2021 will focus on new products and offers a wide-ranging showcase for the Tractor of the Year competition that selects the best models produced during the year, awarding prizes to the winners in various categories.

An awards ceremony will be held for the winning four models - Tractor of the Year, Best Utility, Best of Specialised and Sustainable TOTY, The winners will be based on votes cast by an international jury of 26 journalists from trade publications.

However, organisers say the Tractor of the Year event is not limited to the award ceremony, as it will be a major attraction throughout the five days of the event. It will be one of the main new features of this edition of EIMA.

Within the exhibition complex, in the area between Halls 37 and 35, an open-air arena with grandstand, barriers and a green area will be set up to display the finalist tractors.

The fourteen models that competed for the "Tractor of the Year" award will also be on display in motion while their technical features are described by a speaker.

EIMA International 2021 takes place at the Bologna trade fair from 19 to 23 October.

Knight Farm Machinery have said they continue to chalk up export sales for its sprayers and vehicles from around the world.

 
The latest exports include a consignment of seven machines being despatched to Japan; five to Israel; two to New Zealand and others to Belgium.
 
Japan is a consistent market for the company, with the current set of orders meaning there will soon be some 60 Knight machines working there, says David Main, sales manager:
 
“Most of their orders are for a high specification vehicle equipped with a Claas cab and rear mounted engine, to which the Japanese manufacturer Kuroda adds its spray tank, plumbing and a front-mounted boom”.
 
But this latest consignment going to the country includes one of Knight’s mounted sprayers with a 1,900 litre tank and 28 metre “V” fold boom, paired with a 1,500 litre front spray tank.
 
The new Israeli order is for two self-propelled machines and one mounted sprayer - all fitted with air-sleeve booms - which will be used to grow a wide variety of crops from maize and cotton to vegetables and cereals.
 
One of the machines going to New Zealand is a SP2060 self propelled sprayer with a 6,000 litre tank and 30 metre boom with an Air-tec system fitted, which is going to a farm near Canterbury on the South Island.
 
The other is a 4,000 litre 24 boom de-mount kit for an Isuzu truck, which is going to a customer in the Ashburton area.
 
Belgium is a relatively new market for the company, but has already taken three bespoke machines, with Knight supplying the vehicle and spray tank, to which the importer will then fit their own boom and spray kit.

Based in Laurencekirk in the North East of Scotland, Ringlink Services has been delivering training for over twenty-five years to a diverse customer base throughout Scotland and the wider UK.

The company have recently announced the purchase of a new site in Laurencekirk which will operate in tandem with their existing facility. The new site will afford a greater capacity and diversity of training to meet increasing demand.

Peter Wood, training manager said, “We have a strong network of professional trainers and assessors who have expertise in delivering a range of legislative and practical short courses, such as Health and Safety, First-aid, Forklift Operation, Pesticides, Chainsaw Operation, ATV’s and our training portfolio already exceeds 100 certified courses, along with a selection of online training events.

“The new facility will host a more extensive range of courses which will include agriculturally related training together with construction-based training which will include: New Roads & Streetworks, Crane Operation, Excavation and Dumpers.”

Ringlink currently deliver a range of chainsaw and utility arboriculture training and this will be accommodated in a purpose-built workshop. Additionally, and to encourage the next generation, Ringlink will be investing in a simulator which will be designed for both agricultural and construction training.

The facility will also be accessible for schools and colleges to give students the opportunity to get a ‘taster’ of the various industry sectors and learn about the wide range of career opportunities available.

Organisers have announced that registration for the Glee exhibition at the NEC Birmingham, which will take place from 14th – 16th September 2021, is now open.

In a statement organisers said, "It’s time to reconnect in-person with the garden and outdoor living community."

Exhibitors at the show of interest to dealers include:

• EP Barrus Ltd
• Gardena
• Handy Distribution
• Hayter Ltd
• Toro

Click here for registration.

Retired U.S. Navy Four-Star Admiral James Stavridis has been announced as presenting the GIE+EXPO keynote in Lousiville, Kentucky this October.

Entitled, 'Leadership and a New World Order: The Need for Resilience', taking place on Wednesday, October 20, 2 - 3pmm the longest-serving global combatant commander in recent American military history, Admiral Stavridis will provide answers and strategies to address the most pressing global affairs challenges.
 
Admission to the keynote, which is sponsored by John Deere and the Outdoor Power Equipment Institute (OPEI), is included with trade show registration. 
 
“This past year and half has reminded us that people and connections are so vital to how we live, partner, and thrive. That’s why John Deere is especially proud to be sponsoring the 2021 GIE+EXPO keynote. We’re honoured to help support the return of one of the most important events in our business,” said Stephanie Johnson, Manager, B2C Marketing for John Deere.
 
Stavridis led the NATO Alliance in global operations from 2009 to 2013 as Supreme Allied Commander with responsibility for Afghanistan, Libya, the Balkans, Syria, counter piracy and cyber security. Subsequently, he served as the 12th dean of The Fletcher School of Law and Diplomacy at Tufts University. Earlier in his naval career, he was Commander of U.S. Southern Command, with responsibility for all military operations in Latin America. He holds more than 50 medals, including 28 from foreign nations. He is currently an Operating Executive at Carlyle Group.

Key Account Manager – London North 

Company overview 

With over 330 years of innovation and passion, Husqvarna provides sustainable solutions within the Professional Greenspace Maintenance. We let high performance meet usability and safety, ensuring you are ready to get the job done efficiently. Every development by Husqvarna is made with the user in mind. Husqvarna offers a wide and growing range of products and accessories, including everything from Professional Chainsaws and Professional Battery handheld products; to Professional robotic lawnmowers (Automower®). With a solid focus on the Professional Automower® solution, we offer the strongest range of sustainable turf care made in the UK and are the world leaders in robotic mowing since 1995. We are therefore looking to grow our team in this area with a talented and pro-active Key Account manager to help us reach our goals.

Key Responsibilities

The role will involve the implementation of Go to market sales and marketing strategies  and this will include developing and managing freely a regional Key account Pro Automower® portfolio together with managing and growing existing the direct Pro Key accounts.

The negotiation of product listing, making recommendations, and implementing action plans is vital in this role and establishing a sustainable relationship with Pro Automower® customers, answer for tender and negotiating lasting contracts is pivotal. 

In addition, the role will involve gathering market and competitor intelligence and analysis and identifying and facilitating marketing opportunities. As part of the role, you will be part of the UK Pro sales team and a strong collaboration with dealer sales team

Support efficient coordination with the various departments of the company to achieve the objectives set:

• Marketing activities which include product approach, markets, management of calls for tenders, pricing
• Manage sales administration on a regular basis
• Liaise with Supply chain for goods being despatched
• Support customers with any after sales queries 

The Candidate

A good educational background with relevant degree education or equivalent and turf maintenance knowledge  and B2B sales experience would be advantageous.

Essential skills for this role include being team player but also able to work independently with a strong “self-starter” approach. In addition, strong interpersonal skills and relationship building are essential qualities with the ability to communicate, present and influence at all levels. Individuals will possess a high level of tenacity, be self-confident with a style that can enliven, engage and positively impacts individuals and groups to succeed together. Finally, you will enjoy working in a fast paced environment and have a strong commitment to results and be commercially astute, numerate and with an appreciation for pricing, costs and profitability.

Additional skills required include:-

• Must be highly experienced in: Microsoft packages, Outlook, Word, Excel, Powerpoint and CRM solutions
• Full UK driving licence. A towing (B&E) category would be advantageous

Benefits

The role includes a competitive benefits package and our sites across the globe act as culture hubs where collaboration is key to success. The role will also involve elements of home working and will give the best opportunity to combine work and private life.

How to apply

If you are interested in this role, please contact andy.scott@nigelwright.com for further details.

Account Manager

• Scotland & North of England
• or Central and East of England

Ibcos Computers Ltd is the UK’s leading provider of Dealership Management Software to the Agricultural, Construction and Ground Care industries. We help Dealers manage all areas of the business operations from parts and service, through sales and finance, with innovative solutions to achieve their business objectives. We are looking to recruit for the position of Account Manager for either Scotland & North of England or Central and East of England depending on the successful candidate.

We are seeking an experienced account manager with a knowledge of the industries that we serve and a good understanding of Dealer Management Systems. The successful candidate will work as part of our sales team, reporting to the Sales Director. The role is homebased and will require travelling to visit customers.

The Account Manager will be responsible for

• Managing the territory for existing customers:  this includes all customers in the different industries that we serve.
• Achieve sales targets which are reviewed each year for the expected growth of the territory.
• Help identify prospects to pass onto the Business Development Manager.
• Work with the marketing team on existing and new campaigns as well as supporting new initiatives for our website and other relevant channels to reach our target market.
• Attend relevant trade shows as well as conferences and events to maximise the opportunity of connecting with prospects and existing customers
• Travel throughout your territory which may include occasional travel outside of the UK
• Work with the product and development teams on new initiative projects and products
• Develop a strong knowledge of the products features and benefits and where required help to produce sales related literature.
• Collaborate with all departments to ensure we find the best solution for our customers
• Work closely with the Sales Director on new projects including best practices for the sales team.
• Build territory plans with details for managing existing customers.
• Become involved in ad-hoc tasks as required.

Accountabilities

• Deliver a prompt and courteous service to customers
• Plan account strategies for allocated customers
• Achieve quarterly and annual sales targets
• Maintain regular contact with allocated accounts
• Adhere to the defined sales process
• Attend and contribute to regular sales meetings
• Provide status and progress reports to the Sales Director    
• Escalate critical or strategic issues to the Sales Director

Experience Required

• Essential - Experience as an Account Manager or similar role
• Essential - Hands-on experience with multiple sales techniques
• Essential - Proven track record of achieving sales targets
• Essential - Experience with CRM software and ability to adapt to new systems
• Essential - Excellent communication and negotiation skills
• Desirable – Good user of MS Excel (analysing spreadsheets and charts)
• Desirable - Understanding of sales performance metrics
• Desirable - Ability to deliver engaging presentations

Suitable for someone who…

Has worked in a field sales environment for a period of at least three years with a proven track record in achieving sales targets. Has the ability to form new relationships with customers using methods including visits and phone calls. The ability to sell the benefits of a DMS including the value proposition and return on investment. Self-starter who can set and achieve goals with the ability to work to a long-term strategy. There will be a requirement to travel therefore a current clean driving licence is required. Able to work autonomously, with minimal supervision and be an excellent time manager who can work strategically.

Interested candidates please forward CV and cover letter to hr@ibcos.co.uk. Closing date for applications is Friday 20th August 2021.

We are looking to recruit an experienced sales professional to join our busy Groundcare business, to sell professional groundcare machinery and aftermarket services within the East Berkshire and Surrey area.  

The ideal candidate will have the ability to build successful relationships with customers through effective time and territory management and, equally importantly, will foster strong associations with suppliers. Knowledge of one or more of our key franchises, including Ransomes, Jacobsen, Iseki, Amazone etc., is an advantage, particularly if you have the practical capability to demonstrate and install their products.

The successful applicant will not only look after existing customers but will also generate leads and react to enquiries with a view to increasing our customer base in East Berkshire and Surrey.

An organised and diligent approach to the administration involved in the role is essential, as you will be responsible for creating detailed quotes, controlling costs, monitoring targets and stock control.

All applicants should be IT literate, possess excellent communication skills and, ideally, be a successful negotiator.

CONTACT

If you have all this, a genuine passion for all things mechanical, and are interested in the role, please contact David Rapkins on david.rapkins@thwhite.co.uk 

DECLARATION

Please note that in applying for this position, you agree and confirm that all information provided within your application is accurate and up to date. In applying, you understand that any false information or deliberate omissions will disqualify you from employment or may render you liable for dismissal.

In submitting your application, you also confirm that you consent to the organisation using and keeping information you provide as part of the recruitment process and/or personal information supplied by a third party (e.g. referees) relating to your application or future employment.

With a large football pitch to maintain, Aylesbury Vale Dynamos, with 32 teams under its belt, has turned its attention to autonomous mowing, to help the growing club maintain its vast football pitch. Crediting Husqvarna Automower® Club Solution, the club has noted great benefits of Automower®, in just three months.

With a stadium pitch to maintain, the Aylesbury Vale Dynamos team moved to Husqvarna Automower® Club Solution, following a recommendation from Farol Ltd. Their recommendation would allow two Automower® 550 to work simultaneously alongside each other. 

Aylesbury Vale Dynamos relies heavily on volunteers to help run and sustain the club, which has always presented challenges, including limited time, resource, and finance. Thanks to their two Automower® 550 and the use of Automower® Club Solution, installed in April 2021, the football club has been able to combat many of their previous challenges.

Mike Borrett, chairman of Aylesbury Vale Dynamos, discussed the club’s switch to Automower®: “Making the move to Automower® has been a brilliant decision for the club, that has paid off multiple times over”. 

“Thanks to Automower® we’re able to redeploy our volunteers to more skilful tasks, saving ourselves hours of time each week, and with Automower® being battery powered, we’ve also been able to eliminate the need for petrol, which has been great for reducing our CO2 emissions, and the club’s finances.”

As Automower® cuts the grass every day, the impact on the turf and ground is minimal. The very small, quick-composting clippings provide a constant source of fertilisation and moisture, creating greener and denser turf. Research also shows that the constant cutting allows grass roots to grow 25% deeper, resulting in a healthier and stronger pitch.

Mike discussed the club’s use of Club Solution: “Automower® Club Solution has continuously impressed us with its innovation. The system has allowed our two 550 mowers to be used simultaneously on one pitch, without wires intersecting the playing surface.”

With Automower® Club Solution, two or three mowers are able to mow the pitch simultaneously, with only a single boundary wire outside the playing surface, eliminating the risk of a damaged boundary wire during turf treatment such as aeration or scarification. 

Mike continued: “In just three months we can already see the difference Automower® has made to our turf quality, with turf professionals even commenting that they can’t believe how well and healthy the grass looks. We can’t imagine switching back to manual stadium mowing.”

For more information on Husqvarna Automower®, visit: 
https://www.husqvarna.com/uk/products/robotic-lawn-mowers/

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.

Map of dealerships registered with Garden Trader

FIND OUT MORE