Just lately it feels like we have been reporting on one industry event postponement after another.

If it wasn't for the ongoing Briggs & Stratton saga, we could consider changing the name of this publication to the Service Dealer Weekly Cancellation Update!

It was ourselves last week, taking the tough decision to call off November's Conference & Awards, who added to the list of 2020's casualties. Prior to this though, nothing has managed to escape the effects of the pandemic. 

National events like SALTEX, BTME, APF, Tillage Live, and GLEE have all succumbed. As have international shows like GIE+EXPO and SIMA. Also, let's not overlook all the county and countryside events this year that have fallen by the wayside. 

These gatherings often form a very important part of a dealership's calendar. Profiles are raised locally and new customers often acquired from these smaller events, which may run under the national radar. 

As an aside on this subject, I actually heard from one dealer this week who told me that on a personal level, not having to manage staffing and logistics regarding exhibiting at their local show this year, had actually made their life a lot less stressful. That said, even with the headaches they may cause, they still hoped to see them return as soon as they could.

Returning to the major shows though, we have story today which puts a slight twist on the theme of an event having to cancel due to covid. This time it's a manufacturer choosing to pull out of an exhibition that they'd committed to.

AGCO are saying they will not now attend EIMA in Bologna which has moved from the back-end of this year to February 2021, citing ongoing concerns regarding coronavirus.

More than this though, they go on to say that in the future their marketing approach will take the form of "a mix of virtual and hybrid events". They say this attitude has been informed by what their customers and dealers are telling them they want - which is less time attending live events.

In their statement, Torsten Dehner, senior vice president, general manager, Europe/Middle East says, "As the situation allows, our brands will provide omnichannel digital and individual experiences to engage with our customers in a more holistic way."

What this says to me is that 1) Mr. Dehner has swallowed a marketeer's dictionary and 2) AGCO are seemingly going to appear at fewer shows and events in the future.

This then begs the question, will other major manufacturers follow suit?

Are the days gone of arriving at a showground or exhibition hall and finding all of your suppliers handily together in one space?

It will be interesting to see what happens when we get to back to some degree of normality. Will other manufacturers look at what AGCO are proposing and think that's both an economical and safe way to reach to their customers?

Why should any company take that financial hit of attending an old fashioned show with all its direct and surrounding costs when they can run their own modern version, predominately online, and still get their message across directly to who they want to hear it?

It's difficult to know how popular an attitude that will be? My own thought is that there won't be a mass exodus from shows once they can start up again - not immediately anyway. One suspects that many will still see the great value in meeting their customers and potential customers in the flesh.

However, due to necessity, all manufacturers have been finding alternative, remote means to reach their dealers and customers this year. If these prove to be successful, will some be reluctant to go back to the old ways?

What do you think? If you ran an outdoor powered machinery exhibition, would you be nervous?

At the beginning of August, Stocks Ag Limited, the manufacturer of agricultural wheels and applicators, was purchased by James Woolway, owner of Opico Limited, the agricultural machinery importer.

L-R: Stocks management team - Mark Lee, Daniel Notley, Andrew Wright, James Woolway

James has announced his intention is to run Stocks Ag and Opico as two separate companies, with different products, sales teams and their own distribution channels. He believes there are clear benefits to be gained for both companies from the economies of scale.

James said, "Stocks Ag is a well-known and respected UK brand. This acquisition provides more security for both businesses.

"Opico gains from having a sister company in a different market area, with a manufacturing facility and export markets. Stocks gains from the size and structure of its sister company, having access to in-house IT, marketing and financial systems.”

AGCO has announced they are shifting their marketing approach to "a mix of virtual and hybrid events" and as a result are withdrawing their attendance from the EIMA trade show set to take place in Bologna, Italy from February 3rd - 7th.

AGCO at the 2018 EIMA show

“While EIMA has been a valuable part of our marketing plan for years, we are suspending our participation in light of a still rapidly-evolving coronavirus pandemic,” said Torsten Dehner, senior vice president, general manager, Europe/Middle East.

In an official statement the company announced that their core brands in the Europe and Middle East region, Fendt, Massey Ferguson and Valtra, are accelerating their digital engagement which they say is a result of listening to what their customers want.

Torsten Dehner continued, “We are listening to our customers: farmers’ attitudes are changing as a result of the coronavirus pandemic, and our brands are responding with virtual events such as the Massey Ferguson New Era launch on July 24, Valtra’s digital product launch on August 28 and hybrid events like the upcoming Fendt Digital Product Launch for dealers and customers in October.

"As the situation allows, our brands will provide omnichannel digital and individual experiences to engage with our customers in a more holistic way, such as the MF eXperience Tour, Valtra SmartTour and FendtONE Roadshow.”

The latest addition to Cub Cadet's 200+ strong network is Robert D. Webster, who will stock the manufacter's products at their three dealerships based in Owstwick, Howden and Hutton Cranswick in East Yorkshire.

Robert D. Webster managing director, Mike Cowell and sales team member, Will Wainwright testing Cub Cadet machines

Aftersales director John Jackson said, “We are a family-run company built on 50-years of successful history and by joining forces with this well-respected brand we are broadening our offering of garden machinery, while simultaneously growing our business connections.

"We pride ourselves on our friendly, helpful, and approachable staff and the highest levels of customer service. That customer service coupled with Cub Cadet’s machines is a perfect match.”

Phil Noble, divisional sales manager - Lawn & Garden added, “With the uncertainty and challenges our industry is experiencing this year, we are pleased to be welcoming Robert D. Webster on board. We had to work very differently, which involved us organising and taking the machines to them to demonstrate their capabilities.

"Our dealerships and their experienced staff are our shop window to showcase Cub Cadet products to customers who are looking for high-quality, innovative, and dependable mowers. By expanding our dealer network, we can bring our machines to more customers to strengthen our position in the competitive lawn mowing market. We look forward to working with John and his team.”

Bira, the owners of BAGMA, say 'positive action’ is needed to help retail businesses meet rent demands as they continue to recover from the Covid-19 crisis.

They are backing the British Retail Consortium’s (BRC) proposals for a Property Bounceback Grant, after research revealed independent retailers were concerned about paying their rent while trade struggled to return to pre-lockdown levels.

Under the BRC’s proposals, a government grant scheme would be established to bridge the gap between what tenants can pay and what landlords can forego, following negotiations based on the Government Code of Practice.

According to the draft document, the grant would cover rent and service charges for properties in the retail, hospitality and leisure sectors that have been required to close by the Government. A grant amount will be awarded where tenant and landlord have come to a mutual agreement on their rent arrangements.

The BRC says that a similar scheme has been adopted in Denmark to help both tenants and landlords through recovery.

Andrew Goodacre, Bira’s CEO, said, “Many retailers need more support with rental payments if we are to avoid even more job losses and potential business failures.

“The research shows that independent retailers have real concerns about future rental payments and the attitude of landlords.

“It is clear that retailers need ongoing support as they continue adjust their business to current trading conditions, which as we all know are not easy.

“We have seen some new proposals from the BRC regarding government support for rental payments and Bira supports this initiative.

“We have been raising concerns about rental payments for some time and positive action is needed.”

Claydon Drills has appointed Jacob Darby as territory manager for south east England and Scandinavia.

Jacob joined Claydon in 2011 as assistant UK sales manager and was subsequently promoted to export manager. As part of its strategic development plan Jacob will be developing new distribution channels and sales in areas where Claydon products have traditionally had a strong following.

In the UK, where he reports to Rob Dunk, sales manager for the UK and Republic of Ireland, Jacob will be supporting existing customers and dealers in Kent, East Sussex, and West Sussex.

Commercial director Spencer Claydon, said of Jacob, "His experience of our machinery, together with the requirements of UK and Scandinavian farmers will help us to increase our presence in these important regions at a time when the sector faces legislative, economic and weather-related challenges.”

Claydon say they are actively looking to appoint importers and dealers to expand its existing customer base in Sweden, Norway, and Finland.

Due to the flexibility of Toro’s UK distributor Reesink Turfcare’s finance options and with the help of dealer Chesire Turf Machinery. Dean Wood Golf Club signed its second Toro fleet lease agreement despite being in the midst of the lockdown.

Course manager Chris Halkerd, centre, with Reesink’s Mike Turnbull, right, and Cheshire Turf Machinery’s Chris Halley

Chris Halkerd, who has been at the club for 24 years and course manager for 15, explained, “We’d come to the end of our first lease deal with Toro in March, just as the lockdown came into force. This threw the club into a state of uncertainty, but luckily with help from Reesink and Cheshire Turf Machinery, we were able to continue our investment in the club.”

The club say the finance options available allowed them to reduce costs while bringing in a fleet of brand new and upgraded machinery.

The deal means the club now has the bulk of its payments scheduled for next year which Chris says has given the club “real peace of mind that the financial risk for this year has been reduced, without compromising on the service for our customers.”

And the excellence the club strives to provide has certainly been noticed. With the greenkeeping team posting on social media throughout lockdown showing them hard at work, interest has boomed. The club say they have gained around 100+ new members in the last four weeks alone, with some even joining before the course had reopened.

“We’ve had so much feedback from members saying that the course looks exceptional," said Chris. "Thanks to the new and upgraded machines, I’ve even had someone say it’s never looked better in the 40 years they’d been coming to the club!

"We are really lucky and grateful to be in the position we’re in now, but we wouldn’t have been able to do it without the forward thinking board and members we have here at the club. Not to mention the excellent support from both Cheshire Turf Machinery and Reesink who’ve been instrumental in navigating us through the best possible course of action during this time.”

Reesink Turfcare has announced a package promotion offering a deal on four models in the TYM tractor range.

T393

The available deal offers customers a three-year ‘Bumper-to-Bumper’ warranty, two years’ interest-free finance and now the option to upgrade the tractor with a front loader for £300 when purchasing either a T393, T433, T503 and T754 before the middle of September.

The package deal is available on a limited number of tractors and is only available for a short period or while stocks last.

Reesink’s tractor sales manager Steven Haynes said, “Much of 2020 has been focussed on thinking about how we can best support our customers, working out the best deals and in this case the best combination of deals for this all-encompassing promotion that allows them to deliver what they need for their business and customers.

“Finances are under pressure in uncertain economic times, but that doesn’t change how vital having a reliable and economic tractor in the fleet is to get the job done properly. We chose these four tractors because they cover most applications and most turfcare requirements and are the models most widely sold, so we’re confident there’s something that will suit everyone.”

Steven continued, saying, “We’ve never done a package promotion like this before, quite simply because we have never felt we needed to. Our deals are such that they stand alone for their competitiveness and the benefits they bring. However, we are renowned for bringing our customers more and these are unprecedented times, so we felt we needed to create something unique for our customers. It is without question a fantastic package which we hope offers customers a way to make a tractor purchase without worry.”

The first of the new generation of the Husqvarna Automower that Lincolnshire dealer, Gavin Bird of Green Stripe Garden Machinery, put into stock in 2006 is still hard at work as a demo unit 14 years later.

Nicknamed ‘Bob’, and somewhat ‘battle-scared, the mower has gained something of a cult status for staff and customers and has clocked up almost 35,000 hours keeping a plot of 1400 sq metres trimmed at his Market Rasen dealership.

“Apart from an annual service, and from memory three batteries, blade motor and several blades, ‘Bob’ has worked tirelessly and trouble free for all those years,” says Gavin.

“It was a more satisfying machine that the original Husqvarna Turtle Solar mower that I decided to stock in 1998 which cost an extraordinary £2000,” he told the latest episode of the Inside Agri-Turf podcast.

“That was not a glorious beginning to our robotic experience, but over the years and as robotic mowers have got ever more reliable and improved out of all recognition, their sales have become ever more important to us.

“It is one machine that the customers sell for you, they show to their neighbours, they talk to their friends and we find that machines appear in clusters in certain areas”.

Whilst robotic mower sales have increased in recent years, according to Husqvarna’s UK sales and marketing director, Ken Brewster, they only represent around 5% of the UK mower market value, whereas smaller countries like Switzerland and Austria are accounting for around 50% of value.

“For any dealers still unsure about the sector,” he tells the podcast, “my advice is to talk first to other dealers who have built a successful robotic mower business”.

He added that the next opportunities will come in the landscape and professional turfcare sector, particularly as the need for a boundary wire is removed with new technology.

Listen to the Inside Agri-Turf podcast at https://inside-agriturf.captivate.fm/

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