How many is too many? Or too few? What's just the right amount?

It is a question that dealers will no doubt be asking themselves when it comes to choosing the number of manufacturers and brands to represent in their stores.

It's also an area we're interested in hearing our dealer readers' thoughts on today, hence running a short survey on the subject that we'd appreciate your help with.

It is of course, a tricky one - and presumably a conundrum that's become even more of a headache due to the stocking problems of recent times. On multiple occasions when Service Dealer has held our panel discussion calls with both dealers and manufacturers during the past couple of years, we've heard a similar view expressed from both sides of the fence - a concern for dealerships who are single franchise holders.

The opinion held by some is that if a dealership were to have all their eggs in one basket, and those eggs were then impossible to get hold of, well . . . you'd have no eggs. Or lawnmowers. You get my point. Solus dealers are vulnerable when machinery and parts are hard to come by.

We have therefore heard that spreading that risk by having multiple supply channels, gives dealers options of alternative machines to offer customers. There's also the ability to up-sell if all that's currently held is a higher-priced item than the customer had initially intended on purchasing.

We've been told as well that in the current climate some dealers are chopping and changing suppliers to a degree. Acquiring what they can, from where they can, in order to satisfy their customers' demand for product.

However this said, the idea of having a potpourri of suppliers, does go against another commonly held belief that dealers should think about rationalising the colours of the machines displayed in their showroom. There's a school of thought that believes holding just a small number of carefully selected marques, is a much better option than collecting brands.

We have an interview with a dealer in the upcoming issue of Service Dealer magazine who tells us they have actually reduced their range recently. They say, "We’ve cut down the franchises in the last 12 months. . . We want to be the masters in our field and have the reputation that we are good at what we do."

In our current issue, Craig Hoare in his advice to dealers, recommends that businesses shouldn't try chasing every single customer out there. He writes, "Too many dealers try to have every brand and be all things to all people, with multiple options in multiple brands, instead of focussing on a group of quality and profitable brands which add value to the dealership."

And I also recently read U.S dealer advisor Bob Clements, answering a question regarding the number of manufacturers a dealership should carry in American trade magazine Rural Lifestyle Dealer. You can read the whole answer here, but Bob sums up his thoughts saying, "The thing I find too many dealers doing is carrying products from different manufacturers that are similar and end up just simply cannibalising sales that would have happened anyway."

So the 'less is more' philosophy certainly has its fair share of advocates.

But what do you our dealer readers think? Is just a small number of suppliers the best for your business? Or do you like to offer your customers a wide selection of brands?

Please let us know by answering our survey. There are just a few brief questions and a space for you to leave your thoughts on the subject.

As ever, all contributions are anonymous and we'll publish the findings and a selection of your comments in the next issue of Service Dealer magazine. Thanks in advance for your help.

TAKE THE SURVEY

The Land-based Engineering Training and Education Committee (LE-TEC Ltd) have announced the winners of their Technicians For 2022 competition.

Designed to find and celebrate the UK’s best Technicians in the Land-based Engineering sector, entrants submitted a short video explaining a little bit about themselves: who they were, how long they have been a Land-based Technician and why they enjoy their day-to-day job.

James Hood of Manitou UK came in first place

The judges’ top three videos consisted of:

• 1st Place, James Hood of Manitou UK - wins Karcher Pressure Washer and Multi-day Air Conditioning Training Courses with AP Air Ltd Training for two
• 2nd Place, Brad Smith of B&B Tractors - wins Makita UK Radio and BAGMA Handover and Installation Training for two, to be held at Merlo UK
• 3rd Place, Craig Farmer of Bryson Tractors - wins Sealey Tool Kit provided by Kubota UK

LE-TEC say all three videos display incredible passion for their work and just how rewarding a career in Land-based Engineering can be.

 As an industry collaboration, the LE-TEC Ltd judging panel consisted of representatives from IAgrE, BAGMA and the AEA alongside industry independents. Aiming to highlight the skills and passion for the sector, the judges say they were extremely impressed by the quality of entries received and after much deliberation they shortlisted their top three.

Brad Smith of B&B Tractors came in second place
 
Ruth Bailey, CEO of the AEA, explained the initiative behind the competition. “Recruitment, as within many industries, has been difficult for several years, and our industry is an absolute gem but one that is little-known outside of industry. We were looking for someone who conveyed the magic of our sector and someone who embodied the message that we want to get across to those outside of our circles. These technicians really show what it means to them. We’ve found some fantastic champions for our industry over the last three years of this competition, and now can include three more. We cannot wait to work with them further.”

Craig Farmer of Bryson Tractors came in third place
 
Keith Christian, Director of BAGMA, said, “Technicians provide the underlying fabric within the UK dealer network for agricultural, groundcare and garden machinery. The unique aspects and importance of the dealer network is their ability to provide service and support for the equipment they sell through their technicians who will mostly be highly qualified through their apprenticeship training and product training.

"Technicians of all ages and ability provide the back bone of the landbased engineering industry with nearly 50% of dealer staff being involved in the technical side of the business and they should be recognised through award schemes at all levels.”
 
Charles Nicklin, CEO of IAgrE,  remarked on James’ winning video, “A great example of how with passion and the right attitude, this industry can take you far”.

All three winners also receive 18 months membership with IAgrE.
 
James started in the industry as an apprentice in 2003 at Robert Davies machinery in Shropshire and progressed on to Manitou UK in 2018. On receiving the news of his award, James said, “Winning the LE-TEC competition has highlighted how much I would like to give back to the industry and promote agricultural engineering to the younger generation because the industry is in need of a big injection of youth talent right now.”
 
Brad commented “It feels great to win this award because it shows that the hard work and good work ethic can really get you places in this agricultural industry”.
 
This competition will return again in December 2022.

The Institution of Agricultural Engineers (IAgrE) say they are on a mission to encourage engineers to become professionally registered.

A series of videos have been launched by IAgrE
 
According to the Institution independent research shows that registered engineers are more successful in their careers than those that are non-registered. They say that not only can engineers earn more, but professional registration also offers enhanced status and demonstrates commitment to the profession and personal career development.  
 
To achieve registration, interested engineers must first become a member of a professional engineering institution, such as IAgrE - who have launched a series of four videos to demonstrate the benefits of membership and to encourage engineers to become professionally registered with the Engineering Council or the Society of the Environment through IAgrE. 
 
Charlie Nicklin CEO of IAgrE says, “If you are thinking about becoming registered, whether it’s as an Engineering Technician, a Chartered Environmentalist or the various other grades, IAgrE will mentor you through the process. We are a friendly Institution for engineers and environmentalists working in agriculture, horticulture and the land-based industries, with members from all sectors, ready and happy to help and support you through your career journey."
 
In the first video young members and employers talk about the benefits of belonging to a professional membership organisation. The second video looks at the benefits tailored to the needs of its membership. The focus of video three is the importance of professional registration and how it benefits a career. The final video is about the community of IAgrE and the value of professional networks. 

Etesia UK has welcomed Abrey Agricultural to its dealer network.

The dealership based in Saffron Walden, Essex, will be offering the full-range of the manufacturer's products within an approximate 30 mile radius. 

The Abrey’s are originally a farming family who went into the machinery trade, and son Toby started importing specialist agricultural machinery from Austria. He did so for twelve years, before starting a groundcare division in 2012. This side of the business quickly grew, and he now supplies a variety of leading groundcare brands. 

Etesia is the latest brand to be added to the Abrey portfolio after Toby saw it as an opportunity to grow the business. 

“I’m certainly hoping to reach new customers with the Etesia machines,” he said. “I want to progress and do more work with the Cambridge colleges, and you need good brands to offer them. If you haven’t got enough in your range, then you are limited. Etesia fits a treat in this respect. 

“There are also many affluent areas around here and we have customers with big gardens. They all need something bigger, stronger, and better than what they are using, and this is where Etesia comes in.
 
“The brand has a great reputation; they are very versatile, strong machines that do the job.”

New Holland Agriculture and their local dealer Ernest Doe & Sons Ltd have announced a new partnership with Chelmsford City Racecourse. 

The new partnership will see the manufacturer supply two new T6 tractors which will develop a substantial presence at the racecourse. Both tractors were supplied through Ernest Doe  based in Braintree.  

Pat Smith, UK & ROI business director for New Holland Agriculture said, “New Holland Agriculture is delighted to become a principal partner of Chelmsford City Racecourse, the UK’s newest horse racing venue. We look forward to supporting the racecourse through this partnership which we feel creates an excellent synergy between both enterprises given the location of our Basildon, Essex Tractor Plant.”

Ian Roberts, Ernest Doe New Holland tractor brand manager added, “Working closely with the Racecourse, our local Ernest Doe branch at Braintree certainly built up the partnership and moving forward will continue that close support offered between dealer and customer. Having recently being awarded New Holland’s UK dealer of the year award, this certainly strengthens our commitment to ensure the growth of an extremely well-known product range into the market."

Mark Jolley, Ernest Doe, Braintree area sales manager also commented, “We are extremely pleased that we were able to help facilitate this agreement between New Holland Agriculture & Chelmsford City Racecourse due to our close relationship with both parties. We look forward to continuing growing the New Holland brand over the coming years.”

James Sharples, head of sales at Chelmsford City Racecourse said, “The partnership has come at a fantastic time for us with our new turf track coming online for racing this year, as well as a continued expansion of our rural site."

Toro has released its sustainability report for fiscal 2021, which highlights key achievements, metrics and newly defined sustainability goals as part of its Sustainability Endures strategic initiative. The company says the report builds on their commitment to making a positive impact financially, socially and environmentally worldwide. 

“At The Toro Company, sustainability is ingrained in our purpose, our actions and our approach to doing business,” chairman and CEO Richard M. Olson said. “It is rooted in a genuine desire to help our customers solve their most important challenges in a sustainable way, and extends to improving the rapidly changing world in which we live. Not only is sustainability at the heart of how we innovate and develop new products and technologies, it also influences daily operations, the way we invest in our people, and the way we compete and win in the right way. It is also displayed in our dedication to serving customers and giving back to global communities.” 

Toro’s established Sustainability Endures initiative includes newly established performance goals to help drive change:  

• Increasing the number of women and racial and ethnic minorities in leadership positions by at least 20 percent by fiscal 2025, as compared to fiscal 2021.
• Increasing battery and hybrid product sales to at least 20 percent of total adjusted net sales (motorized product sales) by fiscal 2025.
• Reducing absolute Scope 1 and 2 greenhouse gas emissions by at least 15 percent by fiscal 2025 as compared to fiscal 2019.

In addition, Toro announced it has achieved multiple key sustainability initiatives, including:  

• Appointment of Blake Grams to serve as vice president of sustainability, business analytics and process improvement, further signaling the commitment to accelerating change and delivering meaningful results for stakeholders.
• Matching of employee contributions to non-profit organizations of their choice to support COVID-19 efforts and committing $500,000 to assist families and communities affected by the pandemic through The Toro Company Foundation.
• Developing advancements in battery and hybrid technology, helping customers reduce or eliminate exhaust emissions.
• Investing resources to enhance safety and wellness programs with a renewed focus on advancing continuous improvement initiatives across operations.
• Coordinating employee immersion experiences to help support smallholder farmers in Honduras, Malawi and Nicaragua with sustainable drip irrigation and water storage solutions that better meet the needs of farmers and their communities.

Toro also has strategically aligned its priorities with six United Nations Sustainable Development Goals to help address environmental and social issues globally in areas where it can make the most significant contributions: 

• Goal 6 – Clean Water and Sanitation
• Goal 8 – Decent Work and Economic Growth
• Goal 9 – Industry, Innovation and Infrastructure
• Goal 11 – Sustainable Cities and Communities
• Goal 12 – Responsible Consumption and Production
• Goal 13 – Climate Actions

“We have established a roadmap to achieve our stated sustainability goals in support of our strategic priorities – accelerating profitable growth, achieving operational excellence and empowering our people,” Olson said. “We are excited to share our progress and the achievements that got us here today, as well as future aspirations along our sustainability journey.”

Vintage tractor and commercial vehicle enthusiasts are gearing up for the show season, that culminates in the Newark Vintage Tractor and Heritage Show on 5-6 November.

While many owners exhibit vehicles at their local events, organisers of the Newark show describe it as the climax of the season, attracting more than 1,000 vintage tractors, implements and commercial vehicles from all over the country.

Details have now been released for this year’s event that include three new classes for commercial vehicles: British commercials, non-UK commercials, and pre-1950 commercials. There will also be more machinery and engines on display, with a celebration of Nicholson’s of Newark machinery and Ruston stationary engines from Lincoln.

2022 sees some important milestones in the tractor arena, including 70 years of the Fordson New Major E1A (produced 1952 - 1958). Launched at the Smithfield Show in December 1951, the E1A replaced the old E27N model and featured a choice of three new four-cylinder overhead valve engines in petrol, diesel or vaporising oil.

David Brown is celebrating 75 years of one of its most famous models, the Cropmaster or VAK1C. Produced between 1947 and 1953, the firm made several variants including the Vineyard, or narrow, version - and in 1949 it became the first major tractor manufacturer in Britain to launch its own make diesel engine.

Another model to reach three-quarters of a century is the Series II Field Marshall, manufactured at Gainsborough, Lincolnshire. The single-cylinder two-stroke diesel engine was coupled to a very large flywheel, and was started by inserting a smouldering taper containing saltpetre into the cylinder head to act as a glow plug before turning the engine over with a handle. Field Marshalls were commonly used to pull threshing machines from site to site and then power them in-field.

In the Massey Ferguson stable, it’s time to wish a happy 50th to the MF1200. This four-wheel drive articulated tractor mirrored the huge 1500 and 1800 models produced for the US, including its hard-nosed bonnet and integral cab. The central pivot allowed for very tight turns on headlands while the Perkins 5.8-litre diesel engine produced 105hp, meaning this tractor was a true workhorse of its time.

Entries for the competition classes open at the end of June, and organisers say visitors can look forward to a spectacular display, alongside a wide range of trade stands selling vintage parts and equipment. Saturday of the show will see a live auction of vintage equipment, with Sunday featuring an autojumble and annual Service of Remembrance.

This October, travel to Louisville, Kentucky, and make your mark at Equip Exposition; the outdoor living, landscape, and power equipment industry's international trade show.

Equip Expo, formerly GIE+EXPO, is the proving ground—the one trade show where you can “test before you invest” in new products, innovations and even ideas for your business.

• See the Latest Products and Manufacturer Lines
• Entertainment Includes Trace Adkins Performance on October 20
• Learn from Industry Experts Bob Clements and Sara Hey
• 3 Days and Nearly 30 Acres to Demo
• Enroll in our Dealer Management Education

To book discounted lodging and to learn more about Equip Expo on October 18-21 go to equipexposition.com

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