Myself and Service Dealer's owner, Duncan Murray-Clarke, caught up with our great friend and columnist for the magazine, Sara Hey this week.

Based in Kansas City, Sara is president of Bob Clements International, the dealer training specialists. As such, she has her finger on the pulse of the U.S specialist dealer network - so it's always fascinating to join her on a Zoom every once in a while, to hear her take on the current situation over there.

With all that's going on in the world right now and especially with the heightened state of US politics, Sara had some interesting observations - especially about the current state of the American dealer / manufacturer relationship.

Sara told us it had been an interesting past few months. She felt that the dynamic between the two parties could best be described as 'tense'. To a level that she felt she had not really seen before in all her years working in the industry.

One area of contention at the moment, is the impact of import tariffs. These are really starting to be felt in the US market apparently, and the question between dealers and manufactures is who is going to absorb the brunt of these additional costs? Neither being especially happy about it.

So that's one area causing some friction. The other is to do with inventory.

Now the U.S dealers have a different system of acquiring stock from their supplying manufacturers. Rather than buying kit off them in advance in a 'winter stocking style' like our UK dealers do, they use a process called floor planning.

Essentially this is a 'pay-as-you-sell' financing model. ChatGPT helpfully summarised the system for me as " . .a revolving line of credit that allows dealers to stock their showrooms without paying for the equipment up-front. A lender pays the manufacturer for the inventory, and the dealer repays the loan only once a unit is sold to a customer." My understanding is the kit is financed for a certain period agreed with a supplier, before interest is paid on unsold items.

So quite different to what we have here. Although, where similarities can occur with the experiences of our UK dealer readers, is that some U.S manufacturer suppliers are placing demands on their dealers to take more and more of their stock. And that's precisely where this current tension is mostly coming from.

Sara told us she wrote a blog on the subject recently, one that she had received more feedback on - from both dealers and manufacturers - than she'd ever had for anything she'd published previously. Entitled Are Dealers and Manufacturers Playing Chicken With Inventory? I'd recommend having a read through it today.

In the piece, Sara argues that many U.S. dealers and manufacturers are currently engaged in what she calls a game of “inventory chicken”. Dealers are delaying orders in the hope that better incentives will appear, while manufacturers are holding firm, believing dealers will eventually need the stock. According to Sara, the danger is that both sides end up increasing uncertainty and eroding trust. Her advice is that inventory strategies should be based on customer demand and clear planning, not on waiting for the perfect programme to arrive.

It's a thought provoking piece from Sara and unsurprising that it generated so much discussion. Like I say, even though their industry specifics are different, I'm sure that what she says will resonate with our readers.

So, my question today for our UK and Ireland dealers is, even though their process of stocking is not the same as ours, does any of what Sara has to say about a fraught relationship with suppliers sound familiar to you right now?

Are you experiencing similar conversations with suppliers around stock levels? Is there a tension or are dealer–manufacturer relationships here currently in a much healthier place?

Please feel free to share your thoughts with our community below, or if you'd rather, drop me a line in confidence.

Service Dealer can confirm Toro UK as a Gold sponsor of 2026's Conference & Awards.

The prestigious event will take place on Thursday 3rd December at the Stratford-Upon-Avon Crowne Plaze - with this year's theme announced as Culture - Nature and nurture in business.

Craig Hoare, Sales & Marketing Manager, Toro U.K. Limited, said, "The Service Dealer awards are a great event for the industry and offer insightful speakers on relevant and pertinent topics. We at Toro UK recognize the value in supporting this important event, both through sponsorship as well as taking the opportunity to bring our Dealers, so that they have the opportunity to hear from these speakers and to network with other industry peers."

Service Dealer owner, Duncan Murray-Clarke, added, "It is fantastic news that Toro UK have chosen to once again support our event dedicated to the independent dealer network. We thank them for their on-going commitment and can't wait to enjoy all the fabulous content that the event will offer together with them."

Toro UK and Craig also feature in our continuing Service Dealer video series, where all our sponsors from last year's Conference & Awards tell us why they choose to support the industry event of the year - and what's on the agenda for them.

Keep an eye on this Weekly Update, the magazine and our social channels for further updates regarding speakers, seminars and content - plus further announcements of all our valued sponsors.

You can head to our website now to register your interest for delegate tickets or sponsorship opportunities.

McCormick have announced the appointment of ArbAgri Ltd. as an authorised dealer in Wales, marking a significant milestone for the newly established dealership.

ArbAgri team (Sean & Bev) being welcomed to the McCormick dealer network by Richard Haines, commercial director of Argo Tractors GB

The manufacturer describes the appointment is an important step in expanding their support network across Wales & Herefordshire, giving farmers access to their full range of tractors, alongside genuine parts, servicing and technical support supported by local expertise. 

Founded in 2025, while the ArbAgri business itself is new, it is built on over 25 years’ experience in machinery distribution and supply - along with a deep understanding of the backbone of Welsh farming. 

Sean Reilly of ArbAgri said, “Becoming an official McCormick dealer is a proud moment for us, particularly in our first year of operation. We launched ArbAgri with a clear goal to create a dealership that genuinely supports farmers - not just at the point of sale, but long term.  ArbAgri is committed to building lasting relationships within the agricultural community. We want to provide dependable machinery, honest advice and strong backup support. McCormick is a brand with a strong heritage and history, and we’re excited to become a trusted partner to farmers and enterprises across Hertfordshire and Central and Eastern Wales.”  

Aftersales support will sit at the heart of the new partnership, say Arbagri. They recognise that downtime can be costly during critical periods and their priority is to build a responsive service offering from day one. They also believe that the appointment also signals growth and opportunity within the machinery market. 

Richard Haines, commercial director of Argo Tractors GB, added, "Arbagri brings a wealth of expertise in agriculture and forestry, and we’re thrilled to have them join the McCormick and Argo Tractors family."

It has been announced that Machinetech is now an authorised Xwatch dealer in the UK.

Ash Mills, managing director and co-founder of Machinetech and Dan Leaney, global managing director at Xwatch Safety Solutions

The agreement was sealed on the Xwatch booth at CONEXPO-CON/AGG in Las Vegas on 6 March, where Ash Mills, managing director and co-founder of Machinetech Ltd, and Dan Leaney, global managing director of Xwatch Safety Solutions from 1 April 2026, confirmed the partnership.

Machinetech supply advanced geospatial and construction technology to the UK market. The company works with some of the biggest names in the sector to bring systems to contractors who want reliable, practical technology on site.

Machinetech is already a dealer for Topcon Positioning Systems and RodRadar, and they say the addition of Xwatch strengthens the safety side of that technology mix. 

For Xwatch, they say the partnership is another step in making their safety systems more accessible across the UK through experienced technology specialists who understand how these solutions work together in the real world.

Dan Leaney, from Xwatch said, “Machinetech has built a very strong reputation in the construction technology sector and we’re pleased to be working with Ash and the team. They understand how modern site technology works together, and adding Xwatch to their portfolio means more contractors will have access to proven safety systems that help protect operators, machines and people working around them.”

Ash Mills, Managing Director and Co-Founder of Machinetech Ltd, added, "Bringing Xwatch into the Machinetech portfolio alongside Topcon and RodRadar gives our customers access to a powerful combination of positioning, detection and safety technology.”

According to figures released by the AEA, the number of agricultural tractors being registered in the UK remained above last year's very low level in February.

However, by historic standards, the 356 machines logged during the month was still low. It was 19% higher than in the same month last year, meaning nearly 100 more tractors were registered in the opening two months of 2026 than in the same period a year ago (equating to 858 units, a +12.6% change).

Agricultural economist at the Association, Stephen Howarth, explained, "That is still the second slowest start to the year this century but registrations are always low in the opening two months of the year. Therefore, the health of the market will be much clearer in a month's time, given that March is usually the peak period for tractor registrations each year."

Ruth Bailey, AEA CEO and DG has made the UK Women in Trade Association’s Powerlist 2026.

To mark International Women’s Day 2026, the Trade Association Forum (TAF), in collaboration with the Confederation of British Industry (CBI) and the Federation of Small Businesses (FSB), is proud to present the fourth annual Women in Trade Associations (WiTA) Powerlist.

This initiative celebrates the remarkable women leading and shaping the UK’s trade association landscape.

Ruth said, "I am genuinely delighted to be included in the 2026 Women in Trade Associations Powerlist. It’s a huge honour and very kind recognition. I’m grateful to those who put my name forward."

She continued, "It’s great to see our sector recognised in this way. The work being done across agricultural engineering and the wider land-based industries is hugely important, and it’s something I’m very proud to be involved in. I am also extremely proud to be leading such an amazing team and representing such a phenomenal industry.

"One thing the list does highlight, though, is the incredible contribution women make across the trade association community. Every day there are people working hard to support their sectors, represent their members and make sure their industries are heard. The women recognised this year - along with many others who work behind the scenes - all share that same passion for the sectors they represent.

"My congratulations to everyone included in the list and to all those who continue to champion their sectors through the work of trade associations.”

Husqvarna and The R&A have been shortlisted in two of the sports industry’s most respected awards programmes following their pioneering autonomous mowing use at the AIG Women’s Open at Royal Porthcawl.

Royal Porthcawl course manager Ian Kinley (centre), who passed away earlier this year, with Husqvarna’s Jonathan Snowball and the robotic mower fleet used at the AIG Women’s Open.

The collaboration has been named a finalist in the Best Use of Cutting-edge Technology category at the 2026 European Sponsorship Association Awards and the Tech in Sport Award at the Sport Industry Awards. Both nominations recognise the groundbreaking deployment of Husqvarna’s robotic mowing technology across all 18 fairways during a major championship, marking the first time The R&A entrusted an entire fairway operation to autonomous machines.

The project was delivered in close collaboration with the late Royal Porthcawl course manager, Ian Kinley, and his greenkeeping team. Ian, who passed away earlier this year, was instrumental in championing the integration of autonomous mowing at championship level. A widely respected figure within the profession, he led the preparation of the course with characteristic vision, humility and attention to detail.

At Royal Porthcawl, a fleet of 15 robotic mowers, including Ceora units and Automower 580L EPOS models, worked overnight in the build up to and throughout championship week. Monitored via Husqvarna Fleet Services and supported daily by technicians, the machines delivered consistent, championship-standard conditions while enabling the greenkeeping team to focus on detailed presentation work across greens, tees, and approaches.

Jonathan Snowball, head of professional development at Husqvarna, said, “To be recognised by both the European Sponsorship Association and the Sport Industry Awards is a powerful endorsement of what was achieved at the AIG Women’s Open. This was live championship delivery at the highest level of professional sport, demonstrating how autonomous technology can support elite performance while respecting the craft and expertise of greenkeepers.”

Daniel Lightfoot, director - Sustainable Golf at The R&A, said, “At the AIG Women's Open, The R&A's collaboration with Husqvarna and the integration of its robotic mower portfolio enabled us to deliver high performance surfaces in a sustainable way through improved resource management, consistent lightweight mowing, and reduced carbon usage. We are proud that this innovative initiative has been recognised through these award nominations, reflecting our shared commitment to sustainability and performance excellence.”

The ESA Awards celebrate best-in-class sponsorship campaigns across Europe, while the Sport Industry Awards recognise excellence across brands, rights holders, and suppliers. 

The winners of the 2026 ESA Awards will be announced on Thursday 12 March, with the Sport Industry Awards ceremony taking place later in the year.

SDF UK has added two new dealers to its network in Scotland, in a mark of its intent to build on its recent growth in the marketplace.

Both family businesses, the manufacturer says the two appointments each have proven track records in selling and supporting tractors and other equipment. 

Run by brothers Andrew and Garry Wight, AB Wight Ltd is now the Deutz-Fahr dealer for the Scottish Borders. Voted Machinery Dealer of the Year at the Scottish Agriculture Awards 2024, it is the only agricultural dealership in the region with a full-line engineering workshop. The business has a well-established background, with a team of 12 and a manufacturing operation that produces trailers and attachments. In addition, it has built a retail operation which also includes franchises for McHale, Pöttinger, Maschio, Dieci, CFMoto and McCauley. This is now bolstered by the full 51-340hp range of Deutz-Fahr tractors, models from which are stocked at its site beside the A68, a depot opened in 2023.

“We were really pleased to be approached by SDF UK to take on the Deutz-Fahr franchise for this area, particularly as it has one of the newest factories in Europe at its site in Germany, and a new UK headquarters that shows its dedication to the market,” says Garry.

Meanwhile, Thomas Cairnie and Son Ltd is the new Deutz-Fahr dealer for Dumfries and Galloway. Established in 1934, the family firm specialises in fabrication, welding and farm vehicle servicing, and is returning to tractor sales after a period focusing on other areas, but was formerly a SAME dealer for 20 years until 2009.

Now, it has returned to the SDF dealer network, and has already retailed a number of Deutz-Fahr 5 Series tractors.

“We have already retailed ten mid-range units, mainly to beef and mixed farmers,” says the firm’s Jack Cairnie, who runs the business with his uncle.

“It’s great to be back retailing SDF tractors, including the latest Deutz-Fahr models, and there has been a brilliant response from local farmers. We’re keen to expand the support we offer, and are seeking another team member due to the level of interest.”

Graham Barnwell, SDF UK country manager, said, “These are two great appointments for SDF UK and the farmers of Scotland, and we are looking forward to working with them to bring our tractors to more farms.”  

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