Service Dealer held two group conference calls this week, one with a panel of dealers and one with senior representatives of manufacturers, supplliers and business service providers. We were grateful to be joined on both by represetatives of BAGMA and the AEA.

Many interesting discussion points were raised, but two areas stood out as potentially quite significant for the dealer network as we look to the future - the increasing reliance of digital tools for the business and the continuation of some colleagues working remotely, even once we're past the worst of this.

Following the call, Service Dealer owner Duncan Murray-Clarke thanked everyone once again for taking part and said, "It seems that the use of social media in the industry has been bubbling to the surface for a while now - but these past few weeks have really seen it take off.

"This very much ties in with our thinking on the subject. Perhaps two or three years ago it was seen as a nice addition for the dealership to have - now it's a necessity.

"Also this idea of home working is very interesting. We are seeing it work in our own business currently, so it's great to hear some dealers are are seeing how it could benefit their company in the long-term too."

Supply chain

Firstly though, it's worth mentioning a concern which was brought up again by some dealers we spoke to, of a disruption in the supply of parts. Is this something which our readers are experiencing? We heard in some cases, supply from certain manufacturers is beginning to become slightly more problematic. 

Clearly as factories across Europe and the world were shut for around a month, there will inevitably be a knock-on effect at some point. There was talk that the industry may have been somewhat lucky up until now, as shelves were packed at the start of this year in anticipation of Brexit. But those supplies are starting to deplenish. Also logistics were cited again as not being fully up to speed, meaning deliveries are taking longer to arrive with dealers. And it's not just the road hauliers - apparently for manufactures to get any air-freight space currently, is quite a struggle. There are simply fewer planes taking off worldwide.

This could potentially affect supply of whole-goods as well as parts of course. Certain items of smaller, domestic machinery are perhaps becoming harder to get hold of we were told. The spike in demand from homeowners last month has put strains on supply for certain brands.

Dealers clearly have a lot a questions for their suppliers currently and we were told that one manufacturer this week actually had to take the tough decision to suspend their customer service phone lines, due to the backlog of dealer enquiries they needed to get through, Their dealers were told this was the best way to allow the company to get on top of matters and get back to normal as quickly as possible. Assurances were given that this was only a temporary measure, that further recruitment to increase capacity was on its way and email contact was still available.

Increase in digital

I suppose the above example is in fact an instance of how digital has come into its own during this time. OK, there may have been a less-than-ideal disruption, but at least those affected are being kept in the loop and an alternative, electronic means of contact has been offered.

Somebody remarked this week that they felt the use of the internet amongst the network had progressed by about 5 years in the space of 12 weeks.

Other views expressed included speculation that this take-up we're seeing in social media use, in promotional video production etc, could have a positive influence on recruitment of young people down the line. If the network is perceived as tech-savvy, not just in the high-end equipment that's at the heart of the industry, but also importantly in the methods utilised to sell and service it - that's got to be an attractive proposition for those looking to join the sector?

For perhaps smaller dealerships, who may not feel fully confident in embracing all the digital tools that are available to help you connect with your customers, the team behind Service Dealer have actually been putting together a free digital Dealer Toolkit. Designed by digital marketing experts (a.k.a not me!), the toolkit is intended to offer some assistance for those who may not have explored avenues such as these before. Look out for further details on how your dealership can get hold of the Toolkit very soon.

Remote working

Also perhaps making the network a slightly more attractive proposition to new recruits is this other quite significant idea we heard repeated several times this week - the notion that remote or home working will continue to thrive even once social distancing measures are loosened.

The impression was given that dealers who might not have seriously entertained such a way of working before, have had their eyes opened to its potential since it has been enforced on them. Not for all roles within the dealership obviously. But for those dealers with office staff or sales reps working from home currently, if it's satisfactory for both parties right now, why can't this carry on into the future?

Looking ahead, perhaps all that office space might be used differently – maybe as more showroom space or increased storage areas for example? Video meetings and the connected world has meant that these roles are continuing to be performed perfectly well. It might offer staff a working life which fits in better with their personal circumstances and it could mean savings for the business.

Teams will of course always benefit from meeting up for face-to-face interactions, but there is a blend to be struck which can afford the best of both worlds for dealers.

We'd be interested in hearing from readers today if what's happened over the past weeks has made you reconsider how you undertake your business in the long-term? Are you ulitlising more digital tools to both sell and communicate? And are you thinking that for certain roles, a more remote way of woking could be good for and your staff?

Let us know in the comments below.

Reesink Turfcare has announced the retirement of its national sales manager Jeff Anguige after 21 years working with the Toro UK distributor and its predecessor Lely UK, and a total of 46 years serving the turfcare industry.

Jeff, 63, began working in the industry straight after leaving college, learning the business working at golf and grounds dealerships and turf machinery manufacturers such as Ransomes. In 1999 he joined the then Toro UK distributor Lely UK, with headquarters at St Neots, Cambs., as national Toro sales manager, responsible for spearheading sales of its golf course and sports turf maintenance machinery.

At Lely, and latterly Reesink, he has played a leading role in helping develop the Toro name and reputation.

It is, he says, his biggest career achievement; “Toro has been the constant in my working life at Lely and Reesink,” says Jeff. “For over two decades I’ve worked with a brilliant team to help it grow to where it is today - in my view, holding the number one spot for quality with its reputation preceding it.

“I’ve always had total belief in Toro. So many of my career highlights have come from witnessing how Toro has made such a huge difference for our customers. How it has greatly improved the quality of the golf course, made tasks easier for the greenkeeping team or solved a particular problem. In my time I’ve seen Toro go to the top of not only the golf industry, but the sports sector and other fine turf sites, too. It’s now at a point where around 80 percent of Premiership football clubs, as well as other major sporting venues in, for example, cricket, rugby and tennis, also use Toro.”

Jeff has seen many big changes throughout his time in the industry. Among the biggest, he says, is the way in which clubs now buy their machinery. He says: “When I started, people tended to get their cheque book out and buy one piece of equipment at a time, outright. Now the majority of customers invest in fleet deals on finance. It gives the option to have more machines straightaway for the same level of investment, as well as the latest technology to maintain playing surfaces. The upscale is huge, as is the improvement in quality of playing surfaces. It’s certainly a very different market to when I started, and very much for the better.”

David Cole, managing director at Reesink, paid tribute to Jeff and the instrumental role he’s played with the company, saying, “Jeff has been at the forefront of the Toro equipment success for over twenty years and his focus and dedication will be challenging for the business to replace. I am sure that the extensive contacts and colleagues Jeff has built up during his time in the industry will want to join us at Reesink in wishing him all the very best for a well-earned and enjoyable retirement. Jeff will always be able to look back with pride on his role with the Toro brand, as a job well done”.

Jeff plans to spend his retirement in his native Yorkshire, where he lives in Gomersal with his wife, Julie, enjoying time with his family and grandchildren – and, of course, playing golf.

A man who enjoys huge respect and fondness from among his many friends and colleagues in the industry, Jeff says: “I’ve thoroughly enjoyed working in the industry and am delighted to have been a part of it. It’s a relationship industry and I’ve gained friends for life. I believe it still offers great career opportunities for young people and will watch with interest as the next generation comes through.

“Despite the current difficulties presented by Covid-19, I’m confident that Reesink, Toro and the turfcare industry has an exciting future,” he says. “Yes, there will be challenges and changes ahead, but also plenty of opportunities. I wish it and all my friends and colleagues in the industry every success for the future.”

According to figures released by the AEA, for the second month in a row, UK registrations of agricultural tractors (over 50hp) showed a sharp decline in May 2020.

The monthly total of 586 machines was 42% down on May 2019, a slightly smaller year-on-year decline than was recorded in April.

Stephen Howarth, agricultural economist at the AEA said, "In large part, the recent falls can no doubt be attributed to the continuing effect of Covid-19 and, in particular, the temporary closure of many manufacturing plants across Europe.

"The market may well have been down anyway, though, with the challenging weather conditions of recent months likely to have had an impact on orders from farmers."

May's registrations bring the total for the year to 4,263 machines, 27% down on the first five months of last year and the lowest total for this point in the year since 2001.

The total number of tractors registered over the last 12 months was 10,501, the lowest level the moving annual total has reached since 2016.

The Landbased Training and Education Committee (LE-TEC Ltd), the industry collaborative that aims to promote training and education for people working within agricultural, horticultural and forestry machinery dealerships, manufacturers, and associated businesses, has launched a newly redesigned website at www.landbasedengineering.com.

The new site brings together all the information for those looking for a career in land-based engineering or looking to upskill with further qualifications and industry acknowledged accreditations.

Made up by three main industry bodies: The Agricultural Engineers Association (AEA), British Agricultural and Garden Machinery Association (BAGMA) and the Institution of Agricultural Engineers (IAgrE), LE-TEC has a common goal of attracting the next generation of talent and helping to upskill the current workforce.

As an industry collaboration, LE-TEC say they are continually looking to tackle one of the biggest current issues the agricultural and outdoor power equipment sectors face today: that of skills. They believe the training and recruitment of youngsters and new people for the industry, particularly in respect of attracting young talent into the manufacturing and retail base, is ever more critical.

Ruth Bailey, CEO of AEA explains, “As an industry, we face a huge crisis in the skills gap if we do not start to look more pragmatically about enticing a new intake of recruits. We then must genuinely offer them a progressive career path which recognises skills and competence levels within the technicians’ and customer service related roles."

“This new website lays the foundations for this by increasing the accessibility of our industry and what it has to offer”, added Keith Christian, Director of BAGMA.

The land-based engineering website houses all the information regarding the Land-based Engineering Training Accreditation (LTA) scheme. The LTA scheme is unique to the Land-based Engineering industry offering technicians, parts advisors and after market professionals a career development pathway. LTA scheme information and registration forms can be easily accessed via the new website for new registrations or updating existing registration details.

Alongside this, LE-TEC say the site will be updated on a regular basis with new content and the latest industry news. The collaborative will also be working with technicians over the coming months to provide real-life success stories within the industry. 

Lister Wilder has announced that it has taken on Kesla as of 1st of June 2020, becoming the sole dealer of the franchise in the south of England.

'Virtual handshake’ between Janne Sinkkonen of Kesla and Dan Sharood of Lister Wilder

As a longstanding AGCO dealer of the Valtra franchise, Lister Wilder say it was a natural progression to bring Valtra’s partner, Kesla, into the fold.

Dan Sharood, Valtra brand manager at Lister Wilder, said, "We’re thrilled to be adding Kesla to our product portfolio. The range will include forest trailers, loaders and woodchippers, and our service team have recently been trained remotely in each of these product categories.

"We very much look forward to working with the team at Kesla who share similar values to us as a family owned business for 60 and over 70 years respectively, and an unequivocally shared passion in forestry and farming solutions across all sectors."

Janne Sinkkonnen, director of tractor forest equipment at Kesla said, "Here at Kesla we have found a great partner in Lister Wilder to represent our brand in the south of England. We have followed their success in representing the Valtra brand over the years and their continued efforts to ensure the forestry sector has the necessary equipment and all-important back-up to continue to grow. The partnership is very much a natural move and we look forward to working closely with the team to ensure our product range is front of mind and in the hands of those who require cutting edge forestry and farming solutions."

GGM Groundscare has reported a surge in enquiries from golf clubs, together with its first fleet order since the government’s recent announcement that clubs are able to reopen.

Since lockdown restrictions started to ease, the dealership says they have received a number of calls from golf clubs who are keen to improve their playing surface and invest in new Baroness equipment.

Managing director Chris Gibson said, “Now that people are able to exercise more freely, golf clubs are well and truly open for business. It’s extremely encouraging to see that they want to invest in and commit to new machinery, after this terrible time for both our country and our economy.”

GGM say they have already installed a fleet of new Baroness machines at popular Cheshire golf club, in the week it reopened its doors.

The 18-hole parkland golf course, who chose to stay anonymous, says it signed up 25 new members in the first week after lockdown alone.

Their aging fleet had become unreliable, so the course general manager called upon GGM Groundscare and trialled three machines from Baroness - the LM315 Greensmower, the LM551 5-unit fairway mower and the GM2810 semi rough rotary mower, just prior to lockdown.

During the trial the club were able to cut all of the fairways, rough and greens in 3 days as opposed to the usual minimum of a full week, saving 40% of staffing costs and time

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The club's general manager said, “We’re absolutely delighted to be able to open our course again, and these fantastic new machines have given us the perfect start. We’ve heard great things about Baroness from other club managers and the fact they come with an extended warranty was very reassuring."

GGM's Chris Gibson concluded, “It’s great news that golf has re-opened. Since GGM have been working with Baroness alongside Kubota we have been able to offer real Japanese excellence to our customers. This coupled with our after-sales offering allows us to tailor-make packages to meet the individual needs of our customers and to offer expertise and advice as we negotiate these difficult times."

Andy Symes has joined T H White as Case IH sales manager reporting to Case IH dealer principal and head of T H White Agriculture, David Rapkins.

Andy Symes

Based at Stockbridge - a dedicated Case IH branch for T H White - Andy will combine team management with sales and business development techniques to champion the Case IH brand together with its associated franchises (Manitou, Pottinger and McConnel) selling across the south and south west. He will be responsible for his own sales territory alongside managing the sales team day to day. He will also support the service workshop and parts function based at the branch.

Andy studied agricultural engineering and the company says he brings a wealth of experience to his new role. Starting out as an agricultural engineer in Salisbury, Andy gained early experience with Massey Ferguson, Fiat and Renault tractors along with Claas combines. He trained in electronics and hydraulics and quickly learned all about tractor systems. He then spent 13 years in pig farming followed by a short spell maintaining large cargo and passenger aircraft before moving back into the agricultural sector as an engineer for a Massey Ferguson dealership at Ringwood. Here, he demonstrated equipment and got the sales bug, before moving on to territory sales management for a Claas dealer business.

Before joining T H WHITE, Andy worked at New Holland UK as area sales manager and then harvester sales area manager for south west England and Wales, where he was successful in increasing the company’s combine harvester market share.

Andy said, "I’m really excited to join T H White and work alongside top franchises. Case IH is an ambitious brand that is moving forward with a very positive plan to increase its market share through a stronger and growing dealer network."

This week is 'National Growing For Wellbeing Week' which was initiated by Annabelle Padwick the founder of the 'Life at No.27' social enterprise, and is a celebration of the magic that growing your own produce can do for wellbeing, both physically and mentally.

Lawnmower manufacturer, Mountfield, say have been glad to offer their support to Life at No.27 by donating one of their SP556 BV mowers to help empower the people who Annabelle mentors, through a variety of practical, outdoor and creative activities that not only teach valuable and transferable skills, but that also have a meaningful and therapeutic value.

Annabelle Padwick said, "I can't thank Mountfield enough for donating this super-smooth grass cutting machine to the Life at No.27 adult therapy site. The clients and I are already loving putting it to use and it has certainly made cutting grass much more enjoyable, satisfying and a little funny. I can't recommend the Mountfield machines enough!"

Reesink Turfcare, UK distributor of TYM Tractors, has announced that customers can choose from an interest-free or a low rate five year finance deal.

Reesink tractor sales manager Steven Haynes said, “We understand that for most this year’s forecasts, plans and budgets have been hugely affected by the effect of Coronavirus and it’s vital that as a distributor we support our customers in delivering against their objectives without significant initial cash outlay.”

The company  says they have been working with its long-term finance partner Hitachi Capital Business Finance to create two interest rate finance deals for its entire range of TYM tractors. There is also a three year ‘Bumper2Bumper’ warranty across the entire range available.

One deal offers zero percent interest for two years. With a payment break until September 2020, then 24 monthly repayments thereafter. The scheme is based on financing up to 50 percent of the tractor’s retail price.

The second option is a longer-term finance package with a low interest rate of 1.5 percent over 60 months. Based on a 1+59 payment profile and again, financing up to 50 percent of the tractor’s RRP price.

Steven said, “These finance options are designed to help customers buy the tractors they need without compromising cash flow, allowing them to replenish or add to their fleet in a way that suits their financial situation.”

Both deals are available from now until 31 August 2020. Finance is subject to acceptance and business users and only available in the UK.

The new Central Spares website is live and includes over 2200 new products.

Continuing to offer the same great features and functionality as the existing site but with some additional benefits including:

• Full optimisation for use on your mobile phone or tablet
• Clear mega navigation and predictive search
• Interactive Parts Diagram
• Online account management – view and manage your orders, statements and invoices
• Login to see your preferential account pricing
• Build favourites lists for easy repeat ordering
• Pay on account or by card
• Available 24/7, 365 days of the year - order at your convenience

Take a look at www.centralspares.co.uk or call 01202 882000 to speak to one of our team

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It is easy and quick to register and costs just £96 + VAT per year to be listed and all revenues in 2020 will be reinvested into promoting the site online.

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