Service Dealer held another of our regular video calls with a panel of dealers from around the country this week, discussing topical issues dealerships are currently facing.

As ever, we've promised to keep who contributed to our forum anonymous in order to help generate a frank and honest conversation - and we thank those who took part for their time and their candour.

A hectic time

If one word could sum up how it appears many dealers are feeling at the moment, I think 'busy' would be the understated version of it. Hectic might be more apt.

We heard how there just isn't time to catch breath at the moment, out there in the network. As well as all the regular pressures inherent in running a dealership, the month of September has seen many manufacturers' dealer meetings also drawing on dealers' time. Having not taken place in quite the same way for the past couple of Covid-affected years, we heard that diving all round the country again this month can take its toll.

Not that the meetings weren't appreciated we were told, it was just taking some getting used to, being back in the swing of these things once again. Dealers it seemed, felt that attending these meetings were valuable and the right thing to do to show respect to their suppliers. Hearing manufacturers' future plans and getting to test machines in-person will always be a pull - however, when many events all come at once, it can be both exhausting and a strain on individuals' time.

To stick or twist with suppliers?

An interesting line of conversation that developed out of this dealer meeting discussion though, was that amongst what could be described as the 'traditional' industry players who have been holding meetings recently, there have also been some events staged for dealers by newer entrants to the market.

Entrants who might perhaps be termed as 'disrupters' to the sector.

Therefore the question arose as to what would a new player to the market need to do, in order to tempt dealers to try stocking their new kit - or indeed to go the whole hog and ditch an established supplier?

An interesting view was that perhaps if this was 2018 or 2019 we wouldn't even be having this conversation. A reason why these disrupters may be finding some footing today amongst dealers is that during these past couple of years, decisions needed to be made to go with suppliers who could actually supply!

Panelists spoke about looking around empty storerooms and realising that to satisfy customer demand, they needed stock from wherever they could obtain it. So doors were opened to new manufacturers.

There is of course a sense of loyalty to established suppliers, but by necessity, there must also be a strong loyalty to waiting customers. Some panelists also questioned how loyal certain manufacturers had been to their businesses these past couple of years, pointing out that loyalty needed to be a two-way street. Some talked about perhaps not ordering quite as much from certain brands this coming year, because they felt the support and communication levels hadn't been up to scratch recently. A lack of manufacturer rep visits were cited as one example of this.

Another comment we heard questioned a supplier's loyalty when as a dealer they had met all required targets - only for the supplier to then begin supplying a rival dealership only two miles up the road.

For others though, the idea of changing up suppliers would undoubtedly be a big call. Long-term relationships are what many dealers pride themselves upon. Some expressed a nervousness at the thought of taking on new marques for the showroom, explaining how a long-term, loyal commitment to a manufacturer should in turn engender a long-term, loyal commitment from key customers. At least that's how it should hopefully work!

From what we were heard from our panelists, all decisions whether to stick or twist on suppliers will come down to questioning is it right for their business and, crucially, is it right for their customer base?

It will certainly be interesting to see how these disrupters fare amongst the dealer community. These new suppliers must feel they have an opportunity to thrive with their fancy new products which they clearly have a confidence in - but perhaps they also see the door being ajar with some specialist retailers who maybe feel let down by their established suppliers? It's unquestionable that specialist dealers add value to any brand they choose to represent, so I'm sure our dealer readers will find themselves seriously courted over the coming months.

What's clearly the case, is that suppliers old and new need a healthy dealer network - just as dealers need reliable and trustworthy suppliers. 

Barrie Ward of dealership WM Plant passed away peacefully on Thursday 1st September with his wife. Jill and daughters Rosie and Sam by his side.

Barrie Ward pictured in WM Plant's showroom for a profile in the November / December 2019 edition of Service Dealer magazine on the occasion of the business's 50th anniversary

Barrie completed a BSC Honours degree in Chemical Engineering and Fuel Technology at Sheffield University. Upon completing his degree, he was offered a lucrative position with Shell working within the oil industry, however he decided to start WM Plant. On Monday 11th August 1969 he began operating a Shawnee Poole dump-truck bought with savings building the M6 between Penrith and Carlisle in Cumbria. He quickly realised there was a market for hiring out non-operated machinery from Stihl Cutquiks to JCB’s. 

Initially operating out of his mum’s house just outside of Carlisle, he went onto to build the current premises which WM Plant still occupies on Rosehill Industrial Estate in 1972.

The hire fleet grew overtime as well as the addition of sales and repairing construction and horticultural machinery.

Diamond drilling was a growing part of WM Plant’s business in the UK during the 80’s and 90’s. 

In 1997 Barrie and his wife Jill opened a similar business to WM Plant on the Isle of Man having regularly travelled to the Island to fulfil diamond drilling contracts. The business was eventually sold to GAP, the national hire company. 

53 years later the business has grown and developed, weathering recessions and enjoying the boom times.

He will be greatly missed by the team at WM Plant.

Yvonne Broomham has been appointed as AriensCo’s new senior marketing manager for EMEAA.

Yvonne Broomham

The manufactuter says Yvonne brings versatile experience in international marketing, having worked with some of the world’s largest brands. With expertise in driving marketing strategies, innovation and digital communications, her appointment strengthens AriensCo’s marketing team. 

AriensCo say this new appointment underlines their sustained investment in its European operations and is the latest in a calculated list of measures to expand the brand’s scope including the acquisition of German mower manufacturer, AS-Motor, the appointment of both Jochen Schneider and Brad Stiles to EVP of EMEAA and VP of sales for EMEAA, respectively, and manufacturing all CE petrol zero-turn mowers in its UK factory.

“We’re delighted to welcome Yvonne into the Ariens family. Her strong marketing background, industry knowledge and European expertise will ensure AriensCo continues to strengthen its presence in existing markets and reach even more regions and customers throughout EMEAA,” says Darren Spencer, Vice President of EMEAA.

Yvonne added, “I am excited to be joining AriensCo and am looking forward to strengthening the brand. By using my experience, I am keen to further understand our customers and use this insight to create effective marketing campaigns, driving long-term and sustainable growth.”

Yvonne will report to Darren Spencer, Vice President of EMEAA.

The Austrian family-owned company Pöttinger say they have achieved record turnover in the financial year 2021/22: during another challenging business year (01 August 2021 to 31 July 2022), turnover increased by 25 percent to EUR 506 million.

This represents an increase of EUR 101 million. The company says this is by far the highest increase in turnover in their history of more than 150 years.

L-R: Wolfgang Moser, Gregor Dietachmayr, Jörg Lechner Herbert Wagner, Dr. Markus Baldinger 

In terms of machine sales, grassland equipment again performed well, accounting for the largest share of turnover at 67 percent. In the loader wagon segment, the company achieved sales growth of almost 13 percent but also won the Farm Machine 2022 award for the new Jumbo model.

The share of arable equipment in machinery sales is 33 percent which they say results from the success of intelligent machines for soil cultivation and seed drill technology, as well as the new crop care segment.

Another pleasing development for the company was recorded by the original spare parts business unit. The increase of around 12 percent is primarily attributable to the capabilities of the spare parts logistics centre, the service team and the long-term availability of spare and wear parts. 

Business outside Austria developed positively in different ways Pöttinger also reported: Almost 60 percent of total turnover was achieved in Germany, France, Austria, Poland, USA and Switzerland. The largest individual markets are Germany with almost 18 percent and France, which accounts for almost 15 percent of turnover. 

Pöttinger headquarters in Grieskirchen, Austria

Other winners that stood out in terms of increase in sales of machines included the markets in the USA (+75 percent), Canada (+29 percent) and Australia (+34 percent). In several European countries such as Belgium (+52 percent), Poland (+36 percent), and Sweden and Denmark (each just +35 percent) demand has risen sharply. 

A major contribution to the positive international development of the company was made by the 17 sales locations worldwide and the five production plants in Europe. On average, 2,017 people from 36 different nations were employed during the past financial year, compared with 1,929 in the previous year. 

Gregor Dietachmayr, spokesperson for the management board, said, "In the end, our expectations were indeed exceeded. A challenging and demanding year with unforeseeable events is behind us, and another one is certain to follow. Flexibility, intensive work, the above-average commitment of the entire Pöttinger team and the consistent pursuit of shared objectives have paid off." 

The organisers of the AgriScot show have announced that the AgriScot Business Skills, sponsored by NFU Mutual and supported by Scotland’s Rural College (SRUC), looks to support aspiring young professionals by providing them with the skills and networks required to mitigate and manage the many challenges facing rural and agricultural businesses.

The competition, which assesses individuals’ general business skills and awareness of agri-business issues, comes with a £1000 cash prize to help them in the future.

Organisers say with soaring costs, staff recruitment challenges, food security concerns and supply chain demands, to name but a few, this year’s theme is aptly focused on resilience.

Open to individuals between the age of 18 and 25 years, entry includes a copy of a CV along with a statement sharing thoughts on “The importance of Agri-business managers developing more resilient businesses”. Aligning with AgriScot’s new digital approach, applicants can enter by submitting a video or in writing (no more than 400 words).

Heather Kerr from SRUC, AgriScot Business Skills Coordinator, feels this competition helps prepare individuals as they develop their careers.

“Over the last decade agriculture has faced unimaginable change, with plenty more on the horizon. This adds extra pressure to farming businesses which are unable to generate secure plans and predict the resources they will need in the months ahead, let alone years.

“Agri-business managers need to be armed with skills and networks so they can be agile and adapt to the unpredictability, whilst also managing their own personal resilience. This competition gives applicants the opportunity to work through a real-life scenario, and a chance to win some cash to invest in their future.”

Semi-finalists will attend an on-farm event where they will receive a farm tour, hosted by a panel of judges who will discuss aspects of the farm enterprise with the applicant. Those who most impress the judges will go through to the final, which takes place at AgriScot on Wednesday 16th November 2022.

To find out more about the competition, visit www.agriscot.co.uk or email Heather via heather.kerr@sruc.ac.uk. Applications close on Friday 7th October 2022.    

AriensCo held its annual dealer meeting at the home of British motor racing, Silverstone on 8th September.

The day was led by the senior management team including Jochen Schneider, executive vice president of EMEAA and Darren Spencer, vice president for EMEAA with all on-programme dealers for Ariens, Countax and Westwood invited. 

The meeting's theme was Pole Position and showcased the company's new products, people and support.

The event gave dealers the chance to learn about the news for 2023 including AriensCo’s expanding range of petrol and battery powered zero-turns and a new commercial brand, joining the company's family.

The meeting will also gave dealers the chance to discover new systems that the company said would help market their dealerships and encourage growth and Ariens Academy - a programme to educate and train dealers on its products. 

This was the first in-person dealer meeting since 2019 where, due to Covid-19 restrictions, the manufacturer had to hold virtual meetings and smaller roadshows. 
 
Darren Spencer,said he was excited to finally meet dealers face to face again. "While our virtual meetings and roadshow helped us through tough times, it was great to see all of our dealers again in person. We've been working hard to deliver on new products, partnerships and systems that are going to put us and our dealers in pole position now, and in the future."

The Joskin Group, who are based in Soumagne, 20 km from Liège in Belgium, has announced a new factory to be based in Luxembourg.

The company manufactures agricultural machinery which it distributes in over 60 countries on 5 continents. It specialises in all trailers for transporting and spreading farm products. The Group has factories in Belgium, France, Poland, and soon the new brand-new unit which will cover 15,000 m² on a 6 ha site in Sanem / Esch-sur-Alzette in Luxembourg.

Victor Joskin, CEO and founder of the Group said of the new development, "Joskin's current main challenge is the production capacity: the Group must be able to produce more. The aim is not only to be able to supply more of the existing models, but also to make room for new equipment under development, so that we can serve an ever-increasing number of customers.

"This objective requires an increase in production space and a rethinking of the production flow. Our factory project in the south of the Grand Duchy of Luxembourg is the first of a series of similar projects."

Victor went on to explain that the Luxembourg project is specifically designed for the assembly of large agricultural trailers with a monocoque body - i.e. welded in one piece. "We will start with tipping trailers and will rapidly launch muck spreaders as well," he said.

The company expects to break ground on the project in January 2023 and anticipates the construction to be completed quickly, so that the factory can start operating in the fourth quarter of 2023, ideally in October.

At this time of year landscape tidying and garden clearance is a big job. Available for the first time in the UK via Henton & Chattell, Hansa Chippers are the ideal tools for this job. 

Established in the 1980s, Hansa specialises in the design and manufacture of high-quality brush chipping and shredding equipment. The family run company, based in New Zealand, has a strong heritage combined with constant evolution and innovation, with a focus on sustainable growth.  

As trees and hedges are pruned back, they can create messy piles of debris that are often used to create smoky, polluting bonfires. Family run company, Hansa, is dedicated to changing this practice, by offering an alternative solution. Instead of building climate-damaging fires, Hansa sees chipping as a cleaner, greener way of getting rid of waste. By using a chipper, green waste can be transformed into valuable mulch that can be used in beds and around tree bases. This recycled material helps to retain moisture and supress weeds while it breaks down and provides nutrients to plants as it decomposes. 

Hansa prides itself on the ethos of “providing the best chipping experience”. Whether being used in a garden at home, by a landscaper, professional arborist or other commercial user, Hansa chippers are all designed to make tough work enjoyable. It’s about getting the job done in the most efficient way. 

The domestic gardener can choose between electric and petrol options with the C3E and the C4, both weighing up 70kg making them perfect for home usage and storage. The C7 is the most popular model and, with a 6.5hp petrol engine, is ideal for those with larger gardens. For landscapers the C13, with a 13hp engine, easy engagement system and efficient self-feeding action, makes light work of large jobs. 

For large-scale, commercial applications there is the C21 and the C27. Both are extremely robust and have heavy-duty cutting disks that meet the rigorous requirements of heavy branches and bushy foliage. The C27 has a 360-degree turntable that allows feeding from any direction.

Hansa are exhibiting at the APF 2022 event on stand 1530 -1540. Come and see us for a chat and to check out the latest Hansa machinery in action.
For more information on Hansa chippers visit: www.hansaproducts.com/gb/

Or to become a Hansa dealer, please contact Andy Marvin on: 07771 581 296 or call our sales team: 0115 986 6646 today.

SALTEX 2022 continues to attract the best in the business - with visitor registrations from over 30 countries already confirmed, a roll call of domestic and international exhibitors signed-up, and an impressive lineup of expert speakers and industry specialists standing ready to provide support, insight, and real solutions to key industry issues. 

SALTEX is Europe’s leading FREE sports turf, amenities and landscaping exhibition

FREE to attend, the show includes the ever-popular Learning LIVE programme, a key element in the SALTEX offering, which has this year been extended to over 30 FREE sessions with influential speakers addressing a range of key issues impacting the industry. High on the agenda are sustainability and environmental issues.

The FREE Learning LIVE sessions will put water usage under the spotlight

Among those bringing their insights and advice to the stage will be Tony Hanson from Environmental Solutions International, Robin Price from Anglian Water and Bob Hillier from the Environment Agency discussing, in a presentation not to be missed their paper on ‘Reducing the impact of future water restrictions on golf and sports turf’ – an extremely timely subject as the sector deals with the results of climate change and the impact that extreme weather is having on sports grounds and green spaces. 

Other seminar highlights include Sports and Play Construction Association (SAPCA) discussing the options, implications, and cost of recycling synthetic turf in the UK. Speaking on the subject will be Colin Corline from SAPCA, David James from Labosport LTD and Alastair Cox from the European Synthetic Turf Council.

SALTEX attracts the most exhibitors in the industry to one place at any one time. And new exhibitors keep coming on board weekly, with 2022 already set to be the biggest and best show yet.

Over 400 brands will be on display at SALTEX

Overseas visitors’ enthusiasm for the event is at an all-time high with over 30 countries already registered bringing with them insights into how they do things in their countries. 

One of those is Daryl Davidson, head groundsman at Sydney University and of the International Greenkeepers Association, travelling from the other side of the world for “this great opportunity to catch up with a heap of new and old friends from our great industry,” it was he says, “an easy decision to jump on board”.

SALTEX is an event grounds people have always made the time to attend. We know from visitor and exhibitor feedback surveys that the networking opportunities are a massive draw and never more so than in the post-pandemic landscape. 2021 survey data showed that almost half (46%) of visitors attend for networking opportunities; over two-thirds (68%) attend to source new products, services, and suppliers; topped by an extremely high satisfaction rating of 83% voting the show as Good, Very Good or Excellent.

SALTEX does not disappoint and registering for a free FREE ticket to Europe’s largest sports turf, amenities and landscaping trade exhibition has never been easier thanks to the event’s new website - saltex.org.uk.

Our 2020 Summer research showed 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 2022 will continue to be reinvested into promoting the site online and so supporting the dealer network.

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