Service Dealer hosted another of our regular calls with senior representatives of manufacturers, suppliers and business service providers this week. 

Having not caught up with this side of the industry for a little while, it was valuable to hear their perspective on how everything is panning out. As ever, we thank them all for their time, frankness and insight.

Supply

As you can probably imagine there is one topic that is paramount on everyone's agenda right now. Manufacturer, dealer and customer alike are all impacted by the disruptions to the global supply chain and the subsequent delays on delivery.

Whilst it's probably no surprise to anyone, the news on this front is that it's not going to get substantially better any time soon. In fact, people are now talking about 2023 before the market begins to see any sort of normality. I've also seen this timeframe mentioned by industry CEOs in the United States.

All of the widely discussed reasons that are leading to blockages and hold-ups in the system, are serious problems. We were told they are not matters with easy, quick fixes that can be resolved in a few weeks. Dealers, we heard, will need to accept that this is the way things are going to be for a good while. It's a case of making the best out of a bad job.

Manufacturers are telling us they may have machines in the production process almost finished, but a lack of components coming through the system means they cannot be completed. Also there are still terrible problems with logistics, both in terms of the astronomical price rises on shipping, plus the unreliability of delivery. Once a container eventually leaves its port there's no guarantee when, or more importantly where, it will arrive! 

Communications

What we at Service Dealer have heard from dealers we have spoken to recently, regarding these situations though, is an acceptance that delays are of course inevitable. However, what we raised with the suppliers on the call this week, was that we had sensed a creeping dissatisfaction at some suppliers for not being as forthcoming with up-to-date information as dealers would perhaps like.

We were told that manufacturers are essentially in the same boat as their dealers in many ways. They are being provided with unreliable and changeable information themselves, not knowing from day to day if anything is going to arrive as promised. And if they don't know, we were told there's a limited amount of detail they can pass on. There is a commitment there to be as open as possible - which is crucial because keeping those communication channels is vital for all parties - it just seems like disruption and disappointment will continue to be the order of the day.

Marketing

Another channel of communication which came up during conversation was the manufacturers' marketing messaging to consumers. We were interested to hear if they had altered their promotional activities in response to stock availability?

Most agreed that it had been necessary to be flexible in their marketing approach. Some said that rather than promoting specific products they were switching to highlighting a range - giving a consumer choices about alternatives that may be available if their first choice wasn't. Others were talking about holding back on advertising as they didn't want to simply disappoint customers by promising products that couldn't be delivered.

Using more reactive and flexible communication tools such as social media platforms, we heard, is allowing marketing messaging to still drum up demand for brands, but hopefully manage customer expectations too.

Sandbagging

A concept that also cropped that I hadn't heard discussed before, was a longer-term concern held by some, regarding the notion of 'sandbagging'. It was felt that perhaps because stock is so scarce at the moment, orders are being put in for the manufacture of huge numbers of machines - and that once the market has leveled out again, dealers could find themselves having massively overstocked. Essentially panic buying.

It was feared that these overly-ambitious orders could then end up either being cancelled leaving manufacturers with unsold machines or dealers would have too much stock, leading to market saturation and freefall. Despite a situation such as this being a long way off, a note of caution was needed to be struck some felt.

Product trends

Looking ahead in a more positive fashion, the talk turned to what the manufacturers saw as the emerging product trends.

As well as hearing that zero-turns are gaining in popularity, it was unsurprising perhaps that the continued and expanding electrification of outdoor powered machinery, across the spectrum of domestic, commercial and agricultural applications, was expected to only become more significant. Tied in with this was the feeling that robotics, again across all sectors, would gain more traction.

This is not to say that traditionally powered machinery would fall out of favour overnight. We were told for example at the moment in the commercial sector, councils are asking for quotes for both the greenest and cheapest cutting options - and they are mostly opting for the cheapest! Which right now is still diesel.

But there is an acceptance that things are evolving - and not just in equipment power sources, but in business practices also. The major manufacturers are buying into or investing in new tech start-ups left and right. Avenues such as A.I are being explored. Companies may find themselves approaching their businesses in ways they never would have explored previously, we heard.

Meeting up

In terms of the industry starting to get back together, we were told that this is well underway right now. Reps are out on the road again visiting dealers for example - albeit with pre-arranged appointment times rather than just dropping in. Also several companies have been holding roadshow-type events this month, which have been going down well with both their dealers and customers

The consensus seemed to be, that however wonderful and necessary video-calls have proven these past 18 months to get us through the crisis, so much more could be achieved in face-to-face environments. People seemed delighted to be back meeting colleagues.

There was a need to remain vigilant mentioned though by some, in regards to industry events taking place indoors in the coming months. There was a desire that anything that happens inside during the late autumn / winter period, takes its Covid security measures seriously. Having lots of people gathered in an exhibition hall in November, is a lot different to smaller groups outside in a field in September, it was said.

Bumper years

Finally though, almost to counter any doom and gloom that may have crept in, it was pointed out that this industry has been very lucky throughout the pandemic compared to many other sectors. Several manufacturers have had some truly bumper years, meaning of course that their dealers have also fared well.

As one manufacturer put it, "We could all be sitting here looking for customers. As it is, there are too many!" Which of course, is a privileged position for a sector to find itself in.

We would be interested to hear whether our readers agree with this sentiment, that despite everything, 2021 has been a healthy year for dealerships. As such, we are running our annual survey today, asking you how your various departments have fared this year?

We'd very much appreciate your input and we'll be publishing the results plus a selection of your comments in the next edition of Service Dealer magazine. Thanks in advance.

TAKE THE SURVEY.

Kubota has announced a strategic OEM partnership with French manufacturer MX to supply loaders for the M series tractor range throughout Europe.

The agreement covers all M-series models including the M4003, M5002, MGX-IV, M6002 and M7003 models, spanning 66-170hp.

Kubota (UK) say this agreement is expected to significantly increase sales by providing a materials-handling solution which is available to order exclusively through Kubota’s dealer network. Importantly for customers, say the manufacturer, it offers the convenience of combining tractor, loader and attachments, in one integrated solution.

“This agreement makes it much easier for customers to choose a tractor and high-performance loader package that closely suits their needs,” said Henry Myatt, product marketing manager for Kubota’s M-series tractor portfolio. 

“MX-built Kubota loaders are finished in our familiar orange livery to compliment the look of the Kubota tractor range, providing an integrated materials handling solution for all M-series tractors,” he said. 

Nominations are now officially open for our Dealer Of The Year Awards for 2021, which will be presented at the gala dinner on the evening of 25th November following the Conference - and this year there's some very special categories which any dealership can enter.

Service Dealer owner Duncan Murray-Clarke explained, "In light of the past 18 months our award categories have been modified to reflect the hard work of dealerships and their employees during this time - both within their businesses but also in their communities."

You can watch Duncan explain the nomination process for this year, here.

The process is slightly different this year and only available online, so please also read the guidance on our website on how to nominate yourself or a business / person for an award before you start.

The Dealer Of The Year Awards categories for 2021 are:

Most Creative Communications of 2020/21

Have you communicated effectively, through social media or by other means or do you know a dealership that has?

Have you had regular communications with your customers, with great engagement or perhaps you have used your social media to share positive and encouraging messages during the pandemic?

Have you started to use video content to promote your business? Have you used the Service Dealer Toolkit to charge up your e-comms? Have you or do you know a dealership that created a brilliant and effective marketing campaign this year?

Answer yes to any of the above? We want to hear about it! The past two years have seen some huge changes in the way we market our businesses and we would love to hear about the creative ways dealerships have been sharing their messages with their customers.

Best New Initiative in 2020/21

Did you have a great new idea in 2020/21 that came to fruition and was a success or do you know a dealership that did?

Have you, or do you know a dealership that has done some renovation work, changed a showroom, or diversified into new markets over the 2020/21 period?

Have you/they focused on new, innovative technology and had some great success in the process?

Whether you did or you know a dealership that implemented something new - we want to hear about it!

Star of the Dealership

This award celebrates those unsung heroes, working hard to make a difference in a dealership, supporting you and your customers.

Is there someone who you can always rely on, perhaps it’s a team member who has been with you since the beginning, or maybe it’s a new addition who you can’t imagine being without.

If you have someone in your dealership who goes beyond the call of their usual duties, maybe they did something special for a customer or perhaps they kept spirits up when things were tough during the height of the pandemic – we want to celebrate them!

Apprentice of the Year

This award recognises those apprentices who stand out from the crowd, have applied themselves and have worked really hard.

Apprentices are the future of our industry. And, what better way to celebrate their value than recognising them for their hard work and efforts, especially in such unprecedented times.

Is there an apprentice that you would like to nominate for this award? Have they worked hard and taken on feedback? Are they a rising star in your dealership and do they have a promising career ahead of them? We would love to hear about them!

All nominees in this category will receive a certificate to recognise their nomination.

Extra-mile Award 20/21

In a period where kindness towards others has been key, are you or do you know a dealership that has gone above & beyond?

Have you done something great for your community?

Have you provided a service that goes beyond what is expected of a dealership?

Maybe you or a dealership you know went above and beyond to help customers or the local community during the peak of the pandemic? Perhaps you supported your local community and the fight against Covid-19? 

Or possibly you did something special that wasn’t related to Covid, but has made a difference to a customer or your community.

We would love to hear about the lengths our dealerships have gone to support their wider communities.

Leadership Award

We want to recognise those businesses/people who have led from the front during these difficult times, supporting the wider industry as well as their businesses and colleagues.

We have seen businesses grow, adapt, support one another and their communities and flourish in the past 18 months. This award celebrates those who had to take bold or difficult decisions to adapt their businesses, taking into account diversification/stock issues but those that also kept their staff motivated and engaged. It also recognises those businesses and people who have been thought leaders, supporting the wider industry.

We are looking for those people/businesses that stand out, showing all the qualities we strive for in leading a business – good ideas, being adaptable, thinking of others (customers and employees) whilst maintaining a strong business head.

PANEL AWARDS – (not up for nomination)

Dealer of the Year

Celebrating those dealers that have strived for success in 2020/21 and done brilliant things, despite the challenges. 

Our panel of judges are looking for those dealerships that have worked hard to keep going throughout 2020/21 and have done great things this year, despite everything that has happened.

Previous winners have been innovative, they’ve thought differently and tried something new. But above all else customer service has remained at the heart of their business.

Lifetime Contribution

Our esteemed panel will discuss the person they feel deserves this award and you’ll find out who wins on the night!

This award celebrates someone who has dedicated their careers to our industry, someone well respected and highly thought of.

In a recent online presentation STIHL Group's senior management have said the company has continued on its growth course from the past financial year and generated revenue of 3.51 billion euros in the period between January and August 2021.

This represents growth of 11.7% compared to the same period last year. The exchange rate adjusted increase in revenue amounts to 15.4%.

As at 31 August 2021, the STIHL Group employed 19,523 people, 7.3 percent more than at the end of 2020.

“Sales and revenue in all product groups were significantly up on the previous year - and higher than forecast," said the Chairman of STIHL’s Executive Board Dr Bertram Kandziora at the company press conference, which took place as part of the International STIHL Media Day on 15 September.

"The high level of commitment, the flexibility of our workforce and forward-looking planning in production, sales and logistics have made this possible – even though shortages of raw materials, a lack of production capacity at suppliers and at STIHL as well as limited transport capacity have led to significant disruptions in the supply chains. Without these bottlenecks, we would have been able to produce and sell even more products."

Dr Kandziora was also optimistic about the rest of the financial year, saying, “There is still strong demand for STIHL products. We are producing around the world at a high level to be able to supply our customers.”

The company said they had seen international sales growth in both petrol and cordless products. Dr Kandziora said, “We are observing a strong trend toward cordless power tools this year. It’s positive to see that we also recorded sales growth in the double-digit percentage range for products with petrol and electric drives. This development shows that STIHL is still strong in the petrol segment, but is also becoming an increasingly strong player in the cordless market.”

However, the company did address that ongoing high demand for their products also presents major challenges. STIHL said they are still struggling with disrupted supply chains around the world and significant supply bottlenecks for raw materials and components.

“Unfortunately, it is due to these external factors that we have been unable to fully meet the demand for STIHL power tools in some places. Global production is currently running at full speed to make up for the shortfalls and to better provide for our customers,” said Dr Kandziora.

“All employees are playing a big part in helping us tackle these huge challenges – doing extra shifts and showing tremendous flexibility and personal commitment. At present, we are generating record results in production, logistics and sales. It is only thanks to the enormous commitment of our workforce that our successful business development is possible."

You can read a full interview with STIHL GB's new md, Kay Green, in the forthcoming edition of Service Dealer magazine.

Case IH has announced that KFS, based in Chipping Norton, has been appointed as a new Case IH dealer.

The Krone Forage Solutions team together with Case IH area sales managers Simon Pratt (far left) and Robert Fox (far right)
 
The Krone-owned dealership will provide a full dealership service for the Case IH machinery range alongside its existing Krone and Lemken equipment.
 
Commenting on the development, Paul Harrison, Case IH business director UK & ROI, said, “We’re delighted that KFS is joining our dealer network. The dealership is a well-respected business working with strong independent brands, covering an area of the UK that was previously open for Case IH.
 
“We look forward to working with the KFS team as they grow sales of our products in the years ahead.”
 
Eddie Caulfield, general manager at KFS added, “The addition of the CASE IH franchise, further strengthens our position of providing specialist machinery solutions to our customer base”
 
“Since moving to the area 2 years ago, we’ve seen our customer base grow as the Krone and Lemken brands become established. The addition of Case IH to our line-up, means we’re now in a position to offer a wide range of tractors and combines, to complement our forage harvesting and seed establishment offerings”.

The GGM Group have hosted the UK unveiling of the RoviMo,the robotic cylinder cassette mower for professional sports turf, at Manchester City FC's training ground.

The day was attended by turf professionals representing several Premier League football clubs and offered an opportunity to see the machine in action and speak to the manufacturer first-hand.

The manufacturer says the RoviMo is the world's first intelligent electric vehicle capable of mowing patterns autonomously according to the guidelines of national football associations, UEFA, or FIFA, precisely and over the shortest distance, horizontally, vertically and with chessboard pattern, at the touch of a button. Supervision of the mowing process by an employee is not necessary.

GGM Group's commercial director, Andy Melville, said, “The event was a huge success, and we were thrilled to unveil the RoviMo to some of the UK’s leading football clubs at such a superb venue, where our guests were given a real glimpse of the future. RoviMo is the future of turfcare and it adds state of art technology to our portfolio, allowing us to offer customers the next generation of intelligent mowers.  

“We are thrilled to have been involved from the early stages of development of these new innovative machines; they are the perfect addition to our product range as we continue to grow in the sports ground sectors”.

RoviMo is currently in its final stages of development and the event provided an opportunity for industry professionals to see the pre-production prototype first hand and meet the manufacturers in person.

Daniel Lewis from Manchester City said, “The event was a great success and the new machine certainly lived up to expectations. The quality of the cut and the neat finish are essential boxes that needed to be ticked, and the RoviMo did just that.

“The fact that the attendees from other clubs were willing to offer comments freely on future development of the machine demonstrated that the interest is there.”
 
The GGM Group announced they have signed a distribution agreement with Swiss manufacturer Ronovatec back in January this year.

You can read a full report on the launch by Service Dealer contributor and TurfPro editor, Laurence Gale, in the upcoming edition of the magazine.

The Grounds Management Association (GMA), show organisers of SALTEX, have launched the social media campaign #SeeYouAtSALTEX and is encouraging everyone attending the show to participate through social media platforms such as Facebook, Instagram and Twitter.

The Association says to get involved visitors can:

• Post a photo - Post a photo on social media supported by the hashtag #SeeYouAtSALTEX. This could be of yourself, your workplace, or a project that you are particularly proud of.
• Post a video - Alternatively, you can post a video (approximately 20 seconds) in which you introduce yourself and say exactly why you are looking forward to SALTEX this year. Sign off the video by saying ‘See You At SALTEX’.

“Together we have witnessed some dark times due to the Covid-19 pandemic and we hope that SALTEX 2021 will be a welcome antidote when it opens its doors in November,” said GMA CEO Geoff Webb.

“We’ve been through this together and we are coming out of this together. It is time to celebrate resilience, unity, people, companies, and all things grounds. It is time to see old faces, new ones and it is time to say See You At SALTEX for all our buyers, suppliers, educators, and members. We cannot wait to unite everyone at our event.”

There are some prizes up for grabs from a range of exhibitors including Root Start Plus - a biostimulant-based fertiliser from Advanced Grass Solutions; two knapsack sprayers from Hozelock Exel; a Remote Rain Gauge from Metos UK and a STIHL GHE 105 electric shredder from Spaldings Groundcare.

Following a photo or video submission, tagging #SeeYouAtSALTEX, the winners will be selected at random on the first day of the show (3 November)

SALTEX is taking place at the NEC on 3 and 4 November 2021. 

Sustainable machinery in the form of Toro’s all-electric Greensmaster eTriFlex 3370 and three electric Workman GTXe utility vehicles lead Wallasey Golf Club’s new order with Cheshire Turf Machinery.

John McLoughin, course manager at Wallasey Golf Club

When John McLoughin joined the club as course manager at the end of 2020, he says a key part of his job was to sensitively manage the course to provide a wonderful test of golf and safeguard the haven the rare species call home. Sustainability was therefore a key requirement in his first fleet deal for the club.

John said, “I was looking to make the sustainable choice wherever possible and reduce the impact on the environment in terms of pollution, vibration and noise. Toro is a brand I have used in my previous roles and trust implicitly to do the job well. The eTriFlex is exceptional and everyone loves using it. It’s quiet and smooth to use, the cut is refined and we’re able to cut 1.8 hectares of greens using the 14 blade cylinders with groomers attached with under 50 percent of charge.

"These electric options from Toro match what we want to do in terms of improving the club’s environmental footprint and we’re delighted with their contribution and performance so far.”

The deal was struck with Cheshire Turf Machinery with whom John has a long-standing relationship. Steve Halley, managing director at the dealers in Stockport, near Manchester, says: “We’re so pleased to be doing business with John in his new role at Wallasey having worked with him previously at Warrington Golf Club. Part of his role has been to lead the development programme on the golf course with an eye on sustainability and improved productivity and we’re delighted to hear the Toro machines have been instrumental in helping the team achieve their goals.”

The club confirms that under the stewardship of John and his team, with the aid of Toro, the work carried out reinstating the links’ natural dunes and clearing degenerate scrub and woodlands has seen the wildlife return and true rolling links’ mosaic enhanced helping improve the agronomic characteristic of the holes.

At this time of year landscape tidying and garden clearance is a big job. Now 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.

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.

Taking place at the NEC, Birmingham on 3 and 4 November, SALTEX 2021 will be celebrating its 75th anniversary in style.

The show will feature over 400 brands including some of the biggest names in groundscare.

Our Summer research shows 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 2021 will be reinvested into promoting the site online.

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.

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