BIGGA's turfcare exhibition took place this week in Harrogate to good crowds of turf professionals, with many dealers also taking the opportunity to catch up with suppliers.
BTME took place from Tuesday to Thursday this week at the Harrogate Convention Centre with a mostly positive atmosphere pervading the halls.
Certainly there wasn't the same mood as last year, when the new layout tended to dominate the discourse. As far as I could tell the configuration was accepted and people were used to the fairly idiosyncratic formation the show has now adopted. From a personal viewpoint, I do feel that the different halls all have quite distinct feels and atmospheres. It almost plays like a series of separate shows - which I suppose in itself isn't necessarily a bad thing.
I still heard some grumblings from certain stand holders in the Red hall, and in particular the Blue hall, that they weren't quite getting the footfall they would desire. Certainly the Blue hall where STIHL, Iseki and Ernest Doe Hire were located, felt like the end of the natural route around the complex and therefore it was taking longer for the crowds to filter through.
The Purple hall upstairs conversely, which most visitors would've happened upon first, where Ransomes and Toro amongst others were situated, always felt busy and buzzy. That may have been helped by having a cafe area located in front of it which appeared to keep a good number of people hanging around.
But that said, I think the show organisers were happy that all the halls were seeing their aisles fill up quicker than they had in 2019. I don't know about actual figures yet, but addressing the press on the morning of Day 2 of the show, BIGGA's Jim Croxton said that Tuesday's attendance was very close to what they'd had on the first day last year. He did also mention that stand space sales were about 7% down on the previous year. And walking around the halls you could see a few areas that clearly had a few tables and chairs hastily arranged within them in order to fill a gap that an exhibitor could have been taking up.
An interesting comparison that I had a couple of exhibitors make to me, was with the recent LAMMA show at the NEC. One or two companies who had exhibited at both of these January shows talked about how when the doors open to visitors of a morning at the NEC, an absolute flood rush in and swamp their stands immediately. At Harrogate the doors open and a few start to trickle in slowly, eventually making their way around the exhibits.
There were some notable absentees this year, Husqvarna being an obvious one. Jim Croxton mentioned that some companies might be attending the show on a bi-annual basis from now on. It'll be interesting to see next January whether there are any returning names - or indeed if any companies who weren't exactly delighted with their stand positioning are able to exert any influence over the organisers to be moved to a more favoured location.
One aspect of the composition of punters at the show this week which was noticeable, was that there certainly appeared to be a healthy number of visitors from overseas. Jeremy Vincent on the Trilo stand commented upon it early on day 1, how good it was that they were seeing so many international customers coming onto their stand. And walking the halls, one's ears were picking up conversations comprising many Euro and Irish accents.
In terms of what got the show talking this year, the news which broke on Tuesday that Toro are to buy Ventrac was understandably quite a surprise to say the least. It created quite the stir and no little chat amongst the exhibitors and visitors. Rupert Price of Price Turfcare, who has very successfully built up a market for the equipment in the UK over the past 3 years, told me it's "business as usual" for them. They are actively continuing their policy of building up a dealer network.
Rupert Price
There were other brands at Harrogate this week who were also looking to make appointments to their dealer networks. The newly launched Bluebird range had an impressive stand displaying a mixture of battery and petrol products. Caroline Brown, the company's marketing executive, told me they are looking to recruit and had seen a good number of dealers come on to their stand with some encouraging enquiries being made.
Also looking for more dealers are Cub Cadet with the Infinicut range of professional mowers. Vinny Tarbox, sales manager for MTD Specialty Turf Products said that due to rapid growth during 2018/19 they have started a dealer recruitment programme. He said this has always been planned upon reaching a certain annual turnover of equipment. Vinny said some appointments have been made already but they are looking to secure more in certain areas. Dealers would have access to their full range he told me.
Vinny Tarbox and John Coleman
An interesting development was Kubota teaming up with Baroness to offer packages to golf clubs. Not an official merger or anything like that, more a gentleman's agreement, UK md David Hart told me that not all of the two company's dealers are aligned, but where the opportunities present themselves, their dealers can offer a package of equipment to golfing facilities - many of whom want both tractors and cutting equipment.
Adam Butler, Baroness sales director with David Hart, Kubota UK md
Steven Greenup on the STIHL stand told me it's a valuable show for them to get their message out to greenkeepers - especially regarding their professional battery offerings. Similar to last autumn's SALTEX, their new professional walk-behind battery mower was garnering a lot of attention from visitors.
STIHL's Steven Greenup
From what I could gather, quite a number of dealers had made the trip to the show - many stand holders remarked how pleased they had been with the numbers who they had seen come through. I think dealers would have found a trip to Harrogate worthwhile, with plenty of new product to see combined of course with the value of being able to catch up with a bunch of suppliers all under one roof.
It's been mentioned before, but the town itself is a big part of the appeal of the show. Perhaps some stand holders might feel slightly disappointed as the halls do clear out noticeably after say 2pm - but the local publicans certainly don't!
BIGGA deserve congratulations for putting on a show so perfectly geared towards the needs of their greenkeeper members. Whilst for dealers of professional turfcare equipment, there is more than enough of interest to justify a day or two away from the business.
NEWS
WIN A TRIP TO LOUISVILLE! Your chance for you and a guest to attend GIE+EXPO in the USA this October
This week's WEB ONLY story is that the Outdoor Power Equipment Institute (OPEI) and Service Dealer magazine is giving one lucky dealer plus their guest, the chance to visit GIE+EXPO, the international landscape, outdoor living, and equipment show in Lousiville, USA, in October 2020.
It was announced this week that The Toro Company has entered into an agreement to acquire the manufacturer of the Ventrac branded products - distributed in the UK by Price Turfcare.
It was announced on Tuesday this week that The Toro Company has entered into an agreement to acquire the privately-held Venture Products, Inc., the manufacturer of Ventrac branded products.
In an official statement released by Toro they said the transaction is subject to regulatory approvals and other customary closing conditions, and is currently anticipated to close before the end of The Toro Company’s fiscal 2020 second quarter.
In the UK the Ventrac machines are distributed by Price Turfcare. The company was exhibiting at the BTME exhibition in Harrogate this week when the news broke. Owner of Price Turfcare, Rupert Price told Service Dealer that it is "business as usual" - with the company continuing with their successful policy of building a UK dealer network for the machines.
Based in Orrville, Ohio, Ventrac produces articulating turf, landscape, and snow and ice management equipment for the grounds, landscape contractor, golf, municipal and rural acreage markets.
Richard M. Olson, The Toro Company’s chairman and chief executive officer, said, "This acquisition supports our growth strategy in the professional market with the addition of a strong brand and expanded product offering to customers in the turf, landscape, and snow and ice maintenance categories. We have long respected and admired the Ventrac team, and we look forward to helping them grow on the successful foundation they have built in Orrville, Ohio."
Dallas Steiner, chief executive officer of Venture Products, Inc said, "We are excited to become a part of The Toro Company and its family of leading brands. The Toro Company is committed to a culture that aligns with our employee values, has a rich history of success in the marketplace, and a proven track record of growing their brands. By joining with The Toro Company, it allows us to continue to serve our customers with authentic experiences and trusted products.”
The official statement said Toro will purchase Venture Products for $167.5 million in cash, subject to certain adjustments. The Toro Company say they expect to finance the transaction by borrowing under its existing revolving credit facility.
Service Dealer's Laurence Gale was out and about in Harrogate this week, chatting to exhibitors about what challenges and opportunities they saw for 2020.
Courtesy of Service Dealer's YouTube channel, the magazine's Laurence Gale was out and about in Harrogate this week, chatting to exhibitors about what challenges and opportunities they saw for 2020.
First up Vinny Tarbox, sales manager at MTD Speciality Turf Products talks about Cub Cadet's latest efforts in the battery operated market and establishing a dealer network.
Next Laurence caught up with Baroness UK sales director Adam Butler, to talk about the newly formed collaboration between Baroness UK & Kubota.
Iseki UK managing director, David Withers, alongside the newly appointed Alan Prickett, spoke to Laurence about their presence in the UK market and their growing dealer network.
On the STIHL UK stand, Jordan Watson, ground care field sales support, talks about the latest products and why they chose to attend this year's show.
Partick Desmond, operations manager, Kioti UK next speaks about the latest Kioti products featured at the 2020 BMTE show and what's in store for 2020.
Finally for today, Simon Jennings, Golf & Utility vehicle sales rep at Ernest Doe tells Laurence about the shift away from lead-acid batteries to more efficient and environmentally friendly lithium-ion power.
We will have more interviews from BTME to come but in the meantime you can catch up with our entire archive of clips at the Service Dealer YouTube channel. Do subscribe to kept up to date with all our video content.
Kubota has unveiled a concept tractor, equipped with artificial intelligence and electrification technology, at a product exhibition held in Japan, representing what the manufacturer sees as the future of farming.
Kubota has unveiled a concept tractor, equipped with artificial intelligence and electrification technology, at a product exhibition held in Japan, representing what the manufacturer sees as the future of farming.
Known as the "X tractor - cross tractor" the model was on show at an event in Kyoto City on January 15-16, held to commemorate the 130th anniversary of the company's founding.
The company said they intend to continue developing labour-saving technologies such as this "Dream Tractor" in order to address the challenges for Japanese agriculture, which include the aging of farmers and labour shortage.
Key features of the concept tractor includes completely unmaned operation driven by AI.
Based on various data such as weather data and growth rates, Kubota says AI chooses the appropriate operation and makes actions timely. The goal is to achieve a completely autonomous operation.
The environmental data obtained by tractors in operation can be automatically shared with other machines at site to realise centrally-managed efficient operation.
Full electrification by combination of lithium-ion batteries and solar batteries will achieve an environmentally friendly farm operation.
The company also said the four-wheeled crawler can achieve stable autonomous driving even on wet paddies and uneven terrains.
The four-wheeled crawler changes its shape to maintain the tractor height at the optimal level, thus being able to perform in various conditions. For conditions which demand high traction, the contact area with the ground would be increased by lowering the tractor height in order to lower its center of gravity. Alternatively, when operating above crops for their management, clearance from the ground could be adjusted by increasing the tractor height.
The in-wheel motor makes it possible to arbitrarily change the rotation speed of the four crawlers (front, rear, right, and left) to achieve a small turning radius for autonomous operation on various types of land.
Iseki UK & Ireland announce that Alan Prickett has joined the growing team in the role of business development manager.
Iseki UK & Ireland announce that Alan Prickett has joined the growing team in the role of business development manager, responsible for dealers in the central band of the UK, along with key and national account sales.
Alan is a very well-known figure in the industry having previously worked for many years at Ransomes Jacobsen Ltd. Prior to his leaving there in July of 2019 he held a number of positions ranging from regional sales manager to managing director.
In Alan’s early career he studied agricultural engineering in Oxfordshire, before commencing a career in the professional turf industry from 1981, initially working for professional machinery dealerships in the midlands, rising to the level of sales management and key accounts.
Commenting on the appointment David Withers adds, “Alan will be a great asset to the team at Iseki, he will be looking to further drive market share gains in the compact tractor and collecting mower categories where Iseki excel.”
Iseki UK & Ireland are the distributors of Iseki compact tractors and mowers for UK, Ireland, Iceland, Middle East, South Africa and Russia. The company has been manufacturing compact tractors and mowers in Japan for over 90 years and has had a presence in Europe for over 50 years.
John Deere maintained tractor registration market leadership in 2018, with CNH overtaking Agco to move into second place.
The AEA has announced the market share data for 2018 tractor registrations.
The total number of tractors registered in 2018 was 13,795, including both agricultural tractors (over 50hp) and compact tractors (50hp and below).
The information below shows the number of machines and market share recorded during that year by brand. As always, data are released after a one year delay due to competition law restrictions; figures for 2019 are due to be published in early 2021.
The leading brand in 2018 once again proved to be John Deere, with its percentage market share increasing from the previous year's 28.4% to 31.9%% in 2018.
The most significant change in positions in the list from the previous year is that CNH and Agco swapped places. CNH increased its market share from 23.3% to 29.2% moving itself up into second, leapfrogging Agco whose share slipped from 26.2% in 2017 to 21.3% in 2018.
All other companies on the below list are in the same position they were a year previous, except for Same Deutz-Fahr moving ahead of Agri-Argo.
The market share data for 2018 was:
31.9% (4405 units) JOHN DEERE
29.2% (4032 units) CNH (inc Case IH and New Holland)
21.3% (2940 units) AGCO (inc MF, Fendt, and Valtra)
5.4%(746 units)KUBOTA
3.8% (528 units) CLAAS
2.2%(302 units)JCB
1.5% (209 units) SAME DEUTZ FAHR
0.9% (131 units AGRI-ARGO (inc McCormick, Landini)
Spaldings say they are offering a service to "compliment" that provided by Grimme’s established dealer networks.
Spaldings has announced that they are to distribute original replacement parts for Grimme potato and root crop machinery throughout the UK and Ireland, saying they are to "complement the service provided by Grimme’s established dealer networks".
Described as a "strategic collaboration" Spaldings say the move marks a new approach for both companies as machinery manufacturers face increasing competition for their parts business from makers of non-genuine alternatives.
Steve Constable, Spaldings managing director (left) with Patrick Graf Grote, Grimme UK managing director
Announcing details at the company’s dealer conference, Patrick Graf Grote, Grimme UK managing director, said, “Over the years, Grimme dealers have done a great job of supporting our customers in all areas, in particular with after-sales support and especially in meeting peak seasonal demand for fast-moving items like wearing parts.
“This great service will continue to grow throughout our dealer network - and will be enhanced through our agreement with Spaldings because it will extend our parts distribution reach to areas of the UK and Ireland beyond our existing network.”
For Spaldings, having supplied all makes of after-market alternatives over many years, this first parts distribution deal with a machine manufacturer marks a change of approach.
“Our experience has shown that for Grimme machines, the only realistic option to maintain reliability and efficient operation is to use genuine parts,” said Spaldings managing director Steve Constable.
“We’re not going up against Grimme dealers but complementing their service, supplying original products to customers who would normally choose the grey import route so they benefit from the best quality parts backed by first class technical knowledge and service.”
The new agreement covers all types of replacement parts for Grimme seedbed preparation equipment, such as ridgers and stone/clod separators, planters, harvesters and handling equipment.
Users can place orders by calling the Spaldings telesales line or by contacting one of the company’s regional sales specialists.
Spaldings staff will provide technical back-up regarding parts issues after what they describe as a series of intensive product training sessions at Grimme UK headquarters in Lincolnshire.
Units will be available through Barrus appointed authorised dealers with installation handled either by the dealer or by Total Electrical & Mechanical Solutions.
Barrus have announced that they have partnered with Briggs & Stratton to distribute the manufacturer's Home Standby Generator Systems in the UK.
A standby generator is a unit that is permanently installed outside of the home or business by a licensed contractor and connected to the natural gas line or liquid propane providing continuous power in a power outage or blackout.
Barrus is offering two Briggs & Stratton Home Standby Generator models. The G80 generator is an 8 kW system, suitable for small to medium-sized homes, and the larger G140, 14 kW system is suitable for medium to larger homes and businesses.
The units will be available through Barrus appointed authorised dealers who will advise on model selection depending on the power requirement. Installation will be handled either by the dealer, if they have their own experienced engineers or by Total Electrical & Mechanical Solutions who have a team of fully certified installers around the country. A full site survey will be undertaken prior to installation and commissioning, and the units will require an annual service. The generators come with a Briggs & Stratton warranty of 3-years/1000 hrs, (commencing from the date of final commissioning).
John Day, general manager of the Industrial Engines Division at Barrus said, “We are looking forward to grasping this opportunity and developing and growing this area of business."
Greg Harris from Fife has won SRUC Elmwood’s annual John Deere HNC Golf Course Management Student of the Year Award, sponsored by Deere and turf dealer Double A.
Ex-Royal Navy weapons engineer Greg Harris from Fife in Scotland has won SRUC Elmwood’s annual John Deere HNC Golf Course Management Student of the Year Award, sponsored by John Deere and Scottish turf dealer Double A.
Greg was chosen particularly for the leadership and mentoring skills he displayed during the 2018/2019 academic year.
Award winner Greg Harris (left) with Sandy Armit, managing director of sponsoring John Deere dealer Double A
Born in Dundee and brought up in Kirkcaldy, Greg took up an apprenticeship with the Royal Navy at the age of 19 and spent 12 years with the service until he was medically discharged in 2016 with knee problems. However, this paved the way for his next career move into greenkeeping and golf club management, as he was still encouraged and able to play golf.
While deciding what to do next, Greg was playing regularly at The Duke’s Course at St Andrews as well as his father’s local club at Glenrothes, where the pro mentioned the SRUC course.
“I realised I was never going to be a good enough golfer to turn pro, but taking up the greenkeeping option meant I could still be active and involved in the industry,” he says. “I attended an open day at the college, where I spoke to course tutors Paul Miller and Ian Butcher who outlined the opportunities and were very supportive, so I put in my application and was accepted.
“I thoroughly enjoyed the course and the people I met. I think my Royal Navy background prepared me well for many aspects such as planning and teamwork, which are key skills for any greenkeeper. The academic side of things was never a problem, and I also enjoyed the hands-on time spent as part of the tournament support team at Kingsbarns Golf Links during the Alfred Dunhill Links Championship.
“The John Deere award was mentioned at the beginning of the course, but I never gave it another thought. When Ian told me towards the end of the academic year that they were going to nominate me and I then found out that I’d won, I was really surprised but also very proud of the achievement.
“Since graduating I’ve ended up away from greenkeeping, and moved more towards golf operations - I worked in the pro shop at The Duke’s Course for the season following the course, and currently I’m assistant store manager for American Golf in Dundee. I did plan to return to Elmwood and do the HND course, but as that isn’t running this year we’ll see what happens next. If it runs again it would be a really good opportunity to go back and see how I can progress in my second career.”
Course tutor Ian Butcher, who is based at the Elmwood campus in Cupar, Fife, adds: “Greg is one of a new breed of graduates who are open-minded as to their career paths, and is enthusiastic about gaining experience beyond the golf course maintenance shed. Taking advantage of workplace experience in customer services at The Duke’s clubhouse within the Old Course Hotel Golf Resort at St Andrews is an example of Greg having a more varied role in golf operations during last summer.
“His passion for the game combined with a long-term career perspective opens more doors for Greg, and we trust he finds the right opportunity to progress in his chosen profession. We look forward to him being a great ambassador for us.”
Campey Turf Care Systems' export sales manager, Dave Harrison, announced his retirement after ten years and left the company at the end of 2019.
Campey Turf Care Systems' export sales manager, Dave Harrison, announced his retirement after ten years and left the company at the end of 2019.
Dave Harrison
Dave joined Campey in 2009 from Dennis & Sisis with a wealth of experience and global industry knowledge. His remit was to develop further growth in sales throughout the European and world markets as well as introducing the Campey range of products into the Middle East and Asia. With Dave’s involvement, Campey has become an established presence in Asia, with Dave himself becoming very popular with all the customers he has worked with.
Speaking about his time in the industry, Dave said, “Forty-three years seems to have flown by, and I’ve loved my time in this industry. I’m really looking forward to spending time at home with the family and catching up on all the things I’ve missed out on in recent years, like getting on my bike again! We’ll be having another grandchild soon, so that is something that will occupy some time for us all.
“Working for Campey has been a brilliant experience, and I’ve been fortunate to meet some fantastic people from all over the world.”
Campey chairman, Richard Campey said, “Dave joined us in 2009 and was given clear objectives, and over ten years he accomplished a great deal. During his time with us, he has contributed greatly to the expansion of the company in Asia and the Middle East and the work he has done will be remembered for a long time to come.”
Due to continuing growth, a unique opportunity has arisen to join the STIGA team who are looking to recruit a Sales & Marketing Director.
STIGA Ltd is a leading distributor of lawnmowers and garden products within the UK and Irish market. The STIGA group was founded in 2000 and today has the following established brands that share 99 years of history and expertise in the garden machinery industry: STIGA, Mountfield, ATCO, Castelgarden and Alpina.
Due to continuing growth, a unique opportunity has arisen to join the STIGA team and we are looking to recruit a Sales & Marketing Director.
The Sales and Marketing Director will lead the growth and development of all the brands within the UK and Ireland, providing expertise and resources to shape STIGA’s position in the Garden machinery market and lead business development; reporting directly to the Managing Director.
Primary Responsibilities:
Analyzing, reporting and monitoring the local market scenario (competitors, products, consumers insights, trends) in order to identify and to enable more effective marketing opportunities and initiatives;
Develop effective strategies to increase product awareness on existing brands as well as to introduce new products to the market
Preparation and management of the assigned annual sales budget and monitoring of the forecast ’effectiveness during the season in order to ensure the achievement of sales targets and goals
Leading development and evaluation of quantitative plans for marketing programs, services and amenities
Collaboration with the Group Sales & Marketing department to develop projects and activities that effectively present the brand and products to the customer and in line with the different channels and brands
Maintain and develop business activities relating to the identification, analysis, planning and development for existing key clients, partners and prospective clients.
Who we're looking for (Skills, qualification and experience)
Qualifications:
University degree in Business Administration/Marketing/Economics
A Master and/or any other further qualification related to S&M is highly appreciated
Experience:
At least 5-7 years of experience in sales B2B field and/or within consumer goods industry is needed
3-5 years of Managerial experience in Sales or Marketing Dept. of well-structured multinational companies operating in consumer sector, with specific focus on different brands and channel distribution is required
A proven track record developing and implementing Sales, Marketing and product strategies.
A previous experience in gardening sector is appreciated
Knowledge:
A structured knowledge of trade sales and marketing activities is needed.
Strong planning and analytic skills
Knowledge of most important ICT tools is needed (the knowledge of SAP is a plus)
Knowledge of gardening products/outdoor power equipment is appreciated
Languages:
Fluent in English
Knowledge of a second language is highly appreciated
Offering an excellent remuneration package for the right candidate, dependent on experience, qualifications and sills.
Applications: Interested candidates should email their CV along with a covering letter to cristina.bettin@stiga.com
Stiga Ltd are looking to recruit a Merchandiser / Product Demonstrator to support area sales teams and dealerships as well as the Key accounts manager.
STIGA Ltd is a leading distributor of lawnmowers and garden products within the UK and Irish market. The STIGA group was founded in 2000 and today has the following established brands that share 99 years of history and expertise in the garden machinery industry: STIGA, Mountfield, ATCO, Castelgarden and Alpina.
We are looking to recruit a Merchandiser/Product Demonstrator to support area sales teams and dealerships as well as the Key accounts manager. This is a national role, so the ideal candidate will be required to travel extensively within the UK and occasionally to the EU.
Working in a small team, the position requires a person who is highly motivated, energetic with good communication skills and the ability to work on their own initiative. Generate sales through product demonstration, increase brand visibility as well as assisting with product development and product training, reporting directly to the Sales and Marketing Director.
Primary Responsibilities:
Support the Director of Sales & Marketing in executing yearly Trade Marketing Plans for Traditional Trade and Mass Market Channels.
Provide product information, using lectures, films, charts, and/or slide shows provided.
Manage relevant operational requests in terms of in-store visibility (POS), making sure corporate guidelines are respected and activities are aligned with the Marketing Calendar.
Collaborates with the Marketing Manager to maximize return and guarantee consistency of POS materials across platforms and touchpoints.
Support Area Sales Managers in the execution of their regional activities while ensuring product benefits and brand values/equity are properly communicated.
Set up and arrange creative displays and demonstration areas within designated dealer and retailer showrooms for prospective customers or staff product training.
Attend trade shows, stores, exhibitions and other venues to demonstrate products or services.
Learn about competitors' products and receive feedback from both end consumers and trade customers ' providing feedback to R&D/Product managers of interests and concerns.
Record and report demonstrations, competitor and market related information
Who we're looking for (Skills, qualification and experience)
Experience: 3+ years of practical sales, workshop or operational experience within the outdoor power equipment or landscaping industry.
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