EXPO EXCELS Buoyant US trade show by Service Dealer Editor, Steve Gibbs
GIE+EXPO is taking place in Louisville, Kentucky this week and Service Dealer is here, experiencing the American industry in an upbeat mood, with robotic solutions to the fore.
I'm submitting my blog today from the slightly more far-flung confines of a hotel room in Louisville, Kentucky!
It's been my privilege to be here this week to attend the GIE+EXPO trade show, which takes place annually at the Kentucky International Exposition Centre.
Run by the American trade association the OPEI, alongside Sellers Expositions, I last attended the show four years ago and in those intervening years it has, remarkably, grown even larger. I remember when I was here previously what struck me immediately was the sheer scale of the endeavour. We are just not used to shows of this size for the outdoor power equipment sector in our country.
What of course contributes significantly to the GIE+EXPO's ability to run on such a large scale is the venue - an equivalent to which, we don't really have at home. The Kentucky Exposition Centre, allows the show to enjoy the best of both worlds for a machinery exhibition, in that it has a huge indoor space for fancy, static stands - plus an enormous outdoor area for practical, hands-on demonstrations. To this end, most exhibiting companies will have two stands, both inside and out.
On top of this, the show caters incredibly well for specialist dealers. Most of day one of the show on Wednesday this week was exclusive entry for dealers only. This means the show floor is that much more free of crowds making it easy to move around between stands. Crucially, it also allows dealers and suppliers to talk freely to each other without prying, end-user ears overhearing any potentially sensitive conversations. It genuinely is a fabulous innovation.
Also Wednesday is classed as a reception day, with many exhibitors giving away food and beer on their stands to attendees - with STIHL taking things even further with a full oompah band on theirs! This all contributed to a most convivial atmosphere - which judging by the sight of some attendees stumbling for the buses which shipped everyone back to town at the end of the day, was taken advantage of to its fullest.
Alongside this, dealers can benefit from a comprehensive series of educational seminars across all three days. Cleverly taking place early morning so as not to take the dealer visitors away from the show floor and the exhibitors, topics being covered this week included subjects such as profitability, service processes, sales techniques and other facets of managing an independent dealership.
Bob Clements
These are led by Bob Clements and Sarah Hey of Bob Clements International. There were some truly superb sessions this week which were packed out with American dealers listening to the advice on offer.
For example Sara Hey on day one ran a very well attended session entitled Meeting the Challenge of Change. She talked about how change for dealerships can be a most daunting prospect, but one which however intimidating, is often essential to move the business forward. She suggested three steps which dealers could follow in order to start leading change in their company is to make it sound exciting, be transparent with employees and to have a strong plan in order to create certainty.
Sara Hey
Dealers in the UK shouldn't worry about missing out on these words of wisdom of course, because both Bob and Sara will be attending the forthcoming Service Dealer Conference which is taking place next month at the Double Tree by Hilton Oxford Belfry. And don't forget, Sara continues to write her regular column in Service Dealer magazine.
Below you can watch Bob talking to Service Dealer owner Duncan Murray-Clarke at EXPO yesterday, about what the US dealers got out of the sessions and what's in store for attendees at the Service Dealer Conference in a few weeks time.
Yesterday at the show, I managed to catch up with the President of the OPEI Kris Kiser. We had a comprehensive talk about the current state of the outdoor power equipment market in the U.S and indeed what trends Kris saw for the future.
Kris Kiser with Service Dealer editor, Steve Gibbs
Kris said how this year in particular had a seen a "radical shift" towards battery powered machinery in the US market. He also spoke of how the robotic mowing sector is exploding right now. He said once the autonomous sector fully takes holds, expect to see a torrent of uptake of the technology across the States.
You will be able to read a full report on my interview with Kris in a forthcoming issue of Service Dealer.
Also during the show, I heard from Todd Teske, CEO of Briggs & Stratton. The company have had some well documented problems this past year but Todd didn't particularly address these issues in any detail in his talk with the trade press.
Todd Teske
He did describe 2019 as a year of investment for the company and said that as a consequence of these investments they shall become a company easier to do business with in the future - acknowledging that hadn't necessarily been the case this past year. He asserted that he was confident looking forward though. He said, "We are planning for growth and we anticipate growth." He also made a point of describing Briggs & Stratton as now a company that is a "provider of power" - be that traditional petrol engines or indeed new battery and hybrid technology.
Around the show there were plenty of new products to see. One very interesting launch was on the Mean Green Mowers stand, where they had a grand unveiling of a new large area autonomous mower.
Joe Conrad unveils the Atom
Called the Atom, the innovation here was that the machine doesn't use a guide wire or GPS via a base station - rather it navigates courtesy of on board cameras and in-built A.I. Company owner, Joe Conrad, described it as "the future of autonomous mowing."
Whilst at the Mean Green Mower stand it was great to see some UK faces being represented at the show, with the chaps from Overton Ltd, Guy and Richard Overton, who are the UK distributors for the Mean Green range. Richard told me they'd had great year just gone with Mean Green at home, with more dealers coming on board and the products really starting to take off. He said there was space for more dealers in the UK and just recently they'd been having some very interesting conversations and demonstrations with several large UK groundscare contracting companies.
Guy and Richard Overton who distribute Mean Green in the UK
One new innovation to the show which wasn't included last time I was here, and one which if I'm being honest, I'd be surprised to see repeated at home, was an area entitled Mutt Madness. Clearly a passion project of the OPEI's Kris Kiser, who as part of his presidential role can be seen on U.S morning television, promoting the benefits of natural grass gardens as an ideal environment for family dogs. This area which was in its second year, allowed attendees to return home with a newly adopted rescue dog! Yep, an actual dog. Imagine going to SALTEX and instead of simply leaving with a carrier bag full of brochures and a promotional baseball cap, you went home with a new family pet?!
A puppy up for adoption at Mutt Madness
However different it sounds to us, in the context of GIE-EXPO it worked perfectly. It was a genuinely joyful experience. It was an attraction which gave attendees a fun break from trawling around the stands and it was undeniably performing a most worthwhile service - with a cheque for $10,000 presented to the Kentucky Humane Society. Also in the wider scheme of things, the promotion of the concept of well-maintained grassed areas for pets to flourish, is outside the box thinking at its best.
$10,000 was presented to The Kentucky Humane Society on behalf of the Mutt Madness event
There will be full report on GIE+EXPO in an upcoming issue of Service Dealer. In the meantime I have to say that I have been so incredibly impressed this week. I'm sure the U.S dealers in attendance will be returning to their places of business today, having genuinely benefited from their time here. Plenty of new innovations were on show, with robotics in particular, making its presence felt across the showfloor and demonstration areas in a noticeably significant way.
Would a trip to the show in the future for more UK dealers be worth the inevitable expenses involved? Perhaps.
It would most certainly be an eye opener which would reveal the potential for what outdoor power equipment shows can be when they are operating on a scale such as this.
The Louisville, Kentucky-based trade show for the outdoor power equipment industry saw around 25,000 visitors this week.
The organisers of this week's GIE+EXPO, the Louisville, Kentucky-based trade show for the outdoor power equipment industry, say the event has enjoyed its biggest ever year.
Whilst final numbers are not confirmed, show organisers told Service Dealer their projections suggested around 25,000 visitors would have walked through the doors at the Kentucky International Exhibition Centre between Wednesday and Friday this week.
Kris Kiser of the OPEI, said, "The show gets bigger and bigger every year. Part of the success of this, is that we strive to offer something new for our visitors each time.
"This year for example, is the first time we have offered beginners tree climbing demonstrations for our contractor visitors who might be thinking of getting into tree care for the first time.
"For next year, we have just confirmed that we shall be featuring drone flying training sessions."
MD of the agricultural and domestic machinery dealership, Eric Young, described the decision to close as the hardest he has ever had to make.
Long established Lincolnshire dealer J T Friskney Ltd has closed the doors for the last time after 110 years trading.
It has been an institution in Horncastle for over a century, however the closed signs went up at the end of September.
The agricultural and domestic machinery dealership was first established in the town in 1909 - with the doors being closed for the final time by managing director Eric Young on Monday, September 30th.
In a letter to customers, Eric said it was the "hardest decision" he has ever had to make.
He said, "I have spent many years working in the agricultural sector and have run J.T.Friskney Ltd for more than 65 years.
“I have had the privilege of working with some fantastic customers, suppliers and franchises over the years, and I could not have asked for a more loyal workforce.
“Throughout my time, I have had to make many decisions, some easier than others, but I think this has had to be the hardest decision I have had to make.
“As many will know, I lost my beloved wife Gwen last year, who was by my side through thick and thin, and sadly I am now having some of my own health issues.
“I have therefore made the very difficult decision, that it is time for me to retire and to close J.T.Friskney Ltd.
“I am 90 years old, so I think I have given working life a fair shot, but it does feel like now is the right time to close the doors.
“I would like to take this opportunity to thank you most sincerely for your trade over the years, and I would like to wish you all every success for the future."
Robert Bell auctioneers have now organised a "genuine dispersal sale" on behalf of JT Friskney Ltd. The auction will include a selection of tractors and forklifts, cranes, commercial vehicles, trailers, agricultural machinery, parts and spares, mowers and garden equipment, workshop equipment and tools etc.
TAP, the owners of Service Dealer, have published the final part of their unique sector insight, this time revealing what what levels of brand awareness and re-call there are amongst professional end users.
This October, over 200 dealers and media attended five ‘Racing Ahead Discovery Days’ held by Barrus at horse racing courses across the country.
This October, over 200 dealers and media attended five ‘Racing Ahead Discovery Days’ held by Barrus at horse racing courses across the country - at Bath, Haydock Park, Warwick, Huntingdon and Pontefract.
Dealers at the Warwick event
Phil Noble, sales and technical manager, and his team unveiled a whole host of new products for the 2020 season from the range of Barrus brands including Cub Cadet, Lawnflite, Agri-Fab WOLF-Garten, Wilkinson Sword, Town & Country and GTM.
During the morning, dealers viewed presentations on the new products and were advised on the features and benefits. The rest of the morning and most of the afternoon was then spent with the opportunity to test the machines including putting the new Ultima Zero-Turn through its paces. The machine will be making its public debut at Saltex this year.
Cub Cadet also showcased the first lithium-ion battery powered lawn tractor and ride-on mower to its dealers.
Lawnflite was represented by its new range of roller mowers.
The new addition to the GTM professional woodchipper range, the GTS1300 V5, was also on show and was demonstrated throughout the day.
Finally, dealers were taken through the Cub Cadet marketing plans and campaigns for next year.
“We have been delighted with how our Discovery Days have been supported by our dealers. The array of new products we have launched across all our brands and market sectors have been very well received and we look forward to rolling these out to our dealer network in 2020,” said Phil Noble.
Manufacturer says the call centre will enable potential buyers to book demos of ATVs and SSVs from the 2020 Can-Am off-road line-up with their nearest dealership.
Can-Am have announced that to "streamline the buying process", they are launching a dedicated UK based call centre for its off-road line-up of ATVs and SSVs.
The company says the new call centre has been designed to work alongside their off-road UK dealer network and is the next step in their "continued commitment to providing consumers with a high-quality customer experience from start to finish".
The centre will enable buyers to book demos on the ATVs and SSVs from the 2020 Can-Am off-road line-up on their farms, estates or sites with their nearest dealership.
James Dalke, BRP commercial manager UK and Ireland, said, “We are committed to continually improving the services we offer our customers and the introduction of the call centre is the next logical step in this ongoing journey. We want to encourage consumers to use this service to ensure they can quickly book a test of an ATV or SSV to see if it meets their needs because we understand how important their time is and we want to make it as convenient as possible for users to test the vehicles on site.
"In addition, it will allow us to provide dealerships with new leads in their area, which will provide increased sales opportunities for their businesses.”
Following a test in which nine models were examined across factors such as: mowing performance, manoeuvrability, comfort & user-friendliness, the 214TC won best performing mower.
Following a test in which nine models were examined across factors such as: mowing performance, manoeuvrability, comfort & user-friendliness, the 214TC was found to be the best performing mower.
It was praised by an independent panel of testers with the feedback stating that the mower was “a very high performance model for large areas with lots of obstacles”. The machine stood out for its flexibility, with a range of front-mounted accessories, such as a snow shovel, brush and aerator all able to be attached to the mower.
Price Runner UK went on to further to say the model was “king of the ride-on lawn mowers, which gets maximum points in everything we give it to do.”
Husqvarna UK Category Manager - Lawn, Andrew Lees said, “We are extremely pleased to receive such a prestigious award. The R 214TC is one of our best-selling models and the award reinforces why. The R 214TC shares the same Husqvarna Rider DNA as found on all rider models from the 200 Series, designed for domestic use up to the Commercial specification 500 Series models. This means that no matter which model our customers choose they will benefit from the same great features and benefits as highlighted in the test.”
The appointment sees all three of Johnston Tractors’ depots at Carlisle, Dumfries and Appleby become official stockists and service support dealers of Kuhn’s full range of agricultural machinery.
The appointment, effective from yesterday (10 October 2019), will see all three of Johnston Tractors’ depots at Carlisle, Dumfries and Appleby become official stockists and service support dealers of KUHN’s full range of agricultural machinery.
Founded in 1962, Johnston Tractors remains an entirely family-owned business, specialising in the sales and support of agricultural and plant machinery.
“We are delighted to welcome Johnston Tractors as an official Kuhn dealer,” said Sian Pritchard, managing director of Kuhn UK. “This long-established company has all the credentials necessary to provide expert sales and aftersales support to Kuhn’s customers in this region."
Commenting on behalf of Johnston Tractors, managing director Howard Johnston said, “We are delighted to have been appointed by Kuhn as their new business partner. In an ever-changing world, we see the addition of the brand to our portfolio as an important strategic move for the future.
"The farm equipment industry is going through a period of consolidation brought about by merger and acquisition activities of major global brands. Our future partnership with Kuhn, alongside our other independent franchises, further strengthens the range of mechanisation solutions that we are able to provide to our customers.”
Rickerby Limited will handle Claydon Drill's range of crop establishment products in the north east / north west of England and south of Scotland.
Rickerby Limited has been appointed to sell and service the full range of Opti-Till crop establishment products manufactured by Claydon Drills.
Colin Potts of Rickerby Ltd with the company's new 4m Claydon Hybrid T4 demonstrator
Established in 1880, Rickerby has eight agricultural machinery depots covering Lancashire, Cumbria, Northumberland, Durham, the Scottish Borders and part of Dumfries. All will provide sales and aftersales support for the full Claydon Opti-Till range.
Colin Potts, East Coast sales director, at Rickerby said of the Claydon products “We believe that the range offers significant potential, not only in areas where Claydon already has a strong presence but also in the west of our business area. Lancashire, for example, has a lot of very good soils and the Claydon range will fit well at the new branch which we are currently building in Ormskirk.
“Taking on the new franchise represents a big investment for our company, both financially and in terms of staff training, but we are prepared to make that commitment because we believe that the Claydon brand will be a key part of our future. Already, we have invested in a 4m Claydon Hybrid T4 drill, together with a 7.5m Straw Harrow, for our demonstration fleet. Members of our sales team are experienced demonstrators, have been fully trained by Claydon Drills and will be able to show these products to their full potential, across the wide range of conditions and soil types which characterise our trading area.”
Rob Dunk, Claydon Drills’ sales manager for the UK and Ireland, added, “This is an exciting development and we are delighted to be working with such a prominent, long-established and well-respected dealer group. The appointment further supports our strategy to develop our dealer coverage throughout the UK, which will benefit both existing and prospective customers by providing more local points of contact, with the full support of the Claydon manufacturing facility and offices in Suffolk.”
In addition to his role as area service manager for all of Ireland, Luke Barnard's appointment strengthens the support available to dealers supplying Landini and McCormick tractors throughout the UK and Ireland.
The appointment of Luke Barnard as precision farming specialist, in addition to his role as area service manager for all of Ireland, strengthens the support available to dealers supplying Landini and McCormick tractors throughout the UK and Ireland.
Luke Barnard
Luke (27) joined the Argo Tractors operation with several years of technical experience working in machinery dealerships to add to his National Diploma in Land-Based Technologies gained with triple distinctions from Riseholme College in Lincolnshire where he lives.
“I’m loving the job,” he says. “It involves a lot of travel, especially to our dealers in Ireland and to the Argo Tractors factories in northern Italy for detailed technical training, but it’s nice to wake up looking forward to going to work.”
In his area service manager role, Luke Barnard supports Landini and McCormick dealers throughout Ireland with product training and, when necessary, to help them identify and resolve technical issues.
Adrian Winnett, managing director of Argo Tractors operations in the UK and Ireland, says dealer service technicians are encouraged to keep up to date with the technical make-up and features of the products so they can maintain and repair them as quickly and efficiently as possible in support of customers.
“It’s important for dealers to have this independent capability but it’s also essential that we have the resources to support our dealers in that goal, through effective technical bulletins and face-to-face training.
“Luke joined us to perform that role throughout Ireland alongside the technical staff who support our growing network of dealers in Great Britain, but his past experience with precision farming technologies means he also brings important knowledge on this increasingly important aspect of tractor operation to our business.”
Winner is announced as Erik Czako from Hungary, whose design mixed circles and squares in such a way as to show through both of them.
Allett Mowers have announced that Erik Czako from Hungary has won their 2019 Creative Stripes competition.
The competition is run online on Allett’s social media channels and the final judge was last year’s winner, Keith Smith. Allett say there were entries from ten different countries with the top six coming from Hungary, Sweden, England, Wales and the USA. The prize is an Allett Liberty 43 with all its cartridges and two cartridge stands.
Winner Erik said, “I wanted to mix circles and squares in such a way as to show through both of them. It’s simple in one sense but hard to make it accurate because of the contact point. It takes three hours.”
Erik works for a delivery food company and plays football league four. “When I was a child, I watched a premier football match and I dreamt of playing on an amazing pitch like that. Because in Hungary pitches don’t have such quality, I decided to make a lawn like this one. Gardeners in Hungary told me it isn’t possible because of the climate. I got advice from English groundsmen and my dream came true. Nowadays I kick the ball on my pitch with my friends. It is a little bit smaller than a football pitch, but it isn’t a problem.”
Marketing manager of local dealer Agrolanc, Krisztina Juhász congratulates winner Erik Czako, with his friend, Cserép Gábor
Erik used an Allett Kensington 14” to create his winning design.
Runner up was Swedish garden service company owner and former groundsman, Niklaus Andersson, who used an Allett Kensington 20K to create his design.
In third place was England’s Andrew Wain, Head Gardener at Euridge Manor in Wiltshire, where they host weddings and corporate events, with the lawn seeing an average of 150 people on it every week.
To find the winner of the competition the team at Allett voted on their top six first and the results were sent to Keith Smith, the 2018 winner.
“I was absolutely delighted and honoured to be asked by Allett to judge this year’s competition,” says Keith, “then when I saw the amazingly high standard of entries, I realised what a difficult task this was going to be. I have been so impressed with the standard of entries. Not only the creativity, but the technical difficulties that need to be overcome.”
All the entrants will be invited to an Allett Mowers factory tour at the end of the busy season and Allett eagerly look forward to seeing next year’s entries.
Due to internal promotion, we are offering a rare and exciting opportunity to represent Kawasaki to our international customers across Europe, Middle East and Africa (EMEA).
Kawasaki Engine Division is a market leading supplier to top-of-the-line professional and residential Turfcare Original Equipment Manufacturers (OEMs) around the globe. Due to internal promotion, we are offering a rare and exciting opportunity to represent Kawasaki to our international customers across Europe, Middle East and Africa (EMEA).
To aid further expansion, we are looking for Applicants who should ideally have good experience within business to business technical sales. While Turfcare or Garden machinery industry experience would be beneficial, a proactive individual with a positive attitude looking to expand their career into international markets would be ideal.
Full induction and product training will be given on arrival.
A good level of computer literacy is also essential.
The position offers an attractive salary (Details on request), private medical insurance, company pension scheme, company mobile phone, annual performance bonus scheme
Applications; Interested applicants should send their CV and a covering letter to;
Brand new to the UK market is EMAK's entry level chainsaw, available in 14" and 16" Oregon bars.
Revealed at EMAK’s dealer day this month in Daventry was the GSH400 from Oleo-Mac.
The ‘H’ series chainsaws are designed to provide the perfect compromise of performance and economy, for jobs around the home.
EMAK UK bring to you the new entry level chainsaws for the domestic market. Ideal for pruning/ trimming jobs in the garden throughout the year to keep on top of your maintenance work. An Oregon bar comes as standard with this model and is available to our customers in 14” and 16” lengths.
Other features include a nylon air filter, lateral chain tensioner, adjustable oil pump, an air filter cover where no tool is required for access. As with most of our compact petrol chainsaws this includes our ‘Easy On’ function, a user-friendly starting system which ensures smooth pick-up of the engine with no kickback.
The dry weight is 4.4k, with a 2.3 HP engine and displacement of 38.9cc which is Euro 5 emissions rated.
Available in both Oleo-Mac (GSH400) and EFCO (MTH4000).
A number of key industry experts will be uniting to collaboratively tackle the biggest issues facing the groundscare environment at SALTEX 2019, which takes place at the NEC, Birmingham on October 30 and 31.
A number of key industry experts will be uniting to collaboratively tackle the biggest issues facing the groundscare environment at SALTEX 2019, which takes place at the NEC, Birmingham on October 30 and 31.
Learning LIVE, SALTEX’s all-encompassing and free-to-attend education programme will take place in four dedicated seminar theatres with presentations and panel debates running from 10am through to 3.30pm each day of the show.
Learning LIVE 2019 to tackle industry issues at SALTEX 2019
Featuring over 50 CPD accredited seminars involving more than 100 expert speakers, the programme has been developed by leading industry partners and influencers to provide support, insight and real solutions to key industry issues.
Learning LIVE will kickstart with ‘Creating Champions’ telling the story of grounds staff’s contribution to this summer’s biggest weekend of sporting success. A spectacular line-up, including Neil Stubley (AELTC, Wimbledon) and Karl McDermott (Lord’s), will explain how to deliver exceptional surfaces for the world’s most prestigious sports events.
Findings from the IOG’s recent research document Groundsmanship – Sports’ Vital Profession will be presented by the IOG’s CEO Geoff Webb and consultant research lead, Carol Doran. Meanwhile, football grounds personnel can enjoy a rare opportunity to sit in on the ‘Tottenham Hotspur FC Experience’ seminar. Head groundsman Gary Lee reveals how the state-of-the art 62,000-capacity stadium pitches were built.
From Premiership to grassroots groundsmanship, there’s something for everyone at Learning LIVE. Pitch advisors from the IOG-led Grounds and Natural Turf Improvement Programme (GaNTIP) will be presenting case studies of successful pitch improvements, and also offering advice on how to secure funding.
In the ‘Class Acts’ seminar Ian Avery (Sutton Valence School) explores how independent schools can balance internal and external demands on their pitches. Ian will focus on costings, timings and benefits to the school, plus the problems, and solutions, of quick turnarounds on multi-sport pitches. Giles Roberts (St Peter’s School), Lee Marshallsay (Charterhouse) and Danny Beckley (Harrow School) will also be discussing best practices to help your pitches stand out in a competitive market.
Recent regulations relating to plant protection products (PPP) have had a significant impact on turf management, and Learning LIVE attendees can expect to find answers in a seminar entitled ‘Pesticide 2020 and Beyond’. With a number of widely used insecticides, fungicides and herbicides having been withdrawn in recent times, Dr Colin Mumford (Bayer) will be on hand to explain the current status of PPP, what PPP are being withdrawn or introduced, and how to get optimum results from them.
Cricket grounds personnel can find out about ongoing research carried out by First Class Counties and England’s Centre of Excellence, and an elite panel, featuring Andy McKay (Sussex CCC) Gary Barwell (Warwickshire CCC) and Will Relf (Loughborough University), will be explaining how hybrid pitches in cricket are learning lessons from football. Industry legend Chris Wood, the ECB’s international pitches consultant, is set to captivate the audience with his stories as he looks back through his career in ‘A Lifetime in Groundsmanship’.
Elsewhere, climatologist Jim Dale is presenting ‘Managing Climate Change’ to ensure turf professionals stay one step ahead; ICL’s Dr Andy Owen and PhD student at Royal Holloway University, Tamsin Williams, offer an insight into their four-year research project on the effects of seaweed products on turf grass plant parasitic nematodes; industry consultant Peter Corbett discusses ‘Life Without Propiconazole’; and Question Time with the Amenity Forum will no doubt spark a lively debate around the use of pesticides and their alternatives.
This is just a snapshot of sessions available at this year’s show. Go to www.iogsaltex.com where you will soon be able to check out the full programme, register your visit to SALTEX and book into your preferred sessions to avoid the queues.
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