September is once again proving to be that familiar whirlwind of trade shows and dealer days.
I'm sure most of you reading this today will have spared time away from your businesses to attend at least one, probably more, over the past couple of weeks. Some will most likely be opening this Update at one today.
You'll find reports in the news sections of this edition of Ariens and Ego's recent presentations to their distributors.
I myself attended the first day of Stiga's three day conference at the National Motorcycle Museum in Birmingham on Tuesday this week. As ever, a hugely well attended event. The company thought they were likely to see around 600 dealers across the three days. Days one and two concentrated on Stiga and Mountfield, with day three looking at Atco and Stiga.
It felt like that event had a dual outlook this year. The days were at once looking back at and thanking the contribution of the recently retired managing director Duncan Martin – combined with new md Gary Whitney’s forward looking message that with the company’s renewed focus on power, there would be profitable times ahead.
There will be a more detailed look at the tributes paid to Duncan Martin in the next issue of Service Dealer, but suffice it to say, both the words said of Duncan by others and indeed Duncan's own speech, were heartfelt and full of emotion.
Stiga UK's new md Gary Whitney, with the retiring Duncan Martin at the conference this week
Once the warm applause from the assembled dealers for Duncan had died down, it was very interesting to hear Gary Whitney address the issue of what a challenging season this current one has been for dealers.
In front of a slide up on the big screen which read ‘It’s been a tough few months’, Gary acknowledged the difficult 2018 which most had experienced, saying, “It was such a clear reminder that we’re in the weather business.”
He expanded on the theme, explaining how at the start of this year the Beast from the East meant that we were all waiting for the season to start. “It seemed to be so cold for ages and the start seemed so late,” he said.
“But in fact, it was more the contrast between this season and last season that was most significant. February and March 2017 were much warmer than usual – meaning we clearly had an early start to that year. It made the 2018 spring seem even later.
“But then it exploded into action in April when that month brought the warm and wet weather which we needed – and May just came and went in a blur of business.”
Dealers checking out new Mountfield walk-behinds
But the underlying signs were already with us by the end of May, explained Gary. He put a slide up on the screen which showed satellite images of the UK, just a month apart this summer, which showed how as he put it, “Our green and pleasant land was quickly becoming burnt and brown.” The illustration made clear how the drought started biting in June and by the end of that month the grass was burnt off.
Gary summarised it in quite simple terms, saying, “This year was definitely the shortest selling season that I’ve ever experienced.”
It was noted though that dealers, during that short selling season, were incredibly busy. “Maybe now you can reflect on the year, you can remember just how intense that period was,” said Gary.
Looking ahead, the message was that the industry needed to get up, brush itself down and get ready for better seasons to come. “Because despite the difficult year,” explained Gary, “your business with us was stable, meaning you kept the considerable growth that you’ve achieved with us over the last few years. Which I think we need to celebrate.
“Our green and pleasant land is back with most of us now, there’s business to be done, deals to be had and profits to be made.”
The attending dealers went outside to test the new machines which were on display for the first time with positive words from Gary ringing in their ears.
“Season 2018 is nearly done,” he said. “Let’s get on with preparations for season 2019. It’s business as usual from now on.”
Stiga ride-ons being tested by the dealers
