NEGOTIATING THE TURBULENCE
A hard task for dealers
by Service Dealer Editor, Steve Gibbs
 
Steve Gibbs

There are some interesting developments in the news this week that could indicate, despite over a year of the most extraordinary circumstances and without overlooking the incredibly challenging stocking situation that dealers find themselves in right now, that we might allow ourselves to believe that there may be positive times ahead?
 
Firstly it's encouraging to hear from the AEA again today that agricultural tractor registrations have remained above the previous year's levels for the sixth month in row. Let's hope that this is pattern that can continue in the face of the well-documented supply issues.

 

Also a couple of business stories in the commercial turfcare machinery sector of AriensCo acquiring European turf machinery manufacturer AS-Motor and Baroness UK taking on the distribution of AgriMetal rollers, can at least be read that these companies see potential for growth ahead.
 
It's arguable that the commercial turfcare sector was the hardest hit of the areas that our readership services during the pandemic. With sporting shutdowns and local authorities initially redeploying grounds management staff, along with the tightening of budgets, that market had it as tough any in our field.
 
Now with those professional customers perhaps starting to look to replace or repair equipment again, dealers are no doubt struggling currently to acquire parts and wholegoods to satisfy that demand. It's perhaps cold comfort right now for those on the front lines, but these corporations must be looking ahead to a time past these awful problems with supply and logistics, and envisioning future profits.
 
This faith in the future of the professional machinery sector is most keenly illustrated today with the news that Karcher, they of pressure washer fame, is choosing to enter into the professional landscape machinery market for the first time.
 
To be fair, it's not that often we get to report on a completely new player entering into one of the areas covered by Service Dealer, so this news does feel fairly significant. Especially considering that this manufacturer is so established in another field, in this case cleaning and outdoor maintenance equipment.
 
The company clearly sees potential and value in the marketplace - and the positive news for specialists is that when I spoke to them, they said they had as their first priority, the establishment of new dealer network.
 
It was heartening to hear their head of professional product marketing talk about how essential getting the right dealer network will be for them and good to hear that they understood the nature of the relationship between professional end-users and their local dealerships.

 

When asked what would constitute a successful first 12 months for them in the pro-sector, obviously selling lots of machines would be desirable, but again it was acknowledged that this would be very much allied to the establishment of the right network, which would in turn raise the profile of their range.

 

Dealers interested in perhaps stocking a new brand, might feel that one with an established household name might have some cachet with consumers? Getting customers back into retail premises by whatever means will be vitally important over the coming months. Although of course, having the stock available and the parts on hand to fix equipment, will be paramount.

 

Trying to look ahead with positivity
 
There is no doubt these past 14 months have been, and still are, tough for dealers.

 

Restrictions, rules, new ways of working, grappling with unfamiliar technologies, and now disruptions to the supply chain, have all provided their own challenges. It's testament to the resilience and entrepreneurial acumen of the dealer network, that this extraordinary turbulence has been negotiated as well as it has until now.

 

It feels though, that the rest of 2021 is going to be absolutely critical. We've already heard some dealers wishing the year away and wanting it to be 2022 already! Issues of supply and how manufacturers deal with those and, crucially, communicate what's happening to their dealers, will be vital.

 

Also dealers continuing to do all they can themselves to mitigate these external forces, will prove just as crucial. Don't forget the Dealer Digital Toolkit is always there to offer inspiration and advice to help you with your business.


However just perhaps, with news like we've seen today, of big companies showing faith in the future of the sector, and specifically in the intrinsic role specialist dealers will continue to play within it, just perhaps, we can afford ourselves a moment to look forward with a little optimism and positivity? 

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In this issue
EDITOR'S BLOG
NEGOTIATING THE TURBULENCE
NEWS
KARCHER ENTER LANDSCAPE MACHINERY MARKET
ARIENSCO ACQUIRES AS-MOTOR
JOBS
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Sponsored Product Announcements
NEW WEBB ELECTRIC CHAINSAW
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