There are lessons and opportunities for dealers as more High Street brands hit the skids . . .
The past few months have been pretty brutal for the High Street. Well known retail chains such as Toys R ‘Us, Claire’s, Multi-York, Maplin, Conviviality (owners of Bargain Booze etc), Countrywide Farmers, and garden centre chain Home and Garden have hit the buffers –following hard on the likes of Jaeger, Staples and BHS.
Each will cite a raft of different reasons for their failure. The inexorable move to on-line shopping, high business rates, squeeze on consumer spending, poor exchange rates triggering higher pricing and in some cases, outdated retail models.
The ‘High Street’ is a misnomer. Many of these companies will have been on retail parks. And of course, all these failures preceded the impact of the ‘Beast(s) from the East’ in March when shoppers stayed indoors – and certainly didn’t venture into the garden, preferring to shop online instead.
With the all-important Easter weekend a wash-out (some garden centres are predicting a 25 -30% fall in turnover for the first quarter), are there lessons to be learned by independent GM specialists from these retail failures?
Whilst Countrywide and Home and Garden will draw obvious comparisions, it is the demise of Maplin that could provide a few wake-up calls for specialist retailers. In many ways Maplin was at the forefront of home technology along with the likes of Tandy (remember them). Yes, they attracted ‘hobbyists’ but also a significant number of ‘techno-virgins’ who used the shop as a browsable advice centre, before beetling off home to order from Amazon. Sound familiar?
Their prices for consumables, cables etc were invariably much higher than online (a hidden cost of advice?), they had dived off heavily into areas you could lump under the phrase ‘The Internet of Things’ (connected devices for the home) at a time when it was still a relatively niche sector – and only stocked a limited range of high ticket whole goods. You are unlikely to cover many overheads today through the sales of HDMI cables and LED lamps.
Of more relevance, look no further than the current problems facing Wesfarmers, the Aussie owners of Bunnings, who bought Homebase just two years ago for £422m. They have just had to write down the UK arm by £506m, after a £97m trading loss which has resulted in a whopping 88.6% drop in profits for the parent company for the past six months (and before even the inevitable downturn in sales of sandpaper to Aussie cricketers!). No wonder Wesfarmers are already reported to be planning an exit strategy from the UK.
The harsh lesson they have learned is that what works in one market, doesn’t necessarily work elsewhere. In its previous guise, Homebase had differentiated itself from the likes of B&Q by installing external concessions such as Habitat in its stores which attracted a significant female following. Those went almost immediately and if my local store (still branded Homebase) is any indicator, then it’s a total mess, hand-written signs and displays more like a jumble sale. Everything price-driven which provides no flexibility for strategic marketing. All of which might work in Townsville or Toowoomba, but not in the UK. Don’t they ever do their homework - or was it a case of WE know better?
So what lessons can the humble, switched-on, single-outlet independent dealer learn from all this?
From the Maplin saga, value and sell the ‘vive la difference’ factor. Create a showroom that excites , interests, prompts and promotes sales across your whole range, from machines to parts and accessories. Keep a good spread of relevant products offering good margins, and make sure the advice you dish out is appreciated and acted upon (there and then!)
From Bunnings/Homebase. Know your place in the retail market, never try and act other than as a knowledgeable purveyor of quality products and support service, where price is a factor - but not the only the only factor. Stick to your principles and use weather variations to your advantage by utilising nimble and proactive marketing.
Importantly, learn lessons from the successful retailers. Loyalty schemes are an underused business builders for many dealers. Try and make your showroom something of a destination, explore ways in which you could add interest. If you’ve the space, encourage local artists to display their works, stage gardening talks, explore links with other local retailers in related but not competing sectors, think outside the 'lawnmower-box' and set up your showroom as a lawncare centre selling everything to enhance to lawn and garden - in other words a one-stop lawn shop
The possibilities are endless with a little creative – and lateral – thinking.
Steve Gibbs is away in the US for a couple of weeks
Tractor registrations were down by 6.8% in March, a traditional strong sales month
Figures just released by the AEA confirm that tractor sales for March totalled 1650 units, down 6.8% compared with March 2017. Total registrations for the first three months of 2018 were 2932, 3% down on the same period last year.
Stephen Howarth, AEA economist says "March is normally the peak month for tractor registrations and this year looks to be no exception. However, for the second month in a row, UK registrations of agricultural tractors (over 50hp) were below last year's level. March 2017 was a particularly good month, though, so the fact that this year's total of 1,650 was less than 7% lower could be seen as positive. Nevertheless, total registrations for the first quarter of 2018 were still 3% down on the same period last year..
After a strong 12 months, Duncan Murray-Clarke (owner of the Garden Trader website) has announced that any revenue the site generates in 2018 from subscriptions or sponsorship will be ploughed straight back into promoting our skilled dealer network to the public.
After a strong first 12 months, Duncan Murray-Clarke, the owner of the Garden Trader website has announced that any revenue the site generates from subscriptions or sponsorship this year will be ploughed back into further promoting the service to the public.
Map of Garden Trader paid-up dealer subscribers
The website which acts as product and dealer search directory only for specialist garden machinery dealers in the UK, now boasts over 170 specialist dealers as paid-up subscribers. It has been designed to support and promote the dealer industry to consumers who are specifically searching for garden machinery products and services.
Duncan said, "The Garden Trader website exists primarily as a tool to publicise the specialist dealer trade and specialist services to the garden machinery buying public.
"In 2017 dealers were offered the service to trial for free and we invested to make sure the site was extensively promoted. Every penny this year (which the site generates from dealer subscriptions and manufacturer sponsorship) is being ploughed back into the site to raise its profile with consumers who are at the point of purchase.
"We are committed to placing dealers in front of the wider, mainstream public who may not even be aware that our skilled network exists. We are offering dealer subscribers a competitive advantage against the likes of B&Q, Homebase and internet-only retailers, who all offer little or no support.
"I feel so strongly about helping promote our sector, I am making a commitment to not make a penny profit off of Garden Trader for the whole of 2018. All revenue generated will go straight back into getting the names of specialist dealers out there through online advertising initiatives."
Garden Trader has recently benefited from the addition of Husqvarna as a site sponsor. STIHL has been supporting the site since launch and Duncan says they hope to announce more very shortly.
A dealer branch listing costs £95 plus VAT per year (£1.82 per week) and it's not too late for dealers who want to catch this season to register their dealership.
£5000 reward offered by RVW Pugh Ltd, who have fallen victim to thieves stealing specialist Fendt equipment from tractors worth in excess of £20,000.
Mid-wales dealership RVW Pugh Ltd fell victims to thieves once again shortly before the Easter break.
The agricultural machinery dealers have been the victim of not just one theft in the last year but a couple from their depot in Mid-Wales as well as their one in Holmes Chapel, Cheshire.
The most recent occurrence saw specialist Fendt equipment being taken out of tractors, worth in excess of £20,000.
Pughs say that with farm machinery becoming higher in value it is looked upon as an attractive target to thieves who maybe sending these products overseas.
Robert Pugh, Managing Director, said, "Farm Machinery dealers are fighting to stay afloat in a volatile industry such as agriculture and with acts such as these it puts more and more pressure on them. Dealers need to stick together and combat these individuals to make sure that we can all safeguard the future of these businesses.
"All Fendt dealers in the UK have been informed about these instances and it will not be tolerated."
Robert Pugh is offering a £5,000 reward for the recovery of goods or arrest of the individuals involved. He is encouraging the industry to please share their story and spread the word.
Honda is building a new Mean Mower in a bid to reclaim the title as the world's fastest lawnmower.
Honda is fine-tuning the Mean Mower mk2 in a bid to reclaim the title of world's fastest lawnmower.
Stunt driver Jess Hawkins will drive the new Mean Mower
In 2013, Honda built the original Mean Mower which was based on a production HF2620 model. That featured a 1000-cc, 109-horsepower V-twin that came from a Honda Firestorm bike.
The new Mean Mower, which is being produced in association with Top Gear magazine still has a 1000-cc engine, but it's now a four-cylinder model taken from a current CBR1000RR Fireblade.
This means the new Mean Mower boasts 189 horsepower - which should ensure it reaches 134 mph. You can read all about it on the Top Gear website
Honda have released a teaser video to build excitement:
This time stunt driver Jess Hawkins will drive the machine, which has been built by Honda's British Touring Car Championship team.
The mower is likely to weigh just 200 kilograms. To keep all four wheels on the ground during takeoff, the engine has been fitted at the front and the team has fitted traction control and other aids to stop the mower doing wheelies.
Honda's lawnmower department has ensured the authenticity of the mower, fitting a genuine, off-the-shelf front cowl and grass catcher box.
Honda has not yet set a date for the world record attempt.
Kubota UK has strengthened its dealer network after joining forces with Staffordshire-based groundcare and arboriculture specialists Buxtons.
Kubota UK has strengthened its dealer network after joining forces with Staffordshire-based groundcare and arboriculture specialists Buxtons.
The appointment of Buxtons is part of the manufacturer’s ongoing investment to ensure its range of groundcare machinery is supplied through an independent dealer network that is committed to a first class service offering.
The new partnership means Buxtons will now supply Kubota’s complete range, from walk behind, ride-on, out-front and zero turn mowers, to compact tractors and RTV utility vehicles.
Neale Hopley, Managing Director of Buxtons said, “We are absolutely delighted to become a Kubota dealer. Although we previously supplied groundcare equipment, our range was limited. This new relationship with Kubota enables us to significantly expand our business, giving us the chance to target a much wider range of commercial sectors including local authority, education, equestrian and the sports turf market.
“These are exciting times for Buxtons. Kubota is a trusted brand that turf professionals know will get the job done and not let them down. We are extremely excited to be working in partnership with Kubota and are looking forward to growing our business with them.”
Adrian Langmead, Business Development Manager for Kubota UK’s Groundcare Division said, “We pride ourselves on having a dealership network that is second to none. By signing Buxtons up as a new dealer we can extend our reach across a 30-mile radius throughout the Staffordshire area, enabling us to secure key accounts within the commercial market.
“Buxtons is a well established and respected dealership, so it was a natural fit to partner with an organisation whose commitments reflect our own. We’re looking forward to the longevity of this partnership.”
Suzuki GB PLC has announced the promotion of Paul de Lusignan to the position of Director for its Motorcycle, ATV and Marine division.
Suzuki GB PLC has announced the promotion of Paul de Lusignan to the position of Director for its Motorcycle, ATV and Marine division.
Paul de Lusignan, Director Motorcycle, ATV & Marine and Nobuo Suyama, Managing Director for Suzuki GB PLC
A key figure in the Japanese manufacturer’s motorcycle business for the last 12 years, the company says Paul has considerable automotive experience, having held positions at Suzuki including Marketing Manager, National Sales Manager and General Manager, before joining the Suzuki GB PLC Board in 2015.
Suzuki GB PLC Managing Director, Nobuo Suyama, said, “Paul has steered our motorcycle business for over a decade with commitment and dedication. During this time he has also supported us across the business and so his appointment as Director for this division was a natural progression. I would like to thank Paul for his dedication while congratulating him on his promotion also."
George Cheeseman will continue in his role of Head of Business for Marine and ATV and report to Paul who will provide additional support at Board Level.
Polaris has appointed Kenny Kay as Technical and Warranty Specialist.
Polaris has appointed Kenny Kay as Technical and Warranty Specialist on 1st March 2018.
Kenny Kay
Kenny joins the Polaris Technical Department directly from the military where he completed a lengthy and extensive hands-on mechanical career. Currently he is undergoing the comprehensive Polaris induction and training programme before starting his role of interfacing with dealers and their mechanics.
“Kenny possesses a vast range of technical knowledge of all types of vehicles,” says Polaris Technical Department’s Sam Merrifield, “and he can’t wait to apply this knowledge and experience to the ever-growing range of Polaris products.”
Kenny says what attracted him to Polaris was a great opportunity to work with quads, side by sides and motorcycles in a progressive and professional environment. He says he looks forward to being able to start his role and bring his experience in solving mechanical issues to the Polaris dealer network.
Vicon's latest appointment is that of Devon-based James Pryce Tractors, with depots in South Molton and Tiverton.
Vicon's latest dealer appointment is that of Devon-based James Pryce Tractors, with depots in South Molton and Tiverton.
Vicon says this appointment gives them a greater foothold in the south west of the country, enabling James Pryce Tractors to sell the entire Vicon range throughout mid-Devon, north Devon and west Somerset - the latter reaching into an area that was previously served by machinery dealer H Curtis & Sons’ from Wellington.
Vicon Extra 736 tractor-mounted mower conditioner
“We’re delighted to add the Vicon portfolio to our business,” explains James Pryce Tractors managing director Andy Pryce. “Vicon is a well-established premium brand with a strong reputation, and its extensive product range now takes us into new territory, both geographically and with a wider range of equipment.”
A former Lely dealer since 2003, James Pryce Tractors has been in business since 1976, and has held the Case-IH tractor franchise since 2006. With 19 staff including three full-time salesmen and 10 mobile and workshop-based technicians, the Devon-based dealer prides itself on keeping up-to-date with specialist product knowledge and support for its expanding customer base.
"We have recently consolidated our brands to help all our staff to make the most of product training, so we can continue to give all our customers the best backup and support,” says Andy Pryce.
Commenting on the appointment, Vicon sales manager David Furber reports that the new dealer has got off to a flying start.
“We’re really pleased to be working with James Pryce Tractors,” says David Furber. “With the ink still drying on the agreement, this dynamic dealer has already sold a Vicon Extra 736 tractor-mounted mower conditioner and a Vicon iXter 1600-litre B16 sprayer equipped with auto section control.”
L-R: Alastair Taylor with winners ‘Mean Machine’ – Sam Simpson and Kurtis Dack from Easton & Otley
The competition is open to all UK training and education providers and involves creating a remote or radio controlled vehicle. Teams are given a standard set of wheels, a battery and maximum vehicle dimensions and the challenge is to produce the top performance vehicle of the competition. The vehicle that powers its way to the highest point up a curved ramp is the winner.
A team from Perkins Engines won the Class 2 section of the competition.
Hosts of the event this year were Perkins Engines Company Ltd based in Peterborough.
Alastair Taylor CEO of IAgrE, presenting the prizes said, “I was very impressed by this year’s event. The students were very engaged and the standard of competition excellent. Students and staff thoroughly enjoyed the day and the facilities at Perkins were impressive, everyone appeared to enjoy the factory tour and the networking opportunity.”
The event was sponsored by Autoguide Equipment and Bosch Rexroth. Cash prizes were awarded to the winning teams by IAgrE plus power tools from Rexroth Bosch.
REELED IN Fisherman catches a lawnmower in mid-ocean
Fisherman reels in a petrol rotary from the ocean, could it have been a Brill or Lawnmower Blenny?*
Fisherman, Alex Rugus, knew he was onto something big when a near 50kg (110lbs) force at the end of his fishing line nearly toppled him over in his boat
But what he reeled in off the coast of Jurien, north of Perth, Western Australia was certainly not edible. It turned out to be an algae covered lawnmower!
“I initially thought it might well have been a sizeable octopus” says Alex “but was confused because it wasn’t thrashing about”
The stunned angler said it was definitely the strangest thing he'd have caught and he wasn't about to release it back to the sea. “I pulled it on board and hauled it back to the marina area. Someone joked it must have been the gardener's from Atlantis,' he said.
“I left it there to organise to get rid of it, but it had gone by the time I came back. I assuming to the bin, not for someone's shed”.
* The Lawnmower Blenny (Salarias fasciatus), also known as the Jewelled Blenny or Rock Skipper, is a saltwater utility fish that is used as part of a clean up crew to keep hair algae at a minimum. The lawnmower blenny will hop from rock to rock rasping at the algae growth and they do a great job on "hair algae".
JOBS
ADVERTISE YOUR JOBS HERE Amazing success rates!
Advertise your recruitment needs on Serivce Dealer Weekly Update and reach our targeted audience of recipients every week.
New for 2018, world leader and pioneer in robotic mowing Husqvarna has introduced the Premium Automower® X-Line range.
New for 2018, world leader and pioneer in robotic mowing Husqvarna has introduced the Premium Automower® X-Line range. The NEW X-Line feature package offers customers added intelligence and control on a range of 3 models each designed to target different garden sizes.
The range consists of the brand new Automower® 315X designed for areas up to 1600 sqm as well as the updated Automower® 430X (up to 3200 sqm) and Automower® 450X (up to 5000 sqm). The Automower® 450X is also featured in Husqvarna UK’s first ever TV advert called ‘The Slope’ which is being aired from the 1st March until the 27th May.
X-Line standard features include:
Automower® Connect with GPS theft tracking - The Connect app allows the mowers to be configured, controlled and monitored from anywhere in the world using a smartphone or smartwatch. Automower® Connect is supplied with 10 years free connectivity. Pairing with the mower can be managed from multiple smart phones which allows both dealer and customer to have access to the product.
GPS assisted navigation – the mower maps out the working areas ensuring even lawn coverage on the most complex areas.
LED Headlights – making the product visible when operating at night.
X-Line body design with interchangeable top cover for personal customisation, rubber front bumper and matt lower body.
Alexa - From September 2018 Automower® Connect will be compatible with the cloud-based voice service Alexa. Owners with Husqvarna Automower® will be able to start, stop, park and get status-updates from their mower by asking Alexa.
To help drive sales through the Husqvarna Authorised dealer network, all 3 X-Line models are included in the Husqvarna Spring / Summer sales promotion. Each model is supplied with a FREE 115iL Battery Trimmer Kit worth £225. The promotion is supported with in-store POS material as well as being supported digitally through social media and the Husqvarna online platforms.
To add value and revenue to the Husqvarna Authorised dealer, Husqvarna Automower® range including the new X-Line range can be offered with a 3 year warranty. The product must be registered, installed and serviced annually by an Authorised Husqvarna dealer for the extended warranty to apply. Product installation and servicing are very profitable methods of adding revenue to the product sale. The new Husqvarna lawn calculator allows garden working area as well as product suitability to be assessed from the dealership, this can reduce or eliminate the need for a site visit prior to installation.
Stens replacement blades fit many OEM brands. We stock hundreds of blades which cover thousands of applications.
Stens replacement blades fit many OEM brands. We stock hundreds of blades which cover thousands of applications. Our blades are precisely balanced, and heat treated for durability. They have a longer life and offer a more precise cut and Stens are so confident in the products they offer a 1-year written parts and labour warranty.
When using Stens replacement blades, you can get a better cut by using the blade that matches your mowing conditions.
HANDY HINT — Help your customers get the right blade by teaching them to measure correctly.
A. Measure the blade diagonally from cutting tip to cutting tip.
(measure mulching blades on back to ensure straight line)
B. Measure the width at the widest part of the blade.
C. Measure the CENTRE hole.
D. Measure the CENTRE to CENTRE distance between the outer holes.
E. Refer to our OEM Cross Reference in the back of this catalogue if THE OEM BLADE NUMBER IS STAMPED INTO THE BLADE.
Stens stocks a range of spindles which match quality OEM specification, many of which have attached pulleys!
If you are interested in setting up a trade account today, just simply click the link and fill in the application form or view the full offer leaflet!
Once complete return the form via email or post to the address provided below.
Garden Trader is a product and dealer search website/directory only for specialist garden machinery dealers in the UK. It has been designed to support and promote our dealer industry to consumers who are specifically searching for garden machinery products and services.
Garden Trader is a product and dealer search website/directory only for specialist garden machinery dealers in the UK. It has been designed to support and promote our dealer industry to consumers who are specifically searching for garden machinery products and services.
It costs just £95 + VAT per year to be listed and all revenues this year 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 170 subscribed Garden Trader dealers now by clicking on “Register Dealership”.
