LAMMA GOES DOWN A STORM! NEC a hit with visitors and exhibitors by Service Dealer Editor, Steve Gibbs
Following last year's battle with the elements, LAMMA had the opportunity this week to prove a move indoors was the correct decision - and positive feedback says it was.
After kicking off the year which such an awful story about Penn's break-in last week, it's great to report on something positive today.
There's no doubt about it, LAMMA's choice to move their show indoors to the NEC this year was certainly risky - but it does appear to be one which has paid off handsomely.
Following the trials and tribulations which the show, its exhibitors and its visitors faced last year when the weather dictated that the second day had to be cancelled, the show had the opportunity to hit the ground the running in 2019 - to prove to the doubters that the right choice had been made. And the consensus appears to be that the organisers achieved this.
Reports from visitors and exhibitors alike, both in-person and across social media, seem to be overwhelmingly positive. It will be very interesting now to see what the reaction of the big ag boys who chose to stay away this year will be to the reactions coming out of Birmingham.
Service Dealer's agricultural machinery specialist, Martin Rickatson, who had attended the show in its various forms for many years, was impressed with the reinvention. He said, "There was a positive atmosphere throughout the show, not just from the visitors but from the exhibitors too. Being able to stop and talk in a warm, dry and well-lit environment clearly benefited exhibitors, dealers and farmer visitors. And the presence among the crowds of interested visitors from absentee manufacturers and importers was notable. It will be interesting to see whether they return with stands in future years."
Also in attendance was Service Dealer owner, Duncan Murray-Clarke, who had very positive thoughts regarding the show. He said, "LAMMA at the NEC was without a doubt a success. With some of the big boys in non-attendance it allowed the smaller tractor and equipment suppliers a chance to really shine. I should think that these guys have really stolen some ground on their larger competitors.
"Also because of how accessible the NEC is, it felt like more of a national show than previously. Visitors had clearly come from all across the country, not just from the local area. This was probably helped by the free parking being offered - as well as the most welcome early bird breakfast!
"It was also clear a great many visitors had made the trip over from Ireland for the show. I heard that the flights across were absolutely packed."
Exhibitors were impressed as well. For example Adrian Winnett, managing director of the UK and Ireland arm of Argo Tractors said, “The new indoor format for the LAMMA show was a great success as far as we’re concerned. We mounted our most ambitious display of tractors in the style used at big shows in France, Germany and Italy to emphasise the substance behind the Landini and McCormick product ranges. A good number of competitor and start-up dealers came to talk to us at the show, to see what we have to offer and I’m sure they went away impressed.”
Impressing the visitors, be they dealers or end-user customers, was always an incredibly important element of the relaunch which the show needed to achieve. Looking through comments on the #LAMMA19 thread on Twitter, frankly it's almost impossible to find anyone with anything negative to say.
Enthusiastic farmers were posting their compliments almost from as soon as the doors opened on Tuesday. Just a few examples included:
Chris Hewis saying "@lammashow organisers will be patting themselves on the back tonight. This is the show that this country has been waiting for. It feels like Smithfield again. Great showcase for our industry."
David Howlett said, "I have to say i really cannot complain about #lamma19, traffic was a dream, nice and warm whilst walking round, I think the organisers may have found a recipe for success in the future!
James Whatty wrote, "#Lamma19 was far better being in the warm and dry today, good crowds too, makes the big boys like @JohnDeere @NewHollandAG @HORSCHUK look a bit silly for not turning up!"
Steven Pass said, "I know there was a few sceptical of the move of @lammashow to the NEC, yes it isn't cheap for the exhibitors to attend, but as a show and venue for those attending it's fantastic, inside in the warm and dry, it's what the Uk has lacked since the demise of Smithfield"
In fact, after trying I could only find a couple of negative comments, the first one being someone complaining about the food on offer at the NEC not representing the best of British farming produce.
The second must have been more disappointing for the organisers as it blew up into a bit of a social media kerfuffle that ended up being one of the most read stories on the BBC News site yesterday. A number of people were getting, quite rightly, annoyed at a manufacturer still using 1970s-style, skimpily dressed women as a means of attracting attention to their brand. Hopefully the organisers will have a quiet a word in Agrifac's ear ahead of next year's event that that isn't the image the industry wants to be promoting in 2019. It would be a real disservice if the general public associate a forward-looking farm machinery show, with this sort of outdated marketing method of the past.
But all in all, the organisers of LAMMA should be pleased with what they've achieved this week. It was never going to be easy and without its cynics - but a foundation has been laid at the NEC.
It's all quite reminiscent of when SALTEX moved from Windsor to Birmingham. There was understandable trepidation beforehand at the change to that format, and a few grumbles from traditionalists after the fact - but the consensus of opinion now is that it's improved and breathed fresh life into the show. Listening to attendees and exhibitors at LAMMA this week, you can clearly see a similar pattern emerging.
Now let's see whether those who were absent, look to join the party next year.
Key global players used the reinvigorated event to make major launches this week.
The move of this week’s LAMMA show from its outdoor venue at Peterborough to Birmingham’s NEC was welcomed across the board by visitors and exhibitors alike – see the editor's blog – with attendance on both days appearing strong from first thing until late in the afternoon. But from a dealer and manufacturer point of view, perhaps one of the most interesting aspects was the re-establishment of a major UK exhibition as a launchpad for new products from international manufacturers.
While never truly an international show - and notable this year for the absence of some key names among the larger multinationals - LAMMA is well-known as a key show for UK manufacturers involved in sectors where UK engineering is particularly strong - sprayers and hedge trimmers, for example, with those companies often using the event to launch their key new products.
This year, though, it was notable that key global players used the reinvigorated event to make major launches. Among them was the UK’s largest privately-owned maker of farm equipment, JCB, which revealed a completely new cab design for its key Loadall telescopic handler models. Featuring more space, improved vision and enhanced operator controls, it will feature on the new III-series Loadall range, which consist of four models with up to 200kg greater load capacity than the models they replace.
Among the overseas-based multinationals to make a major announcement was fellow handling specialist Manitou. The French firm made a global announcement that it was integrating its Mustang skid-steer range into its Manitou product line, under the full Manitou brand and livery. The firm’s separate Gehl skid-steer range remains unchanged.
But there was also plenty from the UK makers who almost always use the show as their major launch event. Shelbourne Reynolds announced larger diet feeder models and a twin-rotor hedge trimmer head, while Knight revealed a series of upgrades for its key trailed and self-propelled sprayer lines.
Off the back of a successful first year at its new venue, the future development of the show will be interesting. Many visitors were heard to express their surprise and dismay at the lack of some key names, although those makers that were present among the likes of the tractor manufacturers took full advantage of getting show visitors onto machines they had perhaps never looked closely at before the event, and were also singing the praises of helpful show and venue organisation staff.The absentees still appear to be concerned about cost versus value, but there remained some obvious spare space in parts of the halls, and it remains to be seen whether that is taken up at LAMMA 2020.
Read Martin Rickatson's full LAMMA report in the next edition of Service Dealer magazine.
As our WEB ONLY story this week you can watch videos of LAMMA exhibitors including ISEKI, Argo, Suzuki and Kawasaki amongst others, talk to Service Dealer positively about the new LAMMA.
As expected, the AEA has said UK registrations of agricultural tractors in December 2018 were well below their level in the same month a year ago - but the whole year is up 0.6%.
The AEA have announced that December 2018 saw 849 UK registrations of agricultural tractors (over 50hp), which is a -37.6% change compared with December 2017.
For the full year of 2018 though, 12,102 units were registered which equates to a +0.6% change compared with January-December 2017.
Stephen Howarth, agricultural economist at the AEA said, "As expected, UK registrations of agricultural tractors in December 2018 were well below their level in the same month a year ago. In December 2017, registrations were inflated by the inclusion of a large number of machines being pre-registered in advance of the entry into force of new regulations.
"The December 2018 total of 849 machines was 38% down year-on-year but otherwise was the highest figure for December since 1994.
"Of course, December's figure also completes the annual registrations for 2018, which reached 12,102. This was just under 1% higher than the total for 2017 and the largest annual figure in four years.
"Once the impact of the December 2017 registrations is adjusted for, this suggests the market actually grew by between 5% and 10% during 2018."
The events, which took place due to dealer demand, achieved the highest attendance at all four sessions since Sales Skills launched in 2016
Due to demand from the dealer network, AriensCo took their Sales Skills events on tour at the end of 2018 with great success.
Sales Skills 1 and 2 took place at Countax House, Oxfordshire and Ripley Castle in North Yorkshire. Both events achieved the highest attendance at all four sessions since Sales Skills launched in 2016. The company says dealers were very enthusiastic and comments were highly complimentary.
“We learnt a lot over the last two days, we definitely have lots of things to implement when we get back which will help us build a better business. It’s definitely worth taking the time to attend a Sales Skills event as you learn so much!” Was the comment from Tom Sissions and Karl Terry of Country Machinery.
Sales Skills 1 focused on creating the right conditions for selling and selling techniques - helping dealers forge long-lasting relationships with their customers, as well as developing product knowledge. The aim here was to help increase showroom footfall and build a more profitable business, highlighting the ‘value-added’ service and using the techniques they learned to promote it. The event also gave dealers the opportunity to share ideas on improving customer experience in their showrooms, such as access to the dealership, customer facilities and product displays.
“The course was very informative. It’s clarified a lot of things in my mind that when I leave here I’m going to implement," said Charlie Kirk of CW Kirk Lawnmowers Ltd. “I want to get my showroom looking tip top, first impressions do count. Even if you’re not an AriensCo dealer I think you should still attend one of these Sales Skills events.”
Sales Skills 2 focused on marketing practices, providing dealers with practical advice to attract customers into their showrooms. This in-depth coverage comprised marketing communication theory and practice including segmentation, targeting and positioning, and building an effective marketing strategy. The dealers were introduced to practical examples and application of 'The Promotional Mix'. They were then encouraged to write their own boiler plate, after learning about the importance of a company having a vision, mission and values statement.
“We learnt a lot about how to better promote ourselves to our customers and make ourselves more available to meeting their needs. We need to think about everything from a customer’s perspective, what they see when they walk through our front door and how we can make the experience even better for them!” said Alex Matthews, Cheltenham Garden Machinery.
“We want to be positive and inspiring," says ArienCo’s John Horn. “We want to convey the message that if you attend a Sales Skills event you will be able to implement what you have learnt with almost instant results. I think above all that’s what the dealers have taken away with them after these events.”
Jenkins Garden Machinery, based near Llanelli have become the latest garden machinery dealer to take on the ISEKI franchise.
Jenkins Garden Machinery, based near Llanelli, have become the latest garden machinery dealer to take on the ISEKI franchise - joining the growing number of ISEKI dealers across the UK.
Jenkins GM team L-R: Mark Austin-Ellis, workshop technician; Howell Jenkins, dealer principal & sales director; Kevin Ward, after sales manager; Emyr Jenkins, managing director; Glynis Jenkins, financial director; Kane Necke, workshop apprentice; Matthew Begley, stores manager & sales; Gareth Jenkins, after sales director; Philip Gardiner, workshop technician
Dealer principal, Howell Jenkins, commented, "Our business has changed dramatically in the last few years with customers seeking more commercial machinery. This partnership with ISEKI will help us serve those customers better."
Emyr Jenkins, managing director added, “ISEKI have a long-standing reputation for quality of product and service in the UK which is exactly what we strive to deliver to our customers on a daily basis. Additionally the amazing performance of the cut and collect machines is really a big deal for us in South Wales where the grass grows so strongly.”
David Withers, managing director of ISEKI UK says he was pleased to add Jenkins Garden Machinery to the ISEKI family and commented, “We enjoy working with companies that have the same focus we have on customer service and long-term relationships. As such we are excited to add Emz (as Emyr is usually know) and the team to the ISEKI family.”
Sulky-Burel UK has appointed Doubleday Group to distribute its range of fertiliser spreaders, seed drills and cultivation equipment.
Sulky-Burel UK has appointed Doubleday Group to distribute its range of fertiliser spreaders, seed drills and cultivation equipment in Cambridgeshire, Norfolk and mid-Lincolnshire.
Doubleday Group
Rob Thurkettle, Sulky UK managing director said, “We’re delighted to welcome the Doubleday Group to the Sulky UK dealer network. This appointment allows us to expand our coverage to new customers in parts of East Anglia and Lincolnshire, and provides increased customer service coverage for existing Sulky customers.
“The area covered by the Doubleday Group includes a variety of farm sizes and types. This will allow Sulky UK products to be offered to a wide range of potential customers, including small family farms, mixed farms, large arable operations with root crops and sugar beet, and vegetable growers.”
Alex Child, group sales manager at The Doubleday Group said, “We’re pleased to have been appointed as a Sulky UK dealer. It provides us with an opportunity to talk to customers about this exciting range, which they may not be aware of. We’ve been impressed with the build quality of Sulky’s machines and, in particular, the unique design features of its power harrows, which we believe will be ideal for many of our customers."
Sulky sales, service and parts will be available from the three Doubleday Group depots in Swineshead, Holbeach and Kings Lynn.
Etesia UK has announced that Sharrocks has extended its current areas to now include the areas of South Lancashire, Merseyside, Greater Manchester and Cheshire.
Etesia UK has announced that Sharrocks has extended its current areas in Birmingham, Shropshire and Staffordshire to now include the areas of South Lancashire, Merseyside, Greater Manchester and Cheshire.
James Sharrock
Sharrocks is a specialist supplier of tractors, professional and domestic turf machinery and both agricultural and arboricultural equipment. For over 55 years the family owned business, which is now in its fourth generation, has delivered a trusted service throughout the Midlands, North of England & North Wales.
The company, which has a Northern depot in Wigan, Manchester and a Midlands depot in Sandbach, near Stafford is experienced with the full range of Etesia products and the manufacturer says they are geographically well-placed to offer an excellent customer experience for sales and after-sales support, spare parts and service.
Sharrocks has replaced the previous dealer in these areas and this new announcement comes after a hugely successful debut year as an Etesia dealer.
“We’ve been a recognised Etesia dealer for just over a year now and I couldn’t have asked for more,” said managing director James Sharrock. “The support from Etesia has been fantastic and the products have been incredibly well received from so many contractors and local authorities.
“They are expertly designed machines which have consistently proved themselves over the years. Our customer base always comment on their performance, their low vibration levels and their great longevity - there is also a very good acceptance on spare part prices. In my opinion they are products designed for this market rather than being a domestic machine made heavier to cope with commercial application."
The complete range of Etesia equipment is now available for both hire and purchase from Sharrocks, who will also take on responsibility for all parts, servicing and warranty for current users.
Following two days of networking, education and innovation, the 73rd SALTEX exhibition closed with an independently audited, visitor total of 8,902.
The SALTEX 2018 post-show visitor survey has revealed that an overwhelming amount of attendees felt that the event was the best and most vibrant show to date.
Following two days of networking, education and innovation, the 73rd SALTEX exhibition closed with an independently audited, visitor total of 8,902.
Visitors attended from 44 different countries and according to the findings of this year’s visitor survey, these attendees included grounds personnel, greenkeepers, landscapers and contractors.
The event organisers say they are very pleased to hear that 90 per cent of visitors, who took part in the survey, were successful in meeting their show objectives and equally as many rated their overall show experience as either very good or excellent and 90 per cent of visitors have already put SALTEX 2019 into their diaries, which takes place at the NEC from 30-31 October.
Survey respondents said that their top priorities for attending were to source new products/services and suppliers (79 per cent) and discover new innovations (77 per cent).
More than 47 per cent used their visit for professional development by attending show features such as the Learning LIVE education programme, Ask the Expert and the Job Clinic.
More than half of the survey respondents held a leading or management position at their respective companies, with 84 per cent either having sole responsibility for purchasing or contributed to the process. In addition, 65 per cent had the ability to sign-off on amounts up to £50,000 and 12 per cent had the ability to sign-off on amounts of more than £500,000.
The survey findings also revealed that SALTEX visitors had very specific interests: almost 80 per cent attended to find out more about machinery, power and hand tools for their daily work and nearly half of the visitors were interested in seed, turf and aggregates. More than 38 per cent of visitors wanted to see exhibitors representing both sport surfaces and facilities and landscaping materials. Other areas of interest included: arboriculture, horticulture and forestry (37 per cent); commercial vehicles, tyres and trailers (33 per cent); synthetic turf (24 per cent) and security, personal protection, health and safety (18 per cent).
Trade show which will be held in Paris from 24 to 28 February 2019 honours manufacturer's Machine Dashboard and Live NBalance tool.
John Deere’s research and development work has been rewarded with two silver medals at the SIMA 2019 show, which will be held in Paris from 24 to 28 February 2019.
Machine Dashboard is the latest remote diagnostic tool developed by the company. This dealer tool is part of the John Deere Connected Support initiative, which the company says is designed to "enable a proactive dealer service approach and deliver customer value through machine connectivity and advanced data analytics". Deere says it reduces diagnostic time and minimises downtime, resulting in higher levels of machine availability, improved machine performance and lower operating costs.
This new service provides remote machine monitoring and notifications to John Deere dealers via the JDLink telematics system. Based on the customer’s consent, JDLink machine data are automatically analysed via a patented algorithm, and the results are presented to the dealer in real time as a prioritised machine list. This allows the dealer to easily and quickly identify machines that require immediate service attention to minimise the risk of unexpected machine downtime.
Furthermore, Machine Dashboard fully integrates and exploits the capabilities of the Expert Alerts tool. Thanks to this tool, the dealer is proactively informed about potential machine component failures, with clear instructions on how to solve the issues identified. According to John Deere, both components allow customers and dealers to reduce service costs and improve operational efficiencies, to get work done on time with fewer service interruptions.
John Deere Connected Support tools including Expert Alerts and Machine Dashboard are available factory installed on new John Deere self-propelled equipment and can be dealer installed on recent model ranges, including 6M to 9R Series tractors, self-propelled sprayers, combines and forage harvesters.
Nearly 100 European John Deere dealers are already delivering machine services based on John Deere Connected Support. These innovative new service tools will be available in all EU-28 as well as most CIS countries.
With the Live NBalance tool, Airbus and John Deere are able to offer for the first time live monitoring of nitrogen balance in the field. This joint project is based on a combination of satellite images and machinery data, which continuously observe nitrogen uptake by the crop in each part of the field.
During the growing season, the service allows the farmer to make more informed decisions on subsequent fertiliser applications. After harvest, it summarises the total N applied and removed, ready to use for regulation purposes.
Farmers currently cannot obtain accurate, site-specific information about both applied and consumed nitrogen in their fields during the season; instead they have to make fertiliser management decisions based on personal experience and book values.
In addition, they do not have any opportunity to precisely check the efficiency of a particular nitrogen application. John Deere and Airbus have therefore combined their know-how to prototype an unprecedented service, by merging both machinery data and satellite images.
Julia Higgot from Higgot Garden Machinery, had her name pulled out of the hat to be declared winner of the TAP Farmer's Christmas Quest game prize draw.
Julia Higgot from Higgot Garden Machinery had her name pulled out of the hat to be declared winner of the TAP Farmer's Christmas Quest game prize draw.
Julia's prize of a wireless video doorbell is now ringing (!) its way to Ibstock, Leicestershire.
Anybody wanting to still play the game just for fun, can do so by clicking below
JOBS
FGM CLAYMORE Area Manager - Midlands / Wales / North of England
An exciting opportunity has arisen for a sales representative to join the FGM Claymore team.
An exciting opportunity has arisen for a sales representative to join the FGM Claymore team.
Working with a well-established network of specialist dealers, representing market leading products. To present, promote and sell products to existing and prospective customers and be eager to establish, develop and maintain positive business and customer relationships.
The successful applicant should be enthusiastic and self-motivated, and will have a proven track record in the Outdoor Power Equipment Industry.
An attractive remuneration and benefits package will be commensurate with the position and experience of the successful candidate.
Please write in confidence with CV to:
Paul Butterly FGM Claymore Waterloo Ind. Estate Waterloo Road Bidford on Avon Warks B50 4JH
For a free demonstration contact Evopos on Tel: 01202 795900
For a free demonstration contact Evopos on Tel: 01202 795900
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Denis Bullen, Evopos md
Denis continues, "The workshop module is of particular interest to most service dealers. Evopos will fulfil the main three requirements that make any busy workshop successful.
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"As far as I can see the workshop process is fairly straight forward
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