EXIT PLAN Options available to retiring dealers by Service Dealer Editor, Steve Gibbs
If in-house succession isn't on the cards for a dealership, selling the business will become a viable route to be explored.
You may have noticed that there's a new feature in our Weekly Update today.
As a publication dedicated to the dealer network, we aspire to continually offer features and facilities that are helpful in all aspects of your business. That's our aim throughout the magazine, this Weekly Update, the Conference, our free Dealer Toolkits, Garden Trader, and all our social channels (YouTube, X, Facebook, LinkedIn).
So as part of this, today we're pleased to launch a Businesses For Sale section in this Update. For any dealers who are looking to sell their company, you can now promote what you are offering to the entire network.
If this is something you are interested in, please contact our fantastic Nikki in the office on Nikki@theadplain.com or 01491 837117 who will be able to help you with options.
Choosing to sell the business when there isn't an obvious, in-house succession route in place, will be a recourse that I'm sure many readers will eventually explore. If there doesn't happen to be an interested family-member or a trusted, qualified employee, into whose hands the dealership can naturally be passed when thoughts of retirement or a lifestyle change come around, looking for external purchase will be a viable alternative.
One presumes it must be better for the individual - and it's certainly beneficial to the industry as a whole - that a business is purchased rather than its doors permanently closed, with stock sold off piecemeal. It's something that Service Dealer owner Duncan Murray-Clarke has spoken about at several Conferences.
Duncan said, "Dealers deserve to get back something from all those years of hard work that they have put into the business. We at Service Dealer have a strong desire to not see any dealerships lost through closure. If succession isn't an option, hopefully buyers for a business can be found, keeping the network vibrant and substantial."
Reasons for choosing a sale
Obviously all independent businesses' circumstances are different, but speaking generally I would presume that this lack of an immediate candidate to take over would be a principal reason that a sale would be sought - but there will be others that might make this decision the most suitable.
The first that springs to mind is, if the right buyer can be found, the sale of the business could yield a substantial lump sum that can be invested to provide an income during retirement. This financial consideration might outweigh the appeal of a dealership continuing under a known successor. A lump sum injection into the bank could be used to pay off debts, invest in retirement funds, or pursue other interests. This immediate financial boost might be particularly appealing for dealers who do not want to depend on the future success of a business run by a successor.
Another thought could be that succession through the family has the potential to create conflicts and complications. This is a notion I've heard discussed by various speakers at the Service Dealer Conference over the years - a warning that if dealers are going down the family succession route, to be careful not to allow differing opinions on business strategy, leadership styles, or financial decisions to create tensions amongst their nearest and dearest. Therefore by choosing to sell the business to an external party, the retiring dealer can avoid these pitfalls, hopefully ensuring that family harmony is maintained whilst at the same time, securing the future of the business under new, unbiased ownership.
Dealers may also just want a clean break from the industry. Following years of hard work, some may just want to sell up and walk away - not being tied in some kind of advisory way to their successor. If a sale went smoothly, there's good chance this could lead more quickly to retirement than what I'm sure can be a lengthy and complex process of both legal matters and mentorship.
There will be other reasons too, that I'm sure our dealer readers will have thought about. Please feel free to share any in the comments below.
Finding a buyer
Key to all this however, is finding that suitable buyer. Of course, advertising in your favourite, trusted, highly-targeted industry publication is a fantastic place to start (!) - but doing a bit of reading around the subject, there are other considerations that business experts would recommend for a successful sale of a small business.
Some talk of employing a professional business broker who has specialist knowledge of the market to help oversee and negotiate a sale, whilst others recommend making proactive approaches to competitors, or businesses in similar sectors, who might be interested in purchasing your company. Other advice I've read includes ideas such as producing a detailed prospectus of your business, utilising your own social media networks or trying online business marketplaces. Also it's worth exploring if your business qualifies for the EMI scheme, where tax relief can be applied to a business sale.
In the end, if selling the business is the exit plan decided upon, for whichever reason, I suppose the best course of action would be a multi-faceted one. Promoting the sale in the right places and taking the best advice available would seem sensible places to start - hopefully resulting in the attraction of serious buyers, ensuring a smooth, and crucially, profitable transition - as moves are made to whatever the next stage might be.
Yesterday (13th June 2024), they launched a new campaign video starring their brand ambassadors Kirsty Gallacher, Peter Crouch and Henry Slade, highlighting their gifting of Automower robotic mowers to selected grassroots clubs and communities.
Watch the video below:
The partnership says the joint venture aims to "enhance grassroots sports clubs and communities nationwide, by providing key products, training and expertise required to achieve the perfect pitch".
Hannah Cooper, UK Professional marketing manager at Husqvarna told Service Dealer today, "We’re really excited about this initiative and the ability to support grassroots sport and give back to the industry.
"For the clubs that we will be supporting, it will very much be a three-way partnership between ourselves, the GMA and the relevant dealer. Aside from just the selected clubs, the campaign as a whole will also raise the profile of Husqvarna robotics within sport and target a large base of potential customers."
Geoff Webb, CEO of the Grounds Management Association added, “We’re very pleased to be partnering with Husqvarna on this fantastic new initiative. Grassroots sport is at the heart of thousands of communities across the country, with many volunteers dedicating their time to help deliver the best possible playing surfaces for community sport teams. We are delighted to be partnering with Husqvarna to provide the volunteer grounds staff with the equipment, skills and knowledge needed to make sport possible.”
Partnership says they will extend the solution to more commercial companies and contractors working in green space management.
Weedingtech have announced the appointment of Campey Turf Care Systems as a new nationwide distributor for their herbicide-free weed control system Foamstream.
The two companies say this partnership will extend the benefits of the 100% organic solution to more commercial companies and contractors working in green space management.
Commenting on their appointment, Lee Morgado, sales director for Campey said, "Campey Turf Care focuses on natural solutions to turf maintenance, always looking to promote best practice in a considered, environmentally friendly way. That makes Foamstream a very good fit for us. It offers an innovative, eco-friendly solution to the age-old problem of tackling weeds on paved areas - an issue which affects all sporting venues, including private and public spaces which have carparks and pedestrian walkways for club members and the general public."
Weedingtech’s chief commercial officer, Thomas Hamilton, added, “We are delighted to have Campey Turf Care Systems on board. They are renowned for providing quality turf management solutions and have built long-lasting and trusting relationships with a number of venues, including Chelsea FC, who have already adopted Foamstream along with a number of other topflight teams across Europe. With Campey’s enthusiasm and expert team, we know Foamstream is in safe hands.”
However, according to figures released by the AEA, the 5% year-on-year decline was smaller than the fall recorded over the previous four months.
According to figures released by the AEA, as was the case in the first four months of the year, the number of agricultural tractors registered in May 2024 was lower than in the same month last year.
However they say, the 5% year-on-year decline, to 964 machines, was smaller than the fall of 13% recorded over the previous four months.
Agricultural economist at the Association, Stephen Howarth, said, "The total of 5,013 tractors registered so far this year was the lowest for four years but is only 5% below the five-year average.
"That indicates that, while demand for tractors has weakened, thanks to lower farm incomes and the adverse weather of the last 12 months, it remains fairly robust."
During his interim role, appointee will be a part of the group management team.
Husqvarna Group has appointed Claus Andersen as the interim president of the Gardena Division until a permanent successor to Pär Åström has been appointed.
Claus Andersen
Claus has held the position of senior vice president finance for the Gardena Division since 2017. During his interim role Claus will be a part of the Group Management team.
The company says recruitment of a permanent successor is ongoing.
New recruit says he is looking forward to getting out and about and seeing some old friends and meeting new customers.
GGM Group have announced the recent re-appointment of Rob Taylor as area sales manager.
Rob Taylor with Chris Gibson
Rob is described as a well-known face throughout the area and has extensive experience in groundscare, most recently within the golf sector. His role will see him working alongside the rest of the GGM team to develop the sales of the GGM product portfolio including Kubota, Baroness, Amazone, Dennis, SISIS and commercial robotic mowers throughout West Yorkshire and Lancashire.
Rob said, “I know from my time previously that the ‘GGM’ name holds a strong reputation across all groundscare sectors and this gives customers confidence to work with us.
"I’m really looking forward to getting out and about and seeing some old friends and meeting new customers."
Chris Gibson, GGM managing director added, “We’re delighted to welcome Rob back to the GGM Team. He has extensive industry experience including hands-on experience as a greenkeeper and this knowledge of what is really required at ground level is incredibly valuable and his approach to customer service is outstanding and I’m sure he will hit the ground running.”
Support offered to a number of domestic abuse charities and educational establishment.
As part of their ongoing We Care That You Care scheme, STIGA has announced where some more of their latest donations have been delivered.
Emma Butler, Horticulture course leader at Bridgwater & Taunton College
Firstly, the team have been offering their support to a number of domestic abuse charities. STIGA say they reached out to a number of charities offering them mowers and gardening tools for those victims in their care.
Coventry Haven Women's Aid were the first to accept the offer of free gardening products. The charity was founded in 1972 as a women’s group and have grown to become a small, community-based, grass roots, registered charity which is run by women for women. They provide safe housing and a range of support services, before, during and after leaving their abusive partner/family member.
A Coventry Haven spokesperson said, "Thank you to STIGA for the kind donation of gardening equipment and for thinking of us; your support plays a crucial role in helping our residents in refuge heal and thrive. At Coventry Haven Women's Aid, we provide essential support to survivors of Domestic Abuse, offering safe refuge accommodation, counseling, and advocacy services. Our mission is to empower women and children to rebuild their lives free from fear, violence and abuse."
They continued "Gardening equipment will significantly enhance the well-being of our residents in our refuges. Gardening provides therapeutic benefits, helping survivors reduce stress, build confidence, and foster a sense of accomplishment. It offers a peaceful and productive activity that promotes mental health and physical well-being. Creating and tending to gardens will also help build a supportive community among residents, encouraging teamwork and mutual support."
"Thank you for making a difference in their lives and for contributing to a nurturing and empowering environment."
Three Collector 136e kit mowers and two HT 300e Kit hedge trimmers were donated to the charity.
Next up, a donation was made to Bridgwater & Taunton College. The team at STIGA say they felt that offering a wide choice of studies that embrace the gardening and environment sector is a real positive for students, their community and the environment as a whole.
Emma Butler, the Horticulture course leader said, "Thank you so much to STIGA for the incredible donation to the college of these mowers. They will be a great asset to the college and a great resource to our practical lessons helping to give our students a great learning experience. We as a college will be very proud to use such a fantastic brand as STIGA and I’m sure these will be a massive benefit to the college for years to come."
A Collector 136e mower and a Combi 950 SQ AE mower were donated.
The owner, who currently works as the lead technician, wishes to sell the business and retire. There is currently one other employee, who is part-time. The customer list is large, loyal and growing steadily, and there are opportunities to expand into new business areas.
R&B Turf & Groundcare Machinery Repair Specialists services and repairs lawn mowers and turf care machinery in all sizes and quantities, from a single electric mower to a fleet of compact tractors or gang mowers. The company also services and repairs chainsaws, hedge trimmers, disc cutters, concrete mixers, water pumps and generator sets, and has experience with golf course machinery.
R&B sells new garden machinery and has several main dealerships, including service and warranty contracts.
For 19 years R&B has been based at Wolferton, near Sandringham in west Norfolk. Robert, the owner, has run the business since his founding partner retired 12 years ago.
Over the years the business has grown steadily. R&B currently has 2,900 private and commercial customers on its books. The customer base is extremely loyal, with many returning year after year.
R&B’s success rests on its excellent reputation for service that is skilled, professional, friendly and personalised.
In the world of professional battery-powered landscaping and forestry tools, a high-quality battery is essential for efficiency, reliability, and performance.
In the world of professional battery-powered landscaping and forestry tools, a high-quality battery is essential for efficiency, reliability, and performance. Here,Paul Hicks, Marketing & Product Manager at STIHL GB, highlights the key features of a high-performance battery:
IPX4 certification
IPX4 certification is a globally recognised water resistance rating. This means that the tools can be used in wet conditions without the risk of damaging the battery. STIHL has achieved IPX4 certification across all AS and AP System batteries, ensuring that professionals can work with confidence in varying weather conditions, knowing their tools will remain functional and safe to use.
Constant power delivery
A good battery provides constant power throughout its discharge cycle, meaning the tool will not experience decreases in power output as the battery depletes. Constant power output ensures that professional tasks can be completed reliably, without loss of performance, leading to faster results and user satisfaction.
Robustness and durability
Durability is a critical factor in a high-quality battery. It must withstand the rigours of regular use, including potential impacts and rough handling. A robust battery construction ensures longevity and provides a reliable power source for tools over an extended period. Tools that locate the battery within the machine, as opposed to externally, also offer greater protection and balance as a result.
High energy density
The best batteries offer high watt hours at a low weight. For example, the STIHL AP 500 S battery, with its high energy content of 337 Wh while weighing only 2kg, exemplifies this quality. A high energy-to-weight ratio means that users can work longer without the burden of a heavy battery, enhancing comfort and productivity.
Cold temperature performance
A high-performance battery must operate efficiently in cold conditions. The ability of the tool and battery to function at low temperatures is crucial for cold winter mornings, ensuring consistent performance year-round.
At STIHL, all batteries go through an intensive testing phase to ensure that professional users can rely on their tools to perform consistently and effectively in all conditions.
British garden machinery company Handy will be showcasing its extensive product ranges and highlighting its support for dealers in its biggest-ever garden machinery event, Handy LIVE 2024, which will be held at the prestigious Moulton Grange Country Estate in Northamptonshire on Thursday 5th September, at 9:30 am - 3:30 pm.
British garden machinery company Handy will be showcasing its extensive product ranges and highlighting its support for dealers in its biggest-ever garden machinery event, Handy LIVE 2024, which will be held at the prestigious Moulton Grange Country Estate in Northamptonshire on Thursday 5th September, at 9:30 am - 3:30 pm.
Showcasing Top Garden Machinery Brands
Handy’s brands - Webb, The Handy, Greenworks and AVA - will be on display and available for dealers to get hands-on with. This will include cordless, petrol, electric and hand-powered lawnmowers, line trimmers, hedge trimmers, pole saws, chainsaws, blowers & vacuums, tillers, trolleys, spreaders, log splitters, pressure washers and more.
Launch of Webb Eco
In an exclusive preview, Handy’s new Webb Eco 20V & 40V (20Vx2) Cordless Battery range will also be launched on the day.
Featuring a cutting-edge range of lawnmowers, line trimmers, hedge trimmers, pruners, tillers and garden blowers, the innovative new Webb Eco range incorporates Lithium-ion batteries which hold their charge and don’t degrade in storage.
New Webb Eco Cordless Lawnmower voted ‘Best Buy’ by BBC Gardeners World
Put to trial with 22 other lawnmowers from well-established brands, BBC Gardeners’ World rated the Webb Eco WEV20X2LM43B4X its ‘Best Buy’ of 2024, scoring 4.8/5 for best ease of use. The latest addition to the Webb Eco range was praised for its quiet, comfortable and smooth handling. Reviewed independently by a team of experts, the Best Buy award is part of BBC Gardeners’ World ‘On Test’ feature.
Webb Garden Power
Webb, owned by Handy, will showcase a full range of Supreme and Classic Lawnmowers, Cultivators /Tillers, Chainsaws, Hedge Trimmers, Pruners, Line Trimmers, Brushcutters, Garden Shredders, Scarifiers and Spare Parts on the day.
Webb, is all about making sure your customers have the right tools to create the perfect garden. Whether it’s mowing the lawn, tackling weeds, or shaping hedges, Webb Garden Power make the job effortless and deliver perfect results every time. With a wide range of products built for practicality and ease of use, Webb is the trusted partner in achieving beautiful gardens to be proud of.
LIMITED Numbers! Secure Your Free Tickets
Tickets are limited and free to attend, so don’t miss out! Register for your tickets on the link below or contact sales@handys.co.uk
Since 1938 Handy has grown to become one of the UK’s largest independent garden machinery wholesale distributors and manufacturers, supplying specialist dealers, large national retailers, garden centres and mail order companies, from its purpose-built 70,000ft Swindon site which is home to more than 45 full-time staff.
Handy has developed some of the UK’s leading machinery brands including Webb, The Handy and Q Garden. These distinct brands are a testament to the company’s creative and manufacturing prowess.
As the UK-appointed distributor for the Greenworks brand cordless equipment, Handy is at the forefront of leading battery technology offering a full complement of cordless equipment.
To this day, Handy remains a family-owned British business. Its experience, expert knowledge and dedicated customer service – which includes carrying over 10,000 spare part lines - have enabled it to build a team driven by high performance and family values.
That’s the philosophy of Garden Trader and we have maintained our affordable annual subscription at £96 for the whole year. This equates to 26p per day and an average of just 83p for every potential customer the site delivers to dealers. Garden Trader has 160 skilled dealers subscribed up and down the UK and they are all benefiting from the 1m+ dealer search impressions the site generates each year. People want to buy from people and this highly targeted website is delivering quality leads to subscribed dealers for just 26p per day.
Our 2020 Summer research showed that on average, each Garden Trader dealer will be sent 114 new customers (or people with a buying intention walking through your door) per year. This works out at 83p for each new customer. A subscription rate designed to be all inclusive delivering unrivalled online results.
This site was purpose-built just for skilled servicing ground care dealers by the team that bring you Service Dealer Magazine. It is easy and quick to register and costs just £96 + VAT per year for a full listing. As this dealer site is designed to promote the UK dealer network, all revenues in 2022 will continue to be reinvested into promoting the site online and so supporting the dealer network.
Join the country’s only independent specialist website, created by the team that bring you Service Dealer. Join our subscribed Garden Trader dealers now by clicking on “Register Dealership” and let's fight back against the zero value retailers.
Due to an increased workload and business growth an exciting opportunity to become part of the Husqvarna UK team and gain experience working for the global leader in robotic lawnmowers.
Role to support the planning and delivery of efficient and effective demonstration campaigns as well as a professional handover and installation of new and used machinery.
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