Service Dealer has been talking with manufacturers and dealers during these early weeks of 2021, what they believe the outlook for trade shows and exhibitions for our sector might be this year.

In all fairness, it's a tricky subject to discuss with any great authority right now, considering just how up in the air the wider circumstances are.

This week we seem to be hearing quite positive news, with infections coming down and vaccination numbers going up and up. So perhaps some optimism regarding in-person events taking place this year may be warranted?

However, without wanting to be a doom-monger, we do know how quickly the mood can change. It's perfectly possible for unpredicted set-backs to occur and throw everybody's well intentioned plans into disarray.

Being the organiser of a trade show in 2021, certainly isn't an enviable role!

Equally, companies who might choose to take a stand at national or a local show also find themselves in an uncertain position. Pressure will be felt to commit to appearing - but from what we've heard in recent weeks, there's mixed feelings on this front.

Yes, companies see the value in meeting dealers and end-users face-to-face - but are there too many shows in our sector, taking place too frequently? 

Also the key unknown this year is, even if shows manage to open their doors on the dates they have scheduled, will enough visitors choose to turn up on site to make the endeavour worthwhile? Whilst there will likely be a swathe of people who are chomping at the bit to be allowed out and get back into the swing of things again, I'm sure there will be plenty of others who have an understandable nervousness regarding mixing in large crowds this year. 

An online answer?

So are virtual events the solution? We heard last week how one worked perfectly for Ernest Doe and their customers. They were able to accurately quantify just what a resounding success their show with a difference had been, due to the strong sales element which was part and parcel of its composition.

A more conventional trade exhibition doesn't so much have direct sales at its heart though. They are judged as a success by different criteria. A "good show" is deemed as such on its attendance or by more intangible factors such as contacts made, leads gained, future business planned, etc. Mostly elements which benefit greatly from in-person interaction. Hence why you might argue, that we haven't' heard too much enthusiasm for online exhibitions before now.

It doesn't seem unreasonable to imagine that organisers of shows for 2021, who haven't yet thrown in the towel for this year, will be feeling anxious about their event's prospects. If they can sign up exhibitors, and if they can open their doors on their planned date, will an audience turn up?

We feature a story today about the Cereals Event, due for June, changing things up and offering free entry to punters who sign up now for an early bird ticket. Organisers say this is so visitors will have a physical event to look forward to. Another way of looking at it might be, it's a move by the organisers to do their best to maximise visitors for the companies exhibiting?

Your thoughts?

So with all this uncertainty, we thought we'd ask you, our dealer readers, what your thoughts are regarding attending shows this year. We have a short survey today, with a few key questions, that we'd very much appreciate your thoughts on.

Fundamentally we'd like to know if you are planning on attending an in-person event this year. If so, which ones in particular; if there's a time of year you would prefer, and what format you'd be most interested in? We would also love to hear your opinions surrounding the trade show scene in general in 2021.

Once again we thank you for your feedback which will greatly help us in our conversations with suppliers and trade show organisers going forward. We will share the results and a selection of you comments in Service Dealer.

TAKE THE SURVEY

Growitmowit Ltd, an independent garden machinery specialist based in Wales, has been selected as the winning STIHL approved dealer in a countrywide competition asking customers to name their favourite STIHL dealer. 

Launched in January, the social media competition asked STIHL tool users to nominate dealers that go the extra mile to meet the needs of their customers, with a particular focus on excellent customer service, in-depth product knowledge and high levels of aftercare.

The STIHL team say they were inundated with over 1000 responses to the competition, with customers praising dealers across Great Britain for tailored advice and impressive customer experiences. 

Simon Hewitt, head of marketing at STIHL Great Britain, said, "It was extremely hard to pick one winner from all of the responses because there were so many brilliant comments. We already knew that the STIHL dealer network goes above and beyond, but it was great to hear from so many customers who agree with us." 

Growitmowit Ltd and the STIHL tool user who made the nomination will both receive £1,000 of STIHL products. 

Gethin Davies, Owner of Growitmowit, said, “We were astounded with the comments made and although we had a very challenging year, we carried on regardless giving the best service we could possibly give in these strange circumstances. We have an old-fashioned approach to customer service and strive to be kind, helpful and honest at all times." 

The comment which clinched the competition for Growitmowit came in from a female customer who said, "Gethin at Growitmowit is fab. He has always treated me as equal to all the male customers. He helps me find tools and PPE that fit my physical size. He also introduced me to the battery-powered STIHL chainsaw. He is very quick to sharpen or repair it for me too as he understands that time is money when you use the tools professionally.”

You can read more comments praising STIHL dealers around the country here.

Kramp has announced that they are marking its 70th anniversary with a campaign that celebrates the multi-generational ‘Kramp experience’ for partners, suppliers and employees. 

The ‘Generations’ campaign launches mid-Feb with a series of online quizzes, the first inviting users to test their farming knowledge, followed by a series of activities in collaboration with their partners, suppliers and new Kramp product announcements throughout 2021.

Some of the many campaign highlights include a Kramp Cookbook, featuring recipes and interviews with customers across Europe, a social influencer partnership with dairy farmer Tom Pemberton, YouTube ‘How-to’ video experience along with digital content that celebrates the day-to-day lives of its farming communities.

Eddie Perdok, Kramp CEO, said, “Kramp is a family business spanning several generations - myself being a 3rd generation member of the Perdok family. Our multi-generational organisation reflects the agricultural sector where farms and dealerships are passed down through families.
 
“By understanding and valuing the past we can empower our customers to move forward into the future by continuously providing relevant product, added value services and expertise that makes us the essential partner in the agricultural, construction and forest and grass care industries of Europe.

“The pandemic has been difficult for many which is why we want to recognise the essential work of our customers and celebrate the successes of the last seven decades.”

ATCO and the Royal British Legion both celebrate their centenaries this year and to mark this historic double, a proportion of the sales value from three specific mowers will be donated to the military charity.

Stiga, owners of the ATCO brand, are giving £20 from the sale of each Liner 16S and Quatro 16S walk behind mowers and £100 for each GT43HR tractor model, throughout 2021, to the Royal British Legion. Each mower will be decorated with a unique decal to support this partnership.

The campaign is the brainchild of Amanda Kincaid, Stiga’s marketing manager, who served for 23 years in the army. “I contacted the Royal British Legion to see if they could work with us to celebrate ATCO’s centenary and had absolutely no idea that it was a double celebration.”

 
Gary Whitney, managing director of Stiga said, “The Royal British Legion is the nation’s leading Armed Forces charity and has been supporting serving and ex-service personnel and their families for 100 years. We are delighted that our two centenaries are being marked in a way that will bring practical help to those in the armed forces community.”

Ben France, head of corporate partnerships at the Royal British Legion added, “We are delighted to be working in partnership with ATCO and we are very grateful for their generous pledge of donations on their products. It’s a wonderful way to mark both centenaries and donations raised are used to provide life-long support to serving and ex-serving members of the British Armed Forces, their families and dependents through hardships, injuries and bereavements.”

ATCO was founded in 1921 by Charles H Pugh in Birmingham, where he manufactured the first mass-produced petrol lawnmower. The name ATCO is from the Pugh owned Atlas Chain Company.  He wanted to stamp a name on each chain link and the new abbreviated name was invented.

Attlefield Farm Machinery based near Daventry and owned by 29 year old Henry White, has been named Spearhead’s Dealer of the Year 2020.

Attlefield Farm Machinery's owner Henry White with Jack Norton, Spearhead area sales manager

The dealership first stocked Spearhead equipment three years ago. During the last 18 months, their sales performance placed them at the top of Spearhead’s league table.

Henry White comes from a well-known family with industry heritage. His father, Patrick White, runs PJ Services, the international haulage company.

The White family also run farms in Poland. They used a 450-9S flex-wing topper to bring the farm back into production after 20 years of being fallow. As a youngster this, Henry says, first sparked his interest in the product.

In his early 20s, Henry started selling quad bikes. Today, he operates from brand new purpose-built premises with Spearhead equipment at the helm. The Hellidon site includes showrooms, offices, and workshops.

Attlefield say that after sales service is a huge focus for themselves. Stocking plenty of Spearhead parts, they strive to get machinery back in the field quickly.

Henry said, “Holding a continual stock of the Multicut 460, 620, and the new Sniper series flail mowers has been key to our success. They are the type of item you must be able to supply immediately.”

Attlefield believe their success is also down to the fantastic relationship between themselves and Spearhead. Working closely with Jack Norton (Spearhead area sales manager) Henry says he is always on the front foot with Spearhead developments. He is also in daily contact with Steven Nel (Spearhead parts manager), ensuring he is carrying the correct items to support the wide range of products. 

Henry continued, “I’m delighted Attlefield Farm Machinery has been named Spearhead Dealer of the Year. It’s great recognition for the team here and I’m happy to keep building on the high standards that we have set ourselves. To my advantage, Spearhead takes centre stage here and I believe we give the brand the energy and attention it rightly deserves. There’s incredible demand for robust mowing and cutting machines across the UK. I couldn’t be prouder to align my business with the quality of Spearhead.”

Spearhead nominates a Dealer of the Year annually, basing the decision on dealer promise and success.

Polaris has appointed Farm and Garden Machinery Ltd as an authorised dealer for Shropshire and West Midlands.

A family run business based in Bridgnorth, Farm and Garden Machinery now stock a full range of Polaris utility vehicles as well as genuine Polaris parts and accessories.

Set up in 2003 by Neil and Andrea Morris, Neil has over 20 years of experience servicing, repairing and selling UTVs and ATVs, and studied Agricultural Engineering at Walford Agricultural College as well as gaining valuable experience at an agricultural machinery dealer for a few years before setting up his own business with his wife Andrea. Andrea has an accountancy background and looks after the admin, marketing and accountancy side of the business. 

“I grew up on a small farm in South Shropshire and I’ve always tinkered with engines and farm machinery from a young age,” said Neil Morris. “We have been looking to take on a franchise that provides reliable side by side vehicles and ATVs and Polaris is the perfect fit. The children’s range is a bonus and we’re excited to have that on offer for our customers.”

Richard Coleby, Polaris Britain national sales manager said of Farm and Garden Machinery, “They are in the ideal location to serve our customers in Shropshire, Worcestershire and the West Midlands, and they offer all the right experience to provide excellent sales and support.”

Cereals 2021 is offering free early bird tickets for visitors who register before the end of March. The show's organisers believe this will enable people "..to finally look forward to a physical event."

“Times are uncertain, and we wanted to provide farmers with a no-risk way to put the event in the diary and to enjoy it,” said event organiser, Alli McEntyre.

“Cereals will be the first of Comexposium’s physical European events held this year and we know both farmers and exhibitors are eager to get back to it. Providing free tickets means visitors can be confident in their decision to register.”

In the run up to the event, attendees can access four preview webinars which will profile a topic covered in each theatre at the event. “This will give visitors a flavour of what they can expect, whetting appetites for the event itself and getting people thinking about the important issues which will be covered,” added Alli.

“We are keen to provide visitors with the invaluable opportunity to see everything in action, to interact and network, as they have done previously. But rest assured that Covid-19 safety measures will be implemented to all aspects of the site to ensure everyone’s wellbeing is maintained and government guidelines are adhered to."
 
Alli concluded, “Within this framework, we are really looking forward to delivering a physical event again, with farmer favourites, new innovations and invaluable industry information.”
 
The Cereals Event is due to be held in Lincolnshire on 9-10 June 2021. For more information or to register for tickets visit www.cerealsevent.co.uk and use the code ‘FREE1’.

Merlo UK Limited have announced the appointment of Charlie Lane to the newly created position of network development manager.

Charlie Lane

The company says this new role is a further sign of the investment taking place at Merlo UK. They say that having committed strongly to the UK in recent years, the company has elected to continue to base all commercial operations within the UK including a fully stocked parts warehouse.

“I can say it is a real privilege for me to be joining the established and well respected team at Merlo UK,” said Charlie.

Having amassed more than 11 years’ experience in the agricultural machinery industry, working initially at retail level, but more latterly for machinery
manufacturers, Charlie has great experience in supporting machinery dealers to grow their business.

“We are really pleased to have Charlie on board as part of the Merlo UK team,” said Shaun Groom, general manager of Merlo UK. “Continued investment in product, infrastructure & people ensures we have lots to offer dealers and customers alike. Charlie will play a key part in growing the Merlo presence even further in the UK”.

LE-TEC have unveiled the prizes that are on offer to winners of their search for champion technicians to best represent the land-based engineering sector.

The competition which is still open to entries until next Friday (February 26, 2021) has, according to BAGMA, already seen a "great response".

Prizes announced include:

• Makita Cordless Impact Wrench
• Multi Day Training Course provided by AP Air Ltd including accommodation and meals. Recipient can choose from either 7543-01 – Refrigerant Handling, or 7543-02 – Testing and servicing mobile Air-conditioning systems.
• Sealey Tools 100pc Mechanics Tool Kit provided by Kubota UK
• Stanley FATMAX Technicians Suitcase provided by Toolbank

There are two categories this year, one for someone just embarking on their career and one for someone who has made a successful career and seen their vocation develop.

LE-TEC say they want to hear from people whether they are an apprentice technician just starting out, or a master technician with years of experience under their belt.

To join in, entrants must record a short video telling LE-TEC:

• Who you are, what you do and how you got into this industry?
• What makes it so rewarding?
• Why others should consider it as a career?

For more information and example videos visit landbasedengineering.com or submit a video to info@letec.co.uk

Position: Area Sales Manager  Location: Northern England UK

Reports To: National Sales Manager (Specialist Dealer Sales)

Brands: AL-KO, Weibang, DR Power Equipment and Mitox

Job Summary

The role requires a strong communicator with the drive and selling ability to create a strong dealer network that meets and exceeds the requirements of the retail customer. A pro-active sales attitude is essential with a good knowledge and understanding of the Specialist Garden Machinery Industry.

Strong presentation, whilst delivering a professional appearance and developing a relationship with customers and peers that has integrity, a strong work ethic and TEAM at the core. A satisfied retail customer is important; therefore, the standard of the dealer network needs to be developed to a level that ensures every dealer is a destination for the end user. An attention towards developing our current dealers, seeking out new dealership opportunities and new user markets for our products by using good analytic skills is a required strength. 

AL-KO Gardentech UK offers the correct candidate the opportunity to join a business that has enjoyed a strong 2020 where an enthusiastic team, supported by solid business infrastructure, results in an enjoyable working environment.

About AL-KO

AL-KO was founded in Kötz, near Augsburg in 1931. Today, and 90 years later, the still family-owned company with more than 2,400 employees is active at 30 locations all over the world. In 2020 the AL-KO GROUP reported revenue of around 500 Mio. Euros. The AL-KO KOBER GROUP is part of the PRIMEPULSE network. PRIMEPULSE is a dynamic investment holding based in Munich.

Essential Responsibilities and Duties

• Host regular business meetings with dealers to ensure retail success that drives a strong wholesale performance.
• Coordinate/deliver sell-in presentations for new and existing products, programs and events.
• Assist dealers in establishing wholesale and retail goals, creating an understanding for market demands within their local area, selling in correct stocking of products that fit the dealer’s customers demographic.
• Encourages dealers to participate in all product training, programs, seminars, demo events and technical training programmes.
• Advise and coordinate showroom set-up, branding and shop fitting.
• Monitor and manage branding standards.
• Encourage dealers towards participation in marketing, promotions, local shows, dealer open days, product demonstration, positive social media PR and events.
• Identifies and targets territory Specialist Dealer open points.
• Interacts proactively with Customer Relationship Management (CRM) tools.
• Feedback market, industry and competitor information.
• 360-degree business focus to enhance the customer journey (Service, Parts, Accessories, Warranty etc.).
• Timely and reliable delivery of all administration requests.
• Connect pro-actively with the internal HQ team to provide excellent dealer and customer support.
• Prepare for and attend regular sales meetings along with annual dealer business seminars/events.

Skills and Qualifications

• Field Sales and/or Retail Sales experience with a proven track record.
• Satisfactory School and College/University qualifications.
• A respectable/clean Driving License.
• An understanding of the Grass Machinery Industry with a knowledge of markets such as Horticulture, Agriculture, Forestry and other markets related to our products.
• Sales, Distribution, Retail, Branding and Customer Services experience required.
• Must be comfortable using computer and IT - experience with MS Office, Excel, Word and Powerpoint.
• Able to understand profit and loss calculations, basic business finance and be a competent writer of business letters, quotations and proposals.
• Self-driven, results-orientated and reliable with a positive outlook, and a clear focus on high quality and business profit. A natural forward planner who critically assesses own performance. Able to get on with others and be a team-player.
• Understand and work towards the values and ethos at AL-KO.

Working Conditions

Extensive travel within territory with regular hotel stays including occasional foreign travel. Some travel to remote locations and corporate functions. Home office environment with support from UK Headquarter location. Occasional weekend and/or evening work to support dealer/business events. Workshop, technical and product demonstration activity.

We offer a competitive Package, industry leading working conditions, full support and career development

For more information regarding this position please contact Lee Frankish on 07720 537 443 for a confidential discussion or please forward your CV and covering letter to: lee.frankish@al-ko.co.uk

MST is a long established, Agricultural, Groundcare and Horticultural machinery dealership, operating from three sites in Tiverton (Mid Devon), Lee Mill (South Devon), and South Petherton (Somerset).

Today we are the leading supplier and service provider of specialist land machinery across the South West, showcasing top quality brand names including Massey Ferguson, Honda, Iseki, Giant and Stihl.

We’re hiring and we currently have a number of opportunities across the business for experienced Sales Representatives and Service Technicians for both Agricultural and Turf machinery. 

We’re looking for candidates who have a passion for Land Based Machinery and an interest in building on their career within the industry. So, to find out more, why not visit our careers page at http://www.mstgroup.co.uk/92/careers 

We look forward to hearing from you soon!

Job Title:

Territory Sales Manager – Wales & South West England
Territory Sales Manager – Northern England & Scotland

Toro Hayter is a UK manufacturer of Lawnmowers and Turf Equipment. Established in 1946 the company has been actively promoting and distributing Garden and Grounds Care machinery for over 75 years. We are looking to recruit for the position of Territory Sales Manager for two regions, Wales & South West England and Northern England & Scotland. We are looking to recruit individuals with a passion for the industry and who want to work as part of our successful sales team. Reporting to the UK Sales & Marketing Manager, the successful candidate/s will have the opportunity to work with market leading brands and products.

DUTIES AND RESPONSIBILITIES

The Sales Territory Manager will be responsible for:

• Managing dealer performance to ensure maximum business potential is realised
• Developing annual sales budgets and monthly sales forecasts
• Protecting established business and proactively seeking new sales
• Building long term relationships with dealers and end line customers
• Maintaining the highest levels of customer satisfaction
• Carrying out high quality product demonstrations and presentations to customers
• Keeping up to date with competitor activities and ranges
• Working as part of the Sales Team to contribute to the planning of the business and ongoing dealer strategy development
• Will need to live in a convenient location inside the territory

JOB DIMENSIONS

The Sales Territory Manager job dimensions include:

• Reporting to the UK Sales & Marketing Manager
• Managing a territory in the UK for all RLC products distributed by Hayter Limited

SPECIFICATIONS

The Sales Territory Manager must possess the following:

• Excellent communication skills
• Excellent organisational and time management skills
• Ability to work effectively across different business functions
• Ability to work well in a team based environment
• Ability to be flexible and work well under pressure
• Must be self motivated and able to work autonomously
• Have drive, commitment and enthusiasm
• Have an eye for detail
• Possess sound analytical and numerical skills
• Have a working knowledge of Microsoft Office software

Interested candidates please forward CV and cover letter to craig.hoare@toro.com. Closing date for applications is Friday 26th February 2021. 

At this time of year landscape tidying and garden clearance is a big job. Now available for the first time in the UK via Henton & Chattell, Hansa Chippers are the ideal tools for this job. 

Established in the 1980s, Hansa specialises in the design and manufacture of high-quality brush chipping and shredding equipment. The family run company, based in New Zealand, has a strong heritage combined with constant evolution and innovation, with a focus on sustainable growth.

As trees and hedges are pruned back, they can create messy piles of debris that are often used to create smoky, polluting bonfires. Family run company, Hansa, is dedicated to changing this practice, by offering an alternative solution. Instead of building climate-damaging fires, Hansa sees chipping as a cleaner, greener way of getting rid of waste. By using a chipper, green waste can be transformed into valuable mulch that can be used in beds and around tree bases. This recycled material helps to retain moisture and supress weeds while it breaks down and provides nutrients to plants as it decomposes. 

Hansa prides itself on the ethos of “providing the best chipping experience”. Whether being used in a garden at home, by a landscaper, professional arborist or other commercial user, Hansa chippers are all designed to make tough work enjoyable. It’s about getting the job done in the most efficient way. 

The domestic gardener can choose between electric and petrol options with the C3E and the C4, both weighing up 70kg making them perfect for home usage and storage. The C7 is the most popular model and, with a 6.5hp petrol engine, is ideal for those with larger gardens. For landscapers the C13, with a 13hp engine, easy engagement system and efficient self-feeding action, makes light work of large jobs. 

For large-scale, commercial applications there is the C21 and the C27. Both are extremely robust and have heavy-duty cutting disks that meet the rigorous requirements of heavy branches and bushy foliage. The C27 has a 360-degree turntable that allows feeding from any direction.

For more information on Hansa chippers visit: www.hansaproducts.com/gb/

Or to become a Hansa dealer, please contact Andy Marvin on: 07771 581 296 or call our sales team: 0115 986 6646 today.

Our Summer research shows 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 2021 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 subscribed Garden Trader dealers now by clicking on “Register Dealership” and let's fight back against the zero value retailers.

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