Firstly, a reminder that the window to enter the Dealer Of The Year awards will be closing soon.

You have until midnight on Monday October 16th to nominate your business and your staff - or be nominated by a third party. So time is of the essence to make sure you are in the mix for an honour this year.

It is going to be such a fantastic Conference at the new venue in November, with the theme of Taking Care Of Business addressing all aspects of the dealership from its identity, to its people, to its customers - all tackled by a series of engaging experts. The gala dinner that then follows on from the day's work, where the awards are presented, is guaranteed to be a full-on celebratory evening.

All the details you need to make sure you are in the running can be found here. So don't delay! Get entering.

Pivoting as the market dictates

I'd like to thank everyone who responded to our Autumn dealer survey last week, for letting us know how the season has panned out for your business.

We will feature the outcomes and a selection of your comments in the upcoming edition of Service Dealer magazine, but without spoiling too much it does seem to support what we've been hearing anecdotally from readers this year, that perhaps sales of new machines have dipped slightly, but that workshops are busier than ever.

One comment that we received from a dealer, which appeared to corroborate and sum up this theory, read;

"The client has been key in keeping us successful - they have been opting for repairs rather than new machines in the middle market."

This shifting of focus within the dealership is illustrative of a truism that has been said about independent dealers forever. They possess an incredibly valuable ability to pivot as the market dictates - and to do this quickly. The analogy that is often used about why big corporate entities are at a disadvantage in this regard, is that turning them is like turning an oil tanker. It requires much greater time and effort.

A smaller, independent dealer can be nimble. If consumer preferences change, as they seemingly have to a degree during this cost of living crisis, so too can the emphasis of a dealer's bottom line.

Shifting focus to aftersales services doesn't of course mean abandoning machinery sales altogether. Instead, I suppose business experts would say it's about diversifying revenue streams to ensure the dealership's prosperity during any sales downturns. 

When customers are not buying new kit, keeping in close contact with them, to let them know all the other services that the dealership can provide, will be an activity that proactive dealers will rely upon. Reaching out to the local community can be argued to not only enhance customer satisfaction but also boost repeat business.

By the sounds of it, that's exactly what has been happening out there in the network this year. It would be easy for any business owner to be spooked with all the talk of rising costs and falling consumer confidence. But as our readers have been telling us, both through our survey and through the entries coming in for the Dealer of the Year competition, intelligent, adaptable entrepreneurship is a key attribute that successful dealers possess.

And long may it continue.

GGM have announced that they have begun the next chapter of their expansion in to the agricultural sector.

Following the announcement over the summer that they are to widen their Kubota portfolio with higher horsepower M-series tractors and R0 loaders, the firm now say they have appointed an experienced sales professional to take this development to its next phase and drive the new area of the business forward.

Chris Gibson and Phil Edmondson

Phil Edmondson, who brings a wealth of expertise having previously been the sales director at Spectrum Plant, has joined the GGM team and is tasked with taking the new offering from the business out into the field and meeting customers.

Phil has vast experience in agriculture spanning nearly four decades, He begun his career at Newton Rigg College, had the role of general manager of a dairy engineering company, moved into contracting and then latterly the arboricultural machinery business, He says he has always kept up to date with agricultural developments and found time to help out on the family farm. 

Phil said, “I am extremely excited about this new role at GGM and the challenge of building our presence in the agricultural sector - an area where I am very much at home.

“I thrive on building relationships, being the main point of contact for customers, establishing new working practices to meet both supplier and customer requirements”.

Managing director of GGM, Chris Gibson, added, “We are delighted to have appointed someone of Phil’s caliber to join the GGM team and build our growth and the Kubota brand in the agricultural arena. 

“We already have a strong and competent team that is capable of delivering first class customer service and support, with professional groundcare machinery. And we’re confident of replicating that same level of support across the farming sector.”

TIme is running out to make sure you, your dealership and your valued staff are in the mix for a 2023 Dealer Of The Year Award.

Entries must be in by midnight on Monday 16th October.

Dealerships can enter on their own behalf or be nominated by customers, suppliers, or another third party - but entries must be complete and include a 250-word supporting statement and at least one piece of supporting evidence. The awards will be judged taking into account the 12 months prior to the submission date.

Brian Robinson Machinery won 2022's Farm Machinery Dealer Of The Year

More detail on entries can be found by clicking the relevant category links below. 

A judging panel will review all the nominations prior to the Awards Ceremony on the 30th November. All entries for the categories below will be considered by the judging panel for the prestigious Overall Dealer of the Year award (sponsored by Kress).

Garden Machinery Dealer of the Year - sponsored by Husqvarna

Have you gone above and beyond this year to satisfy your domestic customers?

ENTER GARDEN MACHINERY DEALER OF THE YEAR

Farm Machinery Dealer of the Year - sponsored by Ibcos

Would your farming customers say you are outstanding in your field?

ENTER FARM MACHINERY DEALER OF THE YEAR

Forestry Equipment Dealer of the Year - sponsored by Societe Generale Equipment Finance

Is your dealership at the top of the tree when it comes to supplying forestry equipment?

ENTER FORESTRY EQUIPMENT DEALER OF THE YEAR

Professional Turfcare Dealer of the Year - sponsored by Toro UK

Is your team firing on all cylinders when it comes to your commercial turfcare customers?

ENTER PROFESSIONAL TURFCARE DEALER OF THE YEAR

ATV/Quad Dealer of the Year - sponsored by Yamaha

Are you the dealership customers turn to for tackling all terrain in the outdoor sector?

ENTER ATV/QUAD DEALER OF THE YEAR

New Technician of the Year - sponsored by Kubota

Technicians are the staff who keep the wheels turning - this is your chance to highlight someone in their first four years of the role.

ENTER NEW TECHNICIAN OF THE YEAR

Star of the Dealership - sponsored by EGO

Do you have a staff member who’s made an exceptional contribution to the business?

ENTER STAR OF THE DEALERSHIP

Best New Initiative - sponsored by STIHL

Have you implemented something new - be it a fresh idea, some renovation, diversification, or branching out with new tech, let us know!

ENTER BEST NEW INITIATIVE

Leadership Award - Sponsored by AGCO

Does your dealership benefit from a great team leader who leads from the front and acts as a great example to all?

ENTER LEADERSHIP AWARD

The Awards will be presented at the Gala Dinner following the Service Dealer Conference that takes place on Thursday 30th November 2023 at the Crowne Plaza, Stratford upon Avon, the theme for this year's event is Taking Care of Business.

Safe Fields For Ukraine, the organisation supported by 2022's Service Dealer Awards, has successfully completed their prototype for an agricultural land de-mining system.

Jonathan Elwes, one of the founders of the organisation, said, "It's very exciting news that the ‘Safe Fields’ team in Vinnyt’sia, Ukraine have successfully completed the prototype.

"This was achieved against unbelievable odds; Vinnyt’sia was at times being bombed indiscriminately. The team worked through a bitterly cold winter while their heating and power systems were often out of commission and at this stage drone warfare taking place right across the country which made field testing very difficult to arrange."

Originally their Robotic Mine Detector was designed within a standard small tractor. After extensive testing, the tractor evolved into a revolutionary new vehicle with ultra-low-pressure tyres which they named the Frendt Rover. It has a significantly reduced weight footprint.

Jonathan Elwes speaking at the 2022 Service Dealer Awards

Jonathan continued, "On 20 September 2023 the Frendt Rover was introduced at the Agro Vinnyt’sia Exhibition which triggered a huge immediate response with well over 100,000 social media hits. The Frendt Rover can identify explosive objects to a depth of 50cms in an area of up to 10,000 square metres in one hour, whereas a single sapper is typically able to survey only 25 to 100 square metres in a whole day.

"Frendt have concluded agreements with Swiss Humanitarian Demining Organisation (a similar organisation to HALO Trust) who plan to operate production versions of the Frendt Rover before winter."

Service Dealer owner, Duncan Murray-Clarke, said, "We are so pleased that this project has flourished despite all the hardships faced by the team. We were delighted with the generosity shown at last years’ Service Dealer Awards and it seems the funds have gone to a very important cause that will save many lives and help agriculture in Ukraine."

Doosan Bobcat has announced that its Ryan turf renovation equipment will rebrand as Bobcat in 2024.

Ryan equipment joined the Doosan Bobcat portfolio in 2020, following the acquisition of Bob-Cat Mowers and the Steiner and Ryan brands from Schiller Grounds Care. Ryan has produced turf renovation equipment for more than 75 years and features a product line-up including aerators, sod cutters, dethatchers, power rakes, overseeders and other speciality products that serve landscaping and groundscare professionals.

Bobcat say that following their success in new product lines such as mowers, compact tractors and grounds maintenance equipment, they have streamlined its branding approach to "strengthen overall brand equity, market recognition and consumer recall of all product offerings."

Earlier this year, Doosan Bobcat announced its Doosan Industrial Vehicle and Doosan Portable Power brands would transition into the Bobcat product portfolio in Europe, Middle East, Africa and applicable markets worldwide in 2024.

With this refreshed identity, Ryan products will undergo design and aesthetic changes in alignment with current Bobcat branding says the manufacturer. The turf renovation equipment is produced at the Doosan Bobcat manufacturing facility in Johnson Creek, Wisconsin, USA, and will continue to be manufactured there following the brand transition.

Bobcat-branded Ryan equipment is expected to be available for customer purchase through Doosan Bobcat’s global dealer network in 2024.

Knight Farm Machinery has announced to its dealers an extension of the Knight trailed sprayer range into new capacity territory, the addition of a new Red Line range of entry-level mounted sprayers, and the broadening of the Knight tillage range to include compact disc cultivators and power harrows.

Knight Beyne Gecko PLK sprayer

While the new larger Knight trailed sprayers are a full in-house development, the Red Line sprayers and cultivation equipment result from Knight’s partnership with Belgian manufacturer Beyne, to whom Knight is the supplier of self-propelled skid units for its own spraypacks. 

The new simple-spec mounted sprayer production has been outsourced to Beyne, allowing Knight to focus on its own full-technology larger sprayers. Paul Harrison, sales and marketing consultant at Knight, says the new sprayers are aimed at farmers seeking to challenge rising cost pressures but keep their machinery reliable and up to date.

“Knight’s own range has moved away from this sector to the larger, higher technology end of the business. The replacement market represents a big opportunity for dealers, but justifying the investment and time needed to develop new models is a challenge. This is an ideal solution, as we know the quality of the manufacturer very well, and work with them to incorporate Knight technology where required.”

According to figures released by the AEA, after dipping below last year's level in August, the number of agricultural tractors registered in the UK in September was once again higher than in the corresponding month last year.

At 1,114 machines, the monthly total was 4% higher than in September 2022 and 6% above the seasonal average.

Agricultural economist at the AEA, Stephen Howarth, said the figures meant that, ". . registrations across the third quarter of the year were still higher than in the same period last year, despite a dip in August, albeit by just 2%."

So far this year, just over 400 (4%) more tractors have been logged with DVLA than in the first nine months of 2022.

JCB have announced that profits and turnover rose in 2022 but is warning of a less certain outlook for the coming year.

 
Sales turnover in 2022 grew to £5.7 billion (2021: £4.4 billion) and profit before tax grew to £557.7 million (2021: £501.6 million). Machine sales increased to 105,148 (2021: 95,650). The Group say they maintained a strong balance sheet with no net borrowings throughout 2022.

JCB CEO Graeme Macdonald issued a statement, saying “The Group delivered a strong set of results in 2022 against a backdrop of supply chain disruption, high energy prices and rising levels of inflation.

"The situation for the remainder of this year and into 2024 remains uncertain as some markets and certain sectors are showing early signs of softening.”

British garden equipment manufacturer Handy is delighted to announce the arrival of its new Pre-season catalogue for 2024, designed to support retailers with a wealth of exciting benefits and monthly promotions across a substantial range of garden and DIY machinery. Dealers can benefit from increased margins on selected products including garden Classic Webb petrol and electric lawnmowers and Greenworks cordless lawnmowers of up to 28%.SSP. 

The new trade catalogue from Handy includes an extensive array of garden and DIY machinery available from market-leading brands such as Webb Garden Power, Greenworks, The Handy, Q Garden, Ava Pressure Washers and Flymo to name but a few.  And provides retailers with the opportunity to increase sales on selected products each month as part of Handy’s new “Dealer Monthly Promotions” initiative.

The new Pre-season catalogue for 2024 includes easily identifiable icons to illustrate discounted trade prices.  A dedicated promotional price calendar also highlights the offers available for each brand during promotional periods to help retailers ensure they have everything they need for the season ahead and drive incremental sales.

 
“As we gear up for 2024, our trade pre-season catalogue is our token of appreciation for our committed retailers, offering rewards, discounts, and extended payment terms to prepare you for the season ahead", comments Mark Moseley, Handy Sales and Marketing Director
Over 400 garden machinery products have been included in Handy’s new Pre-season catalogue. Designed to support retailers who commit to stock in advance, extended split payment terms are available on orders placed before 31st December.

 
For more information about the pre-season catalogue, please contact your local  Handy Sales Manager or contact the Sales Desk via telephone 01793 333220  - email sales@handys.co.uk or visit https://www.handyonline.co.uk/blog/news/new-pre-season-catalogue-2024

The Carlstar Group, through their longstanding UK distributor Tyre-Line Ltd, is excited to unveil a brand evolution aimed at positioning the company for continued excellence and growth in the future. Over the next few years, The Carlstar Group will be transitioning products carrying the Carlisle brand to the Carlstar brand, ensuring that its primary brand name reflects the company name – the company that designs, manufactures, sells, and supports the product. This strategic move provides internal and external coherence, while maximising the opportunity to promote a brand exclusive to the Specialty Tyre and Wheel space.

“While the impetus for our brand evolution was company strategy, what our valued customers and partners should know and will experience is that the execution of this transition was planned with partner and customer considerations taking primacy” says Jacob Thomas, CEO of The Carlstar Group.

“Carlisle branded tyres are now Carlstar” is our principal message regarding this change. And this simple phrase captures the entire essence of our brand evolution. The letters on the sidewall will change but everything else stays exactly the same. The people, the facilities, the processes, premier product quality and dependability, and our entire value proposition that has made us the preferred one-stop shop destination for specialty tyres and wheels over the last 100 years will remain the same. The Carlstar Group looks forward to continue delighting its partners and customers for the next 100 years”.

The brand transition will be executed through a two–pronged approach. The marketing materials will undergo a well–structured, multi–step transition, providing customers with a gradual and enduring experience leveraging the theme “Carlisle branded tyres are now Carlstar”. The transition for the tyre sidewalls will be a phased in approach prioritizing high volume SKU’s with customer considerations taken into account. Beginning Q4 2023, the following tyre patterns will begin to transition to Carlstar branding :- AT489, All Trail, A-C-T, HD Field Trax, Knobby, Versa Trail, Turf Master, Multi Trac, Smooth, Turf Trac, Versa Turf, Trac Chief, Reliance and more. The remaining product lines will then begin their transition through 2024, with the final process expecting to take around 2 years.

As Carlisle branded inventory is depleted, customers will begin to receive Carlstar branded product but, where possible, will prevent supplying mixed branded inventory unless already communicated with the customer. This will allow customers to replace their product lines gradually rather than all at once and aid a smoother brand transition.

The Carlstar Group is confident that this brand evolution will not only help reinforce its position as a premier specialty tyre and wheel manufacturer, but also strengthen the foundation for a bright future marked by innovation and expansion.

For more information on the Carlisle to Carlstar brand transition, or for details on the complete range or Carlstar products, contact the Tyre-Line Aftermarket team on 01458 250350 / aftermarket@tyreline.com / www.tyreline.com

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