Wednesday and Thursday this week saw, what I felt, was another buzzy and vibrant IOG SALTEX at the Birmingham NEC.

I don't know what the official numbers were yet, although rumour had it that Day 1 was decidedly up on last year. Day 2 felt busy from around 10am until just after lunch.

Most exhibitors seemed to agree though, that Day 1 was pretty much non-stop. Many told me they were having their first conversations on the stand by 9.10am and then didn't have a chance to even look at their watches until 3 - 3.30pm. Some even had that concern that their stands were so busy, they worried some visitors weren't being seen to straight away.

Crucially again, these visitors were deemed as being the right ones - quality people, making genuine enquiries. Most were reporting a decent mix of customers they already knew, plus good new leads.

In terms of dealer attendance at the show, I heard mixed reports. It's difficult to categorically state one way or the other whether the network turned out in force at the NEC. One major manufacturer told me that on Day 1 at least, they had seen an estimated 95% to 5% split in visitors to their stand in favour of end users over dealers. A fair few of the others I spoke to said similar.

That said, I had several tell me how pleased they'd been with dealer turn out. Clearly certain areas of the country are always going to be better represented with dealers at a show which takes place in the midlands. But without a doubt, some exhibitors I spoke to were very pleased with the number of dealers they'd been able to speak to.

Those dealers who did attend would have very quickly picked up on a theme across the machinery manufacturer stands - that of robotics and battery power. It seems that as a supplier, if you don't have a cordless offering, you are very much behind the curve. End users appear to now be demanding these products rather than them being a niche, curiosity item.

Kevin Ashmore, UK Manager of Husqvarna Professional, told me the vast majority of conversations they had on their stand on the first day of the show were regarding their battery and robotic machines. Interestingly it was the end users who were instigating these conversations, as opposed to just a few short years ago when it would've been the manufacturer introducing the concept into the discussion. Kevin described the shift in the attitudes of these professionals as a real "sea change".

These thoughts were echoed on the stand of battery-specialists Ego. Vince Brauns, European product manager told me they'd seen a complete phase shift in customers' feelings towards these machines over the past few years. This change in perceptions by many, he said, had come about remarkably quickly.

One interesting reason which I heard repeated several times from various manufacturers as to why attitudes to this new technology were changing so fast amongst end users, was that they are talking to each other so much more about their positive experiences using them. And not just talking face to face obviously, but in specialist Internet forums and social media groups. People are using and liking this equipment and are then becoming trusted advocates amongst their peers. These word of mouth recommendations are seemingly becoming more significant than ever before.

Although to be fair, this idea isn't just limited to battery products. Mark Rochford on the Rochfords stand was telling me they are seeing tremendous success with the professional petrol Weibang machines, via end users enthusing about them to each other online. Indeed he said he'd had guys on the stand doing his salesman job for him, promoting the benefits of the machines to their fellow professionals.

So all in, it felt to me like another successful show at the NEC.

In terms of quibbles, once more I have to say I felt the outdoor demonstration area was somewhat of a non-event. It always appeared quiet and a bit forgotten about by the majority of visitors. Also I did hear a couple of people mention they didn't feel there was any particular stand-out 'wow' innovation at the show to really capture the imagination - although to be fair, it's probably a bit much to expert something like this every edition.

I personally thought the show achieved what any good trade show should, in that it appeared to satisfy the demands of both its exhibitors and its visitors. So congratulations are in order to the IOG, the show organisers and the exhibitors for staging another truly worthwhile industry showcase.

John Deere Limited has announced changes to its agricultural dealer organisation in north-west England and south-west Scotland.

As of 31st October 2018 Johnston Tractors Ltd at Carlisle, Appleby and Dumfries no longer holds the John Deere franchise and has been replaced by Cornthwaite Group.

According to a post on their Facebook page, Johnston Tractors Ltd have taken on the Valtra franchise are are introducing it today (November 2nd) at the Borderway AgriExpo 2018.

Cornthwaite Group has secured new premises in Dumfries on the Heathhall Industrial Estate, which are currently under construction and will open in the near future. In the meantime it has an interim facility on the same estate, to provide ongoing parts and service support.

Cornthwaite Agricultural's premises near Kendal that opened at the end of last year

The group has also secured an outlet just off junction 43 of the M6 at Rosehill Industrial Estate, Carlisle to provide continuing support to John Deere customers in the region, while it constructs new bespoke premises in the area. The Cornthwaite dealership group also includes established outlets at Kirkby Lonsdale in Cumbria, Bispham Green in Lancashire and Nantwich in Cheshire, and employs over 100 staff.

“This change is part of John Deere’s ongoing Dealer of Tomorrow strategy, which is designed to strengthen the European dealer network and provide long-term stability for both dealers and customers,” says John Deere Limited division sales manager Chris Meacock.

Cornthwaite Agricultural dealer principal Stuart Cornthwaite adds, “We are very pleased to have been asked by John Deere to expand our business to cover this new trading area. We focus on and specialise in all John Deere agricultural product lines, including tractors, combines, greencrop equipment, sprayers, Gator utility vehicles and AMS FarmSight precision farming systems, as well as support programmes such as PowerGard maintenance and protection.

“We invest heavily in customer support, employing more than 40 service technicians in the group, and pride ourselves on providing industry leading parts support. We are committed to delivering the best possible machinery sales and service support to existing and new customers alike.”

In addition to John Deere equipment, the group’s other franchises include Bailey Trailers, Maschio, Kramer, Redrock, Standen, Vaderstad and Spearhead.

Honda has partnered with security specialist Datatool to tackle the rising issue of rural crime.

The campaign will see all new Honda ATV and Pioneer utility machines purchased after 1st November 2018 fitted with state-of-the-art tracking equipment free-of-charge.

Pioneer 700-4 with half cab

Customers will have the option of adding on Datatool’s TQA-approved TrakKING Adventure package, which uses GPS chip set technology to offer theft protection, instant notifications and full journey history logging. The only cost to the customer is a monitoring subscription of £9.95 per month or £109 for a year (incl VAT).

A key safety feature in the Datatool package is the ‘G Sense’ impact alert notifications, which use a highly-sensitive 3D accelerometer to detect rollovers or high g-force impacts and alert an emergency contact via SMS - ideal for those working by themselves in remote locations. The system also includes location-based alerts, which automatically send a notification when the vehicle leaves a specified area.

To celebrate the partnership, Honda is offering Pioneer customers a half-cab for £999 outright (a saving of up to £880) until the end of March 2019. Comprising a hard roof, glass windshield, hard rear panel and windshield wiper/washer kit, the company says the option adds additional comfort and usability to their utility vehicle.

Andrew Parr, sales operations department manager at Honda (UK), said, “According to insight from NFU Mutual, the cost of rural crime has increased by 13.4% since 2016 alone - costing the UK some £44.5 million every year. The problems faced by rural communities are growing, meaning more needs to be done to improve crime prevention measures.

“We take security incredibly seriously and wanted to highlight the positive role manufacturers can play in tackling rural crime. Our partnership with Datatool is the latest in a long line of initiatives to lead the way in all-terrain security."

Accredited as a ‘Secured by Design’ product by the Police Service, TrakKING meets the highest security standards and has been specifically developed to deter theft, provide around-the-clock location visibility and aid recovery. Typically retailing at £349 (including installation), Honda say the system sets the standards in state-of-the-art 24/7/365 monitoring.

Dave Plummer, Datatool brand manager at Scorpion Automotive, added, “Fitting a tracking device to your all-terrain vehicle is not only a significant theft deterrent, but also looked upon highly favourably by leading insurance companies. We’re proud to partner with Honda in the roll-out such an important initiative to help prevent rural crime nationwide.”

Husqvarna has added to its Professional team this month with the appointment of Craig Cooper as professional field support - North.

Craig, who comes from a sales and service background, has experience spanning 14 years, previously working for companies Comet and Toyota.

He joins the Husqvarna Professional team with the remit of professional field support within the green space and treecare sector (Northern region) - a role which will include supporting dealers and large commercial buyers through the usage of Husqvarna’s professional range of products and solutions.

On joining the Husqvarna UK team and his new role, Craig commented, “Coming from a sales and service background, I strive for the best customer experience and always endeavour to have specialist level knowledge of my product. In the past that has included Dyson, Apple and hybrid cars. I very much look forward to taking on this new role and joining Husqvarna Professional.”

UK Manager - Husqvarna Professional, Kevin Ashmore, added, “We welcome Craig into the Husqvarna Professional team and look forward to working with him. Craig’s experience will help the team to strengthen our relationships with the commercial network and also demonstrate the benefits of Husqvarna’s product range.”

According to figures from the AEA, for the third month in a row, UK registrations of agricultural tractors (over 50hp) were almost unchanged from the same month a year earlier.

During the month of October 836 units were registered, which represents a -1.2% change compared with October 2017.

Year-to-date 10,542 units have now been registered which is a +6.4% change compared with January-October 2017.

Stephen Howarth, agricultural economist at the AEA said, "The total of 836 machines registered during the month was only 10 fewer than in October 2017; the total for August - October was five machines down on the same period last year. 

"This followed a period of robust growth."

Fraddon based machinery dealership, Vincent Tractors & Plant has appointed a new sales person Ifor Williams trailers and another for their construction machinery sales.

Tim Crewes-Hartland has joined as their new Ifor Williams sales person.

Tim Crewes-Hartland

With a background in sales and agriculture and a working knowledge of Ifor Williams Trailers, Tim brings a wide range of expertise to the company. He will be responsible for sales of Ifor Williams Trailers from the Fraddon depot, as well as looking to expand sales of the trailer manufacturer within the other depots.

Tim joins the company just as the current sales person for Ifor Williams Trailers, Trevor Readwin, will be moving to work at the new Holsworthy depot.

Paul Vincent, Managing Director of Vincent Tractors & Plant said “The company is currently going through an exciting and challenging period, with the opening of two new depots in Devon. With Trevor transferring to Holsworthy to be responsible for Groundcare Sales in North and Mid Devon, we needed a new Ifor Williams sales person, with a strong background in sales, to join the team. I am delighted to say that Tim is the person who will fill that role”.

Also new to the dealership is Dexter Ball who joins the construction machinery sales team as a new sales person.

Dexter Ball

Dexter is the new point of contact for construction sales in Cornwall. He joins Nick Vincent, construction sales manager for Devon, and strengthens the company’s expanding construction section.

Paul Vincent, said “The construction side of the business has steadily grown in recent years and is now an important part of the whole business. With the two new depots at Holsworthy and Smithaleigh, we needed to strengthen the construction sales team.”

“Dexter’s appointment means that we will be able to continue to provide high levels of customer service to our existing client base in Cornwall whilst growing our construction sales in Devon. With a background in customer service and sales in the hire industry, Dexter brings years of industry insight and knowledge with him. We are delighted to have him join our team. This new appointment will allow Nick to focus more on construction sales in Devon.”

As one of only ten venues in the country chosen for the 12th ICC Cricket World Cup next year, Somerset County Cricket Club say they are relying on Toro to ensure its outfield is ready for the eyes of the cricketing world upon it.

The club, based in Taunton, is in good company as a World Cup host with Lord’s and The Oval, but as one of the smallest and newest in the line-up, the benchmark is high, says head groundsman Simon Lee.

Head groundsman Simon Lee, second from left, is joined by Alan Dommett, left, Jeanette Dommett and Elliot Wellman all from Devon Garden Machinery with the club’s new Toro Reelmaster 3100-D (right) and old RM2300-D

“Our trajectory of growth over the last five years has been huge. As part of our categorisation in to group B we received some funding so for the first time in 100 years we could improve our drainage system. This completely changed the way the outfield grew. What had previously been more like a recreational surface was suddenly more like a sports surface, with thicker, denser grass.

“This has meant a lot more work in terms of cutting and maintaining the area. We’d been using a 20-year old Toro Reelmaster 2300-D, and while that machine has been a fantastic workhorse and we’d never had a problem with it, the time had come to upgrade to a newer model to help cope with the change in the turf’s characteristics.”

A demo, organised by Devon Garden Machinery, saw Simon and the team trial a seven-year old Toro Reelmaster 3100-D, which, says Simon, “set the bar high for everything else that followed.”

The arrival of the RM2300-D from Devon Garden Machinery two decades ago

He continues: “Whatever machine followed the RM2300-D had its work cut out. We think so highly of it that if its successor is even half as good as it’s been, that will be enough”. And so far, says Simon, the RM3100-D the club ultimately opted for has impressed him.

“Mechanically its all the same - an engine and bottom blade - but my goodness the way it chews effortlessly through the grass is really impressive. It takes two and a half hours to cut five acres."

With three international matches between New Zealand and Afghanistan, Australia and Pakistan and West Indies and Bangladesh to look forward to it in June 2019, it really has been an eventful five years for the club, with the future everything to play for.

Simon concludes: “Being chosen as a World Cup venue puts us on a level playing field with some of the best sporting venues in the country, and it’s incredibly important we present at our best."

2018 marks a significant milestone for Kverneland precision seeding equipment - it is the 25th anniversary of using electric seed metering drives (e-drive).

Electric drives for seed metering grew out of the development of the Unicorn Synchro in 1993, and have since advanced to e-drive II. Along the way, section control has evolved too, and combined with greater computing power, has led to the integration of the GEOSEED.

The adoption of electric drives to the Kverneland precision seeder ranges followed a licencing agreement in the early 1990s with Kleine, allowing the patented electric drive to be integrated into the design of the Monopill.

Shortly after, Kverneland bought the precision seeding business from Kleine and incorporated this into the Soest business unit in Germany. This completed the process of rolling out full electric drive systems on both Monopill and Optima precision seeding ranges.

Kverneland’s latest e-drive II, GEOSEED level 1, synchronises seeding within the machine’s working width, while the more advanced GEOSEED level 2 synchronises seeding on a pass-to-pass basis, across the entire field. This can also provide a diamond seed spacing pattern, giving optimum space and light for each plant.

Electric drive continues to be an integral part of the Kverneland precision seeder portfolio. It is now possible to sow complex maize mazes using the Optima, but without mechanical intervention to complete a maze.

The Optima range is available in trailed and mounted versions, from six to 16 rows. Monopill seeders, traditionally the precision planter of choice for sugar beet growers, include rigid and folding models from 12-24 rows.

All Kverneland precision seeders can also be combined with the ISOBUS compatible iXtra LiFe front tank for liquid fertiliser applications.

Fram Farmers, a  player in the farmer-owned cooperative sector, has appointed Gordon Cummings to the newly created role of strategic partnerships manager for machinery.

With over 40 years’ experience in the agricultural machinery industry, Gordon is charged with maintaining and developing Fram Farmers’ existing partnerships with machinery and vehicle manufacturers. He will also use his extensive contacts to develop new collaborations which will generate further significant savings and benefits for the cooperative’s 1400-plus members throughout England, Scotland and Wales.

“Post-Brexit, Government support for the agricultural sector will change and controlling production costs will become increasingly important for UK farms. The role of a true members’ cooperative, collectively purchasing inputs on behalf of its members, can only increase,” Gordon states.

“Machinery is a key input for all farming businesses and accounts for a significant proportion of their overall costs, so my role is to help our members to achieve the best-possible value for money when purchasing new machinery and services. My aim is to increase the range and scope of strategic partnerships with manufacturers, as well as developing new initiatives so that we can offer members even greater choice and value.”

Born and raised in Suffolk, Gordon started his career as a buyer for a builders’ merchant in Suffolk before joining farm machinery manufacturer Shelbourne Reynolds Engineering Ltd at Stanton as buyer, then becoming their first salesman.

After seven years he moved to Peacock & Binnington, one of the premier agricultural machinery dealers in Lincolnshire and Yorkshire, as sales manager at the company’s Louth depot, before joining Claas UK as East Midlands territory manager. Gordon remained with Claas for 21 years, latterly as general manager of its retail business, Eastern Harvesters (Marsh and Seward), where he was responsible for an annual turnover of over £50 million.

In 2012, Gordon joined Louth Tractors to revitalise the business, which was achieved, following which he spent three years with spare parts, tools and agricultural components supplier Kramp UK, being the leading account manager every year.

Seeking a new challenge, in October 2018 Gordon accepted an approach from Fram Farmers to help the cooperative expand its range of partnerships with machinery and vehicle manufacturers. As part of this new role he has set himself the goal of meeting as many members and suppliers as possible to further increase the value which the cooperative provides. Gordon operates nationally and can be contacted directly on 07776 664030.

Based at Framlingham, Suffolk, Fram Farmers is a member-owned cooperative which provides the purchasing, grain marketing and administrative function for over 1400 member-businesses who farm over 350,000 hectares throughout the UK. Each year it purchases more than £190 million of products and services annually on their behalf, including a wide range of machinery.

Fram Farmers operates fleet partnership arrangements with manufacturers such as Case IH, Amazone, Spearhead Machinery and Claydon, together with vehicle manufacturers including Ford, Land Rover, Nissan and Toyota. 

Kuhn Farm Machinery has extended its 0% finance deal on its range of balers and baler-wrapper combinations until the end of 2018.

The 5-year, 0% offer is now available until 31st December 2018 and can be used against 50% of the list price of all Kuhn variable and fixed chamber balers and baler-wrapper combinations including the FB, FBP, VB, VBP and i-BIO machines.

The finance scheme is offered either on a 5+55 monthly payments basis, or as a 1+4 annual payments basis. KUHN Finance can also offer tailored finance plans.

Husqvarna Genuine Spare Parts ensure optimum product performance whilst ensuring maximum lifetime, maintaining the customer experience and keeping your customers confidence in our products.

New for this season:

Engine maintenance kits are designed to simplify the process of ordering service items for lawn care products. 10 maintenance kits are now available and are designed to be used on our Lawnmowers, Riders and Tractors providing all the relevant items needed to carry out routine servicing.

Each individual kit is designed for a specific engine or range of engines (Briggs & Stratton or Kawasaki) and include:

• Air filter
• Spark plug/s
• Oil and fuel filters
• Engine oil

Ordering on a single PNC ensures all the required engine service components are supplied, simplifying the ordering process and making the individual components more cost effective.

The kits are designed for dealer use to aid workshop efficiency but can also be sold as an after market package to your customers.

All individual service components are supplied in one Husqvarna branded display box making for easier storage and display.

There is no alternative when it comes to keeping engine powered equipment healthy. To maximise product life, maintain original equipment specifications and to ensure full warranty cover - always use Husqvarna Genuine Spare Parts.

We have a useful guide to help you select the correct maintenance kits.

For more information, contact your Area Business Manager.

Learn more at http://husqvarna.com/uk

For a free demonstration contact Evopos on Tel: 01202 795900

Evopos UK Ltd are the producer of the Dealer management software which service dealers are taking a serious look at. This all-in-one solution with friendly and effective telephone support may be worth checking out, if you are a new service dealer or are currently unsatisfied with your current system.

The latest version includes quick and easy point of sale software, comprehensive stock control, workshop organiser, hire contract module, accounting package and state of the art automated SMS and email marketing, all of these features are available in specifically designed dealer packages.

"What makes Evopos streets ahead of its competitors?" asks Denis Bullen (MD). "Evopos is perfect for the Service Industry; everything about the customer is tracked, sales of parts, whole goods and all vital contact information."


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.

• 1. Easy to use; this minimises mistakes making sure correct time is billed for and all the information is correct.
• 2. Maximises sales and repeat custom using the excellent time management and service reminder tools built into Evopos.
• 3. Helps to provide the very best customer service; by providing engineers and salesman with all the necessary information to make the job or the sale as easy for the customer as it as easy for you.

"As far as I can see the workshop process is fairly straight forward

• Step one: Book the job in, providing the customer with details regarding the job.
• Step two: Book parts and labour to the job.(Evopos will automatically remind the customer to drop the machine off and when the job is finished, let the customer know when to pick it up via an SMS text or email alert.)
• Set three: Produce a professional looking invoice for when the customer picks up their machine.

"A comprehensive history is retained within the Evopos system. For example for each machine you can see who has previously owned it and what work it has had done to it.

"Evopos offers a very competitive pricing structure, where costs are kept to a minimum. A standard dealer package can cost as little as £75.00 per month, there are no hidden extras. If you are concerned about losing your old customer database, this shouldn't be a problem. The helpful support team can convert most databases into workable Evopos data at no extra charge.

"Evopos is a low cost way to help make your business more controllable and profitable. It's a total business management solution."

Whether you are a new start-up or run an existing business, why not contact Evopos and arrange a no obligation free demo and see what Evopos can do for your business.

Contact them direct on telephone: 01202 795900 or register online at Evopos.com and they will call you.

Software that does more and costs less.

Garden Trader is a product and dealer search website/directory only for specialist garden machinery dealers in the UK. It has been designed to support and promote our dealer industry to consumers who are specifically searching for garden machinery products and services.

It costs just £95 + VAT per year to be listed and all revenues this year will be reinvested into promoting the site online.

Join the country’s only independent specialist website, created by the team that bring you Service Dealer. Join our 190+ subscribed Garden Trader dealers now by clicking on “Register Dealership”.

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