This week saw what can only be described as a positive and upbeat BTME take place in Harrogate.
Following on from last week's packed LAMMA at the NEC the question was would the first major professional turfcare show of the year, follow suit with a similarly well-attended few days. And whilst the actual numbers of the agricultural machinery show are of course much higher, the principal of busy halls and a buzzy atmosphere, certainly remained constant for BIGGA's event.
When I spoke to the Association's CEO, Jim Croxton, on the morning of the second day, he was rightly delighted with how things had panned out this week.
Whilst official visitor numbers haven't been issued yet, there seems little doubt that they are easily on a par with last year, with aisles heaving by 10am on the first two days of the show. Also Jim confirmed that exhibitor numbers had risen this year too.
Jim Croxton
I asked what he attributed the show's continued popularity to and he explained that he believed it to be two-fold. "Firstly," said Jim, "the golf industry's attitude to the education of its members is forever on the increase. More people pre-registered for our Continue To Learn courses than ever before this year - and those that come along for that will tend to bring some colleagues with them too. So this side of our event is constantly driving quality visitors to Harrogate.
"The second element is that Harrogate itself and the timing of BTME is perfect."
This encouragement high-quality, purchasing decision makers to attend, is clearly a major draw for exhibitors. And with more exhibitors of specialist machinery, comes increasing numbers of dealers, many of whom bring along their own customers to view the new kit. The presence of more dealers is something that Jim told me the show is particularly pleased about. He said, "We are very keen to have more dealers here. They are a vital part of our industry's food chain. We like to think that BTME has a business-family feeling. Everyone is wanted and welcomed here."
Jim summed up why he feels people return to the Conference Centre each year, saying, "People often arrive to the show with problems - but they leave with solutions and a smile on their face."
As we considered last week, the key question now for our dealer readers, is do these busy trade shows equate to healthy sales this coming season?
Clearly there is plenty of interest out there amongst professional end-users. The fact that so many are willing to leave their place of work to spend a day or so looking around an exhibition at machinery that our readers sell, is encouraging. Is it however, as simple to read that as a willingness to part with oodles of cash this year? Possibly not, was the consensus I gathered from asking around.
Perhaps what your suppliers view as more crucial when exhibiting at these events, is the generation and enhancement of brand awareness. Busy halls with visitors pouring over machinery raises profiles and plant seeds in the minds of buyers. The impression I picked up on was just how vital an event like BTME is for making those connections with end-users. It's a great venue for starting, or indeed continuing, conversations with high-profile sporting venues and smaller, less well-known, facilities alike. Long-term relationships need to begin somewhere and then require nurturing. A good trade show like Harrogate experienced this week, can do both these things.
As one manufacturer who I spoke to this week told me, there will be some quality sales out there this season for dealers, but they will require some hard work to achieve.
Around the halls
Walking the aisles I spoke to many of the suppliers that our dealer readers will be familiar with. To generalise, I'd say all seemed pleased with the show, encouraged by the quality of visitor that BIGGA had delivered.
Kress's Tony Macer and Jim Kirkwood speaking with Service Dealer editor, Steve Gibbs
On the Kress stand Tony Macer and Jim Kirkwood talked about the quality conversations they had at their first BTME a year previously that had helped the company make great strides in the golf sector over the past twelve months. Their ASMs have been all over the country they said, north and south, demo-ing and installing their robotic mowing solutions, which work especially well on undulating terrain.
New on their stand was a series of handheld tools, including a new blower with a handy waistband for carrying additional batteries. Tony told me that golf clubs are showing rapidly growing interest in battery kit and robots - for both noise reduction and staff redeployment. He said the transition has happened in the minds of many greenkeepers that robotics can be a real solution for their course. So much so that many are now approaching their dealers asking for robots unprompted.
Jonathan Snowball
Husqvarna held a launch on their stand, attended by both invited greenkeepers and press, to promote a new campaign video aimed at the golfing sector. Straplined 'For What Matters' the short film concentrated on all the robotic solutions the company is now able to offer turf professionals. Jonathan Snowball described how one of their new robots, the 580L Epos, has been designed entirely with golf usage in mind, being able to cut down to 10mm.
Also new was the 535 AWD Epos that can cope with remarkably steep 70% gradients. Jonathan explained how this robot can cover up to 6,000 square metres in 48 hours.
Rob Edwards
Kubota's Rob Edwards told me they had been pleased with the mix of dealers and end users they had seen come on to their stand - which the manufacturer had once again shared with Baroness. Rob said events such as these were the perfect opportunity to present their new technological developments to the industry, whilst projecting their highly professional image. He said they can have quality conversations with key customers, allowing them to get to know their business and their needs even better.
Paul Butterly
On the Echo stand Paul Butterly explained to me how they hadn't exhibited at Harrogate for quite a number of years, but with their new Echo robotic mowers it was important that they promoted them to the sector. He said they had plenty of case studies now, of golf courses where the machines have been installed and are doing a great job. "This product is a dream," said Paul, "and is utterly topical in golf where recruitment of staff is a real issue these days." Paul also confirmed they are always on the lookout for new dealers who are able to put the work into getting out there and demonstrating these robots.
Chris Meacock
Over on the John Deere stand, the company were displaying a Weidenmann spiker attached to one their machines, illustrating the fact that the turf maintenance equipment is now available through JD dealers in the UK and Europe. Chris Meacock told me that all their UK dealers now had access to the kit which they are encouraging them to stock. Whilst not exclusive to Deere dealers, the appearance of the additional machinery in showrooms is the result of a cooperation that the two manufacturers began a couple of years ago.
John McGrady
Cramer's John McGrady saw BTME as a golden opportunity to get their company's relatively new name further out there amongst the golf professionals, he said. He told me they are doing well in the establishment of their dealer network and felt it was important to support them with high-profile appearances at shows like BIGGA's.
Cobra's busy stand
Speaking to Peter and Liz Chaloner on their stand, not only were they showing off the latest Cobra and Ego machinery, they were also keen to tell me about Henton & Chattell's purchase of Farmstar's Newark site. They were both so happy, they said, that they were able to keep on all staff from the branch - all of whom form such a wonderful, close-knit team.
Guy Overton and Stuart Rose
Guy Overton told me that the Mean Green Evo 96 had generated an awful lot of interest for themselves and their dealers since its launch at last autumn's GroundsFest. On the stand at BTME, it was gaining plenty of attention from greenkeepers who perhaps hadn't heard of them before and were looking for a wide-area electric zero turn. It was their first time exhibiting at this show and he said he'd been really pleased with the quality conversations they'd had with new contacts and with the customers that had been brought along by their dealers.
The new Fairway Falcon
Campey were introducing new products including the Fairway Falcon brush. This new unit can follow contours well and can towed behind a vehicle such as Gator or Workman said Lee Morgado. This particular unit had sold well in the U.S for the past few years he explained, but this was the first time it was being used in the UK - so they were keen to see how it performed in our conditions.
This is just a small flavour of what was seen around the Convention Centre - at a show that I believe BIGGA should feel proud to have staged. A well done to all concerned seems entirely justified.
