There are perennial industry topics that tend to get discussed ad-infinitum.

Certainly during my 20-plus years of working on the magazine, and definitely well beyond that, there are some core, big-picture subjects that arise when thinking about areas that are challenging for dealers.

Recruitment would be a major one. Alongside this, the retention of staff. Then you might start considering what are the best methods available for marketing the business? Or should a business be thinking about diversifying into new areas? What about taking on more - or fewer - brands? And how to display those in-store? You know the sort of thing. All are regular touchstones, that are returned to frequently - perhaps because there's no definitive answer.

There is however, one subject that seems to often be around in the background of discussion, but maybe not receiving quite as much attention as some of these other areas - probably because it's not as urgent on a day-to-day basis. This is the idea of what happens to the business when the current owner decides to call it a day? Essentially what succession plans does a dealership have in place?

Worried for the network

We recently heard from a representative of a major manufacturer who broached this very subject. They told us they had been visiting dealers with their sales team and were worried for the future of the dealer network.

That's quite a dramatic statement, but they explained that in a particular area of the country where they had visited nine or so dealers over a few days, perhaps only a couple had an obvious succession plan. They felt that many dealerships were closing down with hardly any springing up to replace them.

The big question for this supplier, was what will our industry - and crucially the dealer network - look like in 10, 15 or indeed 20 years' time?

So, our question to you our dealer readers today, is does this notion of a lack of succession planning strike a chord with your business? Is it something to which you've given much consideration - or is it a subject for another day? 

Sooner rather than later

Doing some digging around the subject, it certainly feels like it's something that experts in the field argue should be given some serious thought to sooner rather than later.

It's understandable though, how perhaps many do not like to confront it. Service Dealer's SME Digest editor, Adam Bernstein, recently wrote in our pages how talk - or equally a lack of talk - regarding succession can be a cause of much dispute in a family business.

Adam said, "The most frequent disputes tend to involve a lack of succession planning which leaves the next generation feeling frustrated, or uncertain about what comes next, and which of the next generation should be involved; differences over strategic direction; and different attitudes among or across generations on whether the business should stay in the family or be sold, and who decides."

Another detailed take on the subject was delivered recently on our friend, Service Dealer founder Chris Biddle's podcast. In an episode from November Chris spoke to Stephen Shortt, who is a small business strategist about the tensions, the planning, the dynamics, and the personal ambitions that come into to play when deciding on succession issues.

In a wide-ranging conversation that is well worth catching up with, Chris and Stephen talk about how each family business set up is different. Sometimes succession is a straightforward matter. At other times when several family members are involved, damaging conflicts can arise that can spread from the boardroom to one's home-life outside of work.

Speaking from personal experience, Stephen outlines how potentially serious family disagreements, often as a result of dogmatic attitudes, can be diffused to the benefit of all concerned when deciding on succession planning.

Starting a conversation

When you hear how troubling these conflicts have the potential to become, it's clear why planning of this nature could get pushed to the back of the priorities list - especially when there are pressing matters that need addressing to keep the business running.

But listening to these people who know infinitely more about the subject than I do, they make for a compelling argument that it is in everyone's best interest to begin considering options now. Avoidance of the subject entirely, is far from helpful.

Service Dealer columnist Sara Hey from dealer development specialists in the States, Bob Clements International, also says how it's important to get on top of the conversation.

She told us, "Succession planning is full of emotion. In so many of the conversations that I have had with dealers, the current owner has put blood, sweat, tears, and money into something that they have seen grow and change. Moving that into someone else’s hands, no matter how capable, takes a lot."

Three quick tips she gives as to how a dealer might start to hold a succession conversation are:

• Pick a place that where you can have the conversation and won’t be interrupted.
• Ask questions and listen to the answers.
• Use others as an example to bring up the conversation

Whilst the complete solution to the problem most likely won't be resolved in any initial conversation, it should at least start the ball rolling and generate some groundwork towards a transition. 

The nature of the conversation surrounding succession can involve traditionally taboo subjects such as money and sadly, death. But perhaps for the sake of the future landscape of the UK dealer network, more businesses should be taking those, albeit uncomfortable, first steps.

But let us know, what you think. It would be great to hear any of your thoughts on the subject today, in the comments below.

Farmers and tractor enthusiasts had the opportunity to find out how well their machines performed, at a charity Dyno Day organised by AGCO main dealer R W Crawford recently.

Crawfords team

The event, at the dealer’s Charing depot was attended by more than 200 people. Funds were raised for the Guts UK charity which invests in research into diseases of the human digestive system. 

Tractor owners were invited to bring all makes and models of any age to be tested on three dynamometers from the Crawfords Kent, Essex and Sussex depots. The cost was £20 per tractor and technicians from each location were on hand to explain the testing process and interpret the results.

Classics tested included a Ford 7810 (84hp); a Ford TW35 (154hp); and two Case 1056XL tractors (90 and 94hp). Top results were from a Fendt 939 (RWC Machine) (357hp); closely followed by a John Deere 8345R (328hp).

• Lowest hp winner: Jim Aikeman, Ford 6410 (67hp)
• Highest hp winner: Iain Smith, John Deere 8345R (328hp)

The Crawfords team say they tested 30 tractors during the day, but there was also a display of 15 older machines brought to the event by enthusiasts and local vintage tractor club members who each donated £15. An immaculate John Deere 8430 owned by Nick Schatunowski won the ‘Best turned-out vintage tractor’, award. 

“Excellent weather contributed to the Dyno Day’s success and a total of £2,000 was raised for the charity,” said Crawfords’ marketing manager Hannah Kelsey. “The day was enjoyed by everyone, and I know that our workshop teams got a lot of satisfaction out of explaining how they use their state-of-the-art dynamometers to check power outputs and diagnose issues, as well as giving hints and tips on how to improve each tractor’s efficiency and performance.”

Crawfords’ Kent product demonstrator, Ben Marsh added, "We have wanted to put on an event like this for a while, bring everyone together and give something back to the local community and a charity close to our hearts. I am overwhelmed by the generosity and support from everyone. We will look to make this an annual event."

EGO have announced that customers in Europe buying their battery-powered outdoor power equipment will now be contributing to a global environmental initiative.

The manufacturer is partnering with the Eden Reforestation Project charity to plant as many trees as possible throughout the year. For every EGO product purchased in Europe, Eden will plant a tree in its global restoration network, spanning regions such as Latin America, Africa, and South-East Asia.

This initiative covers the purchase of all products in the EGO Power Plus range, including battery-powered brush cutters, mowers, leaf blowers, and chainsaws and in addition, Eden will plant a tree for each tool that is registered for extended warranty.

Steve Roskell, director of marketing (EMEA) at EGO, said, “We are delighted to be partnering with such an incredible charity. Our investment in reforestation and sustainable job creation demonstrates the depth of our commitment to fighting climate change. We believe that being a responsible, ethical company means going beyond selling greener products. We all have a duty to leave this world in a healthy and secure state for future generations.”

The Eden Reforestation Project does more than just plant trees - it is also creating livelihoods for thousands of people currently living in extreme poverty by empowering them to restore and protect forests on a massive scale. This helps reverse climate change, global deforestation, habitat loss for endangered species, and extreme poverty.

EGO’s partnership with the charity builds on the Challenge 2025 initiative launched by themselves in 2020. This campaign, say the company, aims to " . .educate and empower people to make batteries the principal power source for outdoor power equipment, leading to significant reductions in emissions and noise, whilst increasing tool safety." 

Steve added, “The COP26 climate conference made crystal clear the task that lies ahead of us if we are to keep global temperature rises to within safe levels. Research undertaken through our Challenge 2025 initiative shows the positive impact that switching to battery-powered outdoor equipment can have on both greenhouse gas emissions and air quality.

“Our new partnership with Eden Reforestation Project builds on the success of Challenge 2025. We will now also be helping to create new forests and new economic opportunities in some of the world’s poorest regions.”

Kubota and their partner Tevel have received the DLG Agrifuture Concept Winner 2022 award for their jointly developed automated fruit picking system.

The harvester unit can operate several wired drones for the picking process

The award was handed out by the German agricultural society, DLG - Deutsche Landwirtschafts-Gesellschaft - during a recent online session. 

Kubota and Tevel say they teamed up to address the challenge of labour shortages in fruit harvesting by developing an automated fruit picking system, offering a solution for any farm size through its modular approach. They say the modular concept of wired fruit-picking drones and flexible logistics allows " . .various configurations for individual farm requirements and enables full compatibility with established harvesting methods". 

President and representative director of Kubota Corporation Mr Yuichi Kitao, said, “Our vision for 2030 is to be an 'Essentials Innovator for Supporting Life'. This DLG Agrifuture Concept Winner 2022 award is an encouragement to continue our investments in sustainable innovations in the fields of food, water, and the environment, looking ahead to the post-Covid-19 society.” 

One possible configuration is the harvester swarm with small and lightweight picking units combined with different logistics solutions

Peter van der Vlugt, general manager of Kubota’s Innovation Centre in Europe, added, “We are particularly proud of our collaboration with Tevel. We partnered with one of the most advanced technology companies in fruit picking. Kubota is committed to help solve fruit growers’ problems in providing security for harvesting timing and quality and to deal with the increasing labour issues that growers are facing nowadays."

A new initiative has been announced between land-based training body Lantra and sprayer specialists Hozelock-Exel that they say aims to raise operator awareness of the mechanics of knapsack sprayers to improve performance and longevity of equipment.

Raising operator awareness of the importance of sprayer maintenance is a key priority for both Lantra and Hozelock-Exel in what they describe as "a drive to reverse the throwaway culture endemic in the industry."

Lantra's David Fisher

David Fisher, Lantra head of industry partnerships, said, “It’s only by working closely with industry experts, including manufacturers like Hozelock, that Lantra is able keep in touch with current industry requirements and trends and tailor our training appropriately. 

"Our Instructors, who are key in ensuring relevant industry comment is fed into our development process, are particularly impressed with the Hozelock cutaway units that help demonstrate functionality so comprehensively, and discussions have also highlighted an opportunity for potentially including a maintenance module to some of sprayer courses - a great example of effective partnership in practice”
 
Hozelock UK national account manager Allan Wainwright said, “Sprayer lifetimes can be considerably extended by operators ensuring they complete checks regularly, especially before storing sprayers for winter and preparing them for work in spring. 

“Contractors should avoid viewing professional sprayers as items disposable as soon as there’s a hitch. The more operators know about how sprayers work, the more likely they are to be able to diagnose and rectify any functionality issues.”

Hozelock and Lantra will be promoting their team-up at the upcoming BTME exhibition.

The Grounds Management Association (GMA) have revealed that almost 90% of SALTEX 2022 stand space has been sold. 

The Assoication says they believe early indications for SALTEX 2022, which takes place on 2 and 3 November at the NEC, Birmingham, are positive after what they described as a "hugely successful loyalty period."

Over 100 exhibitors have re-booked for November and according to the GMA many more continue to confirm their presence during the current discounted early-bird period which ends today (18th February). 

In 2021, the GMA say 93% of exhibitors generated new sales leads with many taking direct orders on the show floor. The 2022 floorplan already boasts a strong showing of renowned exhibitors.

Furthermore, 15% of 2021 exhibitors have also purchased extra stand space for SALTEX 2022.

Geoff Webb, GMA CEO, commented on the positive start, saying, “SALTEX continues to grow, and the sales team are receiving new enquiries every week alongside existing exhibitors investing in bigger and additional stands.

“We are also delighted to be welcoming back previous exhibitors who were unable to join us in 2021. There is extremely high demand at this period in the sales cycle taking us back to pre-pandemic levels.”

The organisers of this year's Cereals event have said that exhibitors are "flocking back" as they gear up to welcome visitors in June.

Among the names set to return are New Holland Agriculture, Bayer, KWS, Corteva Agriscience and Senova.
 
Organisers boast that this year technology is a key theme, from crop breeding breakthroughs in the plots to the latest agricultural drone developments. They also say that exhibitors, especially those not attending last year, are keen to take up the opportunity of getting in front of farmers.
 
New Holland for example, plans to exhibit their latest technology including the first methane powered tractor; T6.180, the new T7HD tractor with PLM Intelligence, and a new range of utility tractors. Marketing manager Mark Crosby said, “We have missed seeing our customers face to face during the pandemic years but this year blue and yellow are back and we’re excited to meet everyone in person again.”
 
Organisers have also said there will be more than 30 new exhibitors at this year’s event, including agricultural drone company, Crop Angel. Exhibiting for the first time in its own right, with a new small 10 litre drone on display, director Chris Eglington said, “As well as drone sprayers there will also be one with a pellet applicator - suitable for sowing a cover crop in a standing crop of wheat, for example."
 
Cereals event director Alli McEntyre said, “There will be a wide range of technology and practical advice on offer that will help boost returns on visitors’ own farms.
 
“At a time of great change in the industry, staying ahead will be increasingly important,” she adds.
 
The Cereals Event will be held near Duxford, Cambridgeshire on 8-9 June 2022.

In a little over three years since Claas began manufacturing the Jaguar Terra Trac, the company has now announced they are celebrating the production of the 100th model.

The landmark machine rolled off the line in Harsewinkel on 4th February and will be delivered to the main US market in a few weeks.

The end of 2018 saw the manufacturer implement the Terra Trac crawler track technology in the Jaguar forage harvester. They say this development made it possible for the range of applications of a forage harvester equipped with crawler tracks to be extended to grassland harvesting for the first time, thereby enabling optimal protection of the grass cover.

"Helmut Claas himself was behind the initiative to develop the Terra Trac crawler track units for a wide range of forage harvester applications", said Dominik Grothe, senior vice president forage harvester.

"The aim was to offer our customers a machine that was not only able to deliver high traction and reduced soil compaction for maize harvesting in difficult field conditions, but could also be used for grassland harvesting as effectively as a traditional wheeled machine. It's interesting to note that the positive side-effects, such as smooth running characteristics and resistance to drifting on side slopes, are regarded by many farmers and contractors as equally decisive factors."

Competitive Salary + Company Van + Continual Training Provided + Competitive Holiday Days + Progression + Overtime Available + latest hardware and software systems.

Have you got a good knowledge and understanding of Groundcare & Agricultural Machinery, want to join ‘Professional Turfcare Dealer of the Year 2017’, receive excellent training, and maximise your earnings?

George Browns established in 1830 is a family owned and run business that is currently the UK’s largest Kubota Tractor & groundcare dealer. Also specialising in the Sale, Hire, Parts and Service of many other leading groundcare & agricultural machinery manufacturers such as Baroness and Trimax, from 7 branches based in South & Mid England.

Due to expansion, we currently require an experienced Service Technician, primarily focusing on professional groundcare products, with the addition of agricultural machinery, where we can provide supported training to develop the new employee to their full potential, at our Leighton Buzzard branch. Ideally with previous experience in servicing groundcare/farming machinery. 

Main responsibilities would include:

• Repairs, servicing, and maintenance on groundcare machinery with the ability to also service & maintain Agricultural products.
• Build and complete pre-delivery inspection of sold machinery
• Complete work on machinery to the highest quality
• Complete work orders through a computerised system
• Maintain a clean and organised workstation, work van.

To be considered for this role candidates will require:

• A positive outlook with a ‘can do’ attitude
• Good understanding of the groundcare machinery industry
• Knowledge and experience of, professional, agricultural, domestic products

Location: Grovebury Road, Leighton Buzzard, Bedfordshire, LU7 4UX

Pay: £Competitive

Contact: Gary Coad - careers@georgebrowns.co.uk - 01525 216393

Overton (UK) Limited are seeking a sales manager for the ALTOZ tracked and Mean Green electric mowers for Northern England.

Overton UK’s products are innovative, niche and market leaders within their field. We have been established since 1992 and have based our business on continuous product development and strong client relationships. Working with our clients and their needs, we ensure excellent customer service.

We are now looking to expand our team and we have an opening for an enthusiastic, focused and self-motivated individual who will work as part of our sales team. The successful candidate will develop sales within the industry of our ‘exclusive’ ALTOZ Tracked Mowers, the established Mean Green commercial electric mowers plus other brands. The role is to cover an area from Leicestershire, Nottinghamshire and Derbyshire up to the Scottish borders.  

Main Purpose of Job:

• Sales development of our products from the following areas - Leicestershire, Nottinghamshire and Derbyshire to the Scottish borders.
• To recruit and train new dealers.
• To increase existing dealer sales.

Main Duties and Responsibilities:

• Effectively manage a given territory and grow sales.
• Feedback relevant market data, buyer behaviour, market trends, and business opportunities to senior management.  Keeping up to date with competitor ranges activities and developments.
• Assist in preparing and agreeing annual and monthly sales forecasts.
• Establish and maintain regular contact with dealers and to work closely to provide them with the necessary support.
• Plan all visits, including appointments with key accounts minimum one week in advance.
• Carrying out demonstrations and presentations to dealers and customers.
• Attend national and regional trade shows.
• Travel within the territory with some hotel stays as travel could include remote locations and corporate functions. Occasional weekend and/or evening work may be required to support dealer/business events.

Main Experience & Skills Required:

• Proven sales track record within the Groundcare Industry is an advantage.
• Must be a team player.
• Strong interpersonal and communication skills are required to establish effective business relationships with internal and external partners.
• Ability to effectively engage at all levels in the sales process.
• Strong organizational, planning, communication and negotiation skills are essential.
• Full clean driving license covering categories B+E Full UK driving licence. A towing (B&E) category would be advantageous.
• Ideally live in a convenient location inside the territory.

Other Information:

• The position reports directly to the Sales Director and is responsible for business growth across the area, to be able to achieve pre-determined sales levels.
• Competitive salary with commission, company vehicle and benefits package available dependent on experience.
• Full training will be given on the machinery and systems that are used within Overton (UK).

Applications:

Interested applicants should apply in writing by sending their CV and covering letter to: 
Guy Overton at guy@overtonukltd.com

Deadline: 4th March 2022

The new 80V cordless range of lawnmowers from Cobra packs double the punch, with twin 40V Lithium-ion batteries delivering 80 volts of pure cutting power. 

Cobra has the UK’s largest range of powered lawnmowers and is constantly expanding its range and developing its products to further its position as the expert in the lawncare market. The 80V range is the latest extension of this, with its three models being packed with innovative features and technology. 

The three mowers in the range offer 17”, 20” and 21” cutting widths, generous run times and even rear rollers on the 17 and 20” models for a traditional, striped finish. Each machine is powered by two 5Ah 40V Lithium-ion batteries that drive the 80V brushless motors. The Cobra 40V Lithium-ion technology means the mowers are always ready to use, will hold charge capacity and have no memory effect. 

The RM43SP80V is the most compact of the three, with a 17” cutting width, and it is a great all-rounder, with a 50 minute run time. It is self-propelled, so it’s ideal for sloping gardens and has seven different cutting heights ranging from 17mm for a super low finish, up to 75mm for tackling longer grass. The mower also benefits from a 50 litre grass bag to hold more cutting for a longer time between bag emptying. Its rear roller means that a professional, striped finish can be created too. 

The RM51SP80V keeps all of the impressive features of the RM43SP80V, including a steel rear roller, but increases the width to 20” and the grass bag to 70 litres. With the ability to run for up to 45 minutes between charges, the mower can complete medium to large sized lawns in one run. 

The final, and largest, mower in the range is the Which? Best Buy MX51S80V. Again, the mower features a self-propelled drive system to allow for ease of use, and has a 20” cutting width and a running time of 55 minutes. This model benefits from a mulching function, allowing the grass to be recycled by finely cutting and re-cutting the clippings. As the clippings decompose, nutrients and fertilisers are returned to the soil meaning grass can be cut and fertilised at the same time – creating a healthy, green lawn. 

Peter Chaloner, managing director of Cobra, said, “The 80V range sets a new standard for battery powered garden machinery, providing more power and convenience than ever before. Cobra prides itself on being at the forefront of innovation to help people maintain their gardens with the minimum of effort, and this range is the epitome of that.” 

Each of the models comes complete with two 40V 5Ah Lithium-ion batteries and two Fast Chargers. The 40v batteries are compatible with Cobra grass trimmers, chainsaws, hedge cutters and garden vacs. 

For more information on Cobra visit: www.cobragarden.co.uk 

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

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