HOW'S BUSINESS? How much of impact has this summer had? by Service Dealer Editor, Steve Gibbs
We would very much appreciate your feedback today as we're running our annual Autumn Dealer Survey, to try to get a sense of how the network feels about business in 2018.
How's business?
It's a question that's asked a lot. But somehow this year it feels more significant than ever considering the weather conditions we've experienced during 2018.
Now that we've reached a slightly more normal September, do you feel a corner has been turned following that summer which is now officially the joint hottest ever on record? Are things picking up?
Or did you never really feel the pinch anyway during those dry months?
I've heard from dealers these past couple of weeks saying that since it's become a bit cooler and a bit damper business has noticeably improved.
Equally though during the midst of those sweltering weeks, others were apparently doing just fine thank you very much. It's a very interesting season in that regard.
So therefore today we would very much appreciate your feedback as we're running our annual Autumn Dealer Survey, to try to get a sense of how the network feels about business in 2018. We've posed these questions for the past couple of years at this time, so it's interesting to make that comparison.
The results of our Autumn Survey in 2017 actually saw little change from when we conducted it the previous year – if anything the results could be read as being slightly less encouraging than in Autumn 2016.
With the key question of how your Overall Business had compared to the previous year, 2017 saw an even split between respondents who said it was up and those who had said it was down (38% each). This contrasts with 2016 where a clear majority (56%) said that overall business had improved.
Will this be markedly different this year. How much has the weather really impacted?
Taking the different facets of the dealership’s business individually the biggest disappointment for most dealers who responded last year was that machine sales were down on 2016. 56% said machines sales were less than previously, compared to only 35% the year before. It doesn't seem too outlandish to surmise that it will be these whole goods sales which have suffered the most this year due to the conditions. But let us know.
Hopefully performing well again will have been the service department. 50% said they saw an improvement here in 2017. Did that long winter this year see customers being sensible and making sure their equipment was serviced and ready for use?! Anecdotally earlier in the year there seemed to be a lot of talk of service departments being packed out, with plenty of work building up. It'll be interesting to hear whether that equals an improvement overall for most.
When we asked this time last year, parts sales hadn't particularly changed for most respondents during 2017. 52% told us that sales levels had remained about the same compared to the year before. One can imagine though, that if users haven't been able get their machines out onto the scorched grass this summer, the demand for replacement parts could well have dipped?
If as we might assume, a lot of dealers are therefore relying more and more on their service department to keep the business ticking over, does that mean the confidence has been there to increase charge-out rates? Dealers who took our survey last year said that overall rates hadn't been altered much. 50% said they were set at between £30-£40 per hour, which is what most had said in 2016 as well. Will there be a noticeable upswing this year?
Finally, in terms of staffing, whilst most who responded to the Autumn Survey last year stated that levels had remained the same, a decent amount clearly felt business had been doing well enough to warrant taking on more people. 27% said they had increased their number of employees, which compared with only 14% saying similar in 2016. It would be great to hear that dealers this year felt they were in a position where they needed and, crucially, could afford to increase their staffing levels - but is it realistic?
It'd be great if you had a couple of moments to take our survey and answer a few short questions today. It'd be even better if you could take the time to leave a comment, letting us know what you've found to be the highlights and/or the disappointments for your dealership so far during 2018.
As ever we'll publish the results and a selection of your thoughts in the next issue of Service Dealer magazine.
ANNUAL DEALER SURVEY Let us know how your business has fared this year
We are running our annual Autumn Dealer Survey today - and we'd appreciate your feedback to let us know how your dealership has fared compared with 2017.
We'll publish the results and a selection of your comments in the next issue of Service Dealer magazine.
The family owners of John Deere dealerships R Hunt Ltd and New Forest Farm Machinery Ltd have signed an agreement to merge their two businesses under the new name Hunt Forest Group.
The agreement will take effect on January 1, 2019 and until that time the two dealers will continue to trade as they do today.
Tim Hunt (left), managing director of R Hunt Ltd and Ed Smales, managing director of New Forest Farm Machinery Ltd
Tim Hunt will become managing director of the new business while Ed Smales, the current dealer principal of New Forest Farm Machinery, will take a director’s role. Hunt Forest Group will continue to operate from the same outlets across southern England, with the same staff.
R Hunt is a longstanding John Deere agricultural and homeowner equipment dealer with four outlets covering Wiltshire, Hampshire, Berkshire, Surrey and the Isle of Wight. It has been a John Deere dealer since 1971 and currently employs 71 staff.
New Forest Farm Machinery is an agricultural, professional turf, homeowner and construction equipment dealer employing 43 people and trading from two outlets, one in Hampshire and one at recently opened turf premises in Somerset. It has been a John Deere agricultural dealer since 1979 and has held the company’s turf franchise since 1986.
“Both companies are well-established, profitable businesses that place a strong emphasis on customer service, and the merger is perfectly aligned with our Dealer of Tomorrow strategy,” says John Deere’s division sales manager Joedy Ibbotson. “This will provide the new business with more resources for both customers and staff, more inventory, more product support capability and a greater knowledge base, all of which will help deliver an even more distinctive customer experience.”
R Hunt managing director Tim Hunt says: “Both families feel confident that this merger will help to establish Hunt Forest Group as a frontline ag and turf dealer in the UK. The emphasis is very much on the ability for both companies to grow and have the opportunity to engage with more customers, with a more diversified product line-up for the entire business.”
New Forest Farm Machinery managing director Ed Smales adds: “We are excited about working with the Hunt family to further grow our business as Hunt Forest Group. Their experience in large ag machinery and precision farming will enhance the customer experience within our existing territory and help us create a more diverse and robust dealer business for the future.”
The appointment sees all six of Farol’s depots become official stockists and service support dealers of KUHN’s full range of agricultural and amenity equipment.
KUHN Farm Machinery has appointed Farol Ltd as an additional dealer of its full range of agricultural and amenity equipment for central and southern England.
The appointment, which is effective immediately, will see all six of Farol’s depots - at Hinckley in Leicestershire, Byfield in Northamptonshire, Shefford Woodlands and Wokingham in Berkshire, Milton Common in Oxfordshire and Midhurst in West Sussex - become official stockists and service support dealers of KUHN’s full range of agricultural and amenity ranges.
Farol Ltd joins a network of existing KUHN franchisees in the region, all of which remain in place as KUHN dealers, thereby extending and complementing the machinery manufacturer’s coverage in the Midlands and southern England.
“We are pleased to welcome Farol Ltd as an official KUHN franchisee,” explains Sian Pritchard, Managing Director of KUHN UK. “Their expertise and professional approach to both sales and aftersales support in the farming and groundcare sectors perfectly complements and strengthens our existing network of approved dealers throughout the Midlands and southern England. Their appointment demonstrates our commitment to both sectors within the region and we look forward to a long and successful partnership with the staff at all six of their depots.”
Established as a family business in 1976, and still 100% family owned, Farol Ltd currently employs 165 staff across its sales, service, parts, specialist haulage, tyre and administrative departments. The company’s six depots specialise in the sale and support of agricultural, professional groundcare, garden and plant machinery.
This week's WEB ONLY story is that LEMKEN has acquired the Dutch manufacturer of mechanical weed control implements to expand its own crop care product portfolio.
Rochford's have announced it's dealers' last chance to book their places at one of the 2018 Roadshows which start next week, where they promise some "big surprises".
Rochford's have announced it's dealers' last chance to book their places at one of the 2018 Roadshows where they promise some "big surprises".
The Dealer Meetings will take place at 10 locations across the country, ensuring dealers travel time is kept to a minimum, in most cases less than an hour. Another benefit to the new format, say Rochford's, is that the groups will be smaller.
“A large group has disadvantages in terms of feedback, discussions, and product presentations. With our new format we will have a limited number of spaces at each event, allowing us to actually talk to dealers and have mutually beneficial discussions around our products, some of which we hope will lead to new product development,” said Stewart Anderson, Managing Director of Rochford’s.
New exclusive products at the event will include rear roller and 4 wheeled lawnmowers, riders, tractors, cordless products and petrol chainsaws, as well what Rochford's describe as "a few big surprises you cannot afford to miss".
The Events will be held at the below locations. To book a place and receive full venue and event timetables email katie.helps@rochfordgm.co.uk or contact your ASM. Limited spaces available. Further details of the days will be sent following registration.
WEEK 1 –
10th September – Perth 11th September – Penrith 12th September – York 13th September – Grantham 14th September – Chester
WEEK 2 –
17th September – Exeter 18th September – Newbury 19th September – East Sussex 20th September – Cambridge 21st September – Hereford
According to figures released by the AEA, UK agricultural tractor registrations for August 2018 totaled 862 units - slightly down on the equivalent month in 2017.
According to figures released by the AEA, UK agricultural tractor registrations for August 2018 totaled 862 units - which equates to a -1.8% change compared with August 2017.
Stephen Howarth, agricultural economist at the AEA said, "After four months of strong growth, UK agricultural tractor registrations took a breather in August, with 2% fewer machines registered than in the same month last year.
"It remains to be seen whether this is a short-term blip or represents the start of a reversal of fortunes, after the robust growth seen in the first seven months of the year."
Overall, registrations for the year to date were still up nearly 8% at 8,738 units.
Jackie Williams is taking over the role of Director of Sales EMEAA, succeeding John Horn who is retiring from the Ariens Company at the end of 2018.
Ariens Company has announced the appointment of Jackie Williams to the role of Director of Sales EMEAA. She will be succeeding John Horn who is retiring from the Ariens Company at the end of 2018.
Jackie, who will report to Vice President of EMEAA, Darren Spencer, brings a wealth of experience to the company and will assume responsibility for sales and distribution of Ariens products through Ariens subsidiaries located in the U.K. and Norway, and Ariens fifty plus distribution partners worldwide.
Jackie joins Ariens having built a successful career over twenty-five years in international sales and distribution management.
“We’re very pleased to have Jackie become part of the Ariens Company team,” says Darren Spencer, “she brings vast experience of multi-channel product sales and distribution across all continents, at an exciting time in the development of Ariens’ EMEAA expansion.”
Reporting in turn to Jackie will be Ariens European Sales Manager, Massimo Caner, Matt Wilson, UK Sales Manager and Scandinavia General Manager Frank Brenn.
Jackie’s previous role was International Sales Director of Derwent, a division of ACCO UK Ltd, achieving year on year growth in sales and profitability. She holds post-graduate diplomas in marketing, export marketing and business studies & finance, and is a member of the Chartered Institute of Marketing.
SCH (Supplies) have explained why 2018 will be the first time for 33 years that they have not had a stand presence at a SALTEX exhibition.
SCH (Supplies) have issued a statement explaining why 2018 will be the first time in 33 years that they have not had a stand presence at a SALTEX exhibition.
SCH's stand at the 2014 SALTEX in Windsor
The statement said, "We at SCH (Supplies) Ltd have proudly attended and displayed stands at SALTEX for 33 years, and during this time the event has helped our company thrive. We feel that it’s time to give back to one of the main contributors of our success by sponsoring the Best Managed Artificial Surface award.
"SCH has had its best year so far, and we’ve ramped up production to keep up with demand. Being a small company, every member of staff is important to keep production going at full pace. To fulfil our customer obligations at this exceptionally busy time, we’ve decide to keep our key members of staff on site to ensure products continue to reach customers without delay. It is due to this that we will not be keeping stand space at SALTEX this year. It’s been a difficult decision to make after 33 years, but we believe it to be the correct one.
"SALTEX is the only show that SCH has a presence at, and it is very important to us because we do not employ any outside sales representation. The show is our main vehicle for speaking to people face to face and showcasing our products. It provides a focal point for the company and prompts us to consider the direction that the industry is taking, which in turn informs the decisions we make regarding the development of new machinery.
"We’re delighted with the opportunity to sponsor the Best Managed Artificial Surface award, which allows us to continue our uninterrupted 33 years at SALTEX. It gives us all - especially managing director Andrew Rodwell - the chance to catch up with old friends and new, and we value the fact that we will be getting referrals all through the year as a direct result of SALTEX.
"As manufacturers of both real and artificial pitch care machinery, the choice of award was an easy one to make, and we are delighted to sponsor this prestigious award. Despite not keeping stand space this year, we are delighted to give back to the event and to be involved."
Glee takes place at the Birmingham NEC from Monday to Wednesday next week and amongst the exhibitors E.P Barrus will be launching a plethora of new additions across their three main gardening brands.
Glee takes place at the Birmingham NEC from Monday 10th to Wednesday 12th September next week and amongst the exhibitors E.P Barrus will be launching a plethora of new additions across their three main gardening brands - Wilkinson Sword, WOLF-Garten and Town & Country.
The company say they have spent the past year focusing on new product development for the three brands based upon "rigorous research, thorough customer feedback and investment in new innovations".
As a result, they say 150 new products will be unveiled at the show, including extensions to some popular lines to create more opportunities for retailers and stockists.
The stand itself has also undergone an overhaul, so visitors can now see the entire product range from the three brands all in one place. Divided into four sections, each brand will have its own large, distinct area, and there will also be a designated ‘new product’ area, which will showcase a selection of new products from each of the brands. This will make it easy for visitors to go straight to the section that they are most interested in. The stand will be manned by 20 E.P. Barrus professionals, who will be fully armed with expertise and information.
Role will see Lewis promoting their range of machinery across Yorkshire, Lancashire, Manchester and the North and East Midlands.
Overton (UK) Limited have appointed Lewis Calvert to cover Yorkshire, Lancashire, Manchester and the North and East Midlands to promote the Electric Mean Green commercial mowers, Overton street cleaning equipment, NIMOS WeedRippers and STAMA electric utility trucks.
L-R: Lewis Calvert and Stuart Rose, Overton sales manager
Lewis comes from a farming background and completed his Agricultural Engineering course at Riseholme College.
In the last two years he has worked in a groundcare and agricultural company as an engineer and conducting mower demonstrations and sales.
Thatchers, the cider makers, based at Myrtle Farm in Sandford, Somerset, have purchased a Spider 1 remote controlled mower from supplying dealer, Loxston Groundcare.
Thatchers, the iconic, fourth-generation cider makers, based at Myrtle Farm in Sandford, Somerset, have purchased a Spider 1 remote controlled mower from supplying dealer, Loxston Groundcare.
The new mower will be used around the ever-expanding cider mill and the adjoining orchards, to ensure that the premises are maintained to the highest standards.
Groundscare and maintenance technician John Bryant operating the Spider 1 on a slope outside the Jubilee building
Commenting on the new mower Neil Day, Operations Director at Thatchers said, “We were founded on this site in 1904 and the current Managing Director, Martin Thatcher, is the fourth generation of the family to head the company. Under Martin’s stewardship the business has grown substantially and with that success we have had to increase the infrastructure here. Most notably the production facilities and warehousing. As a rural company with an international profile, we are considerate about our impact on the environment and keeping the profile of our buildings as unobtrusive as possible.
“As an example, to construct our new Jubilee building we excavated down into the existing ground level, which enabled us to lower the roofline. However, the result was that we now have grass banks to maintain and so we needed a mower that could help us do that, so I tasked our Maintenance technician, Ed Young to review the market.
“Using the internet, I found various videos of Spider mowers and their tracked competitors,” he said. “I discounted the tracked versions as they appeared too aggressive on the turf and then reviewed the Spider website. I sent an enquiry to Spider’s UK Sales Manager, Nick Penn and a demo was quickly arranged here at Myrtle Farm. I was very impressed, as was Neil, and we virtually placed our order ‘on the spot’.
“We have many visitors to Myrtle Farm including regular tours and our biennial Open Day, which has been in our calendar since 1993 and attracts thousands of people each time. It’s important that we keep the premises in pristine condition all year round and the Spider is now integral to our grounds maintenance regime.”
JOBS
FGM CLAYMORE Area manager - MIDLANDS / WALES / NORTH OF ENGLAND
Experienced sales representative required for leading distributor of outdoor power equipment with well established network of specialist dealers.
Experienced sales representative required for leading distributor of outdoor power equipment with well established network of specialist dealers.
The successful applicant should be enthusiastic and self-motivated, and will have a proven track record in the Outdoor Power Equipment Industry.
Remuneration and benefits package will be commensurate with the position and experience of the successful candidate.
Please write in confidence with CV to:
Paul Butterly FGM Claymore Waterloo Ind. Estate Waterloo Road Bidford on Avon Warks B50 4JH Tel: 01789 490177 email info@fgmclaymore.co.uk
ADVERTISE YOUR JOBS HERE Amazing success rates!
Advertise your recruitment needs on Serivce Dealer Weekly Update and reach our targeted audience of recipients every week.
NEW X-CUT C85 is an advanced, high performance 3/8” 1.5mm full chisel saw chain for full-time professional use in forestry and arboriculture applications.
NEW X-CUT C85 is an advanced, high performance 3/8” 1.5mm full chisel saw chain for full-time professional use in forestry and arboriculture applications. The chain is designed and manufactured entirely by Husqvarna in a state of the art factory in Huskvarna, Sweden, the home of Husqvarna. To optimise the overall package this is run alongside the development and manufacture of Husqvarna chainsaws. This ensures your customers get the best possible output from their chainsaw.
X-CUT C85 has been designed and developed alongside the development of the NEW 565 and 572 XP® chainsaws. With its outstanding durability and cutting efficiency, a sharpness that lasts and low stretch, it improves your customers results as well as their safety, while also lowering your costs. State-of-the-art technology and processes, along with rigorous control and testing, makes the chain extremely durable and efficient, providing you customers with minimum downtime and maximum results.
“The X-CUT C85 is the sharpest and most durable low stretch chain I have ever used. The quality and quantity of wood chips on the ground speak for themselves” - Husqvarna UK H-Team ambassador Andy Campbell.
The X-CUT C85 when used in combination with the NEW 572 XP® chainsaw offers a 12% increase in cutting capacity compared to the 372 XP® and H42 chain. The X-CUT C85 replaces the H42 chain.
C: Chisel cutter 8: 3/8” 5: 1.5 mm
X-CUT C85 is designed to be used on Husqvarna chain saw models: 560XP® (3/8”), 562XP®, 565, 572XP® , 576XP®, 372XP®, 390XP®, 395XP®
X-CUT C85 Chain is in stock now!
Contact your local Husqvarna Area business manager to find out about our Autumn Promo X-Cut Chain offer.
Event organisers have announced that visitor registration for SALTEX 2018 is now officially open at www.iogsaltex.com.
Event organisers have announced that visitor registration for SALTEX 2018 is now officially open at www.iogsaltex.com.
SALTEX 2018, Europe’s largest annual event for groundscare professionals, takes place at the NEC, Birmingham, on 31 October and 1 November and visitors can now register their attendance for free via the newly-designed website.
SALTEX 2018 visitor registration now open.
The new website has been built to provide the ultimate user-friendly experience with improved navigation and functionality throughout, allowing both visitors and exhibitors to access all the information they need in preparation for SALTEX 2018.
The site is compatible with many browsers and all mobile devices meaning that visitors and exhibitors alike will have easy access to the site and stay informed with the latest show news and exhibitor event previews. With over 230 exhibitors signed up to date, visitors to the website will see an extensive exhibitor list complete with individual profiles - each containing relevant information on products, services and show offers.
Visitors will also be able to find out more about new and exciting show attractions as well as popular features such as Learning LIVE – SALTEX’s free and all-encompassing education programme; Outdoor demonstrations – which take place directly outside the SALTEX halls 6, 7 and 8; the SALTEX College Cup - a national student-led sports-turf challenge; Pathology & Soil Science LIVE - allowing visitors to look in detail at the symptoms of some common turfgrass fungal disease problems; Ask the Expert - a team of 10 IOG regional pitch advisors providing free pitch care advice; the Job Clinic - a chance to receive specific career advice and find out all the latest job opportunities from industry expert Frank Newberry, and the Institute of Groundsmanship (IOG) 10th annual Industry Awards celebration.
SALTEX exhibitors will notice some improvements to the portal, which is an indispensable tool for maximising event presence and making connections with potential customers in advance of the show. All of the exhibitor forms, such as the Health and Safety Declaration and the Risk Assessment Form, have now all been digitalised, meaning that exhibitors can fill out the relevant forms online without having to print them off.
Visitors can register to attend SALTEX via the website – www.iogsaltex.com. Visitors will receive a confirmation email with their badge to print and take along to the show, to gain free entry.
For a free demonstration contact Evopos on Tel: 01202 795900
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.
The momentum is gathering pace as over 185 UK dealers have now subscribed. 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.
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 185+ subscribed Garden Trader dealers now by clicking on “Register Dealership”.
