DISCOUNTING SERVICE? Are consumers only interested in price? by Service Dealer Editor, Steve Gibbs
With Black Friday today, are consumers buying ever more into the narrative that heavily discounted goods is the primary factor in choosing to purchase?
Similar to Halloween, it’s another one of those days today which proved incredibly popular in the States, that has been imported and adopted over here - Black Friday.
I guess the phenomenon really took hold in the UK about 5 or 6 years ago, with images of hordes of people fighting over big televisions in supermarkets becoming commonplace.
However, I would say there appears to be a fair deal more healthy cynicism around the whole endeavour this year. I've seen several news items discussing how the marketing of the day by certain retailers can be somewhat misleading. The seemingly incredible prices that items are being offered for, have in fact been lower at different times of the year.
This doesn't alter the fact though, that all the publicity surrounding an event like Black Friday, adds into the buying public's expectation of being able to purchase heavily discounted goods - which for independent retailers, is problematic.
I saw some statistics this week from research group Capgemini IMRG e-Retail Sales Index, which said that discounting by online retailers was up by a third approaching Black Friday. In a statement the group said, "In Q3 (Jul-Sep), 23% of overall sales revenue came from products that were in sale; this was up almost a third on the same period last year (17.8%) and was also a sharp increase on Q2 (Apr-Jun) when it was 15%."
Whilst it's not particularly surprising to hear that online retailers are using discounting as their primary sales tool, it is concerning for the bricks and mortar independent retailer that it's being done with such prevalence and at ever increasing levels.
This is compounded when I hear dealers talking about how much erosion of margin they are experiencing on the goods that they sell.
Convincing customers that buying a premium product from a premium retailer involves a premium pricing structure is a perennial issue for this industry. It's a subject which is constantly discussed in the pages of Service Dealer and amongst speakers and delegates at our conferences.
But is it becoming more of an issue that it's ever been? Do events like Black Friday fuel consumer expectation for ever increasing bargains? Is pricing becoming the be all and end all for customers?
Dealers have always had to find methods to convey the message that buying from them provides so much more benefit than simply saving a few quid. That's nothing new. But do you worry your task is getting ever more difficult?
Or might you be finding the complete opposite? Are some consumers seeing all this discounting as a false economy and in fact rather tawdry? Is there a swing back amongst some who place real value on personal, expert service?
We're running a short survey today to gauge how our readers are viewing the prospects for their business as we head into 2019. Are you confident or concerned? It would be great to hear from as many of you as possible, to build up a picture of how the network is feeling. We'd like to know how you are seeing the prospects for all aspects of your dealership, plus whether you are thinking of expanding your workforce in 2019.
Also, we're interested in what's giving you most cause for concern. After this season, the weather is of course going to be up there, but considering we have Brexit looming over us next year, plus continuing online discounting and this whole issue of margins, is there something else which you feel is more of an issue for your dealership?
As ever in the surveys we run, there's space for you to share your more detailed thoughts. If you're concerned or optimistic, we would love to hear what you have to say. Let us know what's on your mind as we move into the new year.
We shall publish the results of the survey along with a selection of your opinions in the next issue of Service Dealer magazine.
KUHN UK has appointed the newly created dealership as an approved supplier of its full range of agricultural and amenity equipment.
Following the recent merger of R. Hunt Ltd with existing KUHN dealer, New Forest Farm Machinery, KUHN UK has appointed the newly created Hunt Forest Group as an approved supplier of its full range of agricultural and amenity equipment.
The appointment extends the manufacturer's coverage in the South and South West of England: in addition to the existing KUHN stockists at New Forest Farm Machinery’s depots at Sparkford in Somerset and Ringwood in Hampshire, its products will also be available from the R. Hunt depots at Chilbolton and North Warnborough in Hampshire, Tilshead in Wiltshire and Rookley, Isle of Wight.
As well as agricultural products, Hunt will distribute KUHN’s full range of amenity products
“The amalgamation of R. Hunt and New Forest Farm Machinery to form Hunt Forest Group has been met with a huge amount of positivity from our customers in Berkshire, Wiltshire, Hampshire, Somerset, Dorset and Isle of Wight,” explains Tim Hunt, managing director of the new business.
“Hunt Forest Group specialises in a range of key sectors including agricultural machinery, professional turf machinery, construction equipment, and homeowner machinery. Our affiliation with KUHN enables us to extend this offering and gives our customers access to a much broader range of agricultural and amenity equipment.
“We look forward to extending KUHN’s technical sales advice, aftersales support and specialist parts expertise to our growing customer base.”
Sian Pritchard, managing director of KUHN UK said of Hunt Forest Group, “Their expertise and professional approach to sales and aftersales support in the farming and groundcare sectors perfectly complements and strengthens our existing network of approved distributors in 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.”
As of 14th November, Andrew Symons Ltd has been handling sales and support for Devon, with dedicated GreenMech specialists operating out of three depots.
GreenMech have announced a rearrangement of their dealer cover in Devon and Somerset.
As of 14th November 2018, Andrew Symons Ltd has been handling sales and support for Devon, with dedicated GreenMech specialists operating out of three depots.
L to R: Andrew Symons, Simon Newsome, Luke Liversidge (Andrew Symons service technician) with Julian Cullis (GreenMech)
Stocking a wide variety of equipment for agricultural, construction, gardening and groundcare applications, family-run Andrew Symons Ltd have over 30 years of experience offering sales and support for a number of leading brands. The groundcare team headed up by Simon Newsome at the Crediton depot, alongside Lee Hatter at South Molton and Dave Daniel at Holsworthy, will become GreenMech product specialists. Their knowledge, backed up by a fully trained service department, will see the GreenMech product reach a range of customers including holiday parks, golf course, municipal areas and much more.
Commenting on their appointment, dealer principle Andrew Symons said, “We are extremely proud to be appointed the new GreenMech dealer for the Devon area. We feel GreenMech offer a superb range of products that complement our existing portfolio and will suit both professional and domestic users.”
Completing the rearrangement, existing GreenMech dealer New Forest Farm Machinery, will be extending their territory to cover Somerset. Having picked up the GreenMech franchise in May 2017 for the Hampshire and Dorset areas, they will now offer sales and support for customers in Somerset, operating out of their new dealerpoint in Sparkford, Wincanton.
This week's WEB ONLY story is Chandlers (Farm Equipment) Limited will now supply Maschio Gaspardo tillage and seeding equipment and Maschio flail mowers, SKY grain drills and Strautmann forage and feeding wagons.
Michael Grey has been appointed the new strategic account manager for turf and other non-agricultural equipment at John Deere Limited, replacing Brian D’Arcy.
Michael Grey has been appointed the new strategic account manager for turf and other non-agricultural equipment at John Deere Limited, replacing Brian D’Arcy.
Michael Grey (right) with Brian D'Arcy
Working from the John Deere Limited headquarters at Langar near Nottingham, Michael is now responsible for maintaining existing and developing new relationships with strategic and key account customers throughout the UK and Ireland, with support from the company’s national dealer networks.
Michael Grey studied Agricultural Business Management at Reading University and joined John Deere in January 2012 as an area aftermarket manager covering Ireland, Wales, the West Midlands and south-west England. He was then promoted to territory manager for central and southern England in 2015 before taking up his new role at the beginning of October.
“Michael’s customer and dealer experience gained over nearly seven years on territory will serve as a very good foundation for his new position as strategic account manager,” said turf division sales manager Chris Meacock.
After joining the company as a demonstrator in 2007, Brian D’Arcy (below) was promoted to product sales specialist in 2008, then territory manager for Wales and the West Midlands in July 2009 before taking on the strategic account manager role in 2014.
Brian has recently been promoted to the post of product manager for compact & utility tractors in Region 2 (Europe, CIS, North Africa and the Near & Middle East), based at Deere’s European HQ in Mannheim, Germany.
West Country Kubota dealership, Vincent Tractors & Plant have announced the dates for the official opening of their two new depots in Devon.
West Country Kubota dealership, Vincent Tractors & Plant have announced the dates for the official opening of their two new depots in Devon.
The Fraddon based machinery dealership has opened two new depots. The first one in Holsworthy on the Holsworthy Industrial Estate, whilst the second is at Smithaleigh (Choakford Corner, Plympton, PL7 5BB). Both depots will focus on the full range of Kubota equipment - agriculture, construction and groundcare.
With both depots now open to customers there will be official launch events at both sites. Holsworthy will officially open on 5th December 2018, whilst Smithaleigh will open on 11th December 2018.
To launch the new depots there will be an open day at each site between 12 noon and 8pm. Visitors will be able to see much of the Kubota product range, meet the team and tour the facilities as well as enter an exclusive prize draw.
Paul Vincent, managing director of Vincent Tractors & Plant said “We are all very excited about the company expansion, and the opening of the two new depots.
“Both depots will have sales, parts and service departments offering local support. My sons, Nick and Alec, have joined the business to ensure that it continues to grow and provide family values and support to our existing customers in Cornwall and to our new customers in Devon.
"We look forward to providing the same high level of customer service from the Devon depots, as we have done in Cornwall for the last 52 years.”
As well as the event at Blenheim Palace, BBC Countryfile Live is also heading north to Castle Howard on 15-18 August 2019.
Following two successful years at Blenheim Palace, 2019 will see BBC Countryfile Live stage two events on 1–4 August at Blenheim Palace and two weeks later from the 15th to 18th at Castle Howard.
BBC Countryfile Live Castle Howard will include a range of features including the Village Green, the Countryfile Experience featuring the programmes presenters, the Wildlife Zone, Farming in Acton and Passion for British Livestock.
In its first three years over 250,000 visitors have come through the gates at Blenheim Palace and the show has quickly established itself as a fixture in Britian's outdoor events calendar.
Organisers say the new event will represent the best of the northern countryside and celebrate regional farming.
Chief Executive of Welcome to Yorkshire, Sir Gary Verity DL said, “It’s fantastic news that Countryfile Live is coming to Yorkshire. It will showcase the huge variety of Yorkshire food and drink, stunning rural destinations and exciting attractions that the county is famous for.
"We know the thousands of people who choose to attend the show will get a huge Yorkshire welcome and will no doubt be tempted to return to experience the entire county. Castle Howard is a beautiful location and the perfect setting to host this family favourite.”
A duo of awards topped off a fantastic week for the Cub Cadet team at the recent IOG SALTEX 2018, with one given and one received.
A duo of awards topped off a fantastic week for the Cub Cadet team at the recent IOG SALTEX 2018, with one given and one received.
The annual IOG Awards event, which saw Devonshire Park Grounds Team collect the ‘INFINICUT Tennis Grounds Team of the Year’, was followed by the announcement that the company’s exhibition stand had been crowned ‘Best in Category’.
John Coleman (left) with PAN Publicity managing director Tony Evans
During the evening, recognising outstanding achievements throughout the industry, it was down to MTD Specialty Turf Products managing director John Coleman to present the accolade to Danny Negus and his team.
On arrival at the show the following morning John was delighted to find a certificate of his own, the ‘Best Stand in Category’ for open space 60m2 plus.
One of 8 designed and built by agency PAN Publicity, a pleased John said, “SALTEX turned out to be a fantastic show with attendees from across the industry coming to talk to us. This year we moved to a new, larger position at the front of the halls so we wanted a stand that would really make a statement. Our agency, PAN, came up with the design and we couldn’t be happier with how it worked for us. Getting the recognition for our efforts capped off a hugely successful week
The division was attending the show to encourage a career in sports turf maintenance.
The Playing Field Maintenance Sports division of States Of Jersey say they been so impressed with their new Toro ProCore 648 aerator that they made the machine the star of their stand at the Jersey Skills Show at Fort Regent in October.
Current apprentice at States Of Jersey Peter Ahier with the Toro ProCore 648 aerator at the Jersey Skills Show
The division was attending the show to encourage a career in sports turf maintenance, says Steve Landick, playing fields manager of the division of States Of Jersey and used the machine to visually represent the work the division does.
“We work closely with sports organisations, clubs and schools to grow sport in Jersey and we’re working on developing an integrated system that supports grass roots sports and its development to provide a pathway for performance athletes to go on and represent us in events such as the Island Games and the Commonwealth Games. Having a talented sports turf maintenance team is essential in achieving that.”
Steve, who attended the show with the division’s current apprentice Peter Ahier, said,“The ProCore is a new addition to our fleet of machines and has debuted on the Island’s cricket squares and bowling greens. The whole division has been very pleased with the way it has performed, it’s a great purchase.”
“There’s a fantastic opportunity in sports turf maintenance for school leavers, people wishing to change career or re-entering the workplace,” concludes Steve. “To have the opportunity to reach these people and explain that at the Skills Show has been fantastic and the ProCore did as good a job for us there as it has been doing out in the field!”
Free half cab available for a limited period with purchases of new Polaris Ranger Diesels from selected dealers.
Polaris are currently promoting a 0% finance offer on the Ranger Diesel plus customers can also take advantage of a free half cab, with a limited period offer.
Ranger Diesel with half cab
Purchase a new 2018 Polaris Ranger Diesel HD EPS EU or Ranger Diesel HD EPS Tractor from selected Polaris dealers until 21 December 2018 and customers can receive the free half cab promotional package. The package includes 1x fixed glass windshield and a washer/wiper kit with battery connection kit.
The Polaris 0% finance scheme is available over two years with 2 + 22 monthly payments up to a maximum of 80% of the Recommended Retail Price. The 0% finance can include up to £1,000 excluding VAT on genuine Polaris ATV and UTV accessories.
Terms and conditions apply to both the 0% finance offer and the half cab promotion with details available from Polaris dealers.
AND FINALLY . . . Fleet of pressure washers power interactive public fountain
A small town in Germany called Winnenden, home to Kärcher, recently played host to an interactive, public 'water organ', powered by a series of pressure washers.
A small town in Germany called Winnenden, home to Kärcher, recently played host to an interactive, public 'water organ', powered by a series of pressure washers.
The art exhibit was built as part of a celebration of industry in Germany and featured eight of Kärcher's distinctive yellow electric pressure washers.
The Wasserorgel ('water organ') shot streams of water and played notes in response to passersby using the waterproof 3D-printed piano keyboard. The display was managed by an Arduino with a MIDI shield, which controlled the pressure washers via solid state relays and even accepted input from an anemometer to shut down the show if it got too windy.
The below video shows how popular the attraction was during its recent week-long residency in the town's market square.
Following the acquisition of Rochford Garden Machinery by AL-KO Gardentech, we are pleased to announce an opportunity for a new Area Sales Manager to join the team.
Following the acquisition of Rochford Garden Machinery by AL-KO Gardentech we are pleased to announce an opportunity for a new Area Sales Manager to join the team.
Covering the South East / East Anglia territory the job holder will visit our dealers to advise and promote our family of brands: AL-KO®, WEIBANG®, MITOX® and DR®.
Working from home, you will use your territory management skills to plan regular and effective customer meetings. Your role is to deliver ambitious sales targets that drive the growth of the business - achieved by supporting your dealers, providing product training, resolving issues, building decision making and advising on best-selling ranges.
You will be supported by an experienced and committed head office team and fantastic IT that provides all of the data you will need via an iPad.
We are looking for an experienced sales professional with outstanding communication skills and the appetite to succeed as an Area Sales Manager. Located near to the M25, you will be highly organised and fantastic at building relationships with customers. IT literate and numerate you will be confident with sales analysis, forecasting and how to prioritise in order to achieve objectives.
We offer full training within a 4 week induction and a reward package that includes a company car, 25 days holiday plus 8 statutory holidays, company credit card, life assurance, contributory pension plan, product discounts and you will be provided with an iPhone, iPad and laptop.
For more information and to apply please contact Nick Hester at Cavendish Maine:
With the UK forecasts predicting us to have our first wintry bout of the year in the very near future, bringing us to a halt when we see the first snow fall of the season, do not fear, Grizzly have the answer to your wintry prayers.
With the UK forecasts predicting us to have our first wintry bout of the year in the very near future, bringing us to a halt when we see the first snow fall of the season, do not fear, Grizzly have the answer to your wintry prayers. Over 5 inches of snow and freezing temperatures, it’s snow problem with Grizzly Tools!
Arm yourself with our Grizzly ESF2046L Electric Snowblower and being snowed-in will be a thing of the past. With a powerful 2000-Watt induction motor with overload protection and 46cm snow shovel, it’s purpose-built to clear pathways, driveways and small to medium yard areas, safely and quickly.
The high-quality steel snowblower turbine clears snow through the ejector chute and the direction of this can be adjusted through 190 degrees allowing for you to choose the direction of snow projection. The powerful LED light provides better visibility in low light situations and the snow chute is adjustable.
Featuring an ergonomic handle with metal shift bar and safety switch, folding handle bar for space-saving storage and integrated carrying handle, this product is robust, reliable and ready to go on the coldest of days. Perfect for clearing your driveway or areas on-site when the snow’s fallen and before the freeze sets in; safely limit the risk of falling over and quickly aide the traction ability for motorised vehicles to prevent accidents at home and the workplace.
Sample Grizzly’s Electric Snowblower and other winter garden products from our brilliant range for yourself, enjoy the exceptional quality and effective marketing by becoming a Grizzly dealer today: get Grizzly and see the difference!
To see the full range of Grizzly garden tools or for more information visit www.grizzlytools.co.uk
Grizzly Tools manufacture quality power tools for every gardener; sold across Europe for 20 years, the brand is well established and trusted by tradesmen and home gardeners alike. If you’d like to speak to Grizzly Tools about their range of products, please give us a call on 0845 683 2670 or email sales@grizzlytools.co.uk.
The momentum is gathering pace as over 190 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 190+ subscribed Garden Trader dealers now by clicking on “Register Dealership”.
