I read a comprehensive article this week, that I think anyone who has been experiencing stocking issues so far this year, would find fascinating - so that's pretty much every dealer then!

Entitled 'How the World Ran Out of Everything' it was originally published in the New York Times, but it appears to have been reproduced by outlets in multiple countries - because what our readers working in the UK outdoor powered machinery network have been coping with so far in 2021, is reflected globally in all sectors that rely on manufacturing. 

The central thesis of the piece by Peter S. Goodman and Niraj Chokshi is the concept of 'Just In Time' manufacturing - which refers to the practice of parts being delivered to factories right as they are required, minimising the need to stockpile them.

In recent years this approach clearly made good business sense. Simply put, keeping inventories thin meant higher profits. As the article says: "Just In Time has amounted to no less than a revolution in the business world. . . . it has enabled manufacturers to customise their wares. And lean production has significantly cut costs while allowing companies to pivot quickly to new products."

But did it go too far? The pandemic has clearly highlighted the frailties inherent in the concept. When we have dealer readers telling us that it is simply impossible for them to order a single ATV for example, from any of four different supplying manufacturers, something has clearly gone badly wrong.

The article goes on to ask if what we're seeing now will fundamentally change the attitudes of manufacturers in the future? Will more stockpiling take place as a buffer against similar incidences happening again? Or, as some business experts predict, will the pursuit of cost savings once again trump any other considerations?

Referring to the situation that the world finds itself in today, there is quote in the piece from Jim Farley, the chief executive of Ford Motor. Rather sadly for everyone, he says, "The impact to production will get worse before it gets better" - which is precisely not what a dealer who has a customer with money to spend on some new kit, or is desperate for a part to fix an existing machine, wants to hear.

The authors continue to explain a phenomenon that we have been discussing this year with our panels of manufacturer representatives and dealers, regarding the global supply chain. This being the idea that where a delay crops up in one part of the world for a particular component, that will inevitably and inexorably lead to further knock-on effects somewhere else in the manufacturing process. And that is all before we have even taken into account the state of the worldwide shipping industry! It truly is a perfect storm.

Lack of promotion

In my position as editor of a trade journal, in a normal year I would be flooded with press releases about manufacturers' new machinery launches that are in the pipeline - especially ones promoting new kit that will be on show at forthcoming industry exhibitions. 

There are two commercial turfcare shows in the diary, which are not very far off now - BIGGA's Festival Of Turf and the Sports & Grounds Expo at Malvern. I'm pretty sure I'm right in saying that I haven't received a single piece of information regarding new machines planned to be exhibited at either of these events thus far.

Now this lack of promotional activity could be due to lingering uncertainties surrounding roadmaps and potential lifting or otherwise of restrictions. That would be understandable. However, it doesn't seem to be too much of a stretch either to speculate that manufacturers aren't shouting about these things because they can't get hold of new machines themselves. Or perhaps more likely, they don't want to have an example of a certain product on their stand, leading to repeated conversations with visitors along the lines of 'Sorry, we won't be able to deliver it to you for at least 6-8 months!".

Goodman and Chokshi's article ultimately asks the question, will the events of this year change the way the world works? Not wanting to spoil the conclusion of the piece for you, but considering how this lean style of manufacturing has delivered healthy profits up until now, there is a school of thought that believes once events settle down, the absolute pursuit of maximum profits will once again be the overriding priority.

Everybody wants things to return to normal and it's in everyone's interests that the industry is profitable. It would however, be nice to think that some lessons are also learned along the way.

60 Second Survey

You may have noticed we're running a 60 Second Survey today - for dealers only. Related to what we're talking about here, we're interested in your views on customer loyalty currently and what you’ve experienced in your own dealership.

Are your customers shopping around? Are they moving from brands that they’ve been with for generations? We’d love to hear your views.

Please take a few moments to take our 60 Second Survey today - as ever, your feedback is very much appreciated. 

TAKE THE SURVEY

Kverneland have announced a change for their dealer network, with more area for C&O Tractors through their Blandford Forum, Dorset depot.

Kverneland managing director Joe Bell and Andy Coles, C&O managing director

This development means that the full range of Kverneland implements is now available from all four of C&O’s depots - Blandford, Wilton, Funtington and the Isle of Wight. 

“Since we welcomed Kverneland back to C&O firstly at Funtington in 2017, and subsequently on the Isle of Wight and Wilton, it has been an aspiration to be able to offer this premium brand to all of our customers,” said Andy Coles, C&O managing director. “And following detailed discussions with Kverneland, I’m now proud to announce that our Blandford depot will also sell Kverneland.”

“This is fantastic news for the company and for our customers,” he said. “Supplying the full line of Kverneland machinery and parts across the whole C&O group will enable us to have a focussed approach, offering an increased range of machinery for our customers while expanding our stock and supply of Kverneland original parts.”

Kverneland managing director Joe Bell added, “C&O has gone from strength to strength in the last four years. This expansion creates an opportunity for new business in addition to supporting existing customers in those areas.”

After 46 years with Kubota ground care machinery dealer Thurlow Nunn Standen (TNS), machinery stalwart Laurie Brown has retired.

Laurie Brown

“I’ve now decided to practice what I’ve been preaching, by investing in a walk-behind Kubota W819R-Pro so I can continue to keep my lawn presentable during my retirement,” explains Laurie, who stepped down from his role as branch manager of TNS Kennett, near Newmarket, Suffolk, during May.

“I wouldn’t buy anything else, and based on the reliability and durability of Kubota equipment I’ve seen over the years, this is likely to be the only mower I’ll need,” he adds. “I’m proud to say that I have two customers who still use their G3 HST mowers that were bought new in the late 1970s.”

“Japanese reliability is legendary and the machines are still serviceable; so it is down to us, as the supplying dealer, to deliver with aftersales and service,” he says. “I’ve been fortunate enough to meet some fantastic people along the way, and I’ll certainly miss the camaraderie from our suppliers, and our customers.”

Laurie has worked with Kubota since TNS became a ground care dealer in the late 1970’s supplying products up to 100hp. He says it’s been a journey that has also led to developing extremely enjoyable working relationships with customers.

“When you enjoy the job this much, it’s not a chore – it’s a way of life,” he says.

Having joined the business straight from school in June 1975 and worked his way up through the business, Mr Brown has spent time as regional aftersales manager, and enjoyed being branch manager of several TNS depots including Littleport, Melton and Hinderclay, before moving to Kennett four years ago.

“Over the years, when customers invest in TNS-supplied Kubota machinery, they also invest in the people who look after them. And I’m pleased to say it’s rewarded me with many long-term relationships with customers – I consider a lot of them to be good friends.”

Aside from taking care of his lawn and creating those sought-after green stripes, Laurie is looking forward to spending quality time with his family, and embarking on travelling with his wife, when it’s safe to do so.

“We do like cruises, and we’re looking forward to doing many more of them,” he says. “Though if I could do it all again, I wouldn’t change a thing.”

Merlo UK has announced they have extended their network by adding a new dealership located close to Great Yarmouth on the East Norfolk coast. 

Emma Davey and Richard Gay, owners of SAS Agri

SAS Agri is a family business owned and run by Richard Gay and Emma Davey who purchased the business in March 2020 from its founder Alan Suffling - who started the company in 2000. 

Owen Buttle, national sales manager, Merlo UK said, “We plan to work closely together with SAS Agri to develop the Merlo business in North East Norfolk in the years ahead. We know how important it is for the local agricultural community to have a dealer they can rely upon when they need support.

"This appointment, with Richard and Emma’s local connections and agricultural machinery experience, we are sure will be met with strong
local approval."

Emma Davey added, “Richard and I are delighted to be joining the Merlo dealer network. We are looking forward to meeting Merlo customers old and new, for both sales and service at our family run dealership on the Norfolk coast.

"Being farmers ourselves, we understand the needs of our customer’s first-hand. We pride ourselves in excellent customer service and matching the right machine to the right customer. We feel that the Merlo brand will complement our current range of agricultural machinery and are incredibly proud to be approached to take on this new franchise.”

Opico Ltd has announced the expansion of its partnership with J&S Montgomery, adding the Strautmann forage wagons to their product line up.

(Back row left to right): Robert Clachan, Alan Robertson, Paul Neill, Alex Wilson, John Wilson, Colin Montgomery, Director, J&S Montgomery
(Front row left to right): Douglas Montgomery, Managing Director, J&S Montgomery and Charlie Wilson, Territory Manager, OPICO

J&S Montgomery is already a long-standing and successful Opico dealer, selling and servicing the HE-VA range of cultivation machinery, Opico range of grassland maintenance equipment and grain dryers and Sky Drills. J&S Montgomery has been a John Deere dealer since 1980 and operates from depots in Beith, Stranraer and Ayr. 

Commenting, Charles Bedforth, Opico sales director said, “We couldn’t be more delighted that Strautmann will be represented by J&S Montgomery and we are confident that all our customers will continue to receive excellent support. J&S Montgomery cover the West of Scotland and have a large team of service engineers across three branches.”

Douglas Montgomery, managing director at J&S Montgomery added, “The Strautmann forage wagons are a valuable addition to our machinery portfolio. Alongside Opico’s expertise in grassland equipment, we will offer a comprehensive service to our local customers. We are looking forward to getting the machines out to our customers for demonstrations.”

Väderstad AB has acquired 100 percent of North Daktota-based AGCO-Amity JV LLC (AAJV).

AAJV - also known under the name Wil-Rich - will be fully integrated into the Väderstad global group of companies under the company name Vaderstad Inc.

AAJV was formed in 2011 through a 50/50 joint venture between AGCO Corp. and Amity Technology for the continued manufacturing of seeding and tillage products under the Concord, Wil-Rich and Wishek brand names. The company has 270 dealers globally, most of them in the United States.

Väderstad say the integration of AAJV allows them to gain access to distribution outlets in the USA, a manufacturing facility in the USA as well as benefit from the heritage and reputation of the brands.

Väderstad president and CEO Mats Båverud said, “This acquisition is in line with our long-term ambition to grow on the North American market. AAJV has a strong position on the US market combined with a product portfolio that gives us a more complete product offering in North America."

AAJV has 110 employees and a manufacturing facility of 30 000 m2, a parts distribution warehouse, and a research and development facility in Wahpeton, North Dakota. Their product line serves a range of tillage and seeding needs such as field cultivators, disc harrows, shank drills, disc drills and air carts.

Campey Turf Care Systems has been appointed as the Martin Lishman Micro-Spray worldwide distributor.

Martin Lishman national sales manager, Joel Capper, says he is confident Campey will increase the profile of the Micro-Spray and take it into new markets and is excited to continue working with the company.

“We have been working closely with Campey for a number of years and have been impressed by their global reach to sports clubs and amenity facilities,” Joel said. “We feel confident in their ability to take the Micro-Spray forward into different markets in new countries and look forward to working with them even closer in this latest chapter in the Micro-Spray success story.”

Campey chairman, Richard Campey, added, “New approaches and innovation is something we look for in the machinery we work with, and we’ve been impressed with Martin Lishman’s approach to compact sprayers for some time. We are very pleased to be able to reinforce an already successful relationship with this exclusive agreement regarding the Micro-Spray and look forward to the next developments in their range.”

Dochfour House, which overlooks Loch Dochfour, features immaculate lawns and gardens created in the 1880s and estate director Alexander Baillie, has credited their 15 Husqvarna Automower robotic lawn mowers for maintaining its impressive estate.  

First fitted in 2018, the robotic mowers now cover approximately 7 acres of the estate’s formal lawns and landscaped parkland, encompassing ground of all shapes, inclines and textures. 

Featured on the Inventory of Gardens and Designed Landscapes, the estate regularly hosts photoshoots and corporate events, requiring picture-perfect grounds and lawns throughout all seasons. During the summer months the estate experiences the quick speed of grass growth, while the winter months encounter the full force of the Scottish Highland weather, which has proved a perpetual problem over the years.

Alexander Baillie, explained Dochfour’s switch to the robotic mowers saying, “For years we used the forest and groundcare department at MacGregor Industrial Supplies to service our mowers and chainsaws, and once they began selling Husqvarna Automower we knew we wanted to test them out.

“The unpredictable Highland weather was a big push into moving towards Automower, as well as the many steep banks which have long proved a headache in terms of the health and safety issues they present.”

Alexander continued: “During our first year of using Automower we tested it on a small area, but after seeing its remarkable results, we rapidly increased the working area and the number of mowers in our fleet. We’ve been immensely impressed by the all-wheel-drive X-Line model which have tackled our steepest banks with ease. 

“Installation of the mowers has been very straightforward, and thanks to the generation of our own electricity using hydropower, our lawns require no fossil fuel-based inputs. The Husqvarna Temporary Fences have been a great help to cordon off bulbs and wildflower patches, while still achieving lush lawns on the rest of the areas.

“Automower has made such a huge difference to the way we work, providing hours of free time to concentrate on other parts of the estate. We look forward to extending our fleet in the future.”

Key Account Manager – London North 

Job Overview

With over 330 years of innovation and passion, Husqvarna provides sustainable solutions within the Professional Greenspace Maintenance. We let high performance meet usability and safety, ensuring you are ready to get the job done efficiently. Every development by Husqvarna is made with the user in mind. Husqvarna offers a wide and growing range of products and accessories, including everything from Professional Chainsaws and Professional Battery handheld products; to Professional robotic lawnmowers (Automower®). With a solid focus on the Professional Automower® solution, we offer the strongest range of sustainable turf care made in the UK and are the world leaders in robotic mowing since 1995. We are therefore looking to grow our team in this area with a talented and pro-active Key Account manager to help us reach our goals.

Key Responsibilities

The role will involve the implementation of Go to market sales and marketing strategies and this will include developing and managing freely a regional Key account Pro Automower® portfolio together with managing and growing the existing Pro Key accounts.

The negotiation of product listing, making recommendations, and implementing action plans is vital in this role and establishing a sustainable relationship with Pro Automower® customers, strong communication and relationship building is pivotal. 

In addition, the role will involve gathering market and competitor intelligence and analysis and identifying and facilitating marketing opportunities. As part of the role, you will be part of the UK Pro sales team and a strong collaboration with dealer sales team

Support efficient coordination with the various departments of the company to achieve the objectives set:

• Marketing activities which include product approach, markets, management of calls for tenders, pricing
• Manage sales administration on a regular basis
• Liaise with Supply chain for goods being despatched
• Support customers with any after sales queries 

The Candidate

A good educational background with relevant degree education or equivalent and turf maintenance knowledge and B2B sales experience would be advantageous.

Essential skills for this role include being team player but also able to work independently with a strong “self-starter” approach. In addition, strong interpersonal skills and relationship building are essential qualities with the ability to communicate, present and influence at all levels. Individuals will possess a high level of tenacity, be self-confident with a style that can enliven, engage and positively impacts individuals and groups to succeed together. Finally, you will enjoy working in a fast paced environment and have a strong commitment to results and be commercially astute, numerate and with an appreciation for pricing, costs and profitability.

Additional skills required include:-

• Must be highly experienced in: Microsoft packages, Outlook, Word, Excel, Powerpoint and CRM solutions
• Full UK driving licence. A towing (B&E) category would be advantageous

Benefits

The role includes a competitive benefits package and our sites across the globe act as culture hubs where collaboration is key to success. The role will also involve elements of home working and will give the best opportunity to combine work and private life.

How to apply

If you are interested in this role, please contact andy.scott@nigelwright.com for further details.

Key Account Manager – London South

Job Overview

With over 330 years of innovation and passion, Husqvarna provides sustainable solutions within the Professional Greenspace Maintenance. We let high performance meet usability and safety, ensuring you are ready to get the job done efficiently. Every development by Husqvarna is made with the user in mind. Husqvarna offers a wide and growing range of products and accessories, including everything from Professional Chainsaws and Professional Battery handheld products; to Professional robotic lawnmowers (Automower®). With a solid focus on the Professional Automower® solution, we offer the strongest range of sustainable turf care made in the UK and are the world leaders in robotic mowing since 1995. We are therefore looking to grow our team in this area with a talented and pro-active Key Account manager to help us reach our goals.

Key Responsibilities

The role will involve the implementation of Go to market sales and marketing strategies and this will include developing and managing freely a regional Key account Pro Automower® portfolio together with managing and growing the existing Pro Key accounts.

The negotiation of product listing, making recommendations, and implementing action plans is vital in this role and establishing a sustainable relationship with Pro Automower® customers, strong communication and relationship building is pivotal. 

In addition, the role will involve gathering market and competitor intelligence and analysis and identifying and facilitating marketing opportunities. As part of the role, you will be part of the UK Pro sales team and a strong collaboration with dealer sales team

Support efficient coordination with the various departments of the company to achieve the objectives set:

• Marketing activities which include product approach, markets, management of calls for tenders, pricing
• Manage sales administration on a regular basis
• Liaise with Supply chain for goods being despatched
• Support customers with any after sales queries 

The Candidate

A good educational background with relevant degree education or equivalent and turf maintenance knowledge and B2B sales experience would be advantageous.

Essential skills for this role include being team player but also able to work independently with a strong “self-starter” approach. In addition, strong interpersonal skills and relationship building are essential qualities with the ability to communicate, present and influence at all levels. Individuals will possess a high level of tenacity, be self-confident with a style that can enliven, engage and positively impacts individuals and groups to succeed together. Finally, you will enjoy working in a fast paced environment and have a strong commitment to results and be commercially astute, numerate and with an appreciation for pricing, costs and profitability.

Additional skills required include:-

• Must be highly experienced in: Microsoft packages, Outlook, Word, Excel, Powerpoint and CRM solutions
• Full UK driving licence. A towing (B&E) category would be advantageous

Benefits

The role includes a competitive benefits package and our sites across the globe act as culture hubs where collaboration is key to success. The role will also involve elements of home working and will give the best opportunity to combine work and private life.

How to apply

If you are interested in this role, please contact andy.scott@nigelwright.com for further details.

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