Service Dealer has conducted another of our regular panel discussions with a mix of dealers from around the country, representing domestic, commercial and agricultural machinery businesses.

Again we'll be keeping who joined us anonymous to create an atmosphere where everyone feels comfortable sharing their opinions frankly and honestly. We thank everyone involved for their time and for their expert insight.

Has the season kicked off?

We began by considering that subject discussed whenever two or more dealers are in the same room together, has the season begun and how is it progressing?

The consensus was most definitely that it has been extremely slow to get going this year. We heard the view that everything was perhaps around 6-8 weeks behind where dealers would expect it to be in a normal year (whatever that is these days!). Also, unusually, there had not been that initial flurry of customer activity often seen in March which can act as a warm-up to the main season.

Why is this? Well, you could point to the economic situation to a degree, however all our panelists were in agreement that the weather conditions simply had not been in dealers' favour so far in 2023. We heard how businesses are raring to go, chomping at the bit, to start selling in earnest - but until there was a prolonged period of warm, sunny weather, it just isn't happening to the levels desired. With the three bank holidays for England and Wales coming up in May, at least it was felt that the potential is there for some bumper times in the showroom - as long as the weather plays ball.

This is not to say that our panelists were downcast. Everyone spoke about experiencing incredibly busy workshops so far this year for example. 'Ticking over nicely' is how one summed it up. But everyone was clearly just waiting for everything to go boom!

Overstocked?

When that boom does come this year, which everyone seemed confident it would do, we were told that the stocking situation is greatly improved from where it has been these past couple of years. Yes, some items are harder to get hold of than others. Some professional turf care machinery still has long lead times for example and we heard certain ag tractors are difficult to get hold of in numbers if a customer is wanting to place a large, multiple order. 

But generally speaking, levels are demonstrably better than they were. That's not to say it's the same as pre-Covid. We were told that ordering whatever was desired and expecting to receive it quickly, hasn't exactly returned. Sales figures for the month will reflect what manufacturers say is available. But circumstances have clearly improved

Which leads to the question, are dealerships in fact overstocked? Panelists told us they will inevitably be carrying more of some particular lines than ever before, there's no doubt about that. More than they would perhaps ideally choose to. The problem is exacerbated when orders get delayed, stack up, and then arrive all at once.

In a situation such as this, rather than delivering 100 of one line to an individual dealer on a single day, it was suggested, why doesn't the supplier, spread out the goods amongst several dealerships? Regular arrivals of fewer machines would be favoured over sporadic delivery of huge numbers.

However, the impression given was that even if storerooms were filled to bursting, it was with good products that they are confident will move. Some felt there was a degree of scaremongering from certain manufacturers with all this talk of overstocking. 'You can't sell fresh air' was a phrase used, reflecting that even if levels are above where they should be, it's still better than the empty shelves that all have experienced in recent times.

Battery handling

The discussion moved to a topic that dealers everywhere will have a keen interest in and one which we have been discussing in this Update in recent weeks, the safe handling of lithium-ion batteries - and who is ultimately responsible for their disposal?

As we have been hearing, it's a confusing and complex situation, with the guidance available to dealers not exactly crystal clear. What we did hear, is that in general customers are not giving much thought to what happens to their batteries at end-of-life. They are focusing on the much discussed benefits that battery-power offers and certainly with the top-end cordless equipment enjoying a much longer life, the disposal of batteries is not on their agenda.

The dealers we spoke to though, all thought it was an important topic that does require some serious industry-level consideration. Sales of battery-powered machinery for some dealers have jumped massively, so the issue of spent batteries is one that is only going to grow larger and more pressing.

At the moment there arguably appears to be a bit of finger-pointing, not unlike that famous Spider-Man meme, with three parties all addressing the others and saying 'you're responsible'. In this case dealers, manufacturers and customers alike can believe the onus is on the other two for disposal.

One of our panelists pointed us in the direction of the official government WEEE Directive advice and the website of the UK's WEEE Distributor Take-back Scheme (DTS), which could be helpful for all to peruse. But it was believed that what would be most helpful is that a clear industry path to safe disposal is established.

Currently it sounds like a situation that is going to rumble on, with some considerable sorting-out required. The sooner this happens we heard, the better for everyone.

Looking for the positives

We drew our chat to a close, asking what our panelists were finding was going well for their dealership so far this year, or what they had high expectations for?

It was encouraging to hear that however much everyone naturally grumbles about the odd circumstance or situation, on the whole an upbeat outlook is held. "It's been a challenge, but a positive challenge,"  is how one dealer put it.

Some spoke about new brands they had taken on which had given their dealership a real boost, finding popularity amongst their customer base. Others said how all their departments had taken it in turns being busy, all contributing to the business' ongoing success.

What all seemed to agree upon was that there were positive times ahead this year. Being stocked up meant that when the weather behaves itself, customers would be spending. 

In terms of serving all the customers expected through the doors, "There won't be enough hours in the day," one said.

Handy have announced that at this year’s Glee exhibition (27-29th June at the NEC) they will be emphasising their support for retailers and what they describe as "the many opportunities available" to maximise earning potential.  

        
     
The company says an intimate lounge area has been created on their stand specifically for visitors to the show to discuss their garden machinery needs in a relaxed environment. They say that Handy staff will be on hand to advise retailers not only of the products available but also of the support provided, including dropship opportunities and point of sale support, and the company's online portal for access to spare parts.
 
Mark Moseley, Handy’s sales and marketing director, explains, “At previous shows, we have very much focussed on our extensive product range, and we feel that the breadth and quality of our product lines are well understood. For 2023 we have chosen to change the emphasis to focus on the extensive support and service we have in place for retailers to help them get the most out of our products, by meeting their customers’ diverse needs and maximising sales.

"Our experience, expert knowledge and dedicated customer service are central to this. We not only understand product but also the needs of retailers and their customers and it’s important for us to convey this. It’s equally important for us to listen to our customers, so the new lounge area on the Glee stands will enable a two-way discourse, in an informal setting.”

Last week we reported that Toro UK's sales and marketing manager, Craig Hoare was competing in the London Marathon for the first time - running for a cause close to his heart.

Well this week, Service Dealer caught up with Craig, to hear how he got on.

"I survived," Craig happily confirmed to us. "I finished in 6:01:43. It is an unbelievable event, with the sheer scale of it, mind blowing!"

Craig continued, "The support all around the course is like nothing else I have experienced and at times was deafening. I am really glad to have ticked this off of my bucket list, but never again!"

You can still support Craig by visiting his Just Giving page.

Chichester Farm Machinery, based in West Sussex, has received national recognition for its knowledge, professionalism and customer service at a prestigious awards ceremony.

Chichester Farm Machinery's md, Lewis Ramm and sales manager, Steve Everton
 
The dealership was presented with the Avant Dealer of the Year award in February following an exceptional period of sales, servicing and repairs. The award also recognised the company’s aftercare, parts and product knowledge.
 
Managing director, Lewis Ramm, who attended the event in Norwich together with sales manager Steve Everton, said, “We were delighted to have even been considered for such an award, so to then be named as Dealer of the Year was a true honour and a privilege.”
 
He said the award was the culmination of hard work and determination from the whole team. “We may only be a small company but we’re a strong and effective one, with staff who are really committed to their jobs. Receiving an award like this makes it all worthwhile and we couldn’t be more pleased.”
 
Chichester Farm Machinery, based in the village of Runcton just outside Chichester, has been an Avant main dealer since 2018. The company specialises in all types of farm and garden machinery sales and maintenance.
 

Inside Agri-Turf podcast is celebrating the publication of its 100th episode.

The podcast, aimed at those engaged in land-based engineering, was launched by Chris Biddle in July 2020. It has examined many of the important issues for those working in the agricultural and turfcare machinery industry including recruitment, well-being, succession, training and education, dealer profitability, new technology, environment and much more.

After a lifetime in the industry, Chris founded Service Dealer magazine in 1988 which he subsequently sold to Duncan Murray-Clarke’s Land Power Publications. He also edited Landwards, the professional journal of the Institute of Agricultural Engineers (IAgrE) for 12 years until 2020 and launched the podcast during lockdown.

The podcast is produced from his home studio in Salisbury, is independent and carries no advertising or sponsorship.

The 100th episode, published on 27 April 2023 features the remarkable career of Keith Christian, the recently retired Director of BAGMA (British Agricultural and Garden Machinery Association). Keith started his working life in banking but soon ‘found’ the grass machinery industry working for a dealership (H Burlingham) and two suppliers (Spear and Jackson and Claymore Grass Machinery) before joining BAGMA in 2007. 

Keith has the unique experience of being President of the Agricultural Engineers Association (AEA) representing UK manufacturers and importers and heading the dealers’ trade association (BAGMA).

At the time of his retirement on 31 March 2023, Keith’s career had come full circle as AEA bought BAGMA in 2021. He was the winner of Service Dealer’s Outstanding Industry Contribution Award in 2022.

Keith describes retirement at the moment as like ‘being on holiday’ giving time for him to enjoy his newly acquired caravan with wife Katie, motorcycling and playing ‘vets’ rugby.

Overton UK have announcd two new dealerships for the range of professional Mean Green electric mowers.

At EG Coles, Andy Frost, groundcare sales manager said, "We are always looking to anticipate our customers’ requirements, and the Mean Green range is not only a sound environmental choice for our many municipal and educational customers who have to be mindful of the environments they are operating in, but with minimal maintenance requirements, ongoing running costs are minimal, making them a sensible economic choice, too."
 

L-R: Steve Read, depot Manager; Stuart Rose, Overton sales director; Andy Frost, groundcare sales manager
 
At Forth Grass Machinery Ltd meanwhile, Chris Ingram, sales manager, said, “With the change in market towards battery power we want to supply our customers the highest quality ground care equipment and believe the Mean Green Mowers are the ideal solution that fit in with our forward thinking philosophy.
 

L-R: Crawford Jewell, Forth GM md and Steve Barnfather, Overton UK ASM.

Merlo UK have announced that Lincolnshire-based RC Setchfield Ltd are set to join their dealer network.

L-R: Matt Gledhill, Merlo UK product support specialist; Hannah Setchfield, director, and Ashley Clough, area sales manager of RC Setchfield Ltd

“This appointment symbolises Merlo UK’s commitment to providing our customers with strong and full coverage across South Lincolnshire,” explained Owen Buttle, national sales manager at Merlo UK. "As a family-owned business ourselves, we understand the strengths and stability of family-owned and operated companies. The longstanding reputation of RC Setchfield as telehandler specialists places them at the forefront of service and sales expertise in the local area.”

Founded in 1982 by Richard and Heather Setchfield to service machinery, RC Setchfield rapidly expanded into sales and parts following demand from their customer base. The business has since been passed to their daughter Hannah Setchfield, who has led the company as a director since 2021.

Hannah said, “We are delighted by this partnership with Merlo at this juncture in our history, a perfect addition to our current service offerings and existing franchises, solidifying our position asva material handler expert in the local area.

“All the team are excited to be working with a company that shares our core values; a family business, putting customers and innovation at the centre of its operations, in order to compete and do things differently.”

On April 13th New Holland was a guest at Farm of the Future: Net Zero in Practice, a first-of-its-kind event dedicated to farmers, hosted by The Royal Agricultural Society of England and held at Harper Adams University.

The purpose of the event was to bring to life the Royal Agricultural Society of England’s 2022 Farm of the Future report, exploring, and understanding the farm level changes needed to undertake the challenge of Net Zero by 2040.

Mark Howell, New Holland Agriculture alternative energies global product manager, spoke to the delegates participating in the event, explaining the experience developed inside the plant at Basildon, which is a Centre of Excellence for alternative fuels.

The T6.180 methane power tractor with the recently updated Dynamic Command transmission - which is still the only methane fuelled tractor on the market - was displayed at the event, with participants having the opportunity to take it for a test drive.

New Holland and Bennamann contributed to the event giving an insight to carbon reduction on farms, with real solutions and products already available on the market.

Mark Howell said: “Having completed my engineering degree at Harper Adam's I'm personally pleased to be back here and to have the opportunity to share how New Holland is contributing to the objective of a carbon neutral future in agriculture. It’s an honour to bring the T6.180 methane tractor and represent the teams who have worked on this product, which we believe is a real gamechanger in the sector."

At Webb, practicality is a top priority when designing products. The machines are not only designed for ease of use but also for simple maintenance, which ensures a hassle-free experience for customers. With a wide range of products available to cater to all needs, customers will always find the perfect machine to suit their unique requirements.

Webb 56cm (22″) Petrol Wheeled Line Trimmer

The walk-behind petrol trimmer from Webb is the ultimate solution for those seeking trimming convenience. Powered by a superior 161cc four-stroke engine, this trimmer offers unparalleled performance. Trimming large areas can be a tiring and challenging task, but the Webb WEPWT makes it a breeze with its large 36cm twin pram-style wheels. These wheels not only take the weight off your shoulders but also provide excellent manageability, ensuring you can complete the task with ease. With its impressive features, the Webb WEPWT offers a workable solution for anyone in search of an efficient, reliable, and convenient trimmer.

Webb 58cm Walk-Behind Vacuum & Blower

The Webb WEWBVAC Petrol Vacuum is a high-quality gardening tool that boasts a premium 140cc Briggs & Stratton engine and a substantial 58cm working width. It comes equipped with a sizable 150-litre collector that makes clearing leaves and debris from both lawn and hard-standing areas fast and convenient. With ball-bearing wheels, it is easy to push and features adjustable working height for superior flexibility of use.

For reaching hard-to-reach areas, an optional hose kit is available, while the optional scarifier cassette allows for manicuring the lawn. Additionally, the optional brush aids in lifting wet leaves and debris. The machine is also designed to reduce garden waste to a fraction of its original size by simply sucking up wet or dry leaves and clippings and turning them into a fine mulch that is collected in the 150L bag, ready to be spread onto flower beds to return nutrients to the soil.

This walk-behind vacuum operates quietly and smoothly, thanks to its reliable 500e Series engine, which delivers dependable performance, lower noise levels, less vibration, fewer emissions, and reduced fuel costs. The machine's massive 150-litre collection bag is also designed for quicker emptying, with a wide U-shaped zip that makes removing garden waste easy.

Webb 40cm (16″) Petrol Lawn Scarifier & Raker

The top-quality Webb WEPS400 petrol Scarifier is a powerful and fast way to refresh medium-sized garden lawns. It is designed to revive and revitalise lawns, featuring a 40cm working width and is powered by a 212cc Webb petrol engine. The machine comes with a 45-litre collector, making it easy and convenient to use.

The Webb WEPS400 petrol Scarifier also boasts adjustable working height and space-saving foldable handlebars, providing superior flexibility of use. The large wheels make it easy to push around your lawn.

Equipped with a Webb DVO212 4-Stroke OHV petrol engine, the machine delivers 212cc of power, making it ideal for tackling the toughest of scarifying and raking tasks. The scarifier and raker cassettes give you the best option for removing moss, thatch, and dead grass from your lawn.

With a choice of either the 18 steel-bladed scarifier or the 28-spring claw cassette, the Webb WEPS400 petrol Scarifier is designed to transform your lawn. The cassettes remove moss and thatch, penetrate the soil, and allow moisture and nutrients to be easily absorbed, resulting in a healthier and more vibrant lawn.

Become a Webb Stockist

• Increase your business profit margins
• Various point-of-sale solutions
• Regular special offers
• Sales and marketing support
• An ever-evolving range - covering petrol, electric and cordless. 

For further information click here: Webb Brochure or Retail Website 

To become a dealer email sales@handys.co.uk, telephone 01793 333220 or visit the manufactures website: Handy 

Our 2020 Summer research showed that on average, each Garden Trader dealer will be sent 114 new customers (or people with a buying intention walking through your door) per year.  This works out at 83p for each new customer. A subscription rate designed to be all inclusive delivering unrivalled online results.  

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