THE MEMBERSHIP MAGAZINE OF THE BRITISH AGRICULTURAL AND GARDEN MACHINERY ASSOCIATION ISSUE 14 | JANUARY–FEBRUARY 2019
A family affair Gill Read, co-owner of Read Agriservices, explains why they diversified over the years LAMMA REVIEW | DEALER NEWS | RETENTION
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IN THIS ISSUE
Looking ahead
ISSUE 14 JANUARY–FEBRUARY 2019
There will certainly be one big change in 2019, as I step down in May... COMMENT
BRIAN SANGSTER PRESIDENT BAGMA
Cover: Ben Roberts, Blooming Photography
MAY I TAKE this opportunity to wish all our members a very happy and prosperous new year. I trust that all our members and families had an enjoyable and well-deserved break over the festive season. But back to reality and business – and the start of another year with just as much turmoil and uncertainty as we left in the old year. How is it that so many professional people, which we voted to run the country for us, have got it into this state? How can there be so many opinions and how can they possibly all believe that their thoughts and plans are the right ones? Surely they can’t all be right, and what confidence does it give us for the future in how we plan ahead? But no more mention of Brexit since I’m sure it’ll all have changed a few more times since I wrote this column anyway. So what about BAGMA, as we move into a new year? This year, at the AGM in May, I’ll step down as president, having held office for four years, and make way for our current vicepresident, Peter Arrand, who is also chairman of the Connect Group. Peter is a very busy person in business but still manages to juggle and devote a considerable amount of time to BAGMA. Peter’s next Connect Meeting on January 15 will be hosted by Stihl in Camberley, where we’re looking to connect with members in the South East of England. The membership magazine of the British Agricultural & Garden Machinery Association Published 6 times a year by bira publishing Editor Chris Boiling 07713 192344 chris.boiling@bira.co.uk Design Alan Bingle 07949 024737 alan@forty6design.com Multimedia sales executive Simone Adams 0121 446 6688 simone.adams@bira.co.uk All advertising and media enquiries please email: editorial@bagma.com
Peter, along with David Kirschner, also represents our industry on an employers’ working group for the Department of Education in formulating the government’s latest initiative in Technical Qualifications (T’Quals). We had a full turnout at our last BAGMA Council meeting in September, which was in itself very encouraging and certainly the first time in a long while. It’s important that we get the input and full representation of our industry as we strategically direct BAGMA through these challenging times. It is to be hoped that our next meeting in March will again attract that full turnout. The Council was traditionally made up of representatives from each of the regional groups, however as the regional groups have dwindled, amalgamated or disbanded the structure had to be changed and become a Council of specialists covering areas such as Health & Safety, Training & Education, Legal & Parliamentary, CLIMMAR, Connect Group, Young Dealers Group, etc. Our Young Dealers Group has updated its name from Young Managers Group to encourage young members who may not be managers but do have the potential to progress within their businesses. They’re already planning a number of interesting programmes and topics with appropriate speakers for future meetings but all with the intention of networking and developing their self-confidence and leadership skills. If you’re interested, or you have a potential young person who you would like to develop, please contact BAGMA (details below).
BAGMA, 225 Bristol Road, Edgbaston, Birmingham B5 7UB Tel 01295 713344 www.bagma.com BAGMA president Brian Sangster BAGMA director Keith Christian BAGMA business development manager Richard Jenkins Tel 07432 290605 Every effort is made to ensure the accuracy of the material published in BAGMA Bulletin. bira Publishing Limited can accept no responsibility for claims made by manufacturers, advertisers or contributors. Views expressed by advertisers or contributors are not necessarily those of the publisher or of bira. Advertisers in BAGMA Bulletin are not agents of bira or any of their associated businesses, including bira bank and bira direct. Also, bira and its associated businesses never act as agents for any advertisers. Printed in the UK by Stephens & George.
BAGMA BULLETIN JANUARY–FEBRUARY 2019
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NEWS TH White has taken over JG Plant’s Hereford depot; Record sales for CLAAS; Johnston Gilpin celebrates 50 years in business
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COVER STORY Why Read Agriservices refuses to put ‘all of its eggs in one basket’
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SPECIAL REPORT Recruitment, retention and development: The key points from the position paper that BAGMA presented at the CLIMMAR Congress
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OUT & ABOUT BAGMA attends AgriScot
bira, 225 Bristol Road, Edgbaston, Birmingham B5 7UB Tel 0121 446 6688 Fax 0121 446 5215 www.bira.co.uk bira president 2018-19 Surinder Josan CEO Andrew Goodacre Finance director Beverley Long Commercial director Jeff Moody Regional sales managers Joanne Arthur 07572 790337 Lorna Lewis 07814 767925 Gary Mitchell 07814767910 Janine Redford 07870 970856 John Stendall 07376 442841
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BAGMA NEWS
BULLETIN BOARD
SYMONS ADDS TO PORTFOLIO
BAGMA member Andrew Symons is now handling sales and support for GreenMech in Devon. Andrew Symons said: “We feel GreenMech offers a superb range of products that complement our existing portfolio and will suit both professional and domestic users.”
ZETOR LAYOFFS
Czech manufacturer Zetor Tractors plans to layoff 40% of its staff by the end of March. About 260 jobs are expected to go at the Brno-based producer, which union representatives said was in financial difficulties.
MAKING TAX DIGITAL DEADLINE
Making Tax Digital for VAT is the biggest change to tax in decades and will be rolled out from April 2019. VAT-registered members with a turnover above the current £85,000 VAT threshold must be ready to maintain their financial records digitally and be able submit their VAT returns directly to HM Revenue & Customs using compatible software. Visit bagma.com/digitaltax/ to find out more and to see how approved service partners Tax Assist can help you through the process.
Pellenc dealers impressed with factory and new products TWENTY PELLENC DEALERS from the UK and Ireland recently visited the company’s modern facilities in Pertuis, France. The tour included the impressive R&D department, which has seen 844 patents registered. Day two gave them the chance to test the latest equipment ahead of its 2019 launch. The tr ip wa s rounded of f w it h a presentation to the best overall dealer of the year, RT Machinery, and best new dealer, Myrddin Garden Machinery. Scott Reynolds of RT Machinery said: “I never realised just how big the Pellenc operation was. It was also fantastic to pick up the dealer of the year award, which rewards the efforts of the whole RT Machinery team.” Matthew Clark of South East Groundcare Machinery added: “I was amazed at the sheer scale of the operation – from the R&D department, which invests a considerable amount of profit back into the development of new products, to the assembly line. It has given me a greater insight into product development
20 Pellenc dealers from the UK visit the factory in Pertuis, France
and to test the new products ahead of their launch was very interesting.” UK and Ireland distributor Etesia UK’s managing director, Les Malin, said: “To get feedback from Pellenc dealers on new products ahead of their official launch is invaluable. Our customers now acknowledge that battery products are here to stay and can see the benefits of this technology, so it’s vital that our dealers see what our future plans are.”
Howzat for customer service? JOB CHANGES
Michael Grey (above left), who joined John Deere seven years ago, is the new strategic account manager for turf and other nonagricultural equipment, replacing Brian D’Arcy. Brian has moved to Germany after his promotion to product manager for compact and utility tractors in Europe, North Africa and the Near & Middle East. Dennis Docherty (above centre) has been appointed vice-president, agriculture and turf sales and marketing for Europe, North Africa and the Near & Middle East. He succeeds Christoph Wigger (above right), who has been appointed vice-president, global crop care platform for Deere’s worldwide Agriculture & Turf Division.
TERRA FIRMA GROWING
Scottish supplier Terra Firma has significantly increased its groundcare machinery offering by adding four new brands to its portfolio. The deals are with Kioti UK, Muthing flail mowers, Woods finishing mowers and Shibaura slope mowers.
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RT MACHINERY’S MOST unusual inquiry in 2018 was for a good value gang mower to cut the grass on a cricket field… in Mongolia. The Mongolian Cricket Association (MCA) was looking for a machine to cut the only real grass cricket pitch in the country, a pitch that is the focal point of the sport in a brand new cricketing nation! The MCA provides year-round coaching and kit to state schools and orphanages, focusing on the difficult areas of the capital, Ulaanbaatar. Great social inequality exists here and the MCA wants to create a community where sport is the common denominator and where friendships can be made irrespective of wealth or social standing. “I was very touched by the work they do and in particular how they raised the $50,000 to build that first pitch in
2016,” Richard Taylor, managing director of RT Machinery, said. “It just felt like the right thing to do to ship them one of our Junior Tow n Mow gang mowers, together with a few spare cylinders, with our compliments, as our way of helping them further with their mission. It’s not often you can do something that has such widereaching benefits!” Battulga Gombo, head of the MCA, said: “As a small NGO, the mower is for us a large piece of capital equipment, and we expected that we would not be able to save up enough to buy one for at least another year. To receive it as a gift from so far away by people that have not come and seen the kids starting out in cricket and having fun, demonstrates an extremely kind, generous and outward-looking attitude.”
Yes, this is a John Deere tractor! Double A, based at Cupar in Fife, has supplied seven new John Deere 2026R compact tractors to local authority contracting organisation Tayside Contracts. The ‘footpath gritter’ tractors are going to be used mainly for winter maintenance of public footpaths. For this task, they are equipped with industrial tyres, a 54in front blade, Kuhn 360-litre rear-mounted spreaders, and fully-heated cab. Unusually for John Deere tractors, they have been supplied in Tayside Contracts’ corporate colours of yellow and blue (shown).
BAGMA BULLETIN JANUARY–FEBRUARY 2019
BAGMA NEWS
Dealer’s showcase attracts 4,000 visitors AGRICULTURAL AND TURF equipment dealer Johnston Gilpin celebrated 50 years in business with a two-day exhibition near its base in Lisburn, Northern Ireland. At the local Eikon Centre, the John Deere dealer displayed the current range of tractors and machinery alongside some historic favourites – including a 100-year-old Waterloo Boy, lent by local man Graham Crymble, and a 1951 John Deere Model B that belongs to the company founders, the McConnell family, and was restored around 15 years ago. More than 4,000 existing and potential John Deere customers attended the event. Managing director Randal McConnell commented: “It was a superb event and we are very pleased with how it all went. To see so many people come and support us was really encouraging and there were a few deals initiated that we will be following up!” Randal’s father, Donn McConnell, who started the business in 1968, also attended the show.
“My father is still involved in the business and comes in every day,” Randal said. “He has taken a back seat over the last 10 years but still keeps an eye on things. He turned 80 this year, so it has been a big year for us all round.” Randal’s brother Neale runs the domestic groundscare division at another site a few miles away. “This has been an important milestone for us as a company to reach,” Randal continued. “For us to be trading successfully and indeed expanding in today’s volatile business climate is a magnificent achievement. We see this special anniversary event as a show of strength, a sign of our professionalism and the culmination of my father’s hard work and dedication to the John Deere brand over the last 50 years. “We are very proud as a family and as a company to be one of the oldest John Deere dealers in the UK and the oldest in Ireland. This show was probably the largest single indoor dealer exhibition of its kind in the country."
Record sales for CLAAS AGRICULTURAL MACHINERY MANUFACTURER CLAAS increased sales last year to a new record of nearly €3.9bn, with profit before taxes up to €226m (from €184m the previous year). “We have continued our growth in a volatile market environment and once again significantly improved our profitability,” said executive board member Hermann Lohbeck. CL A A S noticeably improved revenue in core countries such as Germany, France and the United CLAAS’s record Kingdom. There was a slight spend on research project-related decline in sales and development – it’s doubled in Eastern Europe, and in China over the past ten there was a decline as a result of years. market uncertainty.
€233m
The members of the CLAAS executive board (from left): Bernd Ludewig, Hans Lampert, Hermann Lohbeck
€3,889.2m
€3,761.0m
2017
Change
€372.7m
€335.7m
+11.0%
Profit before taxes
€225.7m
€184.5m
+22.3%
Consolidated net income for the group
€152.0m
€115.4m
+31.7%
Free cash flow
-€83.9m
€209.6m
-140.0%
€1,395.5m
€1,293.8m
+7.9%
€160.3m
€130.7m
+22.6%
Sales revenue EBITDA
Equity Capital investments in fixed assets Research and development Balance sheet total Number of employees
BAGMA BULLETIN JANUARY–FEBRUARY 2019
2018
+3.4%
€233.4m
€217.6m
+7.3%
€3,384.7m
€3,232.8m
+4.7%
11,132
10,961
+1.6%
Business is booming at P&D’s new country store WHILST MANY IN the industry found 2018 to be a testing year, P&D Engineering saw turnover sharply increase. The company puts this down its investment in a new country store at its site in Bredon, Gloucestershire. Having seen the closure of Countrywide’s stores in Upton, Malvern and Evesham, P&D owner Mike Pullin decided to expand his retail area to complement the business’s existing agricultural offer. A range of bedding and animal feedstuffs are now available alongside a full range of tools, gardening items, water fittings, tapes, and clothing. Mike and his team opened the store for late-night shopping in the run-up to Christmas and continued with their rather special, rather high Christmas tree – which is now famous in the Bredon area! “Customer reaction to the new store has been fantastic,” Mike said. “Many people were left wondering where to buy their animal feed and now we have built up a regular clientele who can also buy all those necessary rural items under one roof.” For 2019, P&D is expanding its range of compact tractors, commercial mowers and ancillary implements.
White knight for troubled depot FAMILY-OWNED TH WHITE has taken over JG Plant’s Hereford depot, after JG Plant went into administration last month. All 16 employees at JG Plant’s depot at The Beech Business Park, Tillington, have transferred to TH White. The move expands the New Holland dealer’s coverage in South West England. “Adding the Hereford area to our agricultural machinery trading territory brings great opportunities,” managing director Alex Scott said. “We are delighted to welcome the new staff and will be working hard to maintain and grow the relationships with farmers and businesses throughout the region.”
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BAGMA NEWS
BAGMA bank saves the day
Smytham Holiday Park owner Tony Harper with Rob Read from Devon Garden Machinery
Demo delivers for DGM A DEMO, ORGANISED by Devon Garden Machinery (DGM), resulted in the sale of a TYM tractor to a holiday park that had been loyal to another brand for 18 years. Smytham Holiday Park in Devon switched to a new T353 tractor after a test ride. “We needed something simple and straightforward that meets the demands of a holiday park,” owner Tony Harper said. “It’s important for us to have a reliable workhorse with a lot of power, but small enough to manoeuvre between the caravans with cutting units attached.” DGM sales dealer Robert Read said: “We were able to organise a free, onsite demonstration within a week of first discussing the T353, as TYM’s distributor Reesink Turfcare delivered really quickly.”
Speaking of the demonstration, Tony commented: “Robert was very knowledgeable, he showed us the safety measures and how it worked, but then stepped back and let us give it a try. The tractor spoke for itself really, I knew once I’d seen it in action it was the best product out there for the price. And it was a definite bonus that he could leave the tractor with us and we could trade in our old machine that day – it made buying an easy decision!” One of the first tasks for the T353 was moving a 12ft-wide caravan, weighing five tonnes, offsite. “It’s a bit of a funny sight, seeing a little tractor pull a big caravan like that, but it just shows the power it has,” Tony said.
Full line-up for Chandlers AGCO DEALER CHANDLERS (Farm Equipment), which covers an area from Lincoln to the M25 and from Birmingham to the east coast, has expanded its partnership with OPICO – adding Maschio Gaspardo tillage and seeding equipment and Maschio flail mowers, SKY grain drills and Strautmann forage and feeding wagons. Chandlers already
James Woolway of OPICO and Gavin Pell of Chandlers (Farm Equipment)
BAGMA BULLETIN JANUARY–FEBRUARY 2019
sold and serviced the HE-VA range of cultivation machinery and OPICO range of grassland maintenance equipment and grain dryers. James Woolway, OPICO manag ing director, commented: “With a sales team of 25, a fully trained network of service engineers operating out of seven branches and support from a knowledgeable parts team, I’m certain they will do an outstanding job.” Gav in Pel l, ma nag ing d irec t or at Chandlers, added: “OPICO headquarters is in Bourne, Lincolnshire, central to our area and perfectly located to provide us with the highest level of support. OPICO has product specialists dedicated to each of its brands to provide first-hand technical knowledge. This has been key to our success with the HE-VA and OPICO machines and I’m sure the same will apply with Maschio, Sky and Strautmann.”
Agwood, an agricultural and garden machinery dealership in Kent, narrowly avoided buying two vans that were insurance write-offs thanks to the team at BAGMA bank. Despite looking in good condition and with low mileage, Ian Wood, the owner of the business, escaped the purchase after the bank conducted a standard HPI check as part of the process for providing vehicle finance. Ian said: “It just shows the importance of getting an HPI check before you make a purchase. There was nothing to suggest anything was wrong with the vans and the dealer conveniently forgot to mention it but if I was to put employees in them and they had an accident, where would we stand as a business? Also, when we come to trade them in, in a couple of years, we’d get a much lower price for them. As soon as the bank brought it to my attention, I cancelled the order.”
Burdens joins the KUHN dealer network KUHN FARM MACHINERY has appointed The Burdens Group as its new dealer for midand south Lincolnshire. “With 62 staff located across its three depots in southern Lincolnshire, they are ideally placed to provide expert sales and aftersales support to KUHN’s customers in the region,” explained Sian Pritchard, managing director of KUHN UK. John Southern, managing director of The Burdens Group, said: “Their wide product range will further enhance our product offering, allowing us to more fully meet the needs of our arable, livestock and groundcare customers, as well as our vegetable growers.” l Following the recent merger of R Hunt 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. This appointment extends KUHN’s coverage in the south and south west: 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.
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OPINION
‘Most dealers have remained strong and are still with us’ BAGMA director Keith Christian looks back at 2018 and forward to the year ahead COMMENT
KEITH CHRISTIAN DIRECTOR BAGMA WELCOME TO 2019 and the first edition of the year – a collection of articles about our industry and members, a cornucopia of information designed to help our readers keep up with what is going on in our world and the world of BAGMA. We are the only trade association in the UK serving the dealer networks for agricultural machinery, garden machinery and groundcare and as such try to be all things to all our business sectors. Much of our representation of industry is carried out behind the scenes and rarely gets the credit it deserves but, as with other bodies in our industry, we strive to deliver stability, representation where needed on a number of subjects and support for many industry initiatives. We are also in an enviable position of being a part of a much larger trade association, bira, and as such offer more than 35 benefits to members – from simple over the phone advice to free legal support, insurance, our very own buying group and our own BAGMA Bank, which offers a range of financial services, including vehicle and personal loans. Call us if you are in need of something, we may well be able to help make your life easier. 2018 seems to have been a year of mixed fortunes for industry generally. A very dry summer caused concern amongst our garden machinery dealers with both sales and service affected. Such is the resilient nature of this side of the industry and the long-term commitment to the businesses within it, most dealers have remained
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strong and are still with us. It is estimated that this part of our industry is worth around £720 million a year to the UK economy and is fairly stable. The benchmark for the agricultural machinery dealers is tractor sales. At the close of November 2018, registrations of tractors over 50hp were 12.7% up against the previous year at 12,613. Hopefully 2018 will close on a high over 2017. We are still seeing a steady stream of mergers and franchise changes among agricultural machinery dealers, with consolidations being driven by a lack of succession or economies of scale and manufacturers protecting their route to market. We may be losing in terms of companies but the number of dealer outlets appears to remain steady. What will 2019 bring us? Perhaps we just need to get through the mess that is BREXIT before any of us can get back to a normal business life. What will happen? How will it affect businesses and our personal lives? Who knows? What can us mere mortals do about it other than wait and see how it works out? One of the big issues in 2019 will concern training and apprenticeships. The coming together of what was called Trailblazer Apprenticeships and the final approval of the Standards and Assessment processes should see us with a fully functional apprentice programme for the future. However, the Department for Education is now working on the introduction of Technical Qualifications or ‘T’Quals’ for our industry for 2022 that will have an effect on apprenticeship recruitment once in place. On behalf of the BAGMA team may I wish you all a happy and prosperous 2019.
Now for the T level 2019 WILL SEE the first newly At the moment, across the board, qualified apprentices coming there are approximately 11,900 through their Trailblazer appren- qualifications at level 3 or below ticeship endpoint assessment funded and approved for students (EPA). This will be a momentous aged less than 19 years old. achievement that deserves indusMost of these qualifications try recognition as a milestone in are poor quality and don’t prepare the development of the next gen- students to progress into employeration of technicians. ment or higher education. The DfE The next challenge has already acknowledge that the needs of the started and that is to TRAINING employer are not being ensure that land-based met. This recognition is DAVID engineering gets the KIRSCHNER the driving force behind T level qualification it Independent T level qualifications - a consultant and LTA deserves. level 3 qualification that scheme co-ordinator T levels will be unfatruly prepares under-19 miliar to you but in year olds to enter indusfuture years, 2022 to be try possessing knowlexact, they will form a edge and skills that are stepping stone for underuseful to the employer. 19 year olds to join our Our T level is in the industry having undergone a two- embryo stage of development now, year programme of learning sup- so your input is required to shape plemented with work experience. it. As the purpose of the new T levThe aim being to prepare them for a els is to develop a qualification that job in industry or alternatively to go meets the needs of employers, please on to higher education. T levels are respond to any surveys related to not a substitute for apprenticeships this subject and make your views but an alternative to attract young known to BAGMA who will pass people into our industry where they them onto the panel working on can be further developed. this project.
Inspiring words from a trainee groundsman MATTHEW SKINGLE, WINNER of the Most Promising Student of the Year title at the tenth annual Institute of Groundsmanship Awards, plans to use his award to encourage others, particularly younger people, into the industry. Matthew said: “I’d love to inspire young people. I really benefitted from work experience in the industry through school and wouldn’t ever have considered a career as a groundsman without it. It gave me the chance to see what it was like. So, I think we should do more to get out there and show younger people what it’s really like.” Matthew, who studied at South Essex College while working at Coventry City Training Ground, received the award from Toro distributor Reesink Turfcare’s Alastair Rowell.
Matthew Skingle receives his award from Reesink’s Alastair Rowell
Marketing manager at Reesink Turfcare, Holly Jones, said: “Encouraging and supporting young talent in the grounds industry is a hugely important undertaking for us and sponsoring this award demonstrates Toro’s long-term commitment to the development of the industry and our investment in the careers of young people.”
BAGMA BULLETIN JANUARY–FEBRUARY 2019
SERVICE DEALER AWARDS
BAGMA members take top awards They triumph in the major categories at the Service Dealer Awards IT WAS A night of double success for BAGMA member Gayways. Amar and Rajiv Parmar collected the Garden Machinery Dealer of the Year and the Overall Dealer of the Year awards at the Oxford Belfry. The annual Service Dealer Awards, compered by comedian and actor Charlie Baker, also saw
Jess Parks with Mike Cameron (system sales manager, Catalyst Computer Systems)
Star of the Dealership: Jess Parks, ‘all-rounder’ at AF Wiltshire, Dunsfold, Surrey The judges said: “Our winner this year has shown rapid progression in her relatively short time at a highly respected dealership. She has quickly learnt the complex world of parts ordering and has become an integral part of the business.”
BAGMA members RBM Agricultural take home the Farm Machinery Dealer of the Year, RT Machinery triumph in the Professional Turfcare category, and Gustharts become Forestry Equipment Dealer of the Year. Jess Parks of BAGMA member AF Wiltshire was named Star of the Dealership.
Scott Reynolds with Les Malin (managing director, Etesia UK)
Professional Turfcare Dealer of the Year: RT Machinery, Nether Winchendon The judges said: “This family business clearly specialises in machinery targeted at professional users with extensive groundcare knowledge and a strong website. In case we needed confirmation of the quality they offer, they have just been awarded the Royal Warrant.”
Peter Arrand, Bob Tindall and Steve Plewes receive their award from Andrew Herring (account manager, Kramp)
Farm Machinery Dealer of the Year: RBM Agricultural, Yorkshire, Lincolnshire and Nottinghamshire The judges said: “This year’s winning farm machinery dealer supplied a strong category entry with comprehensive customer feedback. They support training and education in the industry and have recently celebrated their 80th birthday.” BAGMA BULLETIN JANUARY–FEBRUARY 2019
Amar and Rajiv Parmar of Gayways with Ken Brewster (UK sales and marketing director, Husqvarna), plus Duncan Murray-Clarke (l) and Charlie Baker (r)
Garden Machinery Dealer of the Year and Overall Dealer of the Year: Gayways, Harrow, North London The judges said: “In a very competitive category, Gayways took over a struggling business 10 years ago and have completely turned around the fortunes of this dealership by engaging with the local community, utilising technology like WhatsApp, video and imagery.”
Rob Gusthart with Robin Lennie, managing director, STIHL GB, plus Duncan Murray-Clarke (l) and Charlie Baker (r)
Forestry Equipment Dealer of the Year: Gustharts, Blagdon, Newcastle upon Tyne The judges said: “This business started, like so many, as a father and son team. Supported by excellent customer feedback, the founder of the dealership, Rob Gusthart, is a well-known character in the industry. His product knowledge is superb, and the showroom and website are a shining example to all.”
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COVER STORY
‘We’ve been wise not to put all our eggs in one basket’ Gill Read, co-owner of Read Agriservices, explains why she and husband Richard have expanded their customer base from dairy farmers to smallholders, building contractors, civil engineers, local authorities, country estates, and consumers… SOMERSET DEALER READ Agriservices was established in a former Nissan Hut in 1971. After a few moves – prompted by expansion from repairs to retail and fabrication – the family business settled in a former caravan showroom on the outskirts of Wanstrow in 2001. Since then, owners Richard and Gill Read – and sons Sam, Ben and Andy – have expanded the retail side. Not only with new and used machinery, but also clothing, ironmongery, gardening equipment, plumbing fittings, timber panels, and gates. They also supply purposemade steel frame buildings. In 2012, they received a kick in the teeth when AGCO ended the Volvo/Valtra franchise they had held since 1984. But they soon signed up with a new tractor manufacturer, McCormick. Here, former teacher Gill brings us up to date. BAGMA Bulletin: What are your hopes for the business this year? Gill: To maintain our level of service to our customer base while endeavouring to maintain a reasonable quality of life. How was 2018 for the business? An excellent year for our structural buildings and shop sales but possibly quieter on the machinery front. It’s a very diversified business… Trying to sell the larger machinery gets increasingly difficult as the margins get smaller. The plumbing and building supplies have been successful – I attribute this to our staff having the knowledge to advise our customers. What’s your main role? To maintain the smooth running and efficiency of the office, training new office staff and being aware of staff morale.
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How did you get into the business? I fell in love with a grease monkey! Being from a farming background, agriculture has always been in my blood – I, however, did teacher training, a career I loved. In the early years of our marriage I would do the necessary paperwork in the evenings for both my class and the business. Richard (who completed his apprenticeship as an agricultural engineer with John Wallis Titts) was working out of a farm shed and we lived in a rented flat. As the children were born and the business began to grow, I would take them to the workshop while I answered the phone, etc. I remember turning to see Ben cutting his teeth on a piece of weld mesh that he had pulled through the bars of his playpen! Eventually we got planning permission to build a house and workshop in the village of Upton Noble. Being able to work from home with three young children was a bonus as childcare was not a major issue – also it did mean the children now saw their father through the summer months. Was it easy to quit teaching? I thoroughly enjoyed my teaching career but soon realised that Read Agriservices was becoming a full-time role – it really is a way of life as well as a career and I often wonder if our marriage would have survived had I pursued a different career path. The extremely long hours over the years would have been harder to cope with if I hadn’t been part of it. What do you like about this industry? Living and working in the farming community is very much a way of life both at work and socially. There are tough times but, on the whole, the banter makes work a pleasure and many wonderful friendships are made. What do you dislike? On rare occasions the overlap of business and
pleasure can be difficult – discussing problems with an account when out socially is a no-no in my book, and deep breaths have to be taken regarding loyalty sometimes. How’s it working with your husband and sons? Now there is a question – to begin with there was no problem but as the business grew it was more difficult to work alongside Richard as sparks would fly. Employing others to actually work alongside him has been brilliant – he wouldn’t tell them to go away as he was too busy! Initially we both encouraged our sons to go elsewhere to work but as time went on we realised we were giving others the opportunity to train so why not welcome them into the business. I have no regrets on this decision and hope they haven’t either. Who’s the real boss? Debatable! I think I probably make the most noise but Richard would have the most drive in the direction the business takes. BAGMA BULLETIN JANUARY–FEBRUARY 2019
“Richard has always had the next goal in his sights – steel fabrication quickly became an important part of the business very early on” Are you able to take family holidays? This has been one of the major drawbacks but our staff are very loyal and on the rare occasion when we have all managed to go away together they have pulled out all the stops to ensure the business continues to flourish in our absence. This has made family breaks all the more precious. Why has the company diversified into so many areas? This is mainly down to Richard’s incredible vision and drive. He has always had the next goal in his sights – steel fabrication quickly became an important part of the business very early on. While out repairing machinery for customers, general welding repairs around the farm became a major part of the business, closely followed by manufacturing steel-framed buildings. The retail side of the business grew slowly at first with our first machines being purchased from Boulters of Banwell. We didn’t branch into a tractor franchise until 1984 when the then Volvo BM, which subsequently became Valtra, became a major part of our lives. For 28 years BAGMA BULLETIN JANUARY–FEBRUARY 2019
this was a prominent part of the business. Being told we were surplus to requirements made us realise that we were very wise not to put all our eggs in one basket! Our final move to our existing premises has leant itself to offering a vast range of retail goods for not only the agriculture community but builders, smallholders and the equine community. The main road location has been invaluable and is definitely a bonus. Tell us about your policy regarding recruitment and retention. This is mainly done by word of mouth and, in this modern day and age, Facebook! In general, our mechanics are trained from school/college. How we wish schools could encourage more hands-on experience to youngsters – health and safety, while vitally important, does seem to be taken to the extreme. How has BAGMA helped the business? Over the 47 years we have been in business, joining BAGMA proved invaluable – they have helped in many ways with advice both with employment
and various legislation which can prove overwhelming to a small business. Another bonus has been meeting other dealers in similar situations as ourselves and being able to swap experiences. What’s the biggest challenge facing your business today? Neither of us has any desire to retire although a little more free time would be a bonus, the biggest challenge is trying to ensure the transition to the future is painless for family and staff with everyone maintaining a good quality of life. What’s been the biggest adventure in your personal life? Leaving home in the 1960s to go to college was pretty big back in the day – there were no gap years then! And your proudest personal achievement? Staying married for 46 years, the business and raising three sons has always been of major importance in my life. However, the gift of four grandchildren far outweighs any other achievement!
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Recruitment, retention and development At last year’s CLIMMAR Congress in Prague, BAGMA director Keith Christian presented a position paper on the key topic of recruitment, retention and development of technicians in our industry. His aim was to highlight the need for more recruitment, a longer-term vision and for a better public understanding of the careers available in the land-based engineering sector across Europe. Here are some of the key points he put forward to the representatives from Europe’s other dealer trade bodies…
BAGMA BULLETIN JANUARY–FEBRUARY 2019
The problem needs to use the same name for the industry to Land-based engineering is a relatively small sec- ensure continuity and encourage participation tor, employing smaller numbers of people than from the manufacturers. traditional engineering industries. New recruits A European-wide marketing campaign needs to the industry are usually people with farming to be established with the same messages for or land-based backgrounds and are limited in recruitment and career progression albeit in difnumber. ferent translations. Literature needs to be generic Other engineering industries will need a high and brand neutral. Germany had some good litnumber of recruits over the next ten years and erature a few years ago with its programme for the land-based engineering sector has to com- ‘Technics for Solid Youngsters’ which would be pete with this even though it will interesting as an idea for a Eurostruggle to offer similar employpean campaign. ment packages and career paths Funding to promote careers to new recruits. This limits the in the land-based engineering number of people available to sector is a problem faced by all the sector. countries. As it is a general conThe industry also has a poor cept, it may be that the country image with young people and organisations will have to pay a it is important that this image share to ensure a wider coverage. is changed by highlighting the A proposal could be made to the technology, the importance main manufacturers asking for a of the industry and the career funding contribution. opportunities that exist within it. 'FUNDING TO Another idea is to have a EuroThe industry has an ageing PROMOTE CAREERS pean-wide accreditation scheme population of technicians with an IN THE LAND-BASED for technicians, parts people, dairy average age of 55 years and these ENGINEERING technicians and others. technicians have to be replaced. SECTOR IS A Balancing new entrants against PROBLEM FACED BY Conclusion those who are retiring or leaving ALL COUNTRIES' The industry needs to step up its is very difficult. general recruitment campaigns and provide a European-wide template for all Possible solutions to use in the recruitment of new people to the l I ncrease the awareness and perception of land- industry. based engineering. Retention of quality people needs to be lP romote land-based engineering careers and addressed in terms of career development, apprenticeships as an alternative to a university income and opportunity. The land-based engieducation. neering sector is very poor at promoting itself and lE nsure our industry apprenticeships are deliv- the opportunities that exist. ered to the highest standards. Each country needs to be responsible for the lS eize the opportunity to start working together development of individuals through structured across the industry. training programmes such as apprenticeships, lD o all of this and more as a complete European further education, higher education and manuindustry, not as individual countries. facturers’ training programmes. The dealer network and trade associations Possible steps need to engage more with what is being offered The industry needs to agree on a single name by manufacturers and encourage manufacturfor what we are. Land-based engineering is the ers to be involved in a more generic industry most generic name so far. The UK has studied programme for the recruitment and retention of what young people may look for to start a career in individuals. land-based engineering and there is really nothing that is common. This presents problems with If you would like to comment on any of these website titles and search engine optimisation as ideas, please email keith.christian@bagma. well as general marketing policies. Each country com.
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BAGMA BULLETIN JANUARY–FEBRUARY 2019
LAMMA REVIEW
Smart farming solutions There was plenty of innovative technology on show at LAMMA 2019's new home, the NEC Birmingham
AN IMPACT AND temperature logging device – to help minimise damage losses in harvested fruit and vegetables – was one of the star products at LAMMA, the UK’s largest farm machinery show. The new ImpacTrack data logger from Martin Lishman – a company that specialises in crop storage technologies – won the gold medal in the Future Innovation category of the 2019 LAMMA Innovation Awards. The cube-shaped data logger can be inserted within the packaging of any fresh produce to monitor temperature and impact shock during transit over any distance by road, rail, sea or air. It can also be encased in a 3D printed shape that mimics the size, shape and density of the fruit or vegetable being processed, which allows real-time monitoring or recording of damage during handling by machines or humans at any stage from the field to the shop floor. The data gathered can be downloaded at the end of the journey via Bluetooth to any smart phone or tablet using the Martin Lishman Sensing app. Dr Gavin Lishman, managing director, says: “The fact that 1.3 billion tonnes of food are wasted globally each year, with almost 60% of crops spoilt, damaged or wasted during post-harvest operations, presents a huge challenge to the food production industry. But digital agri-tech solutions, leading to more efficient post-harvest processes, do not need to be costly and can reduce losses to as low as 1-2%.”
TOPCON SHOWED ITS 12.1in X35 and 8.4in X25 auto-steering and guidance consoles. Both use Topcon’s Horizon software to control a range of farming operations: from auto-steering tractors, sprayers and combines, to controlling variable rate applications and automatic section shut-off of spreaders, sprayers and drills. Topcon’s Auto Headland Turn function enables machines to make fully automated turns at headlands using alternating, infill and single direction infill patterns. “The Auto Headland Turn system assesses machinery geometry and available turning space on the headland to calculate the best turn path,” Richard Reed, managing director of UK distributor LH Agro, explained. “It then steers the machine to precisely position it for the next pass, thereby making headland turns completely automated and ensuring total accuracy during all phases of each field pass. This is of particular benefit when working on recently drilled land where there are no visual references."
KUHN FARM MACHINERY displayed the OCEANIS 7702, one of four new models added to its range of OCEANIS trailed crop sprayers: the OCEANIS 5002, 5602, 6902 and 7702 machines have tank capacities of 5000, 5600, 6900 and 7700 litres respectively and are available with compact, all-aluminium booms in widths of 24 to 48 metres. KUHN Farm Machinery’s twin-reel film binding bale wrapping system won a silver award in the Livestock Innovation category. Unlike other film binding systems which use wide mantle rolls to perform the bale binding function, the KUHN system uses two standard 750mm stretch film rolls to fully encapsulate the bale. As well as improving silage preservation and making the recycling of waste plastic easier, this system also reduces plastic usage by up to 30% by pre-stretching the wrapping film by 70% prior to application. Film loading is also quicker and easier as each roll weighs just 27kg, compared to the wider rolls which can weigh between 40-90kg.
THE CONNIX LED m a g ne t ic w i r ele s s lighting system from Sparex was awarded the gold medal in the Online Innovation category. The lights, which have a 10-hour battery life, can be placed on any vehicle around the farm, acting as indicators, hazard lights, brake lights and vehicle registration highlight.
GARFORD FARM MACHINERY, which produces Robocrop guided hoes and weeding machines capable of working between plants within rows as well as between them, won the gold medal in the Arable category for its latest product. The Baby Salad Leaf Hoe is designed for delicate weed control hoeing in narrow rows of 50mm or less to assist growers faced with limited herbicide options. It uses camera and disc guidance to work close to the plants.
HERBST MACHINERY’S COMPAC Screen took the gold in the new Diversification Innovation category. The three-way split screener consists of a screen box with a pan feeder, where material such as waste material, aggregate, concrete, soil and rubble can be separated into three different fractions, turning it into useful graded end products. The screener has its own power unit and hydraulics, making it completely selfsufficient when operating on site.
BAGMA BULLETIN JANUARY–FEBRUARY 2019
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EVENTS/PRODUCT NEWS EVENT NEWS
Two new courses for mechanics TWO NEW HANDS-ON machinery mechanics courses have been added to Reesink Turfcare’s training offer for 2019. The new courses, air-cooled engines and basic electrics and hydraulics, have been added due to demand. “With these two courses we’re going back to basics,” head of turfcare training at Reesink, Neil Adams, said. “There’s so much technology used in machinery maintenance now with diagnostics tools and the like and while that is incredibly helpful, our customers are telling us they want to learn the foundation of these subjects such as how to do a complete engine strip down. Both courses offer a solid start for those new to the industry and a fantastic refresher course for those with a few more years under their belt.” The one-day air-cooled engines course in February covers the operation and function of a four-stroke engine, learning how to identify components and operate in-line diesel injection and petrol fuel systems, and diagnosing and
repairing common faults associated with modern engines. The two-day basic electrics and hydraulics course in April includes understanding and reading electric and hydraulic symbols and schematics, how to use and demonstrate safe practices with electrical instruments and test equipment and how to diagnose and repair electric and hydraulic systems failures effectively. In addition, battery operation and construction, basic electric theory including Ohm’s Law, electrics and hydraulics safety and hydraulic oils and contamination procedures will also be covered. www.reesinkturfcare.co.uk
Getting Innovation in the Connected in 2019 farming world BAGM A CON N EC T ’ S F I R ST meeting of 2019 will be on January 15 at Stihl’s head office in Camberley, Surrey. BAGMA Connect is the new working group within BAGMA and has been set up to encourage members to take part in meetings. The meetings will be held around the country three or four times a year with an agenda that will cover current topics of concern within the industry, training, legislation, lobbying, relationships with manufacturers and suppliers, Brexit, member services, local issue s a nd how BAGM A Connects with industry and its members. The event includes lunch and a tour of the Stihl facilities.
THE 78TH EDITION of SIMA, the international agri-business show, will be held February 24 to 28 at the Paris-Nord Villepinte Exhibition Centre in Paris, France. One of the show’s key features will be innovation. BTME 2019 will feature more than 150 exhibitors showcasing the latest products and innovations plus 250 hours of educational talks. John Deere will launch its new 6000A Series PrecisionCut fairway machines at the event.
BTME January 22-24 Harrogate Convention Centre, Harrogate
To register your interest in attending, email admin@bagma. com or call 01295 713344. BAGMA BULLETIN JANUARY–FEBRUARY 2019
One battery, multiple tools
PRODUCT NEWS
Battery power for garden and groundcare tools has been around for some time now. However, it’s only since the advent of powerful lithium-ion batteries that electric power could really become a serious contender against petrol two-stroke. Now, a new generation of lithium-ion products has arrived. New from ECHO outdoor power tools is a range of 58-volt battery products. This includes a battery hedgetrimmer, trimmer, lawnmower, power blower and chainsaw for semiprofessional and domestic use. When you consider the benefits of electric power, it’s easy to see why it has grown so quickly since lithium-ion batteries became commercial. The obvious features are batteries that produce the same power as petrol-engined tools, with no exhaust emissions and without the need to store petrol and mix two-stroke. No effort is required to get started. You just charge and go, cutting, trimming, blowing leaves and mowing with virtually no noise or vibration. The ECHO interchangeable battery system is available with two options, 2Ah and 4Ah.
www.echo-tools.co.uk
The aerator breathing life into recruitment THE TORO PROCORE 648 aerator not only has a role to play in preparing sports surfaces from Premier League pitches down, it has also been helping to recruit the next generation of turf maintenance pros in Jersey. The playing field maintenance division has been so impressed with its new aerator that it made it the star of its stand at the Jersey Skills Show. The division was attending the show at Fort Regent to encourage a career in sports turf maintenance, says Steve Landick, playing fields manager for the States of Jersey.
Current apprentice at States of Jersey Peter Ahier with the Toro ProCore 648 aerator at the Jersey Skills Show
He and current apprentice Peter Ahier gave a talk about what a career as a groundsman is like, showing the type of machinery they use to keep the island’s sporting surfaces in the best possible condition.
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OUT AND ABOUT
The challenges of judging innovation BAGMA’s president Brian Sangster and business development manager Richard Jenkins report from AgriScot… THE AGRISCOT SHOW, featuring 250 trade stands in four halls at the Royal Highland Agricultural Society of Scotland showground in Ingliston, has grown into a premier one-day agricultural event. This year BAGMA’s president, Brian Sangster, was invited onto the judging panel for the Product Innovation Award. OUT AND He and fellow judges David ABOUT WITH of the entries. How can you Hamilton (Scottish Dairy BAGMA Farm of the Year 2017 winner) compare products such as these: and Ken Fletcher (editor of The l The John Deere 9000 series Scottish Farmer) were presented self-propelled forage harvester with ten applications to check out. with technology that wouldn’t be out They visited all the companies’ stands of place on the Starship Enterprise and and interviewed staff to find out more about costing up to £470,000; the products. l The Kverneland Siloking e Truck, a self“This was truly a tough job for us,” Brian propelled vertical feeder mixer that is 100% said. “Getting down to the top three and then electric; selecting a winner was virtually impossible.” l The Soltropy System XM10, a modular therThe problem was the wide and varied nature mal panel that does not require antifreeze.
Brian Sangster with the winners from Diversey, Alison Cox & David Jackson, plus Patsy Hunter (Scottish Farmer) and David Hamilton (fellow judge)
It converts the suns energy into free heat by directing heating water and can freeze without damage. l The Diversey Deosan Triathlon natural teat disinfectant produced from plant-based natural products that kills 99.99% of all bacteria, is fully biodegradable and also contains an emollient to aid udder health. All for £2.50 a litre. In the end, the judges gave this product the top award and highly commended awards to the Kverneland Siloking e Truck and the Soltropy ice-immune solar water-heating system.
BAGMA’s Alasdair Straker and Richard Jenkins visit the Pollock Farm Machinery stand at AgriScot, meeting up with the company’s Jimmy Mcghee and Alison Scott. Pollock’s celebrated its 150-year anniversary in 2017 and Jimmy has written a book covering the company’s history as well as the history of agriculture in Ayrshire. Jimmy has had a personal connection with Pollock’s since 1967, when he started as an apprentice. For the last 20 years he has served as managing director. He said the stand had received a larger than normal number of enquiries – a good sign that the market is recovering in Scotland. New products include the Hydraulic Scraper and Rope Scraper.
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BAGMA BULLETIN JANUARY–FEBRUARY 2019
TOGETHER WE GROW THE WORLD
ORDER YOUR BADGE FOR FREE FROM simaonline.com with the following code PROMOBAGM Print your badge in advance to enter the exhibition directly. CONTACT US: Amélie Galatry amelie@promosalons.com
BESPOKE SERVICES FOR YOU WELCOME: An International Business Club at the entrance to Hall 6, a welcome in your language, a personalised visit of the show, etc.
DISCUSSIONS: Free visits to farms around Paris. BUSINESS: Personalised meetings with exhibitors.
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