THE MEMBERSHIP MAGAZINE OF THE BRITISH AGRICULTURAL AND GARDEN MACHINERY ASSOCIATION ISSUE 16 | MAY-JUNE 2019
‘This is my life, I don’t see it as work’ One year after co-founder Robin Nettle’s death, son Jason explains how Winchester Garden Machinery is faring… INDUSTRY NEWS | SHOW PREVIEWS | NEW PRODUCTS
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IN THIS ISSUE
Have you filled in your DSI questionnaire?
ISSUE 16 MAY – JUNE 2019
It’s important for the industry to have accurate and meaningful statistics – and will help BAGMA members if they are looking to change a franchise COMMENT
BRIAN SANGSTER PRESIDENT BAGMA WE HAVE RECENTLY sent out our CLIMMAR DSI (Dealer Satisfaction Index) questionnaires followed by a few reminders stressing the need to complete these forms. Again, I can’t stress enough the importance of doing this. So many people, including manufacturers, gain great value from the results. It’s our voice in the industry with the opportunity to compare the different areas of business between the different manufacturers, both in the UK and in Europe. It’s invaluable in comparing how well manufacturers treat the dealers, identifying areas where manufacturers could improve the way they do business and is certainly invaluable if you’re considering changing a franchise. Please don’t forget to complete these forms. The greater the number of replies we receive, the more accurate and meaningful the results are going to be.
Cover: Ben Roberts, Blooming Photography
Reminiscing I was looking back through some old BAGMA Bulletins while doing a bit of spring-cleaning recently. I’m sure you’ve all experienced picking up some old papers or magazines from the loft or the bottom of a drawer and quickly getting sidetracked into reading them. I then thought my time and efforts could be justified by recording a few notable and interesting items for this column: 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
BAGMA BULLETIN MAY – JUNE 2019
lE mma Pugh (Leah) from RVW Pugh was presented with the inaugural BAGMA Young Employee of the Year Award at the Bira Awards Dinner in 2012; l J ames Daysh of RBM Agricultural received the same BAGMA Young Employee of the Year Award in 2014; lM ike Hughes, BAGMA president 2007-2009, was presented with a Lifetime Achievement Award at the Service Dealer Conference & Awards Dinner in 2010. Tractor sales Interestingly, almost every BAGMA Bulletin also reported on the tractor registrations produced by the AEA. The results have varied up and down over the years and, of course, vary at different times of the year, depending on weather patterns and a few other unanticipated industry and countrywide factors. March 2012 recorded 14,450 registrations in the over 50hp year-on-year category while in December 2018 the year-on-year registrations dropped to 12,102 and in March 2014 they were as low as 10,553. In retrospect, perhaps none of these figures were unexpected and some change would have been anticipated as tractors and machinery get bigger and more sophisticated with less unproductive time, however, business isn’t getting any easier as each deal gets harder to close. I spoke to a salesman recently who compared how completely different it was selling tractors in the north vis the south of the country. For the latest tractor sales figures, turn to page 2.
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.
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NEWS Brexit boosts sales of second-hand tractors; the problems that are opportunities for dealers
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EXPERT VIEWS Cyber security, technical issues, training and safety are covered in this section this issue
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COVER STORY Jason Nettle talks about his father, Robin, and how Winchester Garden Machinery has fared over the past year
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NEW PRODUCTS Compact tractor range grows; Draper Tools launches centenary edition catalogue
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OUT & ABOUT Brake testing in Lincolnshire; demo day at Vincent Tractors
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 Marketing director John Halliday 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
DEERE’S NEW BOSS
John C May, 49, is the new president and chief operating officer of Deere & Company. John (pictured) has been with the company for 22 years and joined the senior management team in 2012 as president, agricultural solutions and chief information officer. Last year he was named president, worldwide agriculture & turf division, with responsibility for the Americas and Australia.
WALKER’S NEW MAN
BAGMA member Walker Mowers UK has appointed Steve Egerton (pictured) as country manager. Steve, who joined the new company on the eve of SALTEX in 2017, has been instrumental in developing and appointing the 60-strong supporting dealer network across the UK.
BOB FOSTER RIP
Bob Foster, who worked for Pearsons of Solihull and a couple of other businesses in the industry, has died aged 45. Known for wearing shorts in all weathers, his quick wit, entertaining stories and appearing on the TV programme ‘The Weakest Link’, Bob was married to Samantha and had two daughters, Emily and Matilda.
NEW SHOWROOM
Family-run business Lister Wilder has opened a new showroom in Elberton, Thornbury.
Brexit boosts sales of second-hand tractors... AUCTIONEERS AT CHEFFINS say demand for second-hand farm machinery has been soaring ahead of Brexit. The firm reported sales of almost £14m in the first quarter of 2019 – with sales grossing more than £5m in March alone. At the Cambridge Machinery Sales held at the firm’s dedicated site near Ely, gross sales hit £11m in the quarter – up by 11% compared to the first quarter of 2018 – with stock levels up by 31%. Meanwhile, the firm’s on-site sales teams sold 1,628 lots at four farm-based auctions during the same period, grossing more than £2.6m. Cheffins director Bill Pepper told the Eastern Daily Press: “The numbers of entries for this quarter at both the Cheffins monthly sales and on site are indicative of sentiment in the secondhand machinery market as sellers look to cash-in
on the high prices being achieved ahead of Brexit. “Brexit has brought with it a golden touch for second-hand machinery values over the past three years or so as overseas buyers looked to pick up bargains and make the most of our weakening currency. “Uncertainty over import and export tariffs once we finally do leave the EU has encouraged sellers to cash-in quickly and disperse of machinery in early 2019. “The result has been this enormous uplift in stock levels which is purely illustrative of the sentiment we have experienced since the start of this year.” The top buyers in 2019 at the Ely saleground are the Irish, followed by Spanish, Polish, Bulgarian and Romanian, while the highest-grossing lot for the period is an £85,000 2013 John Deere 8310R tractor.
...But is it to blame for new tractor sales slump? UK REGISTRATIONS OF agricultural tractors (over 50hp) were down on the previous year’s figures for the sixth month in a row. As is normal for the time of year, the number of machines registered in March was high – at 1,557 units, the highest monthly figure since March 2018 – but was 5.6% down on that month. However, it is worth noting that the March total was in line with the average of the previous five years for the third month of the year. After an even bigger slowdown in January and February,
total registrations for the first quarter of the year were down by 9% (265 machines) on the same period last year, at 2,667 units. The reason for the slump? The manufacturers’ association AEA believes it is “likely to be partly due to Brexit uncertainty having an impact on farmers’ willingness to invest in new machines in the short-term”. The AEA adds: “Given delivery lead times, this could continue to affect registrations in future months, even if the uncertainty is resolved quickly.”
REESINK INVESTS IN VAN FLEET
Reesink Turfcare, the UK distributor for turfcare brands Toro, TYM Tractors and Otterbine lake and pond aeration, has invested in six new service vehicles for its mobile technicians. Operations manager David Jackman explains the move: “By investing in this new fleet of vans, we have more reliable and efficient equipment, which means we can provide an improved service to our customers. We take maintenance of our products seriously and this fleet of vans is essential to deliver back-up if and when it’s needed.”
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RUSSELL GROUNDCARE SCORES WITH LEEDS
Leeds United Football Club has been using a TYM T503 tractor at its training grounds since 2017 and has now chosen the mid-duty T393 model for its home ground, Elland Road. Local dealer Russell Groundcare secured the deal after a demonstration at the stadium. Head groundsman Kiel Barrett describes the machine as “a productive all-rounder,” adding: “We use it to help move equipment, carry out drainage, aeration and spraying.” Pictured are Head groundsman Kiel Barrett (centre left) with TYM’s Steven Haynes (left), Reesink Turfcare’s Mike Turnbull (centre right), and Russell Groundcare’s Ian Waddington on the pitch at Elland Road.
BAGMA BULLETIN MAY – JUNE 2019
BAGMA NEWS
The problems that are opportunities for dealers PROBLEMS SUCH AS labour shortages and the ageing population of farmers will boost the growth of the agriculture equipment market over the next six years. According to market research firm Renub Research, increasing levels of mechanisation is the key reason that Europe’s agriculture equipment market is predicted to grow beyond $67bn in value by the end of 2025. The market, which saw growth in 2017 and 2018 after a slight downfall in 2016, will continue its upward trend over the coming years, according to the report ‘Europe Agriculture Equipment Market by Segments’. The usage of mechanised seeding in farms is highlighted
as one area that has increased rapidly due to its various advantages over manual seeding. These include spreading seeds more uniformly across the field. Other trends that will help the industry include: l I ncreased urbanisation; lC onsumers seeking better quality food and food products; lG overnments across Europe encouraging farmers to increase their productivity and cultivation by providing support such as loans, subsidies and easy instalment plans for purchasing better agricultural equipment and farm machinery.
BURGLARS CUT THROUGH ROOF Reesink’s Pete Newton, Water Garden’s managing director Andy Staves and staff members Jack Wooler and James Leow
Win for Water Garden PORTSMOUTH-BASED FAMILY BUSINESS Water Garden has won the Reesink Turfcare UK Otterbine Contractor of the Year award. The company achieved the highest Otterbine sales figures for 2018. Andy Staves, managing director of Water Garden, said: “We pride ourselves on having an expert group of staff who have a deep technical understanding of all the products we deal with. Customers can trust we know what we’re talking about and having quality products to back that up is vital.”
BURGLARS STOLE ABOUT £15,000 worth of tools from Andover Garden Machinery after cutting through the roof. They avoided sensors “by crawling on their hands and knees,” according to police. The gang took about three-and-a-half hours to pass the goods back through the metal roof, targeting Stihl and Husqvarna branded power tools. The Stihl range was chained but the burglars used a display chainsaw to break the restraints. They also took about 15 machines belonging to customers that had been brought in for repair. It is believed the burglars got onto the roof of the neighbouring garden centre, before walking across to reach the business. To make their escape, the thieves were picked up in a car waiting at the garden centre, before it rammed down a fence and drove off into the nearby field. The store has posted a picture of one of the thieves on Facebook and has already been given information.
AEA highlights the need to retain and attract talent THE UK AGRICULTURAL engineering industry needs to continue finding ways to retain and attract young talent, not just from within but also from outside the industry, according to the new president of the AEA. Adrian Winnett, managing director of Argo Tractors in the UK and Ireland, said: “It is a terrible shame that beyond our own circle neither of the words ‘agriculture’ and ‘engineering’ resonate in terms of a career choice with the majority of young people. “Yet we all know what challenging, fulfilling and rewarding opportunities there are in BAGMA BULLETIN MAY – JUNE 2019
agriculture generally and in the agricultural and groundscare machinery sectors in particular.” Speaking at the annual conference of AEA, Adrian suggested that from the outside, agriculture is often thought of as being another world, of being insular and open only to those already in it with personal experience of farming or at least of rural life. “We must do our bit to help change those perceptions if we are to capitalise on the wealth of talent that, at present, is attracted to other industries and commercial sectors,” he said.
Cheshire dealer hits the mark Cheshire Turf Machinery hit the mark during a competitive demonstration at Altcar Training Camp in Merseyside. After the test, involving multiple brands, Altcar – the UK’s top facility for small arms marksmanship training – decided to buy a Toro Groundsmaster 7210 and LT-F3000 triple flail mower from Cheshire Turf Machinery. l At the other end of the country, East Devon District Council has invested in a third Toro Groundsmaster 360 (inset) after success with two models purchased in 2015. Dan Haydon, from the groundscare department, said: “We have so many different kinds of grounds to maintain, from communal gardens and children’s play areas to sports pitches and cemeteries. Having a robust, reliable machine that can adapt is vital.”
Dealer plans 1,000mile charity bike ride PAUL VINCENT OF Vincent Tractors is planning what he describes as “a mad adventure”. He aims to cycle from Land’s End to John O’Groats in July to raise money for Motor Neurone Disease Association “because funds for research into MND are essential”. Paul told BAGM A Bulletin: “I am doing it for MNDA, as my brother John died from this terrible disease, when he was 48.” Paul added: “I am expecting to complete the ride in 12-14 days. It is 1,000 miles and we hope to cover around 70-80 miles per day.” To prepare for the trip, Paul said he had been “jogging regularly and riding my bike every weekend with trips covering up to 50 miles each time. I have always enjoyed cycling and I have completed the London to Brighton British Heart Foundation ride several times.” The ride starts from Land’s End on July 19.
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EXPERTS
Are you gambling with your cyber and data security? DIGITAL TECHNOLOGIES somware, continues to be a major ARE an essential part of business concern. Then, of course, there are today. All businesses rely on inforthe implications that exposure to mation technology (IT) infrastructhese risks can cause such as busiture to some degree in order to ness interruption, income loss, increase their efficiency BUSINESS damage management and improve their proand repair, and the posRICHARD ductivity. Which is presibility of reputational DAVIES cisely why cyber and Development Director, damage if IT equipdata security breaches Towergate Insurance ment or systems fail or can be so damaging. are interrupted. A 2019 UK Government survey estimated Why it’s worth considt hat 32% of busiering more specific, nesses detected a cyber specialist insurance security breach over Existing insurance polia 12-month period, with 48% of cies such as commercial combined, these firms experiencing a breach management liability or profesat least once a month. Whilst the sional indemnity insurance may average direct cost of a breach provide very limited elements of was reported to be £4,180, over a cover against cyber and data risks. quarter resulted in staff time dealHowever, clients should consider ing with them and 19% resulted in purchasing cyber and data insurdown time. ance, particularly if they: The most common attacks lH old sensitive customer details recorded by the survey were phishsuch as names and addresses or ing attacks, identified by 80% of banking information; the companies, with a significant lR ely heavily on IT systems and number of others impersonating websites to conduct their busian organisation or person in an ness; email or online. Computer misuse lP rocess payment card informainvolving malware, including Rantion as a matter of course.
When should I replace a hose? THIS IS A question frequently ment exposed); posed to CFTS. lL eaks at fitting or in hose; Under guidance from BITA, l K inked, crushed, flattened or FEM (European Standards) and twisted hose; Goodyear & Parker, lB listered, soft, degradwe have the following TECHNICAL ed or loose cover. advice for hydraulic MATTHEW We expect comhoses being inspected KENNEDY petent persons to use CFTS Technical visually. their experience durManager Any of these condiing a visual inspection. tions require immeCFTS would also like diate shutdown and to remind all accredited replacement of the hose companies of the danassembly: gers involved in working lS lipping of hose fiton a hydraulic system, ting; including: lH ard, stiff, heat-cracked or l W orking near or under hydraucharred hoses; lically-supported loads; lC racked, damaged or badly corlR esidual pressure; roded fittings; lH ose and hose reel whip; lD amaged, cracked, cut or lB urns, slips and toxicity; abraded cover (leaving reinforcelP ressure injection injuries. BAGMA BULLETIN MAY – JUNE 2019
Tips to avoid scams
The world of phishing emails is getting better and on a busy day it's easy to make a mistake strange/ambiguous wording? If it’s an internal email, has it KEITH got an up-to-date signature on it? CHRISTIAN If it is coming from a mobile DIRECTOR device, do you normally get BAGMA emails from them this way, and THERE IS SO much going on in does it have something that is recthe political arena with everyday ognisable in the signature? issues being clouded by the ‘B’ Does the reply-to address look word and no one really having a genuine? clue where we are going, so I’ve Be very careful with attachdecided to avoid all of this and ments to emails. The majority just talk about scams. of spoof emails tend to contain We have all seen them, emails invoices and then either there is a that require action or a payment virus attached or the content may mostly designed to syphon off have fake bank details. more personal details A lot of us will from you so you can THE WORLD tend to use email as be cyber-attacked at OF PHISHING instant messaging, a later date. On aver- EMAILS IS with a reply such as age I get two a day. GETTING “ok” or something. They are passed to BETTER WITH That’s fine but these our IT man in case PHISHING instant messages others in the com- ATTEMPTS shouldn’t be askpany are getting the LOOKING MORE ing “are you in?” or same problem. Many AND MORE “please pay some are new but some are GENUINE money”, and they repeats of a well-tried should generally be theme. On a busy day it can be part of the email trail. very easy to make a mistake and Do not send bank details for reply to the email or even take payments in an email, these can action without thinking. be intercepted and changed; telThe world of phishing emails ephone the customer with the is getting better (or you might say details for a payment. You will worse) with phishing attempts lose your money if it is paid to a looking more and more genuine. different account. They even appear to be picking All registered companies are more on conversations that peo- legally required to have company ple are having in emails or events details and sender details as a that are happening. sign-off on emails. Never trust any email, be Hovering over the name in careful with them all and pay the email address will throw attention to them all. A one-off up more information about the reply is all it needs to make the sender. next phishing attempt more plauEmail passwords should be sible and more difficult to spot. changed at least every 90 days. Look at the language of the If it looks dodgy it probably text. Does it seem that the per- is, so bin it without opening any son writing the email is the per- attachments. A genuine sender son you know? Or are they using will get back in touch with you. COMMENT
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BAGMA BULLETIN MAY – JUNE 2019
EXPERTS
‘Apprenticeships must be delivered up to a standard not down to a price’ THE PAST MONTH has seen the announcehas traditionally been delivered over a period ends when the off-the-job learning is complete, ment that the first land-based engineering apprenof three years, eg. 3 x 12-week blocks per year which is wrong on so many levels. In my opinion, tices have successfully completed their TRAINING giving the misconception that the it’s pointless and soul destroying to set apprentices End Point Assessments, signalling DAVID apprenticeship is 36 months long. up to fail, not to mention the additional cost and occupational competence. Congratu- KIRSCHNER LE-TEC is currently contesting inconvenience incurred if the assessment is failed. lations to all those apprentices who Independent the Institute for Apprenticeships and Watch this space! consultant and LTA passed and best wishes to those who scheme co-ordinator Technical Training decision to publish Our apprenticeship standard states a sixwill undergo resits. our level 3 apprenticeship month period after the off-the-job IN MY This month sees a further cohort as 36 months long and learning is completed in which to OPINION, AN of apprentices undertaking their also questioning their undertake the assessments which APPRENTICESHIP allows a period of workplace learning assessments and my thoughts and definition of an apprenCANNOT BE best wishes are with them too. These ticeship duration. It’s cruto reinforce the theory before the COMPLETED apprentices are a new generation of cial to make the point that assessment. The absolute minimum UNTIL THE urgently required professionals and a valuable the apprenticeship standards cannot level 3 apprenticeship period should ASSESSMENT IS be 42 months with a preference asset to those who have had the foresight to invest be delivered in a three-year period. SUCCESSFULLY for 48 months as being the ideal. It in them. The prime reason being that PASSED Hopefully a drive to recruit more apprentices apprentices should not be submitted would be a good time to revisit your will follow to fill the industry deficit of skilled to the End Point Assessment until you, the apprenticeship contract and talk to your training technician vacancies. employer, signs them off as being ready. It is provider. Whilst reflecting on apprenticeships, I would unlikely that this will coincide conveniently with The second reason the decision must be ask you to take time to consider the length of a three-year apprenticeship. In my opinion, an contested is that the funding allocated is directly the apprenticeship your company offers and the apprenticeship cannot be completed until the linked to the apprenticeship duration. I will say contract. assessment is successfully passed. no more! Apprenticeships must be delivered up The off-the-job training for level 3 apprentices The Institute’s view is that the apprenticeship to a standard not down to a price.
New welding risk control measures AS A RESULT of new scientific evidence, the HSE now expects a higher standard of welding fume control. What risk control measures should be implemented when welding is undertaken? Important changes – why? In 2017 a paper published by the International Agency for Research on Cancer (IARC) led to welding fume being designated as a ‘Group one carcinogen’. It’s relatively rare for the IARC to put a substance in this group; there are only 100 in this category in total. This designation means there’s evidence to prove that the substance is ‘Carcinogenic to humans’, ie. it causes cancer. HSE’s response As a result of the IARC’s reclassification, the HSE reviewed its current position on welding. It recognised that the standards of control it had previously described in its guidance would be insufficient to protect workers from the risk of cancer. There was clearly some significant work carried out in the background at the HSE as it was not until January 14 2019 that it announced any changes. BAGMA BULLETIN MAY – JUNE 2019
What changes have the HSE made? protection. However, you may prefer the comPreviously, many businesses had assessed fort of a filtered air-fed hood. This hood involves that natural ventilation was likely to provide a much higher initial outlay but has several adequate protection to staff when advantages, including that facial SAFETY welding outside, particularly when hair does not affect performance. the work was of short duration. Now, PAUL MARSH Tip 3: If in doubt regarding RPE, Office manager under the new HSE standard, respir- SafetyAide speak to a reputable specialist atory protective equipment (RPE) is supplier. Safety Aide has negotito be used for all outdoor welding ated with one such supplier, Weldoperations. ability SIF – contact them on 01462 When the work takes place 482200 quoting ‘SRC-CS4009’. indoors the HSE expects the use Once you’ve decided on a product, of local exhaust ventilation (LEV). write the specification into your If LEV is unable to capture fumes COSHH assessment. effectively, RPE must be worn as well. Tip 4: Review your risk assessments, making sure that they reflect and take into account What should business owners do? these stricter requirements. Ensure that staff Tip 1: Determining whether your LEV is likely are instructed in any revised safe method of to be effective in capturing the fume should take work. Safety Aide has created a safe working into account visual evidence and the results of practice to provide to staff. To download your your system’s thorough examination and test free copy – please go to our website www.safeunder the Control of Substances Hazardous to tyaide.com. Health Regulations 2002. This examination Note: Given that this is a hot topic, and that and test is required every 14 months. inspectors will be checking up on businesses Tip 2: For occasional short duration welding, on site, it’s time to review your arrangements you should find that a disposable respirator against the new expected control standards (designed for welding fume) provides suitable before the HSE comes knocking.
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One year after co-founder Robin Nettle’s death, son Jason tells BAGMA Bulletin how Winchester Garden Machinery is faring
This is my life, I don’t see it as
WINCHESTER GARDEN MACHINERY operates from three separate Hillier’s Garden Centres in Liss, Sunningdale and the main base, Winchester, with departments covering domestic garden machinery, commercial and groundscare, arboriculture and forestry, workshop and spares. Set up in 1971 by Robin Nettle and Andy Hoskings, it is now in the hands of Robin’s son Jason and Andy’s daughter Amy Nocetti. In the past year, the business has undergone two huge changes – the sad death of Robin at the age of 69 and the end of the Deere commercial groundscare franchise. Winchester Garden Machinery does, however, offer brands such as John Deere Homeowner, Honda, Hayter, Stihl, Countax, Husqvarna and Echo. BAGMA Bulletin talked to Jason as he drove to Hayling Island for a site visit.
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BAGMA Bulletin: How is business so far this year? Jason: It’s been funny this year. As a whole, it’s probably where it should be. Last year went off like a rocket, so we were half-expecting this year to go off like a rocket as well but the weather hasn’t been with us and we have things like Brexit uncertainty. I don’t think I’ve been to a meeting without mentioning the 'B' word.. Do you think it’s affected business? I think it’s affected people’s confidence and spend across the board, not just our industry. I speak to a lot of people and they are all being sensible with money because they don’t know what’s going to happen. Everyone’s just sitting on the fence at the moment, holding back from large capital spends. Time will tell. But one thing we can be sure of is that the grass will still grow.
Your business has undergone a lot of changes over the past year (since cofounder Robin Nettle died of cancer in May 2018 and WGM relinquished the John Deere groundscare franchise)... It’s been a steep learning curve. But we’ve focused on what we do and what we do extremely well. Which is? We all supply quality products and we all have to be competitive. If we’re not competitive, we’re not going to get the sale. Customers don’t mind paying a little extra but they’re not going to pay well over the odds for the same product. So it’s about the exceptional customer service you provide when supplying that piece of equipment, and that is something which I believe we do extremely well. I’m not saying we get it right 100% of the time because there is always BAGMA BULLETIN MAY – JUNE 2019
‘I always said Robin was never going to retire because he was so passionate about the industry’ How does it work with you and Amy? It works very well between Amy and myself, we are in a position that we have known each other all our lives and now we are in a position where we work together. Amy is more focused on customer service and the workshops, making sure we’re doing everything as we should do. I’ve always had a focus on the sales and the strategic side of things. There’s a lot more crossover in what we do now because there has to be, the sales have to work very closely with the workshops and vice versa. We all need to know what’s going on at any given time throughout the business. Both Amy and I work extremely closely together with regards to what’s going on, our goals, our plans and where we need to be. I s there one part of the business that’s performing better than others? I would say nothing’s standing out from the crowd. Everything is going as I would expect bearing in mind the weather that we’ve had and the current economic climate. We’ve also come out of what was one of the hardest years for grass growing and from the arboculture view the trees didn’t have the growth that one would expect due to the lack of rainfall.
work that element of time constraints. This week, for example, a customer was after a particular tractor. We had it in stock but they wanted it delivered the following day - sadly, we were already booked up for deliveries that day. If I had been able to deliver it tomorrow, it would be exceptional customer service but I’d only be letting down other customers. What impact did the John Deere decision have on your business? From a commercial point of view, we’ve lost a little bit of turnover but that was always going to happen. It has allowed us to focus on other areas of our business. With regards to the commercial side, we still get enquiries and we’ll still deliver those and we’ll work with the local dealers to get the machines through because the customers wish to come to us rather than someone else. BAGMA BULLETIN MAY – JUNE 2019
It’s happened on various occasions already this year and it goes to tell me we’re really doing something right. Did you have a succession plan? Were you prepared for something like Robin’s sad death? We had a plan that was worked out two years prior, but it was more about a plan for Robin and Andy to gradually take retirement. I always said Robin was never going to retire because he was so passionate about the industry. Sadly, that never happened and that’s really the only thing that hasn’t gone to plan. What did the plan involve? Myself and Andy’s daughter, Amy, growing our roles within the business and in time taking over and having leading roles.
Were you always destined to come into this business? Yeah, probably. I can remember tinkering with the machines as a child. I’ve always enjoyed gardening – whenever there was something to be done round the home I would always get involved. So you could argue yes, but I chose to go off and do my own thing in the early years… What was that? Running mobile phone shops at the age of 17, when I left college. I then went on to run recruitment desks. Then I got to an age and time in life when I said to Robin: “If you want me, I’m yours.” He said: “Yeah, absolutely, I’ll take you.” It just felt right. What do you like about this industry? This industry has got some fantastic people, it really has; we’ve got some real characters who are genuinely passionate about the industry. Dealing with customers is lovely. You can change their mind on their garden and
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COVER STORY
what it’s about. It’s nice to be working outside in all weathers. You meet people from all walks of life and it’s great to be out there talking to people.
and either confirm their thoughts or point them in a slightly different direction. The internet is here to stay but it can’t replicate the pool of knowledge and experience you get from a real world company. I think it’s changed the way a What do you dislike? lot of people interact with sellers - not just our I’m going to say – and I’m very privileged to be industry, but every industry and marketplace in this position – that there’s not a real negative out there. in the industry. I look at my work… it’s my life, I The contention is, the likes of Amazon don’t see it as work. When I get up have conditioned customers that in the morning, I don’t think ‘Oh, they can expect their goods the I’ve got to go to work’. It’s more of next day. We have to manage a hobby, something I enjoy doing. that expectation because in our From a negative point of view, I industry there is a fair amount had a customer the other day who that goes into building a tractor or was unhappy with a product but mower – you can’t just stick it in a I turned it around and now we’re box. These machines come in on talking about two other machines. crates or pallets with the decks off Negatives I find as a bit of a chaland we have to put them together BAGMA member and industry lenge really. and we have to do it properly. If a icon Robin Nettle, who died customer thinks they can have it last year, aged 69 Is the internet a challenge or tomorrow, they have to realise in a friend? our industry we do have a slight time delay. We’re on the internet ourselves and naturally They’re also getting used to Sunday deliveries the internet is here to stay. There are people – which are harder for us to fulfill. who wish to buy on the internet and that’s all they wish to buy on. That said, we are seeing a What are your future plans? lot of people who do their research online but Naturally we are looking to grow the business then come in the shop and I think with products and that is a constant focus for us. We look you don’t know much about you’ll always want at various different strategies: Coming out of reassurance and sometimes the best reassur- last year, which was a very tough year from a ance is just picking up the phone or going in to sales perspective, we’ve just got to be sensible. talk to someone. It’s incumbent to us to take We’re looking at what customers require and that time to understand the customer’s needs adapting our plans to ensure that we continue and requirements, understand their research to deliver what our customers want.
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How has BAGMA helped the business? You care about our industry and you are looking at the future. I think a lot of people forget that we need to think about the industry moving forward, where’s it going to be, what’s it going to do and how. What are the roles going to be in ten to 15 years’ time and what are we going to be doing? You’re looking at the recruitment, you’re looking at bringing new, young individuals into the industry – that’s what we need to do. You’ve also got the bank. It’s not something I’ve used yet but I know it’s there and you do favourable rates. You’ve also got the HR side of things. HR is a massive thing in any business now, so having a point of contact there and some free advice when needed is good. I recommend anyone to go along to your regional meetings and find out more about the association and what it offers. It’s a good place to catch up with other likeminded dealers. Do you see recruitment as the biggest issue facing the industry today? Recruitment is one. Brexit uncertainty is another and next year no doubt it will be something else. There’s always challenges, the trick is to meet them. What’s been your proudest personal achievement? I’m proud of my business and my boys. I’ve been blessed with two boys. I care about my family immensely and we are a family-run business. I try to carry that through. It was only the other day a customer was in on a Saturday and asked me: “Are you open tomorrow?” When I said “No, sir,” he looked shocked. I then said to him: “Look, we’re a family-run business. I’ve got a young family, my staff have young families, so we are traditional in the fact that we close on Sundays.” He was undecided about a mower, so I suggested he took it away and if he didn’t use it on Sunday he could bring it back on Monday. But he phoned me on the Monday and said he had decided to use it. BAGMA BULLETIN MAY – JUNE 2019
OSS TRAINING
Adaptability and change management are the keys to successful leadership THE WORLD OF agriculture is changing and technologies such as the ‘Internet of Things’, artificial intelligence, drones and robotics are pushing the boundaries of what’s possible. The knock-on effect is that dealers need to be adaptable and able to embrace change if they are to successfully guide their businesses through this period of transformation. It is important that managers and business leaders are selfawa re a nd understa nd the importance of their role. They are the frontline of the business, not only for customers but also for the teams they manage. In order for them to drive their own performance and that of their teams, leaders must be willing to invest time and effort in their development to enhance their leadership skills and techniques. Some organisations w ill leaders and BAGMA members. question whether they should invest The programmes are designed to in developing leadership talent but enhance the delegates’ commera more important question is: what cial leadership skills through a will be the impact on the business if challenging, engaging and varied they do not? range of development activities. Ox ford Summer School, These activities are facilitated by now known as OSS Retail, experienced retail leaders and offers an unparalleled include expert insights development opporfrom senior executives To book places on the programmes go to tunity for retail from across the secossretail.co.uk. If you tor. The purpose is would like to know how to challenge each OSS Retail could help delegate’s thinking your leaders and your business, please and inspire them call the team on to successfully lead 0121 446 6688. their teams through OSS Retail has the changes they’ll see launched its 90th throughout their business OSS academy year by careers. unveiling a fresh new-look This summer, OSS is launching and revamped website – a new digital transformation ossretail.co.uk. The new programme – Harnessing Digital website includes additional to drive Retail Growth (June 12-13) videos, resources and followed by the highly successful useful tools for delegates OSS Foundation (July 1-5) and and businesses who wish to OSS Academy (August 17-23) develop their skills alongside programmes which are updated other leading independent every year to ensure they continue retailers and multito reflect the latest trends and national PLCs. best practice in leadership and management development.
New website
BAGMA BULLETIN MAY – JUNE 2019
BAGMA members receive an exclusive 25% discount on all OSS Retail Programmes.
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BAGMA BULLETIN MAY – JUNE 2019
PRODUCT NEWS
Small tractor range just got bigger REESINK TURFCA R E’S RANGE of small tractors just got bigger with the introduction of the nimble TYM T194 (pictured). With the agility of a mower and the additional features and practicality of a small tractor, the T194 adds a completely new dimension to the TYM range. TYM sales manager Steven
Haynes says: “We’re responding to customer demand by adding another small product to our range of tractors. It appears customers, predominantly those with large gardens or small estates, and contractors, caravan parks and many sports venues, want a powerful option in a compact package.”
New centenary edition catalogue IT’S A HISTORIC moment for Draper Tools as the company launches its centenary edition catalogue. In addition to commemorating 100 years of business, the new catalogue also highlights the company’s commitment to growth and broadening its range, with 928 pages of tools and equipment. Plus, with a new structure and order, it’s easier than ever before to find the
Keep it sharp with new rotary blades TOO OFTEN, CUSTOMERS talk about how important it is to have a good quality mower and forget that, just as important as the mower, are the parts you put in it. Now, with grass growth fast and furious, is the time to be vigilant and ensure rotary blades are sharp and ready to deliver the best cut possible. Reesink Turfcare’s parts manager Michael Hampton says: “Spring sees groundsmen tackle large areas of grass much more frequently than other times of the year; activity that can quickly dull rotary blades.” Maintenance best practice includes checking all blades to ensure they are not twisted or bent as they require more horsepower to operate, damage the turf, create vibration and noise, and shorten spindle life.
BAGMA BULLETIN MAY – JUNE 2019
produc t s you need inside. The catalogue features more than 900 new products, including the D20 power tools range and a completely new collection of storage chests and cabinets.
www.drapertools.com
Deere receives soil management award JOH N DE E R E M A N U R E Sensing uses the HarvestLab 3000 sensor’s near-infrared (NIR) system to measure nutrient values during slurry application. This advanced technology has now been recognised by the European Land and Soil Management Award jury as a major breakthrough in soil technology. HarvestLab 3000 provides farmers and contractors with a new technolog y for more sustainable management of the nutrient cycle and to improve the
efficiency of using manure as a fertiliser. The system prevents over- or under-fertilisation by constantly measuring nutrient values during slurry application. John Deere Manure Sensing allows users to apply N, P and K more precisely, based on a nutrient target and/or maximum application rate in kg/ha. These ingredients and the total volume applied are automatically and accurately documented, with the system also able to utilise sitespecific prescription maps.
GreenMech will launch its new woodchipper at this month’s ARB Show (Westonbirt, The National Arboretum, May 17-18). Visitors to stands C8/9 and D8/9 will be the first to see this machine, which promises to extend GreenMech’s portfolio in the arb sector. Alongside this, other highlights will include the recently introduced SURETrak 19-28, now available as a stand-alone model, and the petrol-powered Arb 150p chipper.
l Pin-protected displays
John Deere is now offering a new PIN code locking system to help deter the theft of GreenStar in-cab displays and StarFire satellite receivers. This has been designed to make it impossible to use the components if they are stolen.
l Kubota aims big
Spreading slurry with precision A PRECISION METHOD of applying slurry to grassland has been developed by slurry management specialists Tramspread. Using a Joskin trailing shoe and disc injector coupled to a Tramspread umbilical kit, the Suffolk-based manufacturer has designed an application system that is capable of accurate distribution of slurry without the constant need to refill a tanker. The trailing shoe is ideal for farmers opting for a multi-cut silage system. It places the slurry where it is needed, below the crop canopy, so
l New GreenMech products
the chance of scorch and odour emission is low whilst nutrient uptake is much higher. Crucially, for those looking to cut every four to five weeks, the method of application uses a soil-engaging element which parts the grass sward and dribbles the slurry directly onto the ground, resulting in very little leaf contamination.
Kubota has entered into an agreement with the Russian-owned, Canadianbased Buhler Industries for the production of larger output tractors. At first, these Winnipeg-built tractors will be targeted at the North American market, but success there could pave the way for their introduction to Europe. Kubota said it “has chosen to take this direction with a view toward improving development lead time and optimising product specifications to meet local requirements.”
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30/04/2019 09:25:34
BAGMA BULLETIN MAY – JUNE 2019
EVENTS
The Royal Highland Show: The place to do business BAGMA SUPPORTS ITS members at shows and in particular is pleased to be associated with the Royal Highland and Agricultural Society of Scotland (RHASS) and the Royal Highland Show at Ingliston, which takes place in June each year. Billed as one of Europe’s largest agricultural shows, celebrating the best of farming, food and rural life, the event attracts almost 200,000 visitors over the four days and is a ‘must’ for those working in the farming and wider agriculture sector. It is therefore no surprise that a large number of machinery exhibitors, supported by their local supplier base, attend the ‘Highland’ each year as it is a great opportu-
Show wars
TWO LEADING OVERSEAS shows are set to clash next year. SIMA is moving its internanity to meet customers new and l The Scottish Partnership tional agricultural machinery existing. It also provides a unique Against Rural Crime (SPARC), exhibition in Paris from its tradiopportunity to view all that is on which recently launched the firsttional timing of February to new offer for farmers, horticulturalever strategy for tackling rural dates in November on even years. ists, gardeners and retailers in one, crime in Scotland, will be takThe first edition of this version great big event. ing its 'police' tractor (supplied is set for November 8-12 2020, Located within walking disby the Hamilton Ross Group) to meaning it will overlap with the tance of Edinburgh Airport, the show “to raise awareness and EIMA show in Bologna, Italy, machinery takes up around a third change perceptions”. The organialready scheduled for November of the showground with over 280 sation says its seven priorities are: 11-15 next year. machinery and related exhibitors farm machinery, plant and vehicle The organisers of EIMA called in this section alone. The rapid theft; livestock offences; fuel theft; SIMA’s change of dates “hostile advancement of technology that equestrian crime; f ly tipping; and harmful”. has created precision farming poaching; and heritage crime. Frédéric Martin, president of techniques will be on display with Axema, France’s union of manusome ‘new to the market’ equipYou can find BAGMA in the facturers of agricultural machinment launched at the show as well. machinery section. We look ery, explained the change was to Technical innovation is celforward to seeing you in distance the show from the sector’s ebrated with RHASS awarding Edinburgh from June 20-23. leading international trade event, accolades to manufacturers who Early bird tickets are available Germany’s Agritechnica, which demonstrate advancement. www.royalhighlandshow.org.uk will take place in Hanover on November 10-16 this year. Frédéric also ScotGrass HERE ARE TWO of the new products you explained that the 2019 will see this month at ScotGrass. February timing “no May 15 John Deere’s new 9000 Series self-prolonger corresponds SRUC Crichton Royal Farm, pelled forage harvester will make its UK to the buying cycle of Dumfries show working debut at the Dumfries event. farmers”. It will be demonstrated on plot 13 alongside Last year, 300,000 the company’s latest wrapping baler and 6R Series visitors attended the Italian CommandPRO tractor. fair, compared to 230,000 this On the OPICO stand, Strautmann will be showyear at SIMA. ing its upgraded forage wagons, which are now The change also puts SIMA in fitted with a galvanised chassis, new rear-door more direct conflict with another load sensors and improved ISOBUS connecFrench fair, Vinitech-Sifel, a tors to improve the longevity and reliability smaller, more specialised show of machines. The improvements can be seen scheduled for December 1-3 2020 on the Strautmann Giga Vitesse. in Bordeaux.
New products at ScotGrass
The new John Deere 9700i self-propelled forage harvester equipped with 639 Premium 3m grass pick-up. Inset: The new, improved Strautmann Giga Vitesse 4002
BAGMA BULLETIN MAY – JUNE 2019
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EVENTS/OUT AND ABOUT
New area will promote information transfer at Agritechnica A NEW SPECIAL feature at Agritechnica 2019 project manager, says: “Our main theme covers aims to encourage information transfer regard- the notion that farming is a truly global endeaving sustainable farming practices. The Acre of our and that the same advanced technologies are Knowledge is being introduced to provide a plat- now accessible to farmers all over the world, but form so participants can highlight their the responsibility for implementing new activities and know-how and help to methods of production lies locally. conquer problems such as soil loss, The implementation of new legislaAgritechnica low-quality seed, poor crop protion can be used to drive change, 2019 tection, lack of water and high but raising awareness of sustainHanover Exhibition Grounds, Germany yield losses. able production methods among November 10th to 16th The new initiative is aligned farmers and convincing them to www. with Agritechnica’s key theme for invest is the key to progress.” agritechnica. com 2019, ‘Global farming – local responAnother new feature for the sibility’. show is International Farmers’ Day, Show organiser DLG (German Agriculwhich this year will focus on best practices tural Society) says it chose this theme to point visi- in sustainability in France and the UK. tors towards a sustainable future in agriculture At Systems & Components, a B2B platform which, it believes, can only be achieved held within Agritechnica, exhibitors will be aimby using the latest innovative and ing to prove that tailored electric motor or hybrid smart technologies. solutions have what it takes to perform convincMarie Ser vais, DLG ingly in off-highway applications. OUT AND
ABOUT WITH BAGMA
Member’s demo day For the fourth year running, Cornwall and Devon groundcare machinery supplier Vincent Tractors & Plant held a professional groundcare demo day where visitors were able to test the next generation of lawnmowers and chippers. With glorious weather and excellent refreshments, there was a continuous stream of visitors from contractors to golf course managers. Nick Vincent explained that the high cost of exhibiting at shows has made their demo days even more important to them and that they had received a considerable number of enquiries as a result. On view was groundcare equipment from a wide range of manufacturers such as Kubota, Baroness, Trimax, GreenMech, Ferris and Spider.
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80%
The percentage of re-bookings for SALTEX 2019, according to event sales manager Charles Neale. SALTEX 2019 will take place at the NEC, Birmingham, on October 30 and 31. www.iogsaltex.com
Brake testing in Lincolnshire RICHARD JENKINS, BAGMA’S business development manager, spent a day in Lincolnshire at one of our newest members, Thorncliffs. He joined their staff and employees from Farmers & Mercantile, another new member, on a BAGMA brake testing course under the expert guidance of Dr Andy Scarlett. The course is extremely comprehensive and Andy’s knowledge is impressive. The course starts by looking at road transport rules and regulations, how a trailer brake system works before moving onto the testing procedures for the brake efficiency that should be generated. After lunch attendees were able to get hands on, use the brake testing equipment and all were able to perform a brake test with the loaded tractor and trailer. Richard would highly recommend this course to any dealer looking to provide brake testing as a service to their customers. A big thank you to Thorncliffs for hosting the day and to Dr Andy Scarlett for running the course on behalf of BAGMA. Don’t forget
that as BAGMA members both companies attending the course received a 20% members discount. Whilst regular trailer brake maintenance and inspection is a must to ensure that trailer brakes meet the prescribed legislation for brake performance, the only way to correctly check this performance is by carrying out a full brake test using the correct equipment and procedures. BAGMA BULLETIN MAY – JUNE 2019