THE MEMBERSHIP MAGAZINE OF THE BRITISH AGRICULTURAL AND GARDEN MACHINERY ASSOCIATION ISSUE 17 | JULY-AUGUST 2019
The importance of aftersales service The views of B&B Tractors’ James Bowring and Andrew Walker INDUSTRY NEWS | SHOW PREVIEWS | NEW PRODUCTS
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IN THIS ISSUE
Looking back at my 4 years as President
ISSUE 17 JULY–AUGUST 2019
Outgoing president Brian Sangster reflects on his time in office COMMENT
BRIAN SANGSTER PRESIDENT BAGMA
Cover: Andrej Alesko
AS I PUT pen to paper, I am the BAGMA President, but by the time you read this column, Peter Arrand will have stepped up from Vice President and taken over the presidency. The presidential handover took place at a reception on the first day of this year’s Royal Highland Show in Edinburgh. It’s a very prestigious event and a fitting place to hold this ceremony as our chain of office is now more than 100 years old and is engraved with the names of every President since 1917. I’ve served two two-year terms and seriously don’t know where the last four years have gone. I suppose that’s what got me thinking about what actually went on during that time and what involvement I’ve had in shaping BAGMA. One of the most notable and important events during my term was our centenary celebrations back in 2017. We held a number of receptions that year including one with CLIMMAR at Agritechnica, but I fondly remember the Centenary Address at the East Region BAGMA Charity Dinner in Norfolk and discovering I was sitting at the same table as Reg Randell, the grandson of one of BAGMA’s founder members. Our biggest challenge was probably our move from the nice old building in Middleton Cheney, just outside Banbury, into Bira’s refurbished complex in Edgbaston, Birmingham. While all moves create their own problems, moving closer to all our services and ‘under one roof’ has withThe 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 JULY– AUGUST 2019
out doubt eliminated a lot of duplication and created a much smoother and more harmonised operation. Bira, like many companies, has gone through a process of restructure, rationalisation and rebranding. That was very challenging for us, but it was equally important that while this was going on that we retained our name and position as a specialist division of Bira. BAGMA is a well-established, recognised and respected name, and is the only trade association for dealers in our industry. Throughout the process, we also retained our own website domain name, www.bagma.com, which still gives us links to Bira and to all our joint services. BAGMA Bulletin is also now the only magazine published beside Bira’s own magazine and is an important link with our members and potential members. Having seen many of the regional groups struggling to attract members to local meetings, we consequently found many of the groups either merging or disbanding. In reacting to the problem, we created a Connect Group, chaired by Peter Arrand, where we took our specialists to different areas in the country. Finally, as I sign off, I would like to thank you all for having taken the time to read my President’s Pens. I’ve been welcomed wherever I’ve gone and met some great and interesting people. So many people have been helpful but my sincere thanks go to the Council members, as well as Keith Christian, Alasdair Straker and Peter Arrand who have been of immense assistance and made my position of BAGMA President an honour and a pleasure. I would finally like to wish Peter every success.
BAGMA, 225 Bristol Road, Edgbaston, Birmingham B5 7UB 01295 713344 www.bagma.com BAGMA president Brian Sangster BAGMA director Keith Christian BAGMA business development manager Richard Jenkins 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 BAGMA man takes over Bira presidency; BAGMA also gets a new president
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EXPERT VIEWS Skin cancer is a growing problem for outdoor workers; the latest on apprenticeships
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COVER STORY B&B Tractors' James Bowring and Andrew Walker talk to BAGMA Bulletin
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NEW PRODUCTS A round-up of some of the key new products we've spotted
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OUT & ABOUT BAGMA has been at the Royal Highland and Cornwall shows, and held its annual golf day
Bira, 225 Bristol Road, Edgbaston, Birmingham B5 7UB Tel 0121 446 6688 Fax 0121 446 5215 www.Bira.co.uk Bira president 2019-20 Howard Pullen 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
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BAGMA NEWS
BULLETIN BOARD
Ready for a ride: Harold Redman and BAGMA's Keith Christian with Victor Adams
TRACTOR TOPS 100MPH
Motorcycle racer and TV presenter Guy Martin has driven a tractor at 103.6mph at an airfield in Yorkshire. The record attempt was filmed for a Channel 4 programme that will be broadcast later this year. The tractor was a JCB Fastrac 8000. “She felt rock steady on the runway, job’s a peach,” Martin said.
FASTEST LAWNMOWER
A Honda lawnmower, fitted with a 200hp superbike engine, reached 100mph in 6 seconds and went on to hit a top speed of 110.5mph. British stunt driver Jessica Hawkins set the world record at a German racetrack. The company’s top-rated standard lawnmowers usually top out at 4mph.
TRACTOR FUELLED BY FERTILISER
An experimental John Deere 6400 tractor that runs on diesel fuel and anhydrous ammonia has been tested at the University of Minnesota Morris research field in the USA. This particular model runs on a blend of 70% diesel and 30% ammonia, but Will Northrop, director of the U of M’s Thomas E Murphy Engine Laboratory in Minneapolis, thinks it should be possible to replace at least half of the diesel fuel. The ammonia was made with wind power.
NEW MASCHIO MAN
OPICO has appointed Alex Smith (pictured) as Maschio service manager and UK technical support to cover OPICO, HE-VA, SKY, Strautmann and Maschio brands in East Anglia, Hertfordshire and Bedfordshire.
NEW DEPOT
RW Crawford has expanded from Essex and Kent to Sussex and Hampshire with a new depot in Billingshurst, West Sussex. Franchises on offer at the new depot include Fendt, Valtra, Amazone, Spearhead, Väderstad, HM Trailers, and Isuzu pick-up trucks.
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Victor retires at distributor meeting BRIGGS AND STRATTON put on a party at its distributor meeting to mark the retirement of Victor Adams, managing director of the Products Group EMEA. Victor gave an emotional speech, thanking all the guests for their support, friendship and business over the years. He went on to explain his passion for the business and his drive for success for all concerned. He said he wanted to devote more time to his animal charities and young family. Harold Redman, president of Briggs and Stratton’s Turf and Consumer Group, thanked Victor for his dedication to the Briggs Group and remarked on his unique style that brought people together. Victor was presented with a very generous cheque for his animal charities from the group. As a farewell present to his customers, Victor organised helicopter rides from the group’s demo fields.
Victor has been a driving force within the UK for many years, originally with the SABO product line, then with Simplicity and Snapper and latterly with Briggs and Stratton following their acquisition of the Simplicity Group. Victor has worked with Claymore Grass Machinery, now FGM Claymore, the IPU group and more recently TH White and Henton’s with the Snapper, Ferris, Simplicity, Murray and Billy Goat brands. BAGMA director Keith Christian said: “We wish Victor a long, happy and productive retirement.” At the distributor meeting in Holland, which included group discussions, business updates and demonstrations of the Briggs whole goods ranges, the UK was represented by Paul Butterly and David Morris from FGM Claymore for Simplicity and Snapper and Peter Chaloner, Andy Marvin and Elizabeth Chaloner for Billy Goat and Murray.
Two new Pellenc dealers TERRA FIRMA AND Greenlay have joined Pellenc UK’s growing dealership network to distribute the full range of Pellenc battery-powered equipment. Terra Firma, part of Agrovista UK, is quickly developing into one of Scotland’s largest specialist suppliers to the amenity and local authority markets. “We have no ambitions to become a normal grass machinery company,” says sales advisor Allan Wright. “It is for this reason that we are expanding the range of specialist equipment we offer and Pellenc is a perfect addition.” Greenlay, based in Cramlington, Northumberland, has been serving both the professional and domestic turf markets since 1971. From
Pellenc UK welcomes Terra Firma and Greenlay to its dealer network.
its 2000sq ft showroom, sales administrator Harry Pattinson said: “Pellenc is aimed at the professional market which we want to continue to grow in, so it absolutely suits the quality product range that we already offer.” BAGMA BULLETIN JULY– AUGUST 2019
BAGMA NEWS
Bira’s new president is a BAGMA man FORMER BAGMA PRESIDENT Howard Pullen has succeeded Surinder Josan of All Seasons DIY as president of Bira. Howard is the second member of BAGMA (after Bob Chapman of Bavenhill Mechanics) to head up the parent group. Howard runs Howard Pullen Machinery in Loxwood, West Sussex, and has spent 40 years in the farm machinery sector. The company now mainly sells used agricultural and construction machinery to
export markets in Europe. Howard took over at the Bira AGM in June. He said: “The volatility of the exchange rate is affecting businesses but a weak pound is beneficial to my business. I know this is probably not good for most Bira members who have had to put up their prices on imported goods. It’s not an easy time for retailers and I am looking forward to learning how Bira members are dealing with the situation.”
Howard Pullen receives the chain of office from Surinder Josan
He added: “I’m extremely excited to get out and about meeting members and representing independent retailers and dealers where I can. This is a crucial time in retail and I intend to use my expertise and experience to support our association to the best of
my ability.” Andrew Goodacre, CEO of Bira, said: “I have great respect for Howard and look forward to his presidency and what he plans to do to support both our BAGMA and Bira members over the course of the next year.”
Your new BAGMA president Cub Cadet adds new dealer PETER ARRAND OF Ripon Farm Services has taken over from Brian Sangster as president of BAGMA. The handover of the chain of office took place at the Royal Highland Show (see page 14). Brian steps down after four years in the role, but he will continue to support Peter on the Bira board of management and as LETEC chairman and BAGMA’s representative in Scotland for training and education. Peter Arrand, formerly of RBM and now the dealer development manager at Ripon Farm Services following the recent merger, says he will focus on training and education and developing the BAGMA Council with a view to encouraging dealers to be more aware of the importance of apprenticeships and recruitment into the landbased engineering sector. He told BAGMA Bulletin: “The issue of recruitment and retention in the landbased industry sector is one that is getting a lot of attention but the bigger challenge has to BAGMA BULLETIN JULY– AUGUST 2019
Peter Arrand and Brian Sangster at RHS
be to get the industry itself, dealers generally, to play their part in a recruitment strategy and step up to the plate and play an active role when asked to do so. “We need employers to take an interest in a national strategy for recruitment, retention and education a nd tra ining to help industry as a whole.”
LAWNMOWER MANUFACTURER CUB Cadet has added Stubbings Bros, based in Ventnor on the Isle of Wight, to its 200-strong UK network. Owner and director Andy Stubbings commented: “We are thrilled to be the latest business joining Cub Cadet’s strong dealership network. We are a family-run company built on 35 years of successful history
and by joining forces with this wellrespected brand, we are broadening our offering of garden machinery, while simultaneously growing our business connections.” Phil Noble, field sales and technical manager for Cub Cadet, added: “With the uncertainty and challenges our industry is experiencing this year, we are pleased to be welcoming Stubbings Bros on board.”
JCB’S PRODUCTION MILESTONE JCB is celebrating 50 years of wheeled loading shovel manufacture – and 20 years since opening a multi-million pound UK factory dedicated to this product line. JCB entered the wheeled loader market by acquiring
Chaseside Engineering, based in Lancashire, with production of its seven rigid chassis machines getting fully under way in 1969 at JCB’s Rocester factory in Staffordshire. Production moved to Cheadle, Staffordshire, in 1999. JCB chief innovation and growth officer Tim Burnhope commented: “Fifty years is a long time but our sights are firmly on the future and we are committed to bringing new levels of innovation to this range.”
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BAGMA NEWS
ISEKI looks to extend UK dealer network
Matthew Walker with BAGMA's outgoing president Brian Sangster and Alasdair Straker
Who says the industry is getting older? HERE IS OUR youngest reader – unless you know different! Matthew Walker has just turned 10 and he’s fanatical about tractors and agricultural machinery. BAGMA’s Alasdair Straker met the Kenyan orphan on board a ferry travelling to Tiree in the Inner Hebrides. Sitting with his adopted mum Christine, Matthew was kitted out from head to toe in John Deere clothing. Alasdair told BAGMA Bulletin: “Matthew’s ambition is to have a career as an agricultural machinery technician when he leaves school and we must nurture such enthusiasm when it becomes available!” So BAGMA has given him a free subscription to BAGMA Bulletin.
“OUR AIM IS that everybody should be within 30 minutes of an ISEKI dealer.” So says David Withers, managing director of ISEKI UK & Ireland. He went on to say it’s “part of our strategy to specifically target the private homeowners who don’t have the tendency to travel far when looking to purchase a new compact tractor or mower for their property”. The comments came after ISEKI UK & Ireland announced four new dealers, including two in Fife, and further plans to expand the ISEKI dealer network over the next few years following “an extremely successful 2018”. Mr Withers said: “Since setting up the company in January last year, it has been very exciting to see the volume of dealers who would like to represent ISEKI and support our growing sales and share gain across the sectors we serve.
ISEKI dealer Nigel Rafferty Groundcare, based in Redruth, Cornwall, sold an ISEKI TM3265 to the Kehelland Horticultural Centre, which is staffed by young people and adults with learning and/or physical disabilities. The charity’s site manager, Phil Slack, said: “We approached Nigel Rafferty Groundcare as part of the buying process alongside other manufacturers’ dealers. After rigorous demonstrations and testing of the machines, we chose the TM3265 with an HST drive system as it enabled operators with some physical disabilities to operate the tractor easily and safely.”
Professor Klaus Hoehn, the head of global technology development at Deere & Company, has joined an elite group of 100 German engineers who have received the Grashof Commemorative Medal from the Association of German Engineers. Previous recipients include Carl Bosch, Ferdinand Porsche, and Ferdinand von Zeppelin. The association honoured Hoehn (centre) as a “pioneer of digital farming”.
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“The addition of the new dealers alongside our dedicated, longstanding partners has been instrumental in driving the market share and increases in machinery sales over the last year. We wish to continue with this for many years to come.” He added: “We continue to have openings for dealers in some areas throughout the UK and Ireland which are still underserved. We would be delighted to discuss opportunities with interested parties who share our commitment to excellent customer service and relationship building.” Here are ISEKI UK & Ireland’s newest dealers: lF arm & Garden Machinery, based in Bridgnorth; lM eldrums, based in Fife; lH ereford Mower Services; lF orth Grass Machinery, near Fife.
David Dixons confirmed as Etesia dealer BAGMA MEMBER DAVID Dixon Garden Machinery has been appointed as an Etesia dealer and will be distributing the manufacturer’s complete product range in northeast England. David Dixon is based in Hexham, Northumberland, and has been in business for more than 37 years. Julian Weightman, dealer principal, said: “Etesia’s equipment is perfectly built to last and that fits very much in line with how we operate our business. We want to sell quality that will last customers a long time and do the job well and that is where Etesia comes in.” BAGMA BULLETIN JULY– AUGUST 2019
BAGMA NEWS
Happy customers endorse Toro mowers
Newlands Holidays’ Rex Ireland (centre) with Reesink Turfcare’s John Pike (right) and Devon Garden Machinery’s Robert Guntrip, with the Toro Groundsmaster 3500-D
NEWLANDS HOLIDAYS, a family-run caravan park near Charmouth in Dorset, has invested in a Toro Groundsmaster 3500-D to help maintain its 23 acres of landscaped grounds. The park’s business partner, Rex Ireland, says: “The appearance of the park is of the utmost importance for our business. It’s a significant factor in customers choosing to holiday here and it’s essential the park looks its best.” With that in mind, Rex was in the market for
a reliable machine that could easily cope with the undulating terrain, bank cutting and general maintenance cutting around the site. Having briefed his local dealer on his requirements, Devon Garden Machinery brought in the Toro Groundsmaster 3500-D, amongst many, to trial and despite tough competition the GM3500-D’s performance won in the end. Rex says: “It was clear it would provide the best fit for us.”
With John O’Conner Grounds Maintenance celebrating its 50th anniversary this year, senior workshop manager Simon Redhead – who has been with the company for 35 years – tells us how Toro has become an essential equipment provider for the family-run business. “We have a wide range of customers, so we need flexible and reliable machines to deal with them all,” Simon says. “We look after grounds on the Isle of Wight all the way up to Scotland, so making sure we provide a consistent service no matter where in the country or what kind of client they are is really important and Toro helps us to achieve that.” With 45 pieces of Toro kit in his fleet from Reesink Turfcare, Simon picks out one for special mention: “We have everything from pedestrian and ride-on mowers to tractor-drawn gang mowers. In particular, the Toro LT3340 heavy-duty triple cylinder mower has been great and has been our frontline machine for many years. For example, when we have long wet grass and difficult conditions, the LT3340 comes into its own.”
BAGMA BULLETIN JULY– AUGUST 2019
FOUR YEARS AGO, Radley College welcomed a new Toro fleet of Groundsmaster and Reelmaster mowers to the independent boys’ school in Oxfordshire. As the sports facilities expand, we hear how Toro has performed during its tenure. Grounds manager Adam King says: “With more to do, the biggest benefit from our Toro fleet in the last four years is how it’s saved us time, allowing us to be more efficient and productive. Having two Reelmaster 3100-D mowers for the weekend cutting of the cricket outfields and aprons has been particularly beneficial.” Adam (pictured) and his 19-strong team are currently trialling the Toro Reelmaster 3555 and 3575 mowers across the school. Adam says they are the “best bits of new kit I’ve seen in a long time and versatile enough to be multisports mowers”.
Simon Redhead (right) with Reesink’s Alastair Rowell and two Toro mowers
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EXPERTS
Take care in the sun WITH MORE PEOPLE in the UK succumbing to skin cancer, what safe systems of work should you introduce for those employees who work outside and just how far are you expected to go?
and introduce control measures accordingly. If you’re concerned about your potential liability for any incidence of skin cancer, the truth is that a claimant would have real difficulty in proving that you were responsible for it. After SAFETY all, it could just as easily be caused PAUL MARSH by the typically British approach to Office manager excessive sun worship at weekends SafetyAide and during summer holidays. Nevertheless, do make your staff aware of the risks of being in the sun without taking adequate precautions.
A burning issue Many workers, such as those in construction and gardening, spend much of their working day outside. If this applies to you, then you’re likely to have taken precautions to guard against the elements, eg. cold and rain. But have you considered the risks of working outside in the summer, not just from heat but from the sun itself? With incidences of skin cancer increasing rapidly, what, if any, steps should you take to advise and protect your staff against these risks?
Legal position As your staff are still at work, you owe them the same duty of care for their health and safety, as you would if they were in an office or factory all day. This means that you need to assess the risks to them of being outside during very hot periods
YOU NEED TO ASSESS THE RISKS TO WORKERS BEING OUTSIDE DURING VERY HOT PERIODS AND INTRODUCE CONTROL MEASURES ACCORDINGLY
Nature of the problem According to figures produced by the National Health Service, over 2,000 people die from skin cancer each year in the UK. This is more than a doubling since the early 1980s. In addition, there are more than 69,000 new cases of skin cancer diagnosed each year. Warning signs Those most at risk are those with pale skin, especially those with fair or red hair who have lots of freckles/moles, and who burn easily. However, all staff who spend a lot of time working outside should be aware of the warning signs. The main ones are as follows: lA new mole which appears, or an existing one which is growing in size. lA ny mole with a ragged edge, as ordinary moles have a smooth, regular shape.
lA ny mole which contains different colours. lA mole which itches, bleeds, or is inflamed. Ordinar y moles shouldn’t cause any discomfort. Control measures Due to the potential risks involved, staff are advised to do the following: lC over up in the sun, eg. wear a T-shirt and wide-brimmed hat to prevent burns to the head and sunstroke. lT o wear suitable sunscreen and to re-apply it according to the manufacturer’s instructions. lD rink lots of water. Staff should remember that thirst is a sign of dehydration. lL ook at the tasks undertaken and consider if working hours or patterns can be altered in order to reduce the time spent outside whilst the sun is at its strongest, between 12 noon and 2pm. lH ave a break from the sun and stay in the shade whenever possible – especially during your lunchbreak.
Keep an eye on the future TRAINING AND EDUCATION is not at the support your customer’s machinery is well forefront of everybody’s mind when the grass is documented. You don’t have exclusive rights growing, the cereal crops are ripening and all to complain about skill shortages – both your that seasonal activity is in full swing. competitors and other sectors of TRAINING This time of year the priority engineering share the same problem. is to get through the day, juggling DAVID Recruitment of young people KIRSCHNER customer demands using the Independent into the land-based engineering resources you have available and consultant and LTA industries is crucial to the industry’s scheme co-ordinator hanging onto your sanity. The old future and an important part of saying relating to swamps and that is being able to offer first-class crocodiles comes to mind but apprenticeships, qualifications, draining swamps takes proactive exemplary training and rewarding planning. Most businesses only have career paths which recognise time for reactive measures, papering achievement. over the cracks and patching things up with However, don’t take the availability of these gaffer tape, effective in the short term maybe for granted or something that will always be but not a long-term solution. there waiting for you to employ youngsters with However, training and education have to the potential to develop. move up the agenda; it’s too important to ignore. The v iabi l it y of apprent ic e sh ips, The lack of skilled staff availability to qualifications, and technician accreditation
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schemes are dependent on numbers. As with your business, if your customer base shrinks so does the prospect of a long-term trading future. The Institute for Apprenticeships and Technical Education (IfA&TE) and the Department for Education are constantly reviewing available funding and analysing value for money. They are not adverse to making cuts or rationalising apprenticeship and qualification offerings. Twelve apprenticeship standards have already been withdrawn this year and funding has been cut on others, causing training suppliers to drop the provision of the apprenticeship standard because it’s not financially viable for them.
TRAINING AND EDUCATION HAVE TO MOVE UP THE AGENDA; IT’S TOO IMPORTANT TO IGNORE BAGMA BULLETIN JULY– AUGUST 2019
OPINION
lC heck your skin regularly for any unusual spots or moles. See your GP if you find something of concern. lL ook at altering work patterns to avoid the lunchtime sun and follow HSE advice by encouraging staff to cover up. If you want to be really safe, issue a guide warning of the danger signs of skin cancer, eg. changes to moles.
I would advise that whilst you may have your back to the wall keeping your customer base happy, you need to have an eye on the future. Step back from the seasonal mayhem long enough to think about how beneficial it would be to have fresh blood coming into the business, extra pairs of hands, the additional earning capacity you could develop and how your present staff could perhaps do with some respite from the constant long hours. It’s time to take action and do something about it. Meanwhile, sales of gaffer tape continue to rise in line with the increasing shortage of skilled technicians in the industry. More businesses in our sector need to recruit apprentices and trainees, by doing this you are tackling at least two problems, thereby securing the future workforce and the continued viability of apprenticeships and qualifications. BAGMA BULLETIN JULY– AUGUST 2019
Recruitment is essential
Why there should be a concerted effort on the part of all dealerships to recruit apprentices ship may be running schemes for as many as 20 apprentices a year whereas a smaller garKEITH den machinery business may need only one CHRISTIAN or two. Whatever and wherever the requireDIRECTOR ment is, it needs to add up to a lot more than BAGMA 350 a year. I CANNOT EMPHASISE enough how One of the problems we at BAGMA essential it is for the landbased engineering accept is that many dealers do not know how sector (LBE) to wake up to the fact that to recruit or employ an apprentice while oththe industry is not recruiting enough ers have gone down this route and been let people to replace what is an ageing down after investing in an apprentice. The population of technicians (their aver- fact of the matter is that one in three apprenage age is 55). Estimates suggest that tices will not complete their course, so you only around 350 people a year are have a 66.66% chance of getting it right – entering into apprenticeships in the which is an awful lot better than not having landbased engineering sector when we a technician at all if you do nothing. need around 1,000. Here is some self-help We are not alone in the EMPLOYING AND guidance. Look on the indusUK in this. All countries TRAINING AN try’s Landbased Engineering are experiencing the same APPRENTICE IS AN Training and Education webproblem with no sign it will INVESTMENT IN THE site (landbasedengineering. improve and no real solution. FUTURE AND IT IS AN com) . Whilst this is a work in The LBE sector has to com- INVESTMENT IN THE progress, it has some helpful pete with major companies INDUSTRY ITSELF guidelines and will shortly in the engineering industries be complete. Look on www. for new entrants and these industries can landex.org.uk – this site lists colleges that appear to be more attractive and more lucra- provide landbased engineering courses. tive than our own. They are also struggling For the whole package, go onto the Institute to replace their own ageing population of for Apprenticeships or IFA website (www. engineers and are looking to other industries instituteforapprenticeships.org) where all to provide replacements. the apprenticeship standards and assessThe traditional supply of new appren- ment procedures can be found. tices from the farming community has Dealers should also understand that slowed down as farms disappear or merge there is funding available if you are employinto bigger entities. Agricultural and horti- ing an apprentice and your local training cultural engineering is not being promoted provider can help you with advice on this. as a career and information about it is frag- There are also special rates of pay for an mented and not so easy to find. Manufactur- apprentice although, apart from this, they ers’ apprentice training schemes are keeping are employed normally. If you are conthe industry afloat with qualified people but cerned about an apprentice leaving before the dealer network seems to be less inclined they have served their time or just after, you generally to offer apprenticeships, perhaps can legally incorporate a ‘claw back clause’ in because of a lack of understanding or a reluc- their employment contract to recover some tance to engage with the unknown. of your investment in their training. There is no question that LBE needs to Employing and training an apprentice help itself in recruiting new entrants and is an investment in the future and it is an that regardless of the size of a dealership investment in the industry itself, so think there should be a concerted effort on the part about it and do what you can locally to of all dealerships to recruit new people into encourage more people to join our industry the industry. A large multi-branch dealer- and narrow the skills gap we have. COMMENT
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BAGMA BULLETIN JULY– AUGUST 2019
COVER STORY
Two views BAGMA Bulletin talks to B&B Tractors’ managing director, James Bowring, and group aftersales manager Andrew Walker…
B&B TRACTORS GREW out of a Warsopbased transport business, when Massey Ferguson persuaded Bowring Transport owners Chris and David Bowring to take on the tractor franchise for Nottinghamshire and part of north Derbyshire in 1991. The family-owned and managed business has since grown to four depots covering Nottinghamshire, Yorkshire, Derbyshire, Staffordshire, Warwickshire and Leicestershire, and is now in the hands of the next generation, David’s son James. B&B Tractors’ franchises have also grown and the business now provides sales, service and parts support for AGCO’s Fendt and Valtra brands, as well as Massey Ferguson, and also for Vaderstad, Manitou, Grimme, Trimble, Kuhn, Isuzu and Honda.
JAMES BOWRING
managing director
BAGMA Bulletin: How is business so far this year? James: Despite the high levels of uncertainty in the industry, mainly surrounding Brexit, we seem to be holding our own. There are always external pressures affecting our industry that are beyond our control, and things seem to have slowed down a little more than usual this year, however I like to think that the strong foundations we have in place enable us to cope with whatever comes our way. You’ve undergone a lot of changes over recent years. What have been the key changes? The key change in the business was the introduction of a new management team in 2013 and with it a change in attitude. I replaced the outgoing dealer principal, and at the same time we created a new management team, working closely together to focus on all areas of the business rather than being sales focussed. How have these changes affected the business? The changes have had an immensely positive BAGMA BULLETIN JULY– AUGUST 2019
effect on the business. Under the old regime, we weren’t performing anywhere near our potential, however since the introduction of the new management team we have seen an increase in turnover in all departments year on year, whilst also maintaining our commitment to first-class customer service. Which parts of the business are performing best and what’s struggling? Currently our parts departments are performing well across all of our depots. Andrew Walker, our aftersales manager, has spent a lot of time putting procedures in place to make sure that department is efficient and moving forward. Agricultural parts sales are growing year on year, and we are also expanding our groundcare product range and sales, with strong brands such as Husqvarna, Hayter and Toro now on board. There are still areas to improve on and a couple of roles to fill, but other than that I am very pleased with how things are going. The agricultural machinery sales market is always very competitive, and I think this year more so than ever. We managed to increase our turnover in this area again this year, which I was delighted with, but without doubt deals are becoming harder to close. As for our service department, the range of products we sell seems to be becoming more reliable year on year. The majority of tractors sold have warranty and service packages with them which provides the workshop with a fairly regular stream of work. The service department continues to face the usual factors that affect everyone within the industry, the shortage of high quality, experienced and reliable
Training and education have to move up the agenda; it’s too important to ignore James Bowring
agricultural technicians. To try and combat this we utilise the AGCO apprenticeship programme, bringing through our own trained service technicians, gaining hands-on experience and hopefully adopting the high levels of customer service that we expect. Were you always destined to come into the business? Initially no, well at least not straightaway. I did my A-Levels in sports performance and excellence, and if it wasn’t for an issue with my application form I may have gone to university to study sports psychology. But I took up a role in the steel fabrication company IFT Services, which is part of the Bowring Group of companies. I had a number of years at IFT Services in which I completed a business management degree before moving to B&B Tractors in 2011. Looking back, the issue with my application was a blessing in disguise. What do you like about this industry? I enjoy dealing with the people in our industry. There’s such a wide spectrum of personalities and they definitely keep you on your toes. Which is the main part of the business now – transport or agricultural machinery? I don’t really look at any of our businesses like that. The success of Bowring Transport enabled us to create B&B Tractors in 1991. Our transport business has been operating for 68 years and it’s still moving in the right direction today, as is B&B Tractors. All of our businesses have to stand on their own two feet and in that respect they are all as important as each other. What’s your vision for 2020? Hopefully by 2020 the uncertainty in the industry as regards Brexit will reduce somewhat. We are looking into a couple of different areas to expand but we will see what transpires in 2020. How has BAGMA helped the business? BAGMA has specifically helped us with product installation training for our sales support team
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COVER STORY
B&B Tractors has grown out of a transport company and into an agricultural machinery dealer with four depots
and brake testing for our technicians. With the email newsletter and BAGMA Bulletin giving up to date industry news, it is an easy way to find the latest news without having to search for it or extract it from other sources. With Andrew regularly attending the Connect meetings, it means the business has the latest information regarding apprenticeships and other factors that could affect our business considerably. Through these meetings and connections with other dealers’ staff it also allows him to discuss ideas and use the knowledge of other experts to move our own business forward. What’s been your proudest personal achievement? Looking back, my proudest personal achievement outside of work would probably be obtaining my degree in business management. It was a challenging course but has no doubt stood me in good stead for the role I am in today.
ANDREW WALKER
B&B Tractors’ group aftersales manager, chairman of the AGCO aftersales dealer panel, and also chairman of the BAGMA Connect panel How important is the aftersales service? Andrew: Aftersales is key to any modern, successful and profitable dealership. The old saying of ‘sales sells the first machine and aftersales sells the next’ is still true, but it’s so much more than that today. For new customers, their first experience of the dealership may be through the parts or service departments and this defi-
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nitely has an impact on any future machinery purchasing. A dealer’s reputation for aftersales support will be talked about way before any purchases or prices are discussed, and many customers I’ve spoken to will stick with or switch to a dealer that supports them better, even if it means paying slightly more. How big is your department? We currently have a team of 15 parts staff and 32 service staff across our four depots. This includes six apprentices who we feel are vital to the future success of our business and on this basis we already have three new apprentices starting this summer so far. With the increased sales in Massey Ferguson and Fendt machines as well as the Valtra brand, we have planned to increase our staff levels by at least 10% each year to provide the best level of support while making sure our departments are always busy. With a total of 72 employees currently, the aftersales team makes up two-thirds of this number which shows the importance of the customer support function in our company. Tell us about your first job in the industry. I started my career as an apprentice agricultural technician at an AGCO dealership in 1996, before a change of location gave me the opportunity to join a John Deere dealership in 1998. Whilst there I completed my land-based engineering apprenticeship and I was trained on the full range of products. What other careers did you consider? None really. From restoring a vintage tractor as a teenager to my first work experience in a
local agricultural engineers, I knew I wanted to work in engineering, especially with tractors and large equipment. What’s your biggest daily challenge? Deadlines and being on time for meetings. What’s BAGMA Connect all about? BAGMA Connect is a panel made up of dealer staff and other industry experts who aim to connect with dealerships and staff throughout the whole of the UK and provide a platform to discuss and assist with the everyday issues that dealerships face. This can range from important legislation and legal changes that may help avoid problems when carrying out day-to-day business, through to employment advice and best practices. The panel tries to meet in different locations up and down the country to allow local dealer staff to attend and contribute. What’s been the biggest adventure in your personal life? Probably having two daughters with just over a year between them.
Many customers I’ve spoken to will stick with or switch to a dealer that supports them better, even if it means paying slightly more Andrew Walker BAGMA BULLETIN JULY– AUGUST 2019
DEALER STORIES
‘In the right place at the right time’ VENTURE FARM MACHINERY, founded by Nigel Gardiner and Jim Pearson, has been appointed to McCormick’s dealer network for Northamptonshire. “We weren’t looking for a tractor franchise at this time in our company’s development,” admits Nigel. “But the level of interest shown in the McCormick tractors we borrowed for our Krone grass machinery demonstration set off a lightbulb moment; we had a long discussion with the McCormick people the next day and everything came together. “They wanted a dealer on our patch and we could see how the McCormick tractors would suit all farming and non-farming requirements in the area while complementing our equipment franchises.” Nigel and fellow director Jim formed Venture Farm Machinery, in Pytchley, near Kettering, after they were made redundant from a large agricultural equipment dealership when several branches closed. They recruited colleague Derek Lispcombe from the same group to draw on his longstanding parts management experience and soon were appointed to handle sales and after-sales support for Amazone, Krone and Opico implements, along with Kidd and Tanco implements, and HM trailers. Together with parts, tools and accessories from the Granit range and
BAGMA BULLETIN JULY– AUGUST 2019
complementary suppliers, business soon took off. “A number of people wonder how it’s possible to setup a new dealership and acquire such leading franchises,” says Nigel. “But in each case we were in the right place at the right time with the right experience when the manufacturers needed local representation.” Ben Agar of McCormick manufacturer Argo Tractors says the track record of the people in the business makes him confident of their continued success. “Jim and Nigel have proven sales and sales management ability, and Derek’s 20 years’ experience makes him the go-to man for parts, so they have the complementary skills needed for the business to do well,” he says. Jim says: “I’ve had more interest in the first week with the McCormick tractors than any tractors I’ve sold before. We just need to encourage potential customers to get behind the wheel to see for themselves how good they are.”
Adcock Agri relaunches McCormick tractors in Essex A “young, driven team” of agricultural engineers is relaunching the McCormick tractor range in Essex. Tim Adcock of Adcock Agri Ltd has assembled a team of experienced agricultural technicians at his base in Rayleigh to develop a business that he started on his own as a ‘man in a van’ repairing tractors and farm machinery of all makes. Today, he employs technicians Mitch Hallett, who joined the business in 2014, and Greg Sears, who has been with the company a year. Phil Gronland has recently joined them to handle the parts side of the business and develop new machine sales. “Having established a good reputation with farmers locally for servicing, repairs and sourcing of competitivelypriced parts, it’s a logical step to further develop the business by moving into sales,” says Tim. “We took on the local agency for Dieci telehandlers last year and now we’re all very excited to be involved with Argo Tractors and their McCormick products.” Ben Agar, sales director
for Argo Tractors in the UK and Ireland, is realistic about the competitive market in Essex but is confident this new McCormick dealer will make positive progress. “This is a young, driven team in a business that has justifiably earned a fantastic reputation for the service they provide to local farms needing machinery attended to as quickly, efficiently
and cost-effectively as possible,” he said. “That’s a tremendous foundation on which to build the new tractor and machinery sales side of the business, so we’re delighted that Tim and his team will be relaunching McCormick throughout Essex.” The two parties first got to know each other at the LAMMA show in January this year.
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PRODUCT NEWS
Aurock makes UK debut KUHN EXHIBITED ITS new Aurock triple disc seed drill, which can establish crops under cover, in minimum tillage or direct drilling conditions, at Cereals 2019. Targeting the growing conservation agriculture sector, but with the ver-
satility for wider applications, the Aurock comes in a 6m format. With either single or dual metering options, it offers great versatility such as dual cropping or sowing one row in two with independently managed sowing depths.
Time-saving cylinder replacement Reesink Turfcare has extended its Toro parts range with Toro Reels+ and EdgeSeries Reels+. With this introduction, everything that’s needed for replacing the cylinders is included and comes pre-assembled – removing the guesswork for technicians and ensuring the recommended bearings are utilised. Toro says it also reduces installation time by approximately 1520 minutes per cylinder.
l Case IH has changed the name of its SIMAlaunched 100-130hp tractor range from Versum to Vestrum, after a challenge by another manufacturer. Vestrum, in Latin, means ‘yours’. l Turkish-built Basak tractors were on show at the Royal Highland Show. The new 5120 comes with a 120hp (3.6L) Deutz engine and a ZF transmission that incorporates a partial powershift. Also on show was a basic-looking telescopic handler. l Fendt has updated its 700 Vario series – its biggest-selling range of tractors for several years. The new multi-function joystick has added functions and the cross-gate lever has a shuttle/ reverser button.
BAGMA BULLETIN JULY– AUGUST 2019
New woodchipper series GREENMECH INTRODUCED ITS new woodchipper series, the EVO 165, at the ARB Show, Westonbirt. This new range has been designed in direct response to industry demands to deliver more aggressive torque, more powerful bite and more throughput.
John Deere partners with Continental JOH N DE E R E H A S approved 30 different sizes of Continental agricultural tyres to be fitted to its 6MC, 6RC, 6M and 6R mid-sized tractors. This decision follows a comprehensive audit of the Continental plant in the Portuguese town of Lousado, where the tyres are manufactured. The partnership agreement between the two companies reinforces Continental’s recent re-entry
into the agricultural sector. The new Continental Tractor70 and Tractor85 radia l t y res have been designed to increase tractor performance and improve fuel eff iciency. A single wire core, and a shortened bead apex, means they can be fitted more quickly and easily. The bead design also means the tyres can run at a lower pressure to reduce soil compaction.
Makita launches new brushless garden machinery TOOLS MANUFACTURER MAKITA has added to its range of cordless garden machinery, with a new twin 18-volt brushless lawnmower and three new professional 18V brushless hedge trimmers. The new brushless lawnmower, DLM460, has a collection box of up to 60 litres, a two-tooth blade for both cutting and mulching, and a steel deck for tougher working environments. The three new hedge trimmers – DUH502, DUH602 and DUH751 – are aimed at the professional contractor and have a robust build quality as well as high output brushless motors.
Tooling up for the fight against disease With changes in pesticide legislation having an everdeepening effect, we are starting to see turf managers shift their nutritional and mechanical maintenance programmes. One such example is golf course manager Graham Wallace, who says: “I made the decision last year to not spray any fungicides, with mixed results. I was hugely thankful that the members and club management understood it could be a challenging time to keep surfaces first-rate.” To help him produce stronger greens at the Bank House Hotel’s Bransford Golf Club, he has invested in a Graden CSI from Charterhouse Turf Machinery, bought from local dealer Tallis Amos. Graham explains: “We were lucky enough to borrow a CSI from another course, but last year this was not possible, and we noticed a real difference on how wet the greens were compared to previous years.”
13
OUT AND ABOUT
BAGMA on the road
At the Royal Highland Show 2019 WITH THE SUMMER show scene in full swing, BAGMA was seen in its usual position at a very busy Royal Highland Show. A new record in attendance saw more than 190,000 people enjoying an excellent event and all that Scotland has to offer. The weather was kind albeit a bit blustery which helped fill the aisles. BAGMA found another reason for a stand party on the Thursday evening – the official handover of the BAGMA presidency from Brian Sangster to vice president Peter Arrand. Guests were invited to join the celebrations along with our very own BAGMA piper. A special cake was provided for Brian and the chain of office was duly passed over. Brian has been BAGMA president for four years, after extending his normal two years to continue with a number of projects. He will
continue to support Peter on the Bira Board of Management and as LE-TEC chairman and BAGMA’s representative in Scotland for training and education, working with Lantra and RHET (Royal Highland Educational Trust) amongst other activities. Brian and Peter were presented with a special pair of BAGMA 100th anniversary cufflinks by Bob Chapman, a past president of BAGMA and Bira. Peter thanked Brian for his many years of service. Keith Christian, BAGMA director, presented Brian with a gift from both BAGMA and its parent group Bira. Keith thanked Brian for being part of the BAGMA team and steering a steady ship over the last four years. Peter Arrand, formerly RBM and now with Ripon Farm Services following a merger, will develop his own portfolio as BAGMA presi-
BAGMA member Sherrif’s stand
dent with a major focus on training and education and developing the BAGMA Council with a view to encouraging dealers to be more aware of the importance of apprenticeships and recruitment in the landbased engineering sector. Tw o B AG M A me m b e r s received awards at the show: Pol-
On the golf course
At the Royal Cornwall Show The Royal Cornwall show reported that 110,000 people visited this year’s event – slightly down on expectations, with wind and rain greeting showgoers on the Friday. However during BAGMA’s visit on the first day the weather was fair and members reported a busy start to the show. This year, our business development manager Richard Jenkins is trying to get to as many shows as possible around the UK, as it is a good way for us to chat with members, if they have a quiet moment, and to meet potential members. Credit goes to all our members for the work put into their stands with a number receiving awards. Special mention to Mason Kings for the excellent Cornish pasties! And congratulations to Elliot Prior, chairman of BAGMA’s Young Managers Group, who missed the show to get married. Speaking with members at the show, Richard heard several comment on the difficult times facing agricultural dealers. Although they said
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lock Engineering received a Silver Technical Innovation award and TH White – exhibiting for the first time – received a Certificate of Commendation for the Ferris ISX800 . Bill Johnstone from TH White said: “As a first-time exhibitor we were very impressed with the
Andrew Symons Agricultural Engineers
that there is business out there, most mentioned how hard that business was to tie down and that last year’s extremely dry conditions, Brexit and the uncertainly surrounding it, are having a negative effect on income. From the garden machinery members the feedback was slightly more buoyant, with robotic sales proving strong and the grass is still growing (unlike 2018). As we are all aware, exhibiting at any show is costly and sometimes difficult to quantify but for Richard The Royal Cornwall Show is still up there with the best in the country.
MEMBERS AND STAFF converged on Coldstream in The Scottish Borders for the annual BAGMA Golf Day. Hirsel Golf Club, founded in 1948 and tucked away on the edge of the idyllic Hirsel Estate, is one of the finest examples of traditional parkland golf in Scotland. The morning round was played in dry conditions and saw players competing individually for the Frazer Trophy. This year the winner was Bryce Smith with an excellent score of 38 points, with Liam Armstrong second on 31 points. Bryce’s victory was his second in this competition – a decade after his first! After a quick lunchbreak, players were all back out for the afternoon team competition. Played in somewhat wetter conditions, the BAGMA BULLETIN JULY– AUGUST 2019
OUT AND ABOUT
Pollock's Jimmy McGhee with his award
Royal Highland Show this year, from the pre-event communication through to the organisation and delivery of the show, and the quantity and quality of enquiries received from visitors to the stand.” He added: “We were also delighted to receive a Certificate
of Commendation for our Ferris ISX800 professional mower as part of the RHASS Innovation Awards. It is safe to say that we found the show to be a great success for us at Machinery Imports, and we are very much looking forward to returning as an exhibitor in 2020.”
A new resource for agriculture businesses was launched at the Royal Highland Show by Jamie Hepburn MSP, Minister for Business, Fair Work and Skills.The employers’ toolkit, developed by Lantra Scotland on behalf of the Skills for Farming Group will support employers in making informed decisions on different types of training as well as providing practical information on wages, responsibilities, funding and mentoring. Available online at www.scotland.lantra.co.uk/ employers-toolkit, the toolkit guides employers through apprenticeships, work placements, internships, volunteering, farm visits and mentoring, covering technical aspects like contracts, insurance and induction. Quick reference cards also include case studies, checklists for the employers, details on types of apprenticeships and other useful information.
GLOBAL FARMING – LOCAL RESPONSIBILITY Innovative, smart and adapted to the special features of the specific agricultural regions worldwide.
Keith Christian with the winners of the Blades Trophy : Bryce Smith, Scott Hamilton and Richard Jenkins
18-hole course held up remarkably well with the greens deserving a special mention for their quality. Players then all headed back to the clubhouse to dry out and to enjoy an excellent dinner and the presentations. Winners of the Blades Trophy for the best score were the team of Bryce Smith, Scott Hamilton and Richard Jenkins. They were closely followed by Dean Lowe, Frazer Moore BAGMA BULLETIN JULY– AUGUST 2019
and Liam Armstrong. Liam also won the longest drive contest and Donald Jack picked up the nearest-the-pin prize. During the presentation, all players commented on how much they had enjoyed the course and would be keen to return. The BAGMA Golf Day is a very social event and appeals to golfers of all standards, so look out for next year’s dates.
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Boost for farming technology at Agritechnica GERMANY EXHIBITION AGRITECHNICA is offering start-ups and other recently established innovative companies an opportunity to present their ideas and products to the global agricultural sector. With its new DLG-AgrifutureLab feature, Agritechnica organiser DLG (German Agricultural Society) is targeting international companies and start-ups that want to provide answers to the issues that will face the agricultural sector in the future.
Germany’s Federal Ministry for Economic Affairs and Energy has already announced it will be sponsoring the participation of innovative companies from the trade fair’s home nation on its stand. “The DLG-AgrifutureLab is the meeting point for start-ups and strong partners from agriculture and agribusiness, and with this special show we will be offering attractive opportunities for presenting new ideas, forging networks and finding investors,” said Agritechnica project manager Marie Servais.
More than 170 CropTec 2019 companies have November 27-28 The East of England already signed Showground, up for CropTec, Peterborough which returns to the East of England Showground in November. As usual, the aim of the show is to help farmers, their advisers and suppliers build a profitable and sustainable sector. Seminar topics this year include biosolutions, blackgrass, oilseed rape, slugs and spraying technology. The show’s popular sprayer demonstration area will be bigger this year, with more than 10 sprayers available for visitors to test-drive.
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