Focus magazine by Kramp 2016 #4 UK by Kramp

Focus Kramp Customer Magazine

Edition 4 | 2016

Play and win quiz page 31!

Lemken

Supplier portrait

Know How

Returns are now even easier

Page

KRA FOCUS 0416 UK

To plough or not to plough? Opinions are divided

News

Cross docking in Genk

Better keep things running smoothly.

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Contents

Editorial

Making choices Our whole life involves making choices â&#x20AC;&#x201D;

06|Lemken

and this is especially true of entrepreneurs,

Service is key

who need to make choices every day. What is important, what takes priority, what choices do we make for the longer term? When it comes to the long term, Kramp has made a clear choice. We want to be and remain an essential partner for the agricultural industry, in a world where the speed of change is constantly accelerating thanks to the Internet and digitisation. The customer is always at the heart of what we think and do, and we keep a close watch

08|Cover Story

on the technological developments in our

To plough or not to plough?

market. Our choice to develop partnerships with tractor and machine manufacturers and suppliers helps us achieve this. As partners, we complement each other and together we can offer a complete package, which means that our customers do not need to worry about parts and accessories. We work together to make sure that you can do your job more easily and successfully. For us, that means "being the essential partner". Itâ&#x20AC;&#x2122;s that easy. Enterprise, choices and partnerships are also at the heart of this edition of Focus.

22|News

Cross docking in Genk

The cover story is about choices in tillage and the supplier portrait discusses the choices that Lemken has made to their product portfolio. I would like to thank you for your trust and the great things we have achieved together over the last year, and wish you, your colleagues and your family a Merry Christmas and a Happy New Year for 2017.

Eddie Perdok

04 06 08 13 14 16 18 21 22 24 26 27 28 30 31

CEO Kramp Groep

4 | 2016 Focus

News

How much do cheap pneumatics really cost? Air leaks are present in all pneumatic systems and the cost of these leaks to your business may be overlooked. A large percentage of air leaks can be significantly reduced or eliminated through a systematic approach to repairs and maintenance. For instance one 5mm hole can cost a business up to ÂŁ5,600 per year in waste. Kramp pneumatic products from Prevost and Festo are tried and tested to the highest levels. Investing in these products ahead of other "cheaper" brands will save money over

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draining, the range of TALLAS products are great value for money and extremely easy to handle.

Milwaukee Launch One Key App Milwaukee have launched the next evolution of hand tool use. The One-Key mobile app allows the user to configure custom speed and torque settings directly into the tool's memory offering unmatched control and consistency with every trigger pull. Worried about tools being stolen? The One Key app offers integrated tool tracking, giving you full visibility of how your tools will be used. This allows you to pinpoint missing tools quicker. There are also inventory management options for those teams using a single pool of Milwaukee products. For more information speak to our product specialist - Scott Green.

News

Beer promotion It must be the Christmas season because probably the best beer promotion in the world is back! Simply place an order between £450 and £700 and receive 8 cans of beer. Increase your order to £700 and receive a Brecon Brewing 3 beer gift pack as an extra bonus. It's that easy! This promotion finishes on the 23rd December 2016.

Prevost S1 New Generation Blowguns

Kramp Tractor Seat Covers

Equipped with Prevost

We know how easily your tractor

plugs, these blowguns

seats can be damaged. Why not

are compatible with all

give it a makeover with our new

major connection profile

selection of washable, simple

standards. The plugs

to attach and UV-resistant seat

couple directly with the S1

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quick safety coupling. This gives excellent handling and a robust nearunbreakable quality level.

Christmas Working Hours

Date

Open Times

Delivered

Mon 19th December

8:00 am – 6.00pm

20th

Tues 20th December

8:00 am – 6.00pm

21st

Wed 21st December

8:00 am – 6.00pm

22nd

Please note that we will be running

Thurs 22nd December

8:00 am – 6.00pm

23rd

the following work schedule over

Fri 23rd December

8:00am – 1:00pm

28th

Mon 26th December

Closed

Tues 27th December

Closed

Wed 28th December

8:30am – 5:00pm

29th

Thurs 29th December

8:30am – 5:00pm

30th

Fri 30th December

8:30am – 5:00pm

3rd

Mon 2nd January

Closed

Tues 3rd January

Business as usual

4th

the holiday period. If you have any queries then please contact your customer specialist.

4 | 2016 Focus

Supplier portrait

Service is key at Lemken Anyone who drives into Alpen in

"All of the components you see outside will be fitted to a machine

Germany cannot miss the fact that

produced each week", Lars Heier explains during a tour of the huge

within one week. At this site alone, more than 250 machines are

this is the home of Lemken. The

premises. Heier is Head of Marketing at Lemken and has seen the

name, standing proudly in blue and

this was still a field. But a large facility has stood here for several

business grow substantially in recent years. "Back when I started,

the hundreds of components outside

years now and we have plans for further expansion."

in the grounds make it instantly clear

Like many other companies in this sector, Lemken started out

that this is the place where ploughs,

as a foundry. In 1780, the business opened its doors in a little

harrows and other machines are

Lemken started to manufacture ploughs and the business moved

constructed.

town called Birten in north-west Germany. As the years went on, to Alpen, where it became successful in the development and sale of ploughs. Nowadays, Lemken is much more than just a plough manufacturer. Their product range now covers five different segments: electronics, crop protection, drilling, soil cultivation and after sales. The "business in blue" now faces the challenge of growing into areas that are still relatively new. "We have been manufacturing ploughs for over two hundred years now, and we'll continue to do this", Heier explains. "Our customers appreciate our expert knowledge and service. Crop protection is a relatively new venture for the Lemken family. We still need to convince our customers a bit more on this, but luckily that seems to be going well." Over the two hundred years that the family business has existed,

it has expanded to become a global competitor with production locations in Germany (Alpen and Haren), Russia (Detchino), India (Nagpur) and China (Qingdao). More than 70% of the German market leader's turnover comes from overseas.

About Lemken

Despite its global activities, the company wants to have a local

Turnover of 327Â million euros

feel. "That's why we have sales offices and specialists in several countries, allowing us to quickly switch our focus between international and local markets. We are known for the level of

1.295 employees

service we offer, and that means a lot to us. Of course, our dealers are the first point of contact for our end customers."

25 offices in Europe, North America, Asia and Africa

Excellent partnership This approach works. Lemken is popular among users, and the bus-loads of visitors that the company welcomes every year are testament to this. This popularity is not without reason, as the tour of the production process is impressive. Almost everything is produced by Lemken, which allows the company to guarantee the quality of their products. It is this level of quality that the German enterprise is looking for in the suppliers of its components. "That is also one of the reasons why we chose Kramp as our partner", says Boris BĂścheler, magager spare parts. "We both operate under the same philosophy and have been working together successfully for over twenty years. In the past, we have grown together and that is something we would like to continue doing. That is why Kramp is the only wholesaler that we do business with."

4 | 2016 Focus

Cover story

To plough or not to plough?

Opinions are divided

The days of ploughs being pulled by horses and oxen are far behind us. Nowadays, large tractors with plenty of horsepower pull ploughs through the fields with ease. However, it seems that we have reached a turning point. Is it still necessary to remove all of the weeds and dig several centimetres into the ground? Opinions are divided.

Cover story

Ploughs have been used for thousands of years. Drawings have been found in Egypt dating back to 1200 BCE that show an ox pulling a kind of plough, led by a farmer. In the early period, farmers mostly used a type of plough called an "ard", which allowed farmers to pull open the soil. A major advance in farming came in the form of the turn plough. Attaching a mouldboard to the plough made it possible not only to pull open the ground but also to turn it over. This meant that the weeds ended up underneath and the nutrient-rich soil came to the top. As time went on, ploughs became increasingly advanced. Metal took the place of wood and various components were added. In the 18th century, developments came thick and fast, and during this period the plough became a commercially viable product to manufacture. Since then, the plough has become an indispensable tool on many farms, and large manufacturers such as Lemken, Kongskilde and Pöttinger have been successfully producing tillage machinery for years.

Digging, not tilling The choice for reduced tillage is a relatively new one, but this varies dramatically between countries. In countries with considerable variation in altitudes, such as Germany, this form of cultivation has been popular for a long time, whereas in countries with a relatively flat terrain and intensive agriculture, such as the Netherlands, the "old-fashioned" method of ploughing is still by far the most popular. However, reduced tillage is becoming increasingly popular in flatter countries too, particularly with organic farmers. What is reduced tillage? With this form of cultivation, the farmer only loosens the soil. This is in contrast to ploughing, which involves cutting the ground to a depth of up to 30 cm and turning it over, which in turn means that the stratification of the soil is damaged. Reduced tillage aims to ensure that the soil maintains a better structure and, as a result, better biodiversity. More water is able to penetrate the soil and important nutrients are better retained. An additional advantage of this is that it prevents problems such as erosion. It is important to point out, however, that converting to reduced tillage involves much more than simply no longer ploughing the soil. It can take years before an optimum result is achieved and it is very important to know what happened to the soil in the past. The use of groundcover crops is also recommended.

4 | 2016 Focus



Cover story

Reduced tillage is widely promoted by the Food and Agriculture Organisation of the United Nations. Under the name "conservation agriculture", the UN considers it to be a method of producing crops that requires fewer resources and provides sufficient profits on a sustainable basis, while also preserving the environment. The UN has established three principles for effective conservation agriculture: • Continuous minimum mechanical soil disturbance (ploughing). This aims to help retain minerals, prevent erosion and maintain water levels in the soil • Permanent organic soil cover. This makes it possible for soil life to grow as the mulch is broken down, which results in organic matter that can then act as a fertiliser • Diversification of crop species. More than two different crop types should be alternated on the land. As a result, crop and soil infections do not have a chance to take hold. Diversification also helps support a better soil structure Research has generally shown positive results for reduced tillage. Studies suggest that it allows farmers to save money, produce crops in a less time-consuming manner and protect the environment. So why hasn't everyone converted to this method of soil preparation? To answer this question, we must first look at the various methods of cultivation. There is no single system for reduced tillage — there are various options, and it is still a case of trial and error. Despite its relative success, this new technique is still in its early stages of development. What's more, the choice of crop is very important. What works for grain could be a different story for potatoes. And we haven't even touched upon the type of soil and what kind of cultivation it has already undergone. Another issue is that crop growers have to be able to afford the transition. It is clear that switching to reduced tillage requires some investment in the first few years. It can take several years before the soil is in an optimum condition and the crop yield is at the desired level, and farmers must take this smaller harvest into account. At the same time, the switchover also requires investment in terms of machinery.

Strip-till Strip-till is popular in the United States. It is a technique that only disturbs the portion of the soil that is to contain the seed row. This leaves the remaining soil effectively "untouched". In Europe this principle is already in use, particularly in sugar beet cultivation. On paper, strip-till is considered the best way to implement reduced tillage. The entire field has a groundcover crop, such as mustard, and only the seed bed is processed. However, strip-till requires the use of special machinery and not all types of soil are suited to it.

Cover story

Advantages

(According to the UN and studies)

+ Increases organic material in the soil + Preserves water in the soil thanks to the layer of organic material (less erosion)

+ Improves the soil structure and root zone (more worms)

+ Preserves the levels of nutrients and crop protection products

+ Provides greater capacity and accessibility + Allows higher levels of C and CO

in the soil

(organic matter)

+ Makes the soil less vulnerable to pests and infections

+ Saves the farmer fuel and labour

Problems

(According to the UN)

- The process requires a certain amount of time.

The initial results may be less than expected and it can take years before the soil is in an optimum condition

- There is a chance that the farmer will need to invest in new machinery

- The history of the soil is important. Not all types of soil are suited to reduced-tillage farming

The verdict?

There is no unequivocal answer to the question of which type of cultivation is the easiest, best or most ideal. A lot depends on the circumstances. The only thing that can be said with certainty is that reduced tillage is having a positive effect on the environment and in preventing erosion. Furthermore, it largely depends on the region. Reduced tillage seems to be preferred on hilly terrain as it helps to prevent erosion, but there is also the question of whether the crop or soil is suited to this type of cultivation.

4 | 2016 Focus

Stronger. By Design.

MORE! > PERFORMANCE > AVAILABILITY > EFFICIENCY

Timken Housed Units > Are easy to install and optimise load-bearing capacity. > Increase performance and lengthen operational life. > Extend maintenance intervals and cut costs.

Expertise

Returns are now even easier It doesn't happen often, but products do sometimes need to be returned to the supplier. This is possible via the returns page in the "my account" section of the web shop. We have recently improved several functions on this page and returns are now even easier.

The most important changes: 1. In the first step of the returns process, the products are immediately visible after searching, without the need to scroll through to find them.

2. A "back" button has been added that can be used to navigate to the previous page in one click. 3. Unnecessary blank spaces have been removed, and the texts have been adapted and moved so that the page is more organised.

4. The current step in the returns process is now clearly visible. 5. We have merged one of the steps in the process so that it takes less time to complete the returns process.

4 | 2016 Focus

Interview with Karel Beel

"Alongside strong brands, professionalism must be a priority" When it comes to quality and service, Beel in Belgium deserves a mention. This family business has grown into a significant player in the sale of agricultural and earth-moving machinery, both at home and abroad. As well as investing in strong brands, the company has also tapped into new markets to further expand its operations and become more international. Time, then, to ask owner Karel Beel for his views on the evolution of the agricultural mechanisation market and what tools are available to stay ahead of the competition. Focus: We are currently seeing a downturn in the market for agricultural products. Are we seeing this trend in agricultural machinery sales too? Karel Beel | Firstly, it is important to analyse where this pressure on agricultural prices is coming from. We can only conclude that Europe has freed up the market â&#x20AC;&#x201D; the safety nets have disappeared and the game of supply and demand is winning the upper hand. This sometimes leads to large fluctuations within short time periods. However, we have to look at the market as a whole. For specialised companies, it is true that certain investments are being delayed slightly, but there are also customers in that segment who are keen to make solutions-based, future-orientated investments. For contractors, there is an emphasis on capacity and smart technology. This trend will continue because harvest periods are becoming shorter and more intensive. The pressure to improve performance is partly due to the fact that there is a limited number of well-trained drivers. Forward-thinking companies will therefore continue

Highlight

The Internet is bringing the market to the customer, and that means that you need to adjust your marketing concept."

Karel Beel

to invest, and will do so on a regular basis. In our sector, we have

do not need to commit to financing, there are no risks and there

to evaluate everything over a longer period, and I believe that the

are no discussions about guarantees and scrap value. Everything

overall trend is actually positive.

is arranged for them. If there is a problem, we have the specialists

Focus: Do you expect a shift between the markets for new and second-hand machines?

in house to fix the problem, or a replacement machine can be arranged. Customers are changing their buying behaviour and are choosing one relationship for all their equipment across a number

Karel Beel | In the future, there will still be scope for both markets,

of sectors (agriculture, industry, construction etc.). It is up to

but as a dealer, it is important to take your time and discuss with

dealers to adapt to this and offer the right solutions. It is important

the customer what is most suitable for them. The idea is to give

to remember that growth is not an aim in itself, but should fit within

targeted investment advice. Previously, some customers would

the business's operations and contribute to its profit.

buy a tractor or harvester and then see what work was available. Today, we work with customers using a bottom-up approach. Based on the number of hectares that a customer has as his or her "workload", we will suggest the most appropriate solution â&#x20AC;&#x201D;

Focus: Is the role of e-commerce becoming more important?

which is not necessarily a new machine. What's more, by using this approach, we can make sure that both markets go hand in hand.

Karel Beel | The Internet is bringing the market to the customer,

Some customers thresh 900 ha each year (700 ha of maize and 200

and that means that you need to adjust your marketing concept. An

ha of wheat) and invest in the latest technology every two years. In

up-to-date website and the appropriate online marketing tools are

turn, these nearly new second-hand machines are an ideal solution

essential. Personally, I see it as a pretty positive trend â&#x20AC;&#x201D; you also

for customers who have fewer hectares to work but would like to

shouldn't forget that as a result of this, a lot of depreciated material

have extra capacity. The interplay between customer, dealer and

from our region has found its way to the east. The Benelux market

manufacturer will become even closer.

is still mostly a replacement market and that is how we keep the market alive. What's more, local dealerships will continue to fulfil their role as feelers in the market. All things considered, we should

Focus: How do you see customers' buying strategies changing?

keep the service aspect in mind. Technological advancement in modern tractors and harvesting machinery has developed in such a way that professionals are needed to solve a problem, and you

Karel Beel | The trend is clear. Nowadays, we are seeing that users

will not find them on the Internet. The level of service is also a lot

are much less likely to own their own machines. In construction

higher. One thing is for sure: strong brands, professional service

and industry, the long-term hire of machinery has been

and customer-orientated advice will remain crucial in the future.. n

commonplace for many years. This is set to become more common in the agricultural sector too. Customers are choosing to pay a fixed amount each month to hire machinery. This means that they

4 | 2016 Focus

Ploughing

Ask Graham â&#x20AC;ŚExplains the parts of a plough

This is the share, which Graham says is the most important part of the plough. There are many different types of shares but the most common are the changeable or reversible shares. The share pictured is a general share. Its function is to penetrate the soil and make a horizontal cut below the surface.

A customer has called asking to know more about plough parts. Graham is going to talk us through the major parts of a mouldboard plough, starting with the frog. The frog is the base of the plough bottom which the other parts are attached to.

There are many types of mouldboard, but the slatted mouldboard is well suited to sticky clay soils and is less resistant than a full mouldboard. These are the mouldboard slats. Kramp offer a selected range of wearing parts in both genuine and non-genuine parts to suit all budgets.

Ask Graham

R AHA M G K

Kramp offer all parts pictured below as well w

Here, Graham shows us where on the plough the share would appear.

w. fa c

as an extensive range of plough parts online.

ebook.com|K

This is the mouldboard. This is a curved part which lifts to slice the soil.

All parts are fastened to the body using plough bolts (pictured). Kramp have a vast range of plough bolts readily available.

Here, Graham shows us the land side. This is a flat plate which works to create a cleaner furrow.

4 | 2016 Focus

Market news

A bad year for machinery sales It appears that 2016 has once again been a difficult year for European agricultural machinery manufacturers. CEMA writes that, following 2015, businesses will once again be reporting red figures this year. In the first half of this year, a decrease in sales figures could be seen in almost all CEMA countries.

Exceptions in the first six months of this year were

Other machines

France (+7%) and Spain (+9.5%), although expectations

Combine harvester sales decreased in all CEMA

are that growth in France will have weakened markedly

markets by an average of 8.3%. The smallest

in the second half of this year. This Europe-wide decline

decrease was seen in Belgium with -4%, whereas the

applies to almost all agricultural machinery, excluding

Netherlands stands out with the biggest decrease of

sprayers.

-28%. Harvesting machine sales are expected to have fallen by 12% at the end of this year. Belgium and Spain

Tractor sales across European countries were 5.5%

are likely to be the only countries where a rise in sales

lower in comparison with 2015, which was by no means

will be seen.

a great year for sales itself. Demand decreased for tractors between 20 and 250 horsepower in particular.

Large surface mowers will not escape this negative

Tractors in this category are usually bought by farmers,

trend either. This market will fall by 8.6%. As in Italy,

who are currently struggling due to the low price of

Spain and France, this drop is present in all countries.

feedstock and milk. The situation could worsen still

Germany is the outlier with a decrease that could

further, due to the global supply of wheat and the

amount to 14%. In the case of balers, it is Italy that will

prices that go along with that. The demand for tractors

show the biggest drop of 16.7%. All countries in this

under 50 horsepower is stable, whilst the demand for

segment will show a decrease in sales, apart from

machines with relatively high levels of horsepower is

Spain.

increasing.

Exception to the rule

The demand for tractors increased in France (+16.1%),

It appears that only sprayers will escape the falling

Spain (10.7%) and Belgium (5%). Sales decreased in

trend. Sales appear to be stable in all countries,

Austria (-3.8%), Denmark (-10.3%), Germany (-9.7%),

with Spain once again being the exception where an

Italy (-4.4%), the Netherlands (-7.7%) and the United

increase in sales can be seen.

Kingdom (-8.5%). CEMA expects that at the end of 2016, the total sales of tractors in the aforementioned countries will have decreased by 3.3%.

*The CEMA countries are Belgium, France, Germany, Italy, the Netherlands, Spain and the United Kingdom

Market news

12% 3.3%

16.7% stable 4 | 2016 Focus

Ready-to-fit and maintenance-free: Perfect bearings for plough discs With INA flanged units from Schaeffler, you are always well prepared when it comes to tillage. Thatâ&#x20AC;&#x2122;s because the units are robust and perfectly sealed. You can benefit from the high load carrying capacity, tilting rigidity and service life of these screw-mounted system solutions and, if necessary, both the bearing unit and the plough disc can be quickly replaced in the field. www.schaeffler.co.uk/agricultural_engineering

Column

Is zero-till the future? Over the past few years we’ve seen an increasing interest in zero-till systems, and changes to how other cultivation systems are carried out on farm. Whilst the most obvious reason might be considered as cost reduction, which in some instances is certainly the case, there are a number of other reasons that are bigger drivers to the changes. Soil health is an increasingly ‘fashionable’ topic of conversation, and rightly so as it is a farmer's most important asset. Good soil health will result in better crops, higher yields and hopefully greater profits. Average farm yields have plateaued whilst the costs of production have risen. Production costs have amplified as weed and disease pressures have increased, for a number of reasons – loss of chemical control options and poorer crop rotations being just a couple of reasons. Zero-till, as the name suggests, is the total opposite to a conventional plough based system as no tillage takes place at all. Machinery costs are clearly reduced under a zerotill system with less machinery to purchase, depreciate and maintain. However, success (or failure) is not down to the machinery and the system requires significant management and an ‘unconventional’ way of thinking throughout the cropping year, from the more simple elements such as managing harvest traffic and compaction, crop residue management, cropping and variety choices to understanding how different crops or plant species interact with soil microbiology. Cultivations reduce soil organic matter and soil organic matter is one measure of good soil health. By using systems like zerotillage the aim is to increase soil organic matter, which in-turn will help to increase and improve the soil microbiology. Couple this with more varied and wider rotations than the wheat/osr type rotation of the past and slowly the reliance of agrochemicals for soil and plant disease control can be reduced, beneficial insect species numbers will be built up reducing the need for insecticides and weed burdens will be reduced through varied sowing and harvesting dates, leaving

seed on the surface to where it is destroyed by weather, eaten or able to be controlled better with agrochemicals or due to improved soil health/drainage/structure – blackgrass for example thrives in wet soils, improving the drainage and adding spring cropping to a rotation are good cultural control methods to include in your the armoury. Of course these benefits don’t come over night, time is required and not every soil type or farm is suitable for zerotillage initially. A gradual shift over a number of years from a plough based or intensive cultivations system to zero-tillage is often required to start the slow process changing the soil’s characteristics and behaviour before expecting it perform under zero-tillage. All of this doesn’t mean we need to abandon the plough and minimum tillage machinery or be destined to failure though; these are reliable and well proven methods of food production that, until other systems such as zero-tillage have been proven to be as flexible, reliable and successful, will remain the mainstay methods on farm for a good few years yet. There is still a vast amount to learn about zero-tillage systems and the (complex) interactions between plant species/soil microbes/organic matter but, with the pressures on modern agriculture only increasing, be it through legislation, added costs or environmental lobbying groups, it is important that there are farms embracing the system, trying new things and creating the knowledge and understanding required by the industry to adapt, evolve and farm profitably whist taking these pressures in its stride in the future.

Matt Redman is a contractor from Bedfordshire. www.mattredmanag.co.uk @RedmanMatt

4 | 2016 Focus

Crossdocking in Genk While most people are still asleep, the cross-docking facility of logistics partner Wim Bosman/Mainfrieght in Genk is a hive of activity. This is where lorries from various Kramp warehouses meet each other.

News

When customers place an order online, they want their deliveries as quickly as possible. However, a French customer may order a product that is in stock at the warehouse in Strullendorf, Germany. Thanks to the cross-dock in Genk, this order can be delivered in next to no time. Every evening, the lorries depart from Strullendorf (DE), Varsseveld (NL), Biggleswade (UK) and Poitiers (FR) to make their way to Genk in Belgium. The lorries arrive there between one and four o'clock in the morning. Once the trailers are on the dock, the forklift truck drivers at Wim Bosman get to work. The products are moved from one lorry to the other in record time. The lorries are usually back on the road, heading for one of the Kramp warehouses, in under an hour. The cross-dock offers customers countless advantages. They are no longer restricted to the stock available in one warehouse and can now choose from products available in all of our warehouses across Europe. Parts can also be with customers in their workshops faster than ever before. In the past, it could take a week for a product to reach its destination â&#x20AC;&#x201D; now it's with the customer the next day. n

4 | 2016 Focus

Customer Portrait

Focus on aftersales crucial for B&B Tractors growth Traditionally, agricultural machinery dealerships have focussed on wholegood sales in order to achieve growth and profit. However with machinery sales on a downward trend and the market becoming more competitive, dealers can no longer solely rely on wholegood sales to survive.

AGCO dealer, B&B Tractors, have developed a winning formula for achieving growth by switching their focus from wholegood sales to a superb aftersales package. To tell us about the company, Group Aftersales Manager, Andrew Walker, and Parts Specialist, Nick Davis, spoke to Focus magazine. B&B Tractors was established in 1991 and are part of the wellknown Bowring Transport Group. The business took over the existing Massey Ferguson areas in Warsop and Tideswell, before building on these successes by adding depots in Fauld in 2007 and Dodworth in 2010, meaning the dealership now covers almost all of the East Midlands and South Yorkshire. In June 2013, Martin Judson joined the team as management accountant. Working in conjunction with AGCO he set up new reporting and analytics tools that showed the importance of maximising aftersales efficiencies and the importance of this to the business as a whole. The decision was taken to increase focus on aftersales and ensure that, through sustainable business practices, customer service and business profitability could be improved simultaneously. Andrew Walker has been employed as Group Service Manager within B&B Tractors since 2011. In 2013, to coincide with the increased focus on aftersales, Andrew became Group Aftersales Manager and became responsible for parts sales as well. He has since invested his time into developing the team to ensure that customer satisfaction keeps increasing. B&B Tractors have very clear objectives for their aftersales department: â&#x20AC;&#x153;We want to provide the highest level of support to maintain customer loyalty over the long termâ&#x20AC;? Andrew told us. â&#x20AC;&#x153;The market is changing, we need to be immediate with our parts support and customers are using technology more to find the parts they need. We need to also offer these services to remain competitive. If we can maintain a high level of customer satisfaction and evolve as a

Customer Portrait

business then we will remain leaders in the future. Farmers want to find the right part first time, so dealer expertise is essential in keeping the customer satisfied”. “We have always been ahead of the competition when adopting new technologies. We were one of the first businesses to setup our own RTK network, because our directors realised that guidance technology was going to be widely adopted. This proactive approach to new technologies is the major factor behind our early engagement of the Kramp Online Service.”

Andrew also praised Kramp’s wide product range: “It’s a onestop shop and with Kramp’s fast delivery service it means we are able to offer exceptional convenience to our customers”. B&B Tractors are building a sustainable, successful business based on putting the customer first. In a changing marketplace, this flexibility will ensure that they are still growing in another twenty five years and beyond. n

The Bowring Transport Group • E stablished in the 1950s by Bill Bowring • Becomes Bowring Transport Ltd in 1974 by Bill’s sons, David and Chris • The Bowring Transport Group now has five divisions: - Haulage - B&B Tractors - I.F.T. Services - Thomas Irving (1998) Equestrian - Midland Landfill Ltd • The Bowring Transport Group has grown from a one man operation with one lorry to a multi million pound transport and mechanisation group.

4 | 2016 Focus

Info

Nick Davis is responsible for parts sales development along with other members of the Warsop parts team. His role includes responsibility for Kramp Online Service and generating growth of ecommerce sales. Nick gave us an insight into their relationship with Kramp – “Kramp are investing in long term dealer development. It is clear that their strategy involves working in partnership with us to help both parties increase their business.” Gordon Cummings, the Kramp Account Manager for the East Midlands, has worked closely with B&B Tractors and together they have implemented the Kramp Online Service. “Increasingly we are seeing farmers turn to Google to find the part they need. Then they find a business to purchase from online. We need to ensure that our dealers are prepared for this developing trend. Nick has been a fantastic champion for the service and B&B Tractors are seeing significant growth in online sales.”

Kramp Face Where did you work before Kramp?

Before working at Kramp, I spent 25 years at Cobham Wireless in Stevenage, which is a company that provides state-of-the-art wireless and connectivity solutions. I spent 15 of those years in the HR team.

What attracted you to Kramp?

The job itself fitted in very well with my previous work experience as well as my personal life. We’ve recently moved to the area and, as I have a3 year old son, this job was great in allowing me to get him to prescho ol before work.

Tell us some interesting facts about you?

I’m actually an Explorer Scouts leader and have been for 20 years. Explorer Scouts are a section of the Scout Association for 14-18 year olds and their activities include climbing, kayaking, canoeing, sailing and lots more. I also have a Level 1 Certificate in Paddlesports Coachin g. n

Name: CHRISTINE SHAR MAN Job Title: HR Service s Administrator Started at Kramp: Octob er 2016

Where did you work before Kramp?

at After university, I worked as the Volunteering and Projects Coordinator ng a promoti and creating for ible respons was I Hertfordshire Students’ Union. the had I that meant This . students for nities programme of events and opportu and sleeping besides things, do actually to difficult task of trying to get students partying, at university.

What attracted you to Kramp?

y’s When I had my interview with Kramp, I was impressed by the compan we didn’t and casual very was place work previous atmosphere and its people. My Kramp, as onal professi as ere somewh work to have a unified goal. I was keen where everyone seems to be pulling together to achieve the same things.

Name: VICTORIA FLYNN Job Title: Marketing Specialist Started at Kramp: October 2016

Tell us some interesting facts about you?

or. I In my free time I’m a pretty keen reader and writer, as well as an illustrat really also I y. someda book ’s children own my e would like to write and illustrat run a y someda to is goal My . running started enjoy swimming and have recently n that. to me hold half marathon but please don’t

Where did you work before Kramp? I’ve been working in accounts for many years and started my career as a Credit Controller. My previous role was at a multi academy trust in Luton as a Finance Analyst. We were responsible for 5 academies which meant there were plenty of figures to deal with. I am currently studying to become a fully qualified accountant.

What attracted you to Kramp? The company is very professional and the people are really friendly. I think the fact that a lot of Kramp’s staff have been working here for many years says a lot about the company. People enjoy working here and you get the feeling that Kramp care about their staff.

What personal achievements have you gained and tell us some interesting facts about you? My biggest personal achievement is raising my children to become two young, decent people. As for interesting facts, I am fluent in British Sign Language and have a certificate in Level 1 and 2. I also have an allotment where I grow fruit and vegetables. n

Name: ZENA ECOTT Job Title: Assistant Accounta nt Started at Kramp: October 2016

Kramp Academy

Kramp Academy is the training programme year, the academy needs you to help with the next

Introduction to PTO

stage in its development.

Askham Bryan, York – 14/02/2017 Royal Agricultural University, Cirencester – 07/03/2017

We would like to add new courses to our extensive portfolio and we need your suggestions to start us on our way. Is there a product range you struggle with? Maybe you require a commercial course to develop your team’s business skills. Perhaps it is training on your

Hydraulics Part I

Royal Agricultural University, Cirencester – 10/01/2017 Reaseheath, Nantwich – 21/02/2017

Hydraulics Part II

computer systems? simply email richard.kendrick@kramp.com.

Royal Agricultural University, Cirencester – 11/01/2017 Reaseheath, Nantwich – 22/02/2017

Season Update

Hydraulics for Women

We can help provide almost any training you require. To make a suggestion

Kramp Academy is in full swing. The season began with excellent hydraulics training in Biggleswade and then again at Barony College in Dumfries, Scotland.

Royal Agricultural University, Cirencester – 11/01/2017 Reaseheath, Nantwich – 22/02/2017

Management Techniques – Stock Management

Candidates were delighted with the quality of training available and Lorna Robb from Fraser C Robb in Scotland has provided this insight into what makes Kramp Academy training special: “It is great that a supplier is running industry specific courses. All attendees found the courses really beneficial.

Reaseheath, Nantwich – 31/01/2017 Askham Bryan, York – 28/02/2017

Retail

The smaller groups allowed them all to participate and come back with

Reaseheath, Nantwich – 01/02/2017 Askham Bryan, York – 01/03/2017

actions that they wanted to implement.” To register for a Kramp Academy place, contact your Account Manager, Customer Specialist or register through the webshop www.kramp.com.

Info

Upcoming Dates

Business Finance I

Reaseheath, Nantwich – 02/02/2017 Askham Bryan, York – 02/03/2017

4 | 2016 Focus

Customer News

LOCAL NEWS 5 years service award for James Buchanan Field Sales Manager Kramp UK, who has recently gained his 5 years service award. Kramp UK has benefited greatly from James's experience and energy

R.A.B.I. Kramp CLA Quiz night raises over £800

and we look forward to many more years working together.

Thank you to the R.A.B.I. for holding a fundraising quiz night in Bedfordshire on 11th November 2016 in conjunction with the CLA and Kramp. £851,49 was raised on the night for the farming charity. The winners stormed to victory with an inspired performance of 90 points out of 110. We also need to extend a huge thank you to all of the Kramp suppliers

Open days

who provided gifts for the goody bags

Good luck to Ripon Farm Services,

and donated prizes for the raffle at the

Farmstar and Ernest Doe Ltd who all

end of the evening. We couldn't have run

have open days and shows in the first

the event without you.

few months of 2017. Kramp will be

READ FOCUS ONLINE WITH ISSUU This edition of Focus is now available on Issuu. Read it, as well as our other Kramp publications, online right now. Issuu offers some great added extras such as Youtube videos, as well as useful links to the Kramp webshop, making it even easier for you to find the product you’re looking for in our online store. Want to check out our previous editions? Visit www.issuu.com/ krampgroup/stacks and click on Focus Magazine English to read the Focus publications we’ve released over the past two years.

represented at all three shows, so come If you would like to help the R.A.B.I. by

and say hello.

hosting an event then please contact Lucy Bellefontaine on 07739 197374 or

Ripon Farm Services

lucy.bellefontaine@rabi.org.uk and she

Great Yorkshire Showground

Winner Quiz Focus 03/2016

would be delighted to connect you with

11th & 12th January 2017

Congratulations to Jacqui Barker from

your local R.A.B.I. manager.

John Payne in Herefordshire. You have Farmstar Show

won an iPad Mini 2, courtesy of Action

Marr, Doncaster

Can.

12th January 2017 The Doe Show Ernest Doe Ltd - Ulting, Essex 7th, 8th & 9th February 2017

INFO

Congratulations to James Buchanan,

European Championships Competition

their session’s main points to the larger group after.

Congratulations to Richard Carpenter, here enjoying champagne on the Eiffel tower. He won a trip to Paris with his wife in our European Championships competition. Following on from this excellent start came a panel debate discussing the key theme of the day: The Customer is King. Joining the panel were David Ayres (Arun

Dealer development expert, Simon Batty,

Mowers), Tim Lane (T H White Group),

then led an interactive Plenary session

Ian Nutt (Lister Wilder), Ben Turner (Ben

on the subject of Sales, Aftersales and

Burgess Ltd) and Simon Batty (Maple

Dealership Performance. This led into

Associates) who all provided overviews

the final portion of the conference, a

of how customer service is applied to

Question Time style Q&A session, before

their own business, and tips on how to

delegates headed off to get ready for the

improve.

evening’s awards ceremony.

Keynote speech from John Timpson,

After lunch, the conference delegates

Kramp were proud to sponsor one

chairman of Timpson. Well-known as a

broke into three breakout sessions,

of the awards and would like to offer

maverick retailer, Timpson spoke with

covering different subjects that all

our congratulations to Arwel Agri

insight and humour about the leadership

related to methods of communicating

Services for winning the award for Farm

strategy that has made Timpson’s one of

with customers. These sessions dealt

Machinery Dealer of the year, presented

the best companies to work for, as well

with Effective Merchandising and POS,

by Kramp UK Managing Director, Julian

as including some colourful anecdotes

Digital Marketing and Social Media, with

Thompson (pictured).

from his private life.

leaders from each group summarising

Service dealer conference and awards In November, this years' Service Dealer Conference and Awards took place at the Oxford Belfry Hotel. As one of the conference’s sponsors, Kramp staff and customers were in attendance. The day was an extremely well planned and successful event from start to finish, kicked off in the morning by an excellent

Merry Christmas The Kramp team wishes you a Merry Christmas and a Happy New Year 2017. Thank you for a successful year 2016 .

4 | 2016 Focus

Mosaic

Ploughing Match Season is here

Where to find your local ploughing match: February 2017 February 26th 2017 Collingham & District Agricultural Society, Nottinghamshire

Ploughing matches have a long history in the UK. Records of matches stretch well back before modern farming

March 2017

techniques made straight furrows relatively easy.

11th March 2017 Herefordshire Ploughing Association Match, Herefordshire

The plough match season runs through the autumn and winter months through to the spring. Local, national and international

12th March 2017

events pack the calendar but one of the main highlights is always

Makefield Ploughing Society Match,

the British National Ploughing Championships and Country

St Helens

Festival. Now in its 65th year â&#x20AC;&#x201C; the British Nationals are organised and run

April 2017

by the Society of Ploughmen and this year the event was held in

15th April 2017

October at a farm in Marden near Tonbridge in Kent.

Wareham & Purbeck YFC and Vintage Ploughing Match, Dorset

The aim of a ploughing match is for the plough person to prove that they can plough the neatest, straightest furrow. In the British

17th April 2017

National Championship this can be done with a conventional

Carmarthenshire Ploughing

plough, a reversible plough or even a horse drawn traditional

Society, Carmarthenshire

plough. There are many different classes who compete in the championship, from Young Farmers through to experienced old hands. The top plough person from the two day competition are then selected to compete at the World Ploughing Contest, York in 2017.

Quiz

Find the answers and win!

4 5 6

To be in with a chance of winning a 9 bottles of Brecon Brewing beer, all you need to do is

answer this crossword and unscramble the anagram created by taking the first letter of

each answer. Once solved, the anagram will spell out two words (9,7). To win, email your answer to

marketing.uk@kramp.com

Answer:

ACROSS

2. Kramp

, the training programme designed by dealers, for dealers.

4. They live at the North Pole and build toys for Santa.

Closing date for entries is 25th

6. Gordon

January 2017 No purchase is

is the Kramp Account Manager for the East Midlands (Customer Portrait).

9. He'll be coming to town on the night of December 24th.

necessary. The winner will be

10. A decorative material used to decorate Christmas trees.

drawn from the correct entries

11. Water frozen into a solid state.

at random. The editor’s choice

13. The technology used to power things such as car brakes. The Kramp Academy also offer

is final – no correspondence

will be entered into or phone

a course on the subject.

15. The Plug&Play

is suitable for semi-professional or home and gardening use.

call taken. No cash alternative

DOWN

is offered. Kramp reserves the 1. The new brand powered by the DAB PUMPS Group (News).

right to substitute the prize

3. The 24th of December, Christmas

for an alternative if necessary.

5. The name of Kramp's chosen charity (Pinboard).

The winner’s company name

7. An industry leading brand of power tools (News).

will be published in the

8. A play, usually performed by young schoolchildren, to depict the birth of Jesus.

next edition of FOCUS. The

9. Father Christmas’ mode of transport.

competition is open to Kramp

12. The red nosed reindeer.

customers only.

14.

health is an increasingly 'fashionable' topic of conversation.

ColoPHon Editorial Address: Stratton Business Park London Road Biggleswade Bedfordshire SG18 8QB Editing and Graphics: Marketing Kramp E-mail: focus.uk@kramp.com www.kramp.com

Photos: Kramp (36), Shutterstock (16), Lemken (4), Mann Filter (1), Milwaukee (1), Timken (1), Schaeffler (1), R.A.B.I (1), Action Can (1), SKF (1)

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