Starting out

It takes time and effort to build a successful contracting business

During the past 12 years

Suffolk contractor Rob Cannell has worked hard, taken every opportunity and overcome many difficulties to establish his well-respected, successful specialist spraying business.

Growing up on a small family farm and gaining skills on other farms, Rob says he knew that he would go it alone. “I had nothing against my former employers — we all still get on.

“But, I don’t know, perhaps I have a problem with authority,” he laughs. “I was frustrated and just wanted to be my own boss.”

Together with his wife Sophie, he operates Rob Cannell Agri Contracts, from their base at Halesworth, near Ipswich in Suffolk.

“It’s very much a joint venture. As well as looking after the finances, invoicing and other business paperwork, Sophie will also run around collecting and delivering the chemicals as well as driving the bowser and, of course, tolerating me being on call all the time,” he says.

Today Rob is operating a one-year-old forward-control Mercedes Benz Unimog S-Trac, equipped with a 24m-wide

Landquip demount sprayer unit. Converted by South Cave Tractors in Lincolnshire, it’s just one of two operating in the UK and is, essentially, custommade to Rob’s specification and requirements.

Logistics key to success

For back-up he has another Unimog with demount tank, which also tows a bowser. Again it’s a purpose-built set-up, which he bought second-hand. Apart from relying on Sophie, Rob is also able to call on help from a couple of self-employed operators, who help out when he is busy.

“Over the years I have learned the key to success in contracting is getting on top of the logistics — pre-planning, being organised and having everything in the right place at the right time,” says Rob.

He has even installed his own water storage tanks on customers’ farms. “It takes a while to get this all sorted, but it does get easier now we are working on larger areas. I have a clear understanding of our business’s strengths and weaknesses: sorting out the logistics is a big strength, which means I can get over the acres and move quickly and efficiently between jobs. The weaknesses come from breakdowns and, I admit, my lack of patience!

“I also have a back-up machine. It’s such a time critical job, I cannot afford any stoppages due to breakdowns. This helps keep me going, which ensures I don’t let down my customers,” he explains.

Rob now carries out about 90% of the work himself — putting about 2000hr/yr on the new S-Trac. “The sprayer is an enormous investment, but one I feel was definitely worth it and now, at today’s diesel prices, it’s providing huge fuel savings. It can legally travel at 40mph on the road, which saves time.

“Its mechanical transmission is also much more durable than a hydrostatic, which saves fuel and is able to cope with long road hauls with a much lower risk of breakdowns,” he adds.

Points of note

• Set a budget and stick to it

• Ensure you are not under-insured

• Make sure you have back-up work

• Pay close attention to logistics

• Be prepared to do anything to keep cash coming in

• Cash flow is king — invoice promptly and follow up late payments

• Buy the machine you ‘need’, not what you ‘want’

• Careful planning and preparation always pay

• Build relationships locally and nationally

• Be prepared to help out on other work – bale hauling, grain cart etc. Customers will appreciate it and often repay loyalty

• Communication is key. Don’t ignore calls and emails.

NAAC member

Rob is an enthusiastic member of the NAAC, which he says provides tremendous support. “The help they offer is brilliant, providing a wealth of advice and updates on all kinds of business matters such as legal advice — particularly road traffic laws.

“I attend regional and national meetings, where it’s really good to talk to and learn from others — particularly because they know exactly what we are all going through. It’s also interesting to see how others approach what is essentially the same job and find out about regional differences in, for example, pricing and costings,” he adds.

From small acorns

This is all quite different from when, at the age of 30, he took