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THE MEMBERSHIP MAGAZINE OF THE BRITISH AGRICULTURAL AND GARDEN MACHINERY ASSOCIATION ISSUE 34 | JULY-AUGUST 2022

‘Why we moved at our busiest time of year’ Fascinating interview with Kalehurst Garden Machinery’s Neil Taylor INDUSTRY NEWS | JOIN OUR WINE CLUB | INNOVATION AWARDS

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BAGMA BULLETIN JULY-AUGUST 2022

IN THIS ISSUE

It’s been great returning to live events BAGMA President Peter Arrand has attended shows in Scotland and Lincolnshire

Show, I attended the Lincolnshire Show organised by the Lincolnshire Agricultural PETER ARRAND Society whose rich history began in 1869. For PRESIDENT over 150 years the society has dedicated itself BAGMA to promoting farming, food and the countryside. Profits from the show support educational work and activities, engaging with I AM WRITING this President’s Pen after more than 13,000 local children each year. returning home from the Royal Highland The weather is often associated directly Show. It was great to catch up with so many with the success and attendance at shows friends, customers, service providers, suppliand, generally this year, so far, most shows ers and colleagues over the two days I attended. and events have enjoyed reasonThe event at Ingliston reached a able weather, and an overwhelmsignificant milestone in the Royal EVERYONE Highland Show’s history – mark- PREFERS THIS WAY ing realization that some people are catching up with old friends ing the 200th anniversary since OF INTERACTING that they may not have seen for the very first show was held in WITH SUPPLIERS AND CUSTOMERS' the last couple of years 1822. Common dialogue at all this The four-day event provided year’s shows and events has been the ability a great opportunity for visitors to get up and willingness to meet up again face to face. close to prize livestock, taste an amazing Everyone prefers this way of interacting with array of premium food and drink, and view suppliers and customers and usually see it as new machines, innovations and new emergsignificantly important to developing busiing technologies. It was also great for the ness growth. No doubt there will be continBAGMA team to meet so many friends and ued analysis of the investment in time, money members old and new who visited the stand. and resources to participate in such events More details are included in this edition of and hopefully everyone can find a way forthe BAGMA Bulletin, as well as details of the ward to ensure key show dates and events other events BAGMA has been involved in in the calendar remain successful and well during the current show and events season. attended. Prior to attending the Royal Highland COMMENT

The membership magazine of the British Agricultural & Garden Machinery Association Editor Chris Boiling 07713 192344 chrisboiling@live.com Design Alan Bingle 07949 024737 alan@forty6design.com All advertising and media enquiries please email: keith.christian@bagma.com

BAGMA BULLETIN JULY-AUGUST 2022

BAGMA, Samuelson House, 62 Forder Way, Hampton, Peterborough PE7 8JB. 01295 713344 bagma.com BAGMA president Peter Arrand BAGMA director Keith Christian 07823 416849 BAGMA business development manager Richard Jenkins 07432 290605

ISSUE 34 JULY-AUGUST 2022

NEWS BAGMA launches new website; Rea Valley Tractors becomes a New Holland dealer; work starts on new STIHL GB headquarters

TECHNICIANS OF THE YEAR Why the winners are ready to inspire the next generation

7 8

TRIPLE CELEBRATIONS Alan Snow marks three anniversaries

COVER STORY Interview with Neil Taylor of Kalehurst Garden Machinery

INNOVATION AWARDS The top new inventions, as named by the Royal Highland and Agricultural Society of Scotland

EXPERTS Advice on marketing, safety and selling aged stock

YOUNG BLOOD Meet the new members of the BAGMA Council of Representatives

OUT & ABOUT BAGMA has been to agricultural events in Scotland, Cornwall and Norfolk – as well as playing golf near a castle!

NEW SERVICE We’re launching a wine club for members!

Every effort is made to ensure the accuracy of the material published in BAGMA Bulletin. BAGMA 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 BAGMA. Advertisers in BAGMA Bulletin are not agents of BAGMA or any of their associated businesses. Also, BAGMA and its associated businesses never act as agents for any advertisers. Printed in the UK by Stephens & George.

BAGMA NEWS

BULLETIN BOARD

‘TRUE GENT’ PASSES ON

Tony Cundall, the first Campey product specialist to cover Manchester, Wirral, Cheshire and Staffordshire, has died at the age of 75. Before retiring in 2011, Tony gave up working in the field and was general manager in-house. Campey Turf Care Systems says “he became known throughout the industry as a true gentleman on every level”. Richard Campey said: “Our thoughts are with Tony’s wife Dinah and Tony’s family at this sad time. He will be greatly missed by all those who knew and worked with him.”

TRACTOR SALES DROP

Disruptions to global supply chains are still affecting tractor sales. In June, 938 machines were registered – 36.4% lower than the unusually high June 2021 figure. The extended Bank Holiday weekend at the start of the month may also have had some impact, according to the AEA’s Stephen Howarth. The total number of machines registered during the first half of the year reached 6,420. That is 6.2% fewer than in January to June 2021, despite May 2022 having the highest May total since 2012 at 1,283 machines. Registrations for the year to date are 6% above the five-year average.

OVERTON’S NEW AREA SALES MANAGER

Lincoln-based Overton (UK) has appointed Steve Barnfather to its sales team. Responsible for the North of England and Scotland, Steve brings a wealth of experience to the company with over 25 years working in the groundcare industry. “I have thoroughly enjoyed my time working in this industry, it is a passion of mine. When the opportunity came along to join Overton (UK) I knew it was a great move for me. The team have been so welcoming and the product range is impressive,” he said.

Rea Valley Tractors takes charge ‘of our own destiny’ REA VALLEY TR ACTORS, the WestMidlands and mid-Wales farm machinery business, will become a New Holland dealer from November 1, while continuing to supply products from JCB, Kuhn and other leading manufacturers. The appointment as a New Holland dealer for agricultural tractors and harvest machinery throughout Shropshire, part of Staffordshire, Cheshire, part of Lancashire, mid and North Wales, marks a significant change for Rea Valley Tractors, which currently operates four branches and employs 130 staff. Steve Petford, managing director, said: “In discussions concerning the long-term development of the company, the options presented by our current tractor supplier (John Deere) effectively involved either down-sizing or selling the business, scenarios that were emphatically opposed by RVT’s chairman and main shareholder Simon Clarke, not least because of the impact on jobs. “Instead, we have taken an alternative route, taking charge of our own destiny by successfully negotiating to take on the New Holland territory for tractors and harvest machinery across an area that is larger than the one we have today, and also an extended JCB territory that will include Cheshire from 1st January 2023.” RVT will continue to support customers with

repairs, routine servicing and parts for the John Deere products they have been selling, and are convinced that the potent combination of New Holland, JCB and Kuhn, together with Bailey, Grimme, Joskin, Ag Leader and other important franchises, will ensure a long-term success. RVT has depots at Shrewsbury and Newport in Shropshire, Welshpool in Powys, and Sudbury in Derbyshire, with new branch locations to be announced in due course. The company has applied for planning permission to substantially enhance the Shrewsbury depot with new buildings that will double the amount of workshop space and improve working conditions, provide a technical training facility and covered storage for used machinery. There are also plans to significantly expand the workshop facility at the Sudbury depot, where the focus will be on JCB and Kuhn sales and support, to increase servicing and repairs capacity and improve working conditions. RVT chairman Simon Clarke commented: “This is a new dawn for Rea Valley Tractors. After 38 years, we are really excited by the opportunity not only for our business, but customers alike by supplying and servicing machinery from world-class British manufacturers. Combined with our skilled workforce, knowledge of the area and drive to move our business forward, the future is tremendously exciting.

BAGMA Ex-President Burlingham passes away DAVID BURLINGHAM, A former BAGMA National President from 1965 to 1966 and founding chairman of the BAGMA Four Counties Region in 1966/67, has passed away aged 92. David was elected an Honorary Life Vice President of BAGMA in 1983 having inspired many changes in the organisation and support for dealers, especially in training and education. He was chairman of the association’s training and education group for nearly ten years. The Burlingham family has a long tradition of involvement with BAGMA over the years with Richard Henry Burlingham being National President from 1947 to 1949 and John Burlingham being chair of the BAGMA Garden Machinery Association and also working for the British Hardware Federation as the sales and marketing director before it became

part of BIRA (BAGMA’s previous owner). H Burlingham and Co. was founded in 1804 as agricultural engineers in the Vale of Evesham. David joined the business as a trainee engineer and was sent to Ransomes, Simms and Jefferies to learn his craft. At the age of 18 he became workshop manager and followed a steep learning curve, as this was the time when tractors were taking over from horses. BAGMA’s director, Keith Christian, paid this tribute to him: “David and his family’s contribution to our industry has shaped the history of what is now BAGMA.” Before he died, David put together a history of his working and family life for his family and BAGMA. In our next edition we will follow David’s career and his contribution to our dealer trade association. BAGMA BULLETIN JULY-AUGUST 2022

BAGMA NEWS

Work starts on new STIHL GB headquarters

STIHL GREAT BRITAIN, based in Camberley, Surrey, since 1992, says it has outgrown its current location and plans to move to a new 11,500sq m purpose-designed GB HQ and warehouse facility next year. A ground-breaking ceremony took place on June 20, when STIHL Group CEO Michael Traub visited the new site, two minutes away from the current building in Camberley. The ceremony was also attended by STIHL Great Britain managing director Kay Green and local mayor Helen Whitcroft. Due for completion in 2023, the site will be home to nearly 100 local employees from mid-2023. Built by Glencar Construction and designed by Hale Architects, the new HQ will have “first-class environmental credentials” including BREEAM Certification, the world’s leading sustainability assessment method for building projects. It’s anticipated that two-thirds of the total roof area (1,600sq m) will be covered with photovoltaic solar panels to provide power to the new facility. EV

charging points will also be installed for use by electric vehicles, although the building is also close to Blackwater railway station so employees will be able to easily travel by train to work or bicycle using the adjoining off-road cycle path. Extensive planting will take place on site, so the building will be surrounded by landscaped gardens including native shrubs and trees and a wildflower meadow. The new 9,000sq m warehouse space will feature state-of-the-art picking and storage systems to maximise productivity, efficiency and the use of space. The adjoining 2,285sq m office area will include retailer training facilities, an on-site restaurant, flexible collaborative workspaces, and a technical workshop. Kay Green, managing director of STIHL GB, said: “STIHL has enjoyed a sustained period of growth in recent years and, as a consequence, we have outgrown our existing warehouse and office facilities. Our new purpose-built headquarters represents a significant capital investment and is a commitment to the future for our local workforce.

The CLAAS Academy’s first technicians CLAAS UK RECENTLY opened the doors of its new Apprentice Academy to BAGMA and the AEA for a visit to meet the staff leading the apprenticeship programme and some of the first technicians on the Land-Based Service Engineer Technician Level 3 Apprenticeship Standard course. Opened earlier this year, the new Apprentice Academy is located at the CLAAS UK headquarters in Saxham, Suffolk. John Kireia, apprentice technical trainer, told us: “I started as an apprentice and I have gone full circle and now I am taking the next generation through to where they will see themselves in 15-20 years’ time.” The CLAAS Academy provides specific product training throughout the apprenticeship programme and enables trainee technicians to progress within the dealerships once qualified. The building itself consists of dedicated workshop areas, where apprentices can develop skills such as welding, large workshop areas that can accommodate combines, modern classrooms and breakout areas. There is even a green screen room where trainers can create interactive presentations for online training.

BRM celebrates with open day BAGMA member Brian Robinson Machinery (BRM) held an open day to celebrate a string of milestones. These included: 40 years in business, 32 as Valtra dealers, 25 as Joskin and Polaris dealers, and 10 as Merlo dealers. The day gave customers the opportunity to view a wide variety of equipment as well as the recently completed buildings and yard expansion. There was also food and drink, a huge tractor bouncy castle assault course and lazer clay shooting! More than 650 people attended the event, which raised £1,620 for the Yorkshire Air Ambulance. BAGMA BULLETIN JULY-AUGUST 2022

BAGMA NEWS

Action Lawn sets high ambitions with Etesia BAGMA MEMBER ACTION Lawn and Leisure has been appointed as a new Etesia dealer in Stirlingshire and surrounding areas. Action Lawn and Leisure was founded in 1998 by Bob Bruce, BAGMA’s Scottish Regional secretary. It is a family-run business which prides itself on offering a personal service with good advice and excellent product knowledge. The company works with a variety of groundscare brands, but the time had come to set higher ambitions, according to Bob’s son, Ian Bruce. “Currently we are operating at about 70% domestic and 30% commercial,” he said. “We are looking to venture more into the professional market and want to

be able to offer machinery of the highest quality. That is why Etesia kept coming into my head. “We have dealt with a few Etesia machines over the years and have always been very impressed with what we’ve seen. Our local council has an Etesia fleet and it was the only machine that came in for a service this year that didn’t need major repairs. This tells me it is of a decent quality because the council are quite boisterous with their machinery!” Etesia’s product range includes ride-on mowers, scarifiers, brush cutters, green technology and pedestrian mowers, and Ian believes the machinery will be the perfect addition to Action Lawn’s range. “I believe the Etesia products will help us attract larger

contractors, landscapers with a few vans on the road and potentially some National Trust sites – to name but a few,” he said. “One of the biggest problems we’ve got in Scotland is wet grass and this is always choking up our

customers’ machines. The Etesia machines are designed to cope with this very easily. This feature, combined with their performance and build quality, makes the Etesia range of products highly appealing.”

Manufacturers and suppliers still need a dealer network BAGMA’s director, Keith Christian, reveals why he chuckled to himself during a lunch with garden machinery dealers and why he’s annoyed by recent comments in Service Dealer COMMENT

KEITH CHRISTIAN DIRECTOR BAGMA I was going to write all sorts of lovely positive stuff about how well shows have been attended so far this year and how people are getting on with their lives and businesses despite the continued presence of Covid, Brexit and an unfathomable war in Ukraine and how positive the industry has been in the face of all this adversity. Then, I read the recent Service Dealer comments about the doom and gloom surrounding dealers and their future. I have worked for many years with Service Dealer and have the greatest respect for them but, come on guys, there is enough going on in the world without you being the harbingers of doom and gloom for the dealer network. I have seen several very comprehensive studies and research over the last ten years about the future of dealers in Europe at least. As BAGMA, the only dealers trade

organisation in our industry, and with over 100 years of history with the dealer network, we have contributed to these studies and not one of them predicts the demise of the dealer network. Change, yes for sure, as the grand scheme of things changes but every study has been clear that dealers need manufacturers and suppliers and they in turn need a dealer network. The only way this will change radically is if manufacturers and suppliers either buy into the dealer network, as only one company does in the UK, or change their business model and sell everything direct to the end user. There is no doubt that in the agricultural machinery sector there is more control over how the dealer operates with the larger franchises, and this too can sometimes have its benefits, but this is not normally the case with the garden machinery dealer network. I sat down for lunch with several likeminded and sizable garden machinery dealers not long ago and they caught me chuckling to myself and wanted to know why. Well, it was simply because I

realised I had done business with their fathers before them and now I was doing the same with the sons. For this edition of the magazine we visited Kalehurst (see page 8) to interview Neil Taylor about his current move and how he sees the future. Bob Taylor, his dad, came in to say hello. I was a young rep when I first dealt with Bob 40 years ago and I have dealt with his son for many years now and they are another classic example of a thriving family business that have weathered all sorts of storms and succeeded with a family succession plan. I have been around the garden machinery dealer network for a long time and I have never once thought that there wasn’t a future for dealers in our industry. Change, yes. Challenges, of course. Succession issues, inevitably. Differences of opinion between manufacturers/ suppliers and dealers, definitely! There is a future for dealers and I am sure that most manufacturers/suppliers recognise this and will find ways to support their dealers whilst looking after their own business interests and distribution channels.

BAGMA BULLETIN JULY-AUGUST 2022

BAGMA NEWS

BAGMA launches new website

Bourne to be a record breaker How long does it take to drive from Land’s End to John O’Groats on a ride-on mower? Bourne to Garden founder Colin North, driving an ISEKI SF544 ride-on mower, completed the charity challenge in 4 days, 6 hours and 9 minutes. Travelling at a maximum of 12mph for 880 miles, for 20 hours per day, the owner of the Kent gardening and landscaping business smashed the previous record of 5 days, 8 hours. Wrapped in a duvet at night to keep out the cold, and goggles to keep mosquitos out of his eyes, he said the only technical issues were “a loose wheel nut and puncture on the way”. He also says he received lots of “friendly toots” as drivers overtook him.

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BAGMA HAS LAUNCHED its new website, marking the end of the year-long transition from BIRA. The website has a similar style and look to the previous one on the BIRA platform but has more information and features and will be regularly updated with industry news and events. With improved functionality, the website is easier to search and provides quick and easy access to essential information on new or current member benefits, training opportunities, resources or information about services. BAGMA’s director Keith Christian said: “We are excited about the new website launch as it is a step forward for us and it enables our members to access the information they need more easily.”

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TOP TECHNICIANS

Why these technicians are ready Meet the winners of the LE-TEC Technician of the Year competition LE-TEC, THE LANDBASED EngineeringTraining and Education Committee, has announced the winners of the Landbased Engineering Technician of the Year competition. The winners were selected by a panel of industry experts from the entrants’ submission videos. James Hood from Manitou UK won first place in the competition. James started in the industry as an apprentice in 2003 at Robert Davies machinery in Shropshire and progressed to be a senior engineer at the same dealership. James joined Manitou in 2018 as a CSB Technician before changing to a different dealership to progress his career as the service manager and then returned to Manitou UK two years later as the area after-sales manager.

On receiving the news of winning the ist engineer and is the only engineer at the competition, James said: “Winning the LE- Warsop depot to work on combine harvesters. TEC competition has highlighted how much When asked about the landscape of the landI would like to give back to the industry and based engineering industry at the moment, promote agricultural engineering as a whole Brad replied: “This year, especially after Covid, to the younger generation because the industry a lot of people have left the industry, a lot of is struggling for young engineers. There’s not people are looking for new opportunities, at this moment in time the agricula lot coming through, and as the tural engineer industry is short older engineers move away and AS THE OLDER retire, the knowledge isn’t get- ENGINEERS MOVE on engineers, so there is plenty of ting passed down anymore and AWAY AND RETIRE, opportunity.” Brad said it was a good it needs a big injection of youth THE KNOWLEDGE achievement winning this award right now. For anyone who is ISN’T GETTING and it reflected the work that he considering it, I would definitely PASSED DOWN ANYMORE put in: “It feels great to win this recommend it.” award because it shows that the Brad Smith, based at B&B Tractors’ head offices in Mansfield, was hard work and good work ethic can really get awarded second place. Brad has been at B&B you places in this agricultural industry.” Third place was awarded to Craig Farmer Tractors for nearly seven years, starting as an apprentice in South Yorkshire in general from Bryson Tractors at Lanark. Craig told us agricultural engineering. After four years he what he enjoyed about working in the industry went to New Zealand for eight months, and is that every day is different: you can be in the returned to be B&B Tractors’ harvest special- workshop, on site or on a farm, in all different

Alan Snow celebrates three anniversaries SOUTHWEST FARM MACHINERY dealer Alan Snow celebrates 40 years of trading this year, 30 years as an authorised Fendt dealer, and 25 years as a BAGMA member. Alan, who started his business from the back of a van in 1982, is today the distributor for tractor brands Fendt (Devon and Cornwall), Massey Ferguson (Cornwall and West Devon) and Valtra (Cornwall and West & South Devon). The company, Alan Snow Agricultural Engineers Ltd, operates from premises in Holsworthy, Launceston and Truro and employs more than 40 staff. Alan has been involved with agricultural machinery all his life. Coming from a farming family, at an early age he decided milking cows wasn’t for him. His real passion was tractors and, after leaving school, he took an apprenticeship with agricultural engineers Fulford Trumps. At the age of 25, he elected to go it alone and set up a small repair business from home in Thornbury. He quickly built up a reputation with farmers in the area and, as a result of customer recommendation, just three years later was appointed service agent for Fendt tractors. In 1989, he moved with his family to a new home in Sutcombe, near Holsworthy, which had enough land to build a workshop. He was awarded the full Fendt distribution franchise in 1992 and the business grew steadily. In 2007,

he opened a second depot, in Truro. This depot was outgrown, and purpose-built premises were opened in Tolvaddon, Camborne, in 2020. With relentless effort and dedication, Alan, wife Di, daughter Becky and their team have moved onwards and upwards and have become one of the most knowledgeable, respected and longest serving Fendt dealers in the UK. Alan says the dealership’s expansion over the years has been down to the hard work and commitment of his staff and it shows customers in these areas that the business is there to support them. “We have a loyal and strong team,” Alan says. “Some of our service engineers have been with us for 25 years and our Fendt sales manager and parts manager for over 15. A lot of the wider team have been here for well over a decade, too. “We really value this as a business. It is not only good for us, but it is great for our customers to see familiar faces turn up on their farm. It offers reassurance and guarantees them a level of service they have come to expect. “We’ve recently employed extra salespeople to add strength to the team. I believe that to be a key part of the longevity and is one of the reasons why we have been able to work closely with Fendt for 30 years. It comes down to the service we offer and doing a good job on behalf of Fendt.”

'SOME OF OUR SERVICE ENGINEERS HAVE BEEN WITH US FOR 25 YEARS' BAGMA BULLETIN JULY-AUGUST 2022

TOP TECHNICIANS

to inspire the next generation weathers. We asked Craig what he would say to someone thinking about joining the industry. He answered: “If anyone is looking for a career in agriculture and they’ve got no experience, don’t let that hold you back, just like I was, I had no real experience in it and now I’ve done it, it’s the best five years I’ve ever done.” The competition focuses on finding the best technicians (past or present) to talk about their careers, what made them want to be part of the industry and why they enjoy doing what they do. LE-TEC – an industry partnership of the AEA, IAgrE and BAGMA – looks for people who can inspire the next generation of landbased engineering technicians. James won training from AP Air Europe and a pressure washer from Karcher, while Brad won a BAGMA Installation and Handover training course from Merlo and a Makita MR007GZ Radio. Craig won a 70-piece Siegen Tool Kit from Sealey (donated by Kubota). The competition will run next year and the entry opening date is in December 2022.

Brad Smith

James Hood

Craig Farmer

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MEMBER PROFILE

‘Why we moved at our busiest time of year’ Neil Taylor, who runs Kalehurst Garden Machinery with wife Gill, explains how robotic machines have increased workshop income and why they only offer service and backup for brands that they have sold. Report by Mary Perry KALEHURST GARDEN MACHINERY has been in Newbury, Berkshire, since the late 1980s. Over the years the site comprised a garden centre as well as six other businesses. Today, Kalehurst Garden Machinery and Hillier Garden Centre are the only two businesses operating out of the site – offering customers a complete answer to their gardening needs! Today, Neil Taylor and wife Gill run the family business with their team, remaining passionate about offering the best service around for sales and back-up – an approach that has resulted in a very loyal customer-base within the area. The business was started by Neil’s father, Bob, in 1982 at a site in Aylesbury. Mechanically minded, he was passionate about focussing his attention on the workshop and ensuring they provided top-quality service, something they remain passionate about today. Neil stepped into the driving seat in the late 1990s when Bob reached the point where he no longer wanted to continue with the business. From a more sales-focussed background, Neil wanted to implement more of a sales strategy to grow the business. They have managed to do that despite Covid shutdowns and no e-commerce presence. Last month, they even moved into a more modern building. How have the last few years been for the business? “The last few years have been a big shock for us all. No one could have anticipated the events

that would take place and we have had to adapt and overcome the constantly changing situation. In terms of business, we did think that Covid could mean shutting the doors for a long time. But it has ended up being good for business, it all went a bit mad! Our showroom was shut in total for three months and we have always promoted Kalehurst as having the ‘largest garden machinery showroom in the area’, so for us to have to close was a worry. “When we found out, with BAGMA’s help, we were still allowed to operate without the showroom open, we quickly made changes to ensure that we could still do as much as possible. We got a mobile card machine, put up sheep fencing out the front and we served people from the gates. It worked well, and surprisingly we had our best March ever in 2021 with the doors closed! When we were allowed to open the showroom, we were probably over the top with safety measures; we implemented a oneway system, put up screens, stickers on the floor and lots of hand sanitiser. We were strict but we wanted to ensure everyone was safe and I believe the customers wanted to see that. “During Covid we realised the demand for stock was high and we had to become very organised when it came to acquiring parts and machines. Before Covid, we could order a machine and it would arrive within days, but with the rapid rise in demand we had to look almost every other day at our future stock needs and get things ordered far in advance to keep BAGMA BULLETIN JULY-AUGUST 2022

MEMBER PROFILE

up! With stock levels continuing to be strained across the country today, we are still trying to keep on top of things, but unfortunately with recent events the stocking issue is getting worse.”

of the customer. Every single piece of equipment we sell, we make sure that it is right for what the customer is using it for, and we make sure we run it up and go through its functionality before they leave.You wouldn’t get that with the internet. If we are going to look at this route in the future, we would probably consider a more local approach by implementing a click and collect feature instead. We did do ‘call and collect’ during Covid and it worked really well. If we had made that decision in 2009, our business would be a very different to what it is today.”

How have you found the support from manufacturers? “Support has been varied; some have been good at communicating throughout the pandemic, whereas some have been very poor and still are. During Covid customers were still wanting answers and we were responsible for giving How have you found business since being them, but unfortunately that wasn’t always posable to open your showroom again? sible. Even now, with less working from home “Very good! We certainly did not expect it to be and things being mostly back to normal, we still as good as it was under the circumstances. We aren’t receiving the communication we need. I have always prided ourselves on having a large have instances now where I have no area manshowroom with a great variety of machinery. ager for a couple of main brands and that has Although we did very well serving customers hindered things, we still want to see the reps and at the gate, it was a lot of extra work dragging we still need their support. We need better commachines out of the showroom to show them. munication across the board between us, the When we first opened back up customers were dealer and the manufacturer. For example, we still very cautious and didn’t really linger, but have had instances of remote machine updates things seem very much back to normal now.” that we haven’t been aware of, then when the customers ring with an issue, we don’t know How do you maintain such a loyal what’s happened. Sometimes I feel that there’s customer base? an element of trying to bypass the dealer and the “Like I have said, since my father started the manufacturer wanting to implement activities business, we have always wanted to be known to communicate direct to the customer. But, at for good service. Whether the the end of the day, the dealer network performs an important role WE HAD OUR BEST customer buys a spark plug or a £7,000 lawn tractor, each person for them!” MARCH EVER IN is treated the same and they are 2021 WITH THE important to our business. We What areas do you sell in to? DOORS CLOSED! don’t ask for customer reviews, “We span approximately a 25-mile but we always get good comments and people radius of our site in Newbury and that is purely are happy with the service. to ensure that whatever machine we sell, we can “Our customers will buy from Kalehurst back it up! In the future, I would like to gradubecause we look after them and give them the ally push that boundary, but I will only do that right machine for the job. Word of mouth is if we have the right service team to support it. where a lot of our sales come from and that’s a Each year, we are planning to put another van huge compliment. They aren’t necessarily buyon the road, so naturally the business will grow ing because of the brand of machine but the with that. But the business must justify that Kalehurst brand that promises a quality expeinvestment, so watch this space!” rience, giving them the right machine for the job, at the right price and with good back-up. How does internet selling affect your sales? Maintaining a loyal customer base will ensure “The internet does affect the price we sell at and the longevity of the business and I want to be has dragged down margins in the past. One here in another 20 years!” positive over the last two years is that we have been able to retain better margins due to the There seems to have been a big shift into stock and demand situation. We have no e-comrobotic equipment in the last few years, merce presence but still have good and growing how would you say this affects your sales results. In 2009 we did decide we wanted workshop income? to venture into e-commerce, however, a week “There is the misconception that there is no before the site was due to launch, I stopped it. It service work in robotic machines; we have just didn’t feel the right decision. If we were to go not found this to be true. With our robotic down that route, we would lose the important machines, we offer service packages and relationships that we have with our customers. emphasise at the point of sale the need for ser“I was also conscious that I didn’t want to vice due to the huge amount of hours they do sell a machine without making sure it was absoin comparison to petrol machines. We should lutely the right piece of equipment for the needs BAGMA BULLETIN JULY-AUGUST 2022

MEMBER PROFILE

BAGMA director Keith Christian recalls his visits to Kalehurst Garden Machinery “As a young rep for Spear and Jackson selling Stiga in the early 1980s, I used to call on Bob Taylor at his Aylesbury premises. I remember Bob used to scare the living daylights out of me as he never seemed very rep friendly and was always grumpy (sorry, Bob!). Over the years I got to know Bob better and continued to do business with him through my Claymore years and he taught me a lot about how a dealer should be treated, which I have carried with me to this day and remain grateful for the business we did together and the lessons I learned. “Passing the business over to Neil also meant that Neil and Gill became very good long-term customers for Claymore and are loyal BAGMA members. “It was great to see the business moving into purpose-built premises and to be able to catch up with Bob, Neil and Gill and reminisce about the old days. From a chicken coop to purpose-built premises in a prime location and still going strong after over 40 years. To me this says a lot for the strength, dedication and perseverance of a family-owned and run business. “I would also add that Bob seems to have mellowed over the years but would still have everyone believe that he is still the grumpy anti-rep entrepreneur of his former years. It is simply not true and probably never was and the business legacy he has handed over to his son is a testament to hard work and customer service over many years. Well done guys, keep up the good work.”

service over 300 robotic mowers this winter, which is a high percentage of what we have sold and that is plenty of work for our service team. So, workshop income is certainly not affected, if anything it’s increased this part of our business and there are plenty of add-on services with robotic mowers. “We have also changed the structure of our servicing now and only offer service and back-up for brands that we have sold and prioritise the customers we have sold to. This is because we were getting so many people buying online and then turning up wanting us to do the warranty work or deal with problems and it just became too much as we were letting our customers down. Our customers are our priority over anything else and this change has been a positive change for us.” You have a big following for robotic mowers, how is this business for you? Have you found you are dealing with a different type of customer? “The robotic mower market is becoming a much larger and more important part of our business each year. It’s good business, our customers love them, there has been good margin to be made and they get us lots of word-of-mouth recommendations. There are also plenty of after-sales opportunities. We installed our very first automower in 2001 when things were very new and, back then, machine issues were a lot harder to diagnose simply because of the small numbers about and lack of knowledge. Now, we have a lot better understanding of the product which makes everything a bit easier. “Our sales team has really focussed on growing this side of the business and we find we are dealing with the same type of customer as before, they are simply demanding a different way of mowing mainly due to friends’ recommendation and the results the robotic mowers give.” You are in the process of a big move of premises, where are you moving to and what was the reason for this? “We are still based at the same site but in a new improved building and it was all because of necessity more than anything else. Our old premises are no longer functional, the roof leaked over the machines and generally it was becoming unsafe. Standing in here today makes you realise how desperately we needed to move and time really was of the essence. There are parts of the roof falling in and I am so glad we have managed to get into the new building finally! The move has been on the cards for the last three years but due to everything going on and general setbacks, we have only just managed to move in June 2022, typically in our busiest time of year! It’s always the way, isn’t it? “Our new premises are slightly smaller in size

but a lot better in terms of the work areas. More importantly, it is so much safer and more professional for when our customers visit.” What have been the main frustrations with the move and what are you most looking forward to? “We have had a lot of delays and have put off a lot of things we have wanted to do until we moved, which kept getting put back. I am really looking forward to getting settled in, refocussing and looking ahead.” How do you find being a BAGMA member? “We have been a BAGMA member for a long time and they are a great industry body to help and support us. Over the years we have used different services like the insurance, card processing, vehicle loans, Health and Safety and employment law. Last year it was great to have their support with Covid guidance. With the rules changing so frequently, we found that it wasn’t clear on how we could operate, but BAGMA found out a definitive answer for us and guided us on what was allowed as well as the ways that we could ensure safety.” Talk us through the plans for the next five years. “That is a hard one. If you asked me five years ago the same question, no one would have anticipated Covid and a war in Ukraine! So, it’s a hard one to project. But we do want to launch a form of e-commerce platform with more of a local focus as opposed to further afield. “We want try to be ahead of the game all the time; auto-mowers came along and we got into that, battery powered came along and we got into that, so what is the next thing in this industry? I don’t know yet but with our new premises we have the focus back on sales and are ready for whatever it may be!” Do you have any hobbies outside of the business? “Riding motorbikes, especially trips to Portugal and Europe. The more remote the better!” BAGMA BULLETIN JULY-AUGUST 2022

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INNOVATION AWARDS

The top new

inventions

HERE ARE THE winners of the Royal Highland and Agricultural Society of Scotland’s 2022 Technical Innovation Awards, a highly respected award for manufacturers, distributors, providers and inventors. Two gold medals, five silvers and three certificates of commendations were presented at the recent Royal Highland Show. The awards, which are the society’s most longstanding industry accolade, showcase and reward innovation and development within the agricultural sector. RHASS chief steward of technical innovation, Christopher Shepherd, commented: “The focus on sustainability is clear this year, reflecting the importance those working within the agri and rural sectors place on looking for innovative solutions to reduce their environmental impact.” The gold awards were presented to two previous silver award winners for continuous outstanding merit. This year, Pollock Farm Equipment took a gold medal for its Pollock Rope Scraper System. The innovative drive system uses a hollow shaft drive unit, fitted with a torque spring and a micro switch for animal safety. By using a rope with 12 strands woven in a particular way it also eliminates stretch to around 40-50mm in a rope of 100 metres length. The controller utilises the latest PLC technology, alongside inverted power from 1 phase 240v to 3 phase 415v, to eliminate troublesome single-phase motors. Also presented with a gold award this year was Penderfeed Livestock Equipment, for its Arrowquip Q-Catch 86 Series Squeeze Cattle Crush. The Arrowquip Q-catch 86 series squeeze cattle crush claims to be the quietest crush ever manufactured. This is achieved by using nylon bushes on the hinges and rubber absorbers on the access panel slam bolts. Heavy-duty rubber flooring provides complete silence and sure-footing for the cattle, while the vet cage squeezes in with the crush, enabling you to narrow the crush before the cattle enter and preventing younger animals from turning around. The yoke gate handle can be operated from anywhere along the side of the crush, while the top and bottom access doors can be opened

separately or together to make a full side exit. A hydraulic version is also available. Merlo UK Ltd was awarded a silver for its Merlo eWorker telescopic handler. The innovative, fully electric telescopic handler reduces environmental impact without sacrificing iconic Merlo features and ease of use. The sustainable lead acid 48-volt battery offers up to an uninterrupted eight hours of working, with a nine-hour charge time means an overnight charge will see the eWorker ready to perform again the next day. It offers a 4wd configuration as standard, whilst offering exceptional manoeuvrability with a rear axle steering angle of up to 85 degrees. The compact dimensions are ideal for those working in confined environments. A lift height of 4.80m ensures no job is out of reach, coupled with a hefty maximum lift capacity of 2,500kgs. The familiar Merlo capacitive joystick offers the operator precise and safe operation, whilst three drive modes allow the operator to tailor output to the job in hand. Also presented with a silver award was New Holland Agriculture for its T6 Methane Power Tractor. Invented by CNH Industrial, the New Holland T6 Methane Power is the world’s first 100% methane powered production tractor. With comparable power output to its diesel equivalent, the T6 delivers up to 30% lower running costs and can help reduce on-farm vehicle CO2 emissions. The high torque gas engine produces 99% less particulate matter, reducing CO2 emissions by ~10% when using natural gas (CNG). Overall emissions are reduced by 80%, if using farm supplied biomethane. Near-zero CO2 emissions would be possible if the gas comes from carbon negative biogas sites. Soil Essentials Ltd earned a silver award this year for its SKAi a re-trainable smart camera solution for agriculture. With the use of artificial intelligence, the detection and targeted spot spraying of individual weed species has now become a real and viable option. Layers of digital data are transformed in the cloud-based platform (KORE) to provide information at the plant scale, generating re-trainable artificial intelligence models and the ability to share with smart sprayer systems. Working in unison and integrat-

ing with existing GPS and sprayer systems, SKAi can be trained to recognise and map any target species for individual treatment, as opposed to blanket spraying across whole fields. The system is poised to revolutionise farming practices, vastly reduce agri-chemical usage (up to 90%), increase efficiencies, reduce costly inputs, and possesses huge environmental benefits. A silver was also awarded to Stewart Agricultural Limited for its PS 22 29 H Carrot Trailer. The PS 22 29 H Carrot Trailer is designed to deliver high performance, reduce wastage and operate more safely in the field and on the road. Featuring hydraulic suspension, hydraulic-electric spool valve, electric steering, automatic lubrication, hydraulic rear door, drop-down sides, a Hardox Body and a Central Tyre Inflation system, the trailer was designed specifically for specialised growers to transport carrots with minimum breakages. Root crops are normally harvested in wet conditions; these trailers with flotation tyres operating at optimal pressure, three axles and powered steering reduce soil compaction and damage. Opico was awarded a silver for its FarmDroid FD20. Invented by Jens and Kristian Warming of FarmDroid ApS in Vejen, Denmark, the FarmDroid is the world’s first fully automatic robot that both seeds and mechanically weeds. Solar-powered, it offers pesticidefree weed control with zero fuel bills and a zero-carbon footprint. The FarmDroid uses ultra-accurate GPS to record exactly where it places each seed. It can start the weeding process before the crop has emerged because camera recognition is not required. Capable of working within 5mm of each seedling between the rows and 20mm in the row, there is no need for hand-rogueing problem weeds, saving about £250/ha. Weighing just 800kg, FarmDroid has the lightest footprint possible, headlands aren’t run down and so yields are maintained across the entire cropped area. Growers in Europe are reporting increases in organic sugar beet yields of 40-60% over tractor-hoed crops and are putting this down to the combination of precise seed placement and intra-row weed control, making for uniform crop development. BAGMA BULLETIN JULY-AUGUST 2022

INNOVATION AWARDS

Pollock Farm Equipment

New Holland

Stewart Trailers

Soil Essentials

Penderfeed

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EXPERT VIEW

HSE updates advice after 35 ladder deaths in a year The HSE has recently issued a safety bulletin offering guidance on how, when and where to use ladders and stepladders. Is this good news for your business?

Why the concern? 2021/22 HSE statistics show there were 35 fatal injuries and 39,376 non-fatal injuries caused by falling from height. There is an urban myth that ladders of all types are “banned” from the workplace. This is not the case. If they are used sensibly, they can be an appropriate piece of work SAFETY equipment.

PAUL MARSH

Office manager SafetyAide

What’s the updated advice?

The HSE has recognised the danger that incorrect ladder use presents and has updated its guidance to offer a sensible, balanced approach to using ladders. ‘LA455 Safe Use of Ladders and Stepladders – a brief guide’ is the new guidance jointly produced by the Ladder Association and the HSE. It highlights the importance of training and offers expanded guidance on different types of portable ladder, such as telescopic and combination (or multi-purpose) ladders.

Managing ladder use If you are purchasing ladders, the standards have also recently been updated to improve their safety. Class 1 and Class 3 ladders are no longer available to buy. However, if you own such ladders they may still be used. All ladders should now be designed and manufactured to the current EN 131 standard. Simple measures to use ladders safely include: lU se for short tasks only, generally less than half an hour. If over this timeframe other lifting equipment such as scaffolding should be used. lS elect the correct ladder for the task. lU sers must be trained in how to assess the risks of using a ladder, when it is right to use one (or not), which type and how to use it. lA ll ladders, whatever type, should be safety checked before each use and removed from use if damaged. Tip. Use the new guidance along with our document to avoid getting bogged down with overly complicated control measures for working at height.

Using software to help sell aged parts

DEALERSHIPS OFTEN HAVE to wrestle with their unsold inventory to clear space for new products, a problem that can become difficult to solve without help. There are only so many places you can sell your old stock, especially as a local business with a limited pool of customers. The more money and time you waste trying to move old parts and outdated tools, the harder it becomes to recover once you finally have room for fresh stock. In some cases, this can be a silent business-killer, something that can only be stopped if you prepare in advance.

older products are worthless, but that they’re only worth a lot to the right people. Finding those people is hard, and getting them to buy from your dealership can be even harder, which often makes it tempting to just write off your old parts and sell them for scrap.

Buying old stock It helps to flip your perspective on the situation. You may have situations where you need older parts, or scenarios where buying another dealership’s aged stock allowed you to fulfil an important service job at the last minute. In most cases like this, the hardest part wasn’t recognising that you needed these Stock gridlock Having aged and unsold products taking up parts – it was finding a platform where you storage space in your dealership creates some could purchase them. The biggest issue with very irritating problems. Even if you can pile aged inventory is displaying it in a place all of those parts and components onto a sin- where the right audiences can see it. These aren’t always going to gle shelf, that’s one less shelf you be your normal customers, and can use for new, high-demand MARKETING in many cases, they will be other stock that will actually make JORDAN dealerships looking for emergenmoney: you are bottlenecking STOVOLD Ibcos Strategic cy solutions to a lack of imporyour own profits. Business Of course, for many dealer- Development Analyst tant components. But what kind of platform can actually resolve ships, simply throwing away this problem? these unsold parts isn’t an option. After sinking thousands Solving the gridlock of pounds into stockpiling your The Ibcos Gold Parts Marketstorage room, it’s hard to justify place provides a business-tolosing that money when there’s business solution for buying and still a chance that it could turn selling aged parts inventory, a profit with the right audience. For many businesses, especially smaller running on software that makes it incredones, this creates a form of gridlock where ibly easy for a dealership to display and sell either option involves losing money. If you their old stock. With features like stock filtering, easy have extremely tight profit margins or haven’t been operating for very long, then it price setting and reliable in-platform marcould only take a single mistake to put your keting options, Gold Parts Marketplace has essentially become a new dealer-to-dealer business at serious risk of failure. storefront for discounted stock. While it might still be in its infancy, it will be an excelReselling old stock One of the biggest problems with unsold lent way for businesses to offload old parts stock and obsolete parts is that a market for that they can’t find another profitable use for. Free advertising and no-commission them does exist – but it’s just hard to identify customers’ needs for this purchasing have made it a very accessible type of stock. It’s easy to iden- option to dealerships that need some aged tify an audience for some parts, with sellers only paying a small comold dealership stock that’s mission fee. two years out of date, but If you want to know more about how Gold it’s hard to actually mar- Parts Marketplace operates and how to ket towards them without list your own stock on the platform, go putting yourself in an even to www.customer.ibcos.co.uk/gold-partsbigger financial deficit. marketplace or send an email to sales@ The problem isn’t that ibcos.co.uk BAGMA BULLETIN JULY-AUGUST 2022

EXPERT VIEW

Fuel theft is a major problem now, and it’s only going to get worse INCREASES IN FUEL costs plus the changes Tanks that are in some way left open, whether it to the red diesel legislation are creating the per- be through drilled holes or the fill point can let in fect storm. As of April 1, it became illegal for many solid particulates as well as water. If farmers are industries to use red diesel. This includes com- unaware of damage to their tank and fuel theft is mercial operations (including private healthcare very gradual and undetectable, they could be fillsites), construction and plant hire and other heavy ing their expensive equipment with contaminated fuel which can cause monumental damage with industry. huge financial implications. Farms are exempt from this FUEL The general advice is for farmers change, meaning they can still benefit CLIVE to invest in security as a precaution from the reduced duty on red diesel. CARTER but also to deter thieves who might Unfortunately, the inability to Sales Executive at IPU Group try their luck. purchase red diesel legally has resulted in an increase in fuel thefts from Next-level protection those who can still legally store and Any business storing fuel on-site must use it. have a Fuel Theft Detection System – This, plus the huge increase in it’s no longer an option. CCTV camhousehold fuel prices, is creating eras and motion sensor lighting alone the incentive to get fuel from other no longer cut it. sources. Official advice on increasing fuel tank security, published by NFU Mutual, suggests the following Farms are prime targets for thieves It is common knowledge that agricultural sites methods for upping protection: have fuel storage tanks, often unprotected, ● To record the location of tanks, when they were last filled, and their current level and then to exposed and isolated. Unfortunately, because of regularly check levels; this, farms are being identified as prime targets ● To fit a fuel tank alarm, which sets off an aufor fuel thieves. dible or remotely monitored alarm in a numIf the tanks are drained, productivity on the ber of situations including when the fuel level farm has to take a hit. Farmers can’t run their suddenly drops in the tank, or if it drops beloa equipment on empty tanks. But there’s another defined level. potential impact of fuel theft. IPU has developed a Fuel Theft Detection When the tank is compromised by fuel thieves, it also leaves it vulnerable to contamination. System in direct response to the increase in thefts

Keep on communicating ARE YOU CONSISTENT with your com- It is important that you firstly touch base with munication? Are you showing up where your your customers to ensure they are happy to be contacted but it really will be worth customers are looking? Are you it to be able to utilise this marketreminding them that you are there? MARKETING ing channel. You must also always Just because they have pur- MARY PERRY ensure you include an opt-out chased from you before and you Owner Marketing and option on any marketing commuprovided an amazing service, it ME Events nication that you do send after they doesn’t mean they will remain have stated their consent. loyal! Our marketplace is becoming increasingly competitive and My top tips for email marketing buying decisions have shifted Commit to a frequency of how often from brand loyalty to being heavily you want to show up, bi-weekly, focussed on price. Therefore, you once a month or once a quarter. It is must keep talking to them, keep your choice. But make sure that you showing up, keep reminding them deliver consistently, do not over commit and run who you are and what you have to offer them. One way to consistently show up is in their the risk of giving up just a few months in. Ensure that your email design is consistmailbox. When it comes to email marketing, a lot of people are put off due to the GDPR issues. ent too by using the correct brand fonts, colour BAGMA BULLETIN JULY-AUGUST 2022

seen by its customers. It will: ● Immediately alert you if fuel levels drop dramatically; ● Alert you if fuel levels are dropping unexpectedly; ● Alert you if the liquid in the tank is no longer diesel. (As a way to get around fuel level detection systems, diesel can be replaced with water or other liquids, which would cause immeasurable damage to equipment.) Alert you if your fuel system is being tampered with, in an attempt to bypass it. (Some thieves will drill holes in the side of tanks to directly syphon it off.) Visit www.ipu.co.uk/bagma or call IPU on 0121 5110400 to learn more about how IPU can help protect the fuel that powers your customers’ farms.

palette and logos. The customer should be able to tell it’s your company before they even scroll down the email. You are now ready to input the content on your email. Try to keep it short and sweet, focus on one or two key points otherwise the reader won’t scroll and might lose interest. And remember, email marketing is not all about the sell! This is also a great opportunity to notify your audience of upcoming shows and events, new team members and even some company news. Don’t make them hit that ‘unsubscribe’ button. A fantastic free platform to get you started is Mailchimp, but there are also some great website integrated systems too, so speak with your web developers and see what they can offer. And remember, if you need assistance with your email marketing, get in touch with me.

NEW COUNCIL MEMBERS

Young blood joins the BAGMA council THREE NEW MEMBERS have joined the BAGMA Council of Representatives. They will help the association to support the landbased engineering sector and ensure that the UK’s dealer network is properly represented at all levels. BAGMA previously drew representatives from the chairmen of its many regional groups. Sadly, these groups have diminished over the years and the association now finds itself needing to draw representatives in from different areas around the country who can represent the industry regionally, by product group and in certain areas of specialisms such as training and education. The council meets at least twice a year but much of the work goes on via email or video calls. Meet the new members

Elliot Prior

Group garden machinery and commercial sales manager, Masons Kings “I’ve been in the business for over 10 years, work ing my way through the departments where I’m now running the garden machinery and commercial sales team for the fourth season. With my passion starting when my parents bought a farm in early 2000s, it was a logical step for me to jump into an agricultural course at Aberystwyth University, then move into the family business for the long term. “Even in my short time in the business and industry, compared to others, I’ve learnt to love the peaks and troughs of the season. With every new year presents a new industry challenge,

global pandemic, staff shortages across the industry, or as simple as a tanker blockage in the Suez Canal! These factors keep reminding me never to stay still, always adapt to the current ‘climate’, and plan for the future."

Jason Nettle

Director, Winchester Garden Machinery With over 50 years of family history in WGM, Jason followed his father Robin’s footsteps into the business in 2010, having been around the business as he grew up. Now Jason runs WGM with Amy Nocetti , Andy Hosking’s daughter. Jason and Amy share their fathers’ passion for the business. “We’re a proper family business, which means complete involvement and that brings with it a lot of personal pride in every aspect of the business. People hear about our great service mostly through word of mouth and once they’ve experienced what we can offer for themselves, they become very loyal to us,” Jason says. Jason is as passionate about the industry as a whole as he is about their own business and contributes to dealer and supplier groups and is keen to become a member of the BAGMA Council to represent the garden machinery and groundcare dealers from within the trade association that his family have been a part of for a very long time. Jason says: “There are many challenges ahead for the dealer network and being a member of BAGMA allows us to share experiences, ideas and provides a stronger voice for the industry by the strength of numbers that BAGMA

can represent. I am very pleased to be offered this opportunity to represent our family business and the industry as whole on the BAGMA Council of Representatives.”

Tom Jobling

Aftersales manager, Carr’s Billington Agriculture (Sales) Ltd “I joined the company in this position late 2020, having spent my whole working life in agriculture/motor trade. I joined Carr’s Billington following several years with Ripon Farm Services, latterly as group service manager. “I love everything about the industry – but mainly the people. Most of my time is spent managing or dealing with people – customers, staff and manufacturers. This industry is still so personable, and it’s really rewarding to see a business flourish along with the people in it as we all give so much of ourselves to the day to day. No doubt the industry faces many challenges as we move on, but I think it always has! It’s the adaptability of the entrepreneurial business and individuals among us that will help us keep up with change in the same way they always have. “One thing is more important than ever – we all have a responsibility to continue bringing young people into the industry and make sure we take measured chances on trained people from other sectors. We’ve opened three new machinery branches in the last 12 months and staffed them with a great mix of talent – which was only possible by mixing experienced agricultural/groundcare staff with others from outside of the industry and trainees. " “I’m a family man with two young children, love the outdoors and volunteer for various organisations away from work. I also have a passion for vintage vehicles (notably Land Rovers), which we indulge as a family!”

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BAGMA BULLETIN JULY-AUGUST 2022

Richard Taylor RT Machinery LTD BAGMA member since 2001

Big membership benefits for your business We’ve developed specialist training courses and services over decades of working with independent dealers. Training an average of 500 people each year, successful delegates gain industry accredited BAGMA certificates, valid for five years. Plus, there’s 20% off all BAGMA training courses, exclusively for BAGMA members.

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BAGMA Insurance, Towergate and Towergate Insurance are trading names of Towergate Underwriting Group Limited. Registered Address: Towergate House, Eclipse Park, Sittingbourne Rd, Maidstone, Kent ME14 3EN. Registered in England with company number 4043759. Authorised and regulated by the Financial Conduct Authority.

BAGMA BULLETIN JULY-AUGUST 2022

OUT AND ABOUT

BAGMA makes a noise at the Royal Highland Show Training fund for women judged success

BAGMA WAS VERY pleased to be exhibiting at the Royal Highland Show this year. It was good to be back and we were excited to be able to see members and have a catch-up on our stand as well. The weather was glorious, which meant we needed plenty of refreshments, so it was a good job we had catered for the masses for our Thursday evening ‘Party in the Tent’ celebrating 200 years of the Royal Highland Show and also a special birthday for one of our team. We had arranged for a small band to play at the start of the celebrations, and we were pleasantly surprised when West Lothian Schools Pipe Band (pictured) came to play for everyone. The band was fantastic and drew a large crowd of members and passersby, all of whom enjoyed the entertainment

and a number of members stayed to enjoy the rest of the event. We were also able to help host the AEA’s Agri Evolution guests and introduce them to a real Scottish pipe band as a treat for travelling so far to attend the Royal Highland Show. Throughout the show, the BAGMA team visited members at their stands and also welcomed them to our stand for light refreshments and some time out of the sunshine. It was a great opportunity to see so many members and have the time to talk to them about the future of BAGMA and to find out how they felt about being back at the show after a few years away. The feedback was very positive; everyone thoroughly enjoyed the opportunity to visit the stand, talk to us and to find out what has been happening over the last year.

A new scheme aimed at addressing inequality and providing more opportunities for women in Scottish agriculture has supported more than 750 trainees since its launch last year. The Women in Agriculture Practical Training Fund has been administered by Lantra Scotland on behalf of the Scottish Government, enabling women to benefit from courses in a range of areas, including tractor and trailer driving, sheepdog handling, lambing, cattle hoof trimming, and chainsaw use. To mark the success of the scheme and celebrate their achievements, some of the women who received funding attended a reception at Lantra Scotland’s Royal Highland Show stand. Mairi McAllan MSP, Minister for Environment, Biodiversity and Land Reform, was also there. Lantra’s Scotland director, Dr Liz Barron-Majerik MBE, explained more about the training fund: “Research into the gender imbalance

Royal Cornwall Show returns with impressive guests and visitor numbers THE ROYAL COR N WALL Show saw the highest visitor numbers in seven years – with 120,671 people attending the three-day event at the Wadebridge showground for the first time in three years. Revealing the total, show secretary Chris Riddle said the event had been a resounding success: “After three years away it really was a step into the unknown in terms of crowd levels, but with only half a day of wet weather, the sun shone for both Friday and Saturday, and people returned in force. It was great to see everyone back at the show, with so many people enjoy-

ing all that was on offer.” One of the highlights of the event was the visit by The Duke and Duchess of Cornwall on the second day. “We were extremely honoured to receive a visit from Their Royal Highnesses, especially in what has been a remarkable couple of weeks including the Platinum Jubilee and His Royal Highness celebrating 70 years as the Duke of Cornwall,” Chris added. Richard Jenkins, BAGMA’s business development manager, was there as he finds such events a good way to see members (when they have a quiet moment), and to

within agriculture in Scotland suggested that women needed more support to access vocational and practical training. This led to us working with the Scottish Government to create a fund specifically for women, covering costs of up to £500 for those who could show how the practical training would support their business or employment options. “We are all extremely proud of everyone who has used our women in agriculture fund to develop their skills and talents. By making the sector more accessible, we are ensuring the long-term sustainability and resilience of Scotland’s rural economy.”

From left: Marcus Potter (Lantra CEO), Mairi McAllan MSP (Minister for Environment, Biodiversity and Land Reform), Dr Liz Barron-Majerik MBE (Lantra Scotland director). Photo: Iain Forrest

BAGMA member Cornwall Farm Machinery

meet with potentially new members. He was impressed with the effort that members had put into their stands with a number receiving awards. All areas of the show were busy and members reported good customer leads to follow up. Speaking with members, Rich-

ard heard some comment on the difficult times facing agricultural dealers. Although they said that there is business out there, they said it had slowed down and that supply chain issues had improved but were still having a negative effect on sales.

BAGMA BULLETIN JULY-AUGUST 2022

OUT AND ABOUT

Sun and success at BAGMA golf day

MEMBERS, SERVICE SUPPLIERS and staff converged on Fife’s premier parkland course – set in the spectacular rolling woodlands of Pitfirrane Castle – for BAGMA’s annual golf day. The morning round at Dunfermline Golf Club’s par 72 course was played in warm, sunny conditions and saw players competing individually for the Frazer Trophy. This year the winner was Dean Lowe from event sponsors Safety Aide with an excellent score of 39 points. Dean’s victory was his second at this special event in the BAGMA calendar. Dunfermline member Liam Armstrong from SRUC, who helped to organise the day, was second with 36 points. After a quick lunch, players were all back out for the afternoon team competition. Played in similar conditions, the course was in remarkable condition after overnight rain with the greens deserving a special mention. Players then all headed back to the clubhouse to mull over their rounds and to enjoy an excellent

BAGMA BULLETIN JULY-AUGUST 2022

Norfolk Show’s welcome return

Pitfirrane Castle Inset: The winning team - Andrew Penman, Neil Ewart and Dean Lowe

dinner and the prizegiving (sponsored by Safety Aide). Winners of the Blades Trophy for the best score were the team of Andrew Penman, Neil Ewart and Dean Lowe. They were closely followed by David Withers from ISEKI, Donald Jack and Liam Armstrong in second place. Liam also won the nearest the pin prize and Dean picked up the longest drive prize. During the presentation, all players commented on how much they had enjoyed the course and would be keen to return. The BAMGA Golf Day is a very social event and would appeal to golfers of all standards, so please look out for next year’s dates.

The two-day Royal Norfolk Show returned after a three-year absence, welcoming nearly 700 businesses and around 90,000 people. Princess Anne attended the first day at the Norfolk Showground. Mark Nicholas, managing director of the Royal Norfolk Agricultural Association, underlined the importance of the event: “There’s demand and utility in events of this kind. They have cultural significance, a social significance, and an economic significance. We know from our studies that the Royal Norfolk Show brings in £20m a year to the local economy.” BAGMA’s Richard Jenkins was there, too. He said the machinery area and stands looked spaced out and that Ben Burgess, Ernest Doe, Pecks and CLAAS had huge stands.

NEW SERVICE

English wine producer Simpsons’ Wine Estate plants 35,000 Chardonnay vines at a new vineyard near Canterbury

BAGMA Wine Club

New service launched for members who want to learn more about wine below). But, first, we’d like to know how many BAGMA BULLETIN’S EDITOR, Chris Boilof you are interested in being part of this wine ing, believes “we should drink less but better”. club. If you would like to join and stay updated When he’s not putting this magazine together, on exclusive wine offers, receive bite-size wine he’s writing about wine, visiting vineyards and education and hear about future events, please making wine around the world. send an email to membership@bagma.com What these trips have taught him is that the most famous wine regions don’t usually offer the Your introduction to English wines best value or the most interesting wines. Our first offer is a 10% discount for online purSo, this issue, he is helping BAGMA to chases at English wine prolaunch a fun service for memducer Simpsons’ Wine Estate. bers who want to learn a little If you would like to buy a case of English wines, Simpsons is a great exammore about wine – their very go to the store section on ple of what’s happening in own wine club. the Simpsons’ website English wine. The BAGMA Wine Club, (simpsonswine.com), make With global warming, Engwhich is free to join, will tap your selection and use the land and Wales are now able into Chris’s great access to code BAGMA10 to receive to ripen classic French grapes wine producers as well as his your discount on checkout. such as Pinot Noir and Charknowledge and contacts. This offer is valid until the donnay – the red and white end of August 2022. grapes made famous by the The club will offer: French wine regions of Cham● Special wines at discounted pagne and Burgundy. In the last century, espeprices; cially in the 1970s and 1980s, English vineyards ● Opportunities to learn about wine; were planted with German hybrid grape varie● Vineyard visits to learn about English wine, ties such as Solaris, Müller-Thurgau, Bacchus, the UK wine industry, the equipment needed Kerner, Dornfelder, Siegerrebe, Schönburger, and the potential for service dealers; Rondo, Reichensteiner, Regent and Ortega, and ● Fun social events, such as tastings and an anthe French hybrid Seyval Blanc. nual dinner with a winemaker; “Of these, only Bacchus, Ortega and Seyval ● PLUS, the first chance to buy our editor’s own Blanc have so far proved capable of producing limited-edition wines from underrated grape high-quality wines,” Chris points out. varieties such as Schioppettino, Kadarka, But, since the 1990s, there has been an Blaufrankisch, Saperavi, and Furmint when explosion of plantings of Pinot Noir and Charthey are released over the coming years. donnay – and their sidekick, Pinot Meunier – We’re starting in a small way this issue by in southeast England. The resulting wines are throwing the spotlight on English wine (see

among some of the best ‘classic-method’ sparkling wines in the world. They are made in the same way as Champagne (hence the description of ‘classic’ or ‘traditional’ method), and from the same three main grape varieties grown on very similar chalky soil – in a climate that is now similar to that of the Champagne region in the 1980s. “English sparkling wines aren’t cheap, but they are good and, in my experience, a £30-£35 English sparkling wine will outperform a £60 Champagne,” Chris says. Simpsons’ Wine Estate was started by Ruth and Charles Simpson, who gained experience making wine in the South of France, before launching their English wine enterprise in Kent ten years ago. The goal when they planted their Roman Road and Railway Hill vineyards near Canterbury was to make sparkling wines. But in recent years their Burgundy-style still wines, also made from Chardonnay and Pinot Noir, have started attracting attention. So much so, in May they planted 35,000 Chardonnay vines at a new vineyard at Bonny Bush Hill, less than two miles from their winery in the Elham Valley. Our editor can recommend a mixed case of four still wines (2020 Roman Road Chardonnay, Gravel Castle Chardonnay 2021, the 2021 Derringstone Pinot Meunier and 2021 Railway Hill Rosé) and two sparkling wines (2019 Canterbury Rose Sparkling Rosé, and the Chalklands Classic Cuvée NV) to get to know the wonderful refreshing flavours and finesse of English wines. BAGMA BULLETIN JULY-AUGUST 2022

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