BAGMA Bulletin Magazine January - February 2023

Keep things SMART in 2023

BAGMA President Peter Arrand explains how new year resolutions can work…

planning this next year, remember to keep it SMART: Specific, Measurable, Achievable, Relevant and Time-bound.

IN THIS

ISSUE 37

JANUARYFEBRUARY 2023

2 NEWS ABA Groundcare opens new depot; 2022 tractor sales; LE-TEC tackles skills shortage

6 EXPERTS

Marketing, safety and parts sales

I WOULD LIKE to start this issue of the BAGMA Bulletin by wishing you all a Happy New Year and hope you found time for some rest over the Christmas period.

As the new year approached, I am sure we all discussed, or were asked, what our new year resolution was going to be and, as one year turned into the next, most of us probably contemplated what we would like to change or be better at.

More than half of all resolutions fail within a short time and very few succeed fully, but when it comes to changes at work they don’t have to fail. It’s about identifying the right resolution to improve your environment or performance, creating a plan on how to reach what you decided upon and becoming part of a small group of people that successfully achieves their goal.

Too many resolutions fail because they are too vague, have no realistic plan or are actually based on someone else’s, or society’s opinions. So, when you are looking ahead,

As we move into 2023, we are still obviously recovering from the effects of Covid, Brexit, increasing energy and input costs, the pressure of the economy and supply chain issues, which do seem to be easing slightly.

However, we must continue to look forward as we have all become more resilient. We have found new ways of working brought on by Covid and we continue to exploit the various technologies that are available to us to work more efficiently.

Key events in the calendar are now returning with a degree of optimism and I think you will agree everyone is enjoying and benefiting from the interaction that these events allow.

Keep an eye out in the mag azine and the BAGMA e-briefing during the year for the events that we will be organising or be involved in.

On behalf of BAGMA and myself, I wish you all the best for the New Year, hope you are able to stick to those resolutions should you wish to make them and hope you are able to keep safe.

8 COVER STORY

Interview with Chris Gibson, MD of GGM Groundscare. He discusses the business and the exciting progression of sister company PSD Groundscare

12 OUT & ABOUT First brake-testing course; Four Counties meeting, Welsh Winter Fair

13 CLIMMAR Message from the President and details of survey

NEW PRODUCTS

Some of the products that caught our eye at LAMMA

WINE CLUB

Your chance to be among the first to taste the editor's new range of wines

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, 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

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.

COMMENT

PETER ARRAND PRESIDENT BAGMA

‘TOO MANY RESOLUTIONS FAIL BECAUSE THEY ARE TOO VAGUE OR HAVE NO REALISTIC PLAN’

NEW ERA, NEW BOSS

Rea Valley Tractors, which recently entered a new era (see our last issue), has promoted Matt Mulligan to the role of managing director. He joined the BAGMA member six years ago and has held roles as sales manager, depot manager, and operations director.

NEW BRANCH

Yamaha Motor UK has added the full Yamaha range to Tuckwells’ Framfield branch in East Sussex.

Tuckwells, established in 1954, now has three dedicated Yamaha showrooms displaying ATVs, side-byside vehicles, the electric UMX, and the brand’s golf cars.

Tuckwells sales manager James Gibbon says the plan now is to expand further into fruit, vineyard and equine sectors.

TOP OF CLAAS

Irish family dealership Kellys has been named Claas UK Dealer of the Year for 2022. The two-branch dealership, established in 1957, shone in the three key areas of finance, dealer performance and customer feedback.

‘RIGHT TO REPAIR’

The American Farm Bureau Federation and machinery manufacturer Deere & Co have signed a memorandum of understanding that ensures farmers have the right to repair their own farm equipment or go to an independent technician.

BAGMA DINNER RETURNS

After a two-year absence due to the pandemic, the BAGMA Dinner will return to the Mercure Norwich Hotel on March 14. The dinner – an annual event for more than 40 years – is an opportunity for local members and guests to get together and enjoy an evening of entertainment, raffles, and auctions and to exchange views and ideas.

RECORD TURNOVER

The Claas Group recorded an increase in sales of 2.7% to a new high of €4.9bn for the 2022 financial year, despite the difficult trading conditions. Profits before taxes fell to €166.3m mainly as a result of the situation in Eastern Europe.

BAGMA members triumph at awards

BAGMA members proved they are winners at the Service Dealer Awards. They collected nine of the ten awards! Here are the winners and finalists…

GARDEN MACHINERY DEALER

Lloyd Ltd, branches across the North of England and the South of Scotland

FARM MACHINERY DEALER

Brian Robinson Machinery Ltd, East Cowton, North Yorkshire

FORESTRY MACHINERY DEALER

Forest and Arb (Winchester Garden Machinery Ltd), Winchester, Hampshire

OVERALL DEALER OF THE YEAR

B&B Tractors

PROFESSIONAL GROUNDCARE

MACHINERY DEALER

Gammies Groundcare, Forfar, Scotland

BEST NEW INITIATIVE

GGM Groundscare for their new Service

Agreement, Colne, Lancashire

STAR OF THE DEALERSHIP 2022

Kelly and Sophie Burgess, Buxtons Limited, Teddeslely, Staffordshire

APPRENTICE OF THE YEAR 2022

Frazer Cross, B&B Tractors, Warsop, Nottinghamshire

LEADERSHIP AWARD 2022

Andrew Walker, group aftersales manager, B&B Tractors

OUTSTANDING CONTRIBUTION

Keith Christian, BAGMA

LE-TEC tackles skills shortage

LE-TEC HAS LAUNCHED a new campaign to boost recruitment among youngsters in landbased engineering.

The @wearelandbased campaign features a website (https://wearelandbased.engineering/) providing “all the tools for your future career in one place”. These include interactive maps to not only locate educational facilities, but also to find potential future employers. The website also houses information for parents and teachers to help them answer any questions that teenagers may have.

Ruth Bailey, CEO of the AEA, said: “This campaign brings the industry together and gives a collective voice to help share and promote what we as an industry have to offer to a wider audience. It is aimed at 13 to 17 year olds and pulls together a whole array

of careers information, from an educational standpoint showing the qualifications you can achieve, to some of the amazing new technologies that you could be working with, and, of course, highlighting the jobs and companies that could be open to you as a youngster just about to start your career. It’s really exciting!”

Service Dealer’s Duncan MurrayClarke also presented BAGMA’s director, Keith Christian, with the Outstanding Contribution Award.

ABA Groundcare opens new depot

SOUTHWEST DEALER ABA

Groundcare has expanded once again, opening a new depot in Tiverton.

When another Devon dealer, MST, closed in 2022 due to cash flow issues, ABA Groundcare’s owner, Jamie Hutchings, seized the opportunity to expand his business.

He said: “We established the business in 2014 in Dorchester. We built up in that region and then looked to expand. I got to know Scott Struthers from MST and dealt and traded with him regularly. I offered him a job many times, but he always said no. Then we heard what was happening with MST and stepped in and offered five former members of the staff,

including Scott, a job at our new premises in Tiverton.”

He said that employing skilled staff was an issue in every trade, and he was thankful that he could find five skilled new members willing to carry on working together.

“It was an easy decision to make,” Jamie said. “They wanted to stay together working and very quickly decided they were happy to join my company.”

The Tiverton branch offers servicing and parts, garden machinery, agricultural vehicles, and quad bikes. Brands include Stihl, Yamaha, Husqvarna and Stiga, as well as the specialist ISEKI groundcare unit.

“It’s a service-led business, but

we sell as well,” Jamie explained. “We are here to look out for our customers; any sales are a bonus.”

Scott Struthers commented:

“It’s the best outcome for me and my customers. I have built up such

Awards for long-serving Netherton staff

SIX STAFF AT Scotland dealer Netherton Tractors have been presented with long-service medals. They have a combined service time of 247 years!

During the retirement of parts assistant Alan Tasker, who worked for the company for 40 years, Lord Dalhousie presented Alan and colleagues with Royal Highland Agricultural Society Long Service Medals. The other recipients were: Scott Strachan, 35 years; Jim Anderson, 42 years; Andy Wall, 42 years; Alan Richardson, 44 years; and Colin Smith (recently retired), 44 years.

2022 tractor sales figures

THE LATEST TRACTOR registration figures for the UK show 11,580 units were sold in 2022. This is 3.6% fewer than in 2021 but in line with the average for the previous five years. Despite a strong start to the final quarter, the number of registrations in December dipped back below the level in the same month of 2021. A total of 628 machines was logged during the month, which was 28.9% fewer than a year before and was also below the seasonal average. December figures can be inflated by upcoming regulatory changes, though, and this year’s monthly number was well within the range seen in recent years. The average power of all agricultural tractors registered in the UK in 2022 was 168.4hp, which was slightly higher than the previous year (166.3hp) but was below the record high reached in 2020 (171.0hp), when the market was disrupted by Covid-19.

good relationships with so many in the Devon area and to be able to continue to build on this with such good support and service from ABA Groundcare is the ideal outcome for me.”

Bobcat team visits Scotland dealer

SCOTLAND’S HENRY SHEACH Lawnmower Services has had a visit from some senior management at Doosan Bobcat, confirming the Kirkcaldy dealer’s position as an important UK and Ireland Bobcat zero-turn mowers distributor and a key component in the South Korean manufacturer’s expansion into groundscare.

Daniele Paciotti, product line director at Doosan Bobcat EMEA, complimented the Sheach family, saying that Henry Sheach’s firm was outstanding with zero-turn mowers and their 30 years’ involvement and expertise is a great asset that will help to expand the mower business in synergy with the Bobcat network.

Managing director Alistair Sheach said: “This secure future will enable us to consolidate our business and profile of the brand throughout the region.”

Lord Dalhousie with Jim Anderson, Alan Tasker, Colin Smith, Andy Wall, Alan Richardson, Scott Strachan, and Harry Barclay (company director)

tractors (over 50hp) UK monthly registrations

What does 2023 have in store for our industry?

COMMENT

KEITH CHRISTIAN DIRECTOR BAGMA

BAGMA director

Keith Christian writes what may be his last column for BAGMA Bulletin…

Welcome to 2023 and, yes, I am still here. We expect to be making an announcement about who my successor will be after this edition goes to print. We will profile the new BAGMA general manager in our next edition of the BAGMA Bulletin.

I’m just about to head off to LAMMA and then the BTME show, so I will no doubt have brushed shoulders with many of you during January and before this edition hits the streets.

The big question is ‘what does 2023 have in store for our industry’? Well, there is lots of speculation and it is difficult to decide if we will see any improvement or just a blurring of what we have experienced in the last year. One hopes that we will return to health both physically and in a business sense. I read a few positive extracts about inflation going down, but probably may not if all the demands for pay rises are met.

There seems to be some easing in supply chains, but it does depend on what type of product you are after. Once again, the resilience of the industry will no doubt adapt and figure out what needs to be done to keep the doors open.

With so much to contend with for businesses, the government and personally, an old proverb comes to mind: ‘when you’re up to your arse in alligators, it’s hard to remember that your initial objective was to drain the swamp’.

We will get there but may get a bit muddy on the way. Have a great 2023.

Merlo UK awards top dealers

AT THE 2022 Merlo UK Dealer Conference in Cuneo, Italy, at the end of last year, dealers were given an insight into the significant investments being planned by Merlo Group, a tour of the Merlo manufacturing and production facility, and an opportunity to drive and test a wide range of Merlo products.

They were also shown the latest Merlo products due to be launched in 2023.

The conference concluded with the Merlo UK 2022 Awards Dinner in a 600-year-old castle.

Ramsay & Jackson, which had a devastating fire at its yard in April yet remained on course to hit its 2022 volume targets, was named Parts Dealer of the Year. The title of Overall Dealer of the Year went to long-time Merlo dealer AF Wiltshire which achieved “an impressive result in terms of new machine sales in 2022”.

Other winners on the night included Ancroft Tractors (Service Dealer of the Year), Agriscope (Merlo Ambassador of the Year Award) and RVW Pugh (Agricultural Dealer of the Year).

Howardson Group buys two manufacturers

HOWARDSON GROUP, MANUFACTURERS of the Dennis and SISIS range of grounds maintenance equipment, has acquired two other equipment manufacturers – Lloyds Mowers of Letchworth and Hunter Grinders.

This gives the Dennis range of mowers the addition of the Lloyds Paladin cylinder mower –renowned for cricket, bowls and golf along with the trailed Leda and Giant gangs, used extensively for wide area mowing.

Hunter Grinders is known in golf and stadia for its grinding performance on cutting cylinders and bottom blades.

“We see a lot of potential with both brands,” Ian Howard, MD of Howardson Group, told Fusion Media. “We have been in discussion with Lloyds for quite some time. We consider

the brands much like our existing ones – well built, designed to do the job and with longevity.”

Clive Nottingham, the well-known face of Lloyds and Hunters, will work closely with the Howardson senior management team as the two brands are embedded into the wider group of companies at Kirk Langley.

Clive Nottingham and Ian Howard

Clockwise from top: Merlo UK's Owen Buttle, Laura Wiltshire of AF WIltshire and Merlo Group CEO Paolo Merlo; Neil Ramsay of Ramsay & Jackson; Agriscope's Richard Troop; Tom Brown of Ancroft Tractors; Emma Pugh of RVW Pugh

Ripon Farm Services enters turfcare market with acquisition

THE CONSOLIDATION OF John Deere dealerships continues with agricultural machinery dealer Ripon Farm Services taking over groundscare machinery dealer F G Adamson & Son this month (January).

It means, for the first time, Ripon Farm Services (RFS) will be able to offer professional turfcare machinery and servicing to its customers. F G Adamson & Son, which has been serving customers across Yorkshire and Lincolnshire from two depots, has been offering John Deere machines for more than 25 years.

All staff at the two depots (Swanland, near Hull, and Langworth, near Lincoln) are being transferred

as part of the takeover process.

Geoff Brown, RFS managing director, said: “This will be the next stage in the evolution of our business as we offer our services to the professional turf market for the first time. F G Adamson & Son is a hugely-respected business with a strong reputation for excellent customer service.”

John Adamson, partner in F G Adamson & Son, commented: “The sale marks the start of a new era for F G Adamson & Son. We know its legacy will live on in the RFS business which already has the infrastructure to reach more customers across the region and ensure that our existing customers remain well looked after.”

Prickett’s new role

Alan Prickett has been promoted to the new role of sales director at Iseki UK & Ireland.

He reports to managing director David Withers, while sales managers Phil Self, John Clifford and Andrew Donnachie report to him. Graham Hooper, commercial manager, also reports to Alan, who is also responsible for export business.

Phil, who was focused on the ADDAX and Raymo electric range, now sells all products including Iseki, and has taken over Alan’s dealership area of North Wales, Midlands, East and North England. John and Andrew are continuing with their roles but have added Raymo and ADDAX to their

sales portfolios.

“We believe that this will strengthen our position, allow for further growth and expansion and look forward to what 2023 brings,” David said.

Alan Prickett (left) with Phil Self

SAFETY

DO YOU KNOW your safety signs?

Safety signs must be provided if there is a significant risk that cannot otherwise be controlled. What are the different types of signs and what do you need to know about them?

Why are signs needed?

It is important to use signage and labels in order to maintain health and safety standards, and to inform, educate, and protect people. By using a sign, the safety message is conveyed to everyone in a diverse workplace, regardless of language barriers.

Tip: The presence of safety signs does not have to be compulsory if they will not reduce the risk, or if it is not significant. However, some fire safety signs may be required to be displayed under separate legal provisions.

When and where to use signs?

Your risk assessments should specify the locations where signage is required.

the visual messages you convey, be clear and concise.

The four basic signs

● The prohibition symbols, such as ‘No Smoking’, provide information about dangerous behaviour/activities. It has a round form, and either a white backdrop with a black symbol on it, or a red border with a red diagonal line.

● A warning sign advises you to exercise caution, take safety measures, and warns of potential dangers. It has a triangle-shaped design, a black pictogram with a yellow background and a black border. e.g. ‘Wet Floor’.

● A mandatory sign informs you about a specific behaviour or action. It is always round in shape with a white pictogram on a blue background, eg ‘PPE’.

● Safety locations, such as fire exits, are shown on emergency signs. With a white symbol on a green backdrop, they are either rectangular or square in shape.

Contact Safety Aide

for any signage

According to the Health and Safety (Safety Signs and Signals) Regulations of 1996, safety signs cannot take the place of other risk-reduction strategies. They must notify staff members of any substantial dangers that still exist or provide instructions on the protective actions they should take.

Tip: Avoid overusing signs as they begin to lose their usefulness. In

Tip: You may need to provide other communication channels for visually challenged staff members, including audible directions/instructions during a fire evacuation.

Additional signs

The following are two additional types of signage to understand:

● Fire signage – a red square with a

white symbol, or white symbol with text in the middle, eg ‘Call Points’;

● Global harmonised system – a red diamond with black symbols on a white backdrop to indicate a chemical’s classification (toxic, corrosive, etc).

Good practice

Make sure all signs are clear and not faded and replace any signs that are defective right away. Ensure your workforce understands what they mean. Even though most safety signs are self-explanatory, new, young, or inexperienced staff may not be familiar with them. Any sign’s meaning must be made clear, and workers must be made aware of the repercussions of disobeying the warning or instruction provided by the sign.

MARY PERRY Owner ME Marketing and Events

A GREAT WAY to position yourself as a specialist in your industry is by posting a frequent blog (written) or even a vlog (video) if you fancy it. Most websites have the option to include a blog, maybe you already have a section on your website, and you haven’t utilised it yet.

Now is the time, a new year, a new platform to share with your customers. You may be wondering how you can start? Commit to an achievable timetable, whether it is once a week, every 2 weeks or once a month, anything

longer than this won’t have the same effect. Then brainstorm a list of topics you want to cover, for example, product walk throughs, in-depth reviews of certain machine features, a write-up from a recent factory trip or a competitive comparison. Topics like these will showcase to your customers that you are more of a specialist when it comes to the machines you sell and the market, and that in turn builds trust. When target customers trust you, they are more likely to buy from you. Writing a blog/ vlog can be a relationship building exer-

cise and a campaign to sell machinery.

Once you have started posting your blog/vlog frequently, make sure you repurpose it! After all, you have spent the time writing or recording the content. The beauty of a blog/vlog is that the content can be used on your social media, in print material and in your email marketing, it can also positively affect your SEO ranking.

If you are unsure where to start or you would like some help getting a list of relevant topics together, then chat with me and we can get the ball rolling!

Sourcing parts in the current market

LAST YEAR SAW huge progress for the Ibcos Gold Parts Marketplace and now, in 2023, the final phase goes live…

Aged and unsold parts inventory has become an increasingly serious problem for dealerships of all sizes, limiting their free storage space and cutting into their potential profit margin. For a long time, businesses were forced to either write off the costs or sell at a loss.

Ibcos Computers have been working on creating a solution to minimise parts depreciation and during 2022 launched the first two phases of their Gold Parts Marketplace; a dealer-todealer platform where parts can be bought and sold, integrated with the Gold Dealer Management System.

Two phases launched in 2022

Phase one provided dealers with the ability to use an automated search and extraction method to identify their aged inventory and using ‘one click’ processes, easily list their inventory onto the Marketplace. To date, more than 170,000 part lines, from more than 50 manufacturers

have been advertised.

Phase two promotes the dealers’ ability to transact on the Marketplace. Buyers will be able to automatically generate purchase orders for a range of parts, at potentially lower costs. Marketplace transaction processes have been integrated into existing Ibcos Gold Parts purchasing functionality, providing a seamless user experience.

Sellers will also see options to accept and reject certain orders, auto-generate advice notes that include either user defined or custom delivery charges, and ways to track their own sales once an order is fulfilled.

More than 100 dealers are now signed up to generate revenue and reduce costs through the Marketplace.

Final phase to go live in early 2023 Ibcos Gold Marketplace phase three has been completed and will be available to dealers in

early January 2023. Phase three focuses on bulk stock orders and stock replenishment using the Marketplace. This includes importing your suggested stock orders from Gold into the marketplace, as well as manually creating baskets of parts to order. Orders can then be fulfilled either from a single seller, or for the lowest price for each line item.

Moreover, dealers will be able to search for and source parts from franchises that they do not stock, or part records which do not yet exist in their Gold system.

This phase is an exciting addition that widens the parts marketplace, supporting the availability of scarce parts stock.

How can I get involved?

A live training webinar will be available in January 2023 as well as free weekly training slots for parts operatives to learn how to get the most out of the Marketplace.

LOOKING FOR A DIESEL MOWER IN YOUR PRODUCT RANGE?

The

ISEKI compact tractors and mowers are designed and manufactured in Japan with over 90 years experience for quality that lasts.

ISEKI SXG range of high quality and reliable mowers enable cutting and collecting in the wet without clogging up, ideal for the homeowner requiring the next step up in garden maintenance machinery.

‘Any opportunity to challenge ourselves gives me a real buzz’

GGM GROUNDSCARE HAS been supplying garden and grounds maintenance machinery for more than 40 years. The company currently has two bases in the northwest of England – at Haydock and Colne. GGM Groundscare supplies leading brands of machinery such as Kubota, Baroness and Husqvarna into these areas. Chris Gibson, managing director, chatted with us about the business and the exciting progression of sister company PSD Groundscare.

Tell us about the business.

“Let’s take you right back to the beginning where the roots of the business began, which is in the 19th century. My great, great, greatgrandfather ran his own village blacksmiths in Melling, north of Lancaster.

“This was the beginning of our involvement in machines and from there it carried on from generation to generation, so our history goes back a very long way. In the 1970s and 1980s my father was instrumental in developing the business into a multi-depot Massey Ferguson business. In 1976 he purchased a horticultural engineering business called Ramsbottom’s that was based in Kirkham and GGM was formed.

and Hayter, they supported us well in our restructure. Over the last 22 years, we have built the professional business up and grown substantially. In 2016 we had the opportunity to expand our area with Kubota and that is when we opened our Haydock depot. Again, primarily focussed on groundscare but selling tractors up to 100hp.

“After the relocation of the business to Colne in 2004, the opportunity came to purchase the site and building next. It was something we couldn’t pass up and so we bought the site which enabled us to expand our stores and service areas. Around this time, we began development of a new side of our business, called PSD Groundscare, a company importing and distributing machines from different suppliers across the globe. We have continued to develop PSD over time and our sales director, Stuart Mercer, has been instrumental in building the brand.”

HAVING PSD PROVIDES US WITH THAT LITTLE BIT MORE STABILITY AND SECURITY OVER AND ABOVE OTHER DEALER BUSINESSES

“At this time my father became the first person to sign up with Kubota before they had their UK base established. Kubota remains the core brand in the dealership today.

“In 2000 we restructured the business, which saw us move out of agriculture and focus more on the professional groundscare industry to our base in Colne. We felt that we had always been heavily focussed on commercial groundscare and this was the future for GGM. Our two main groundscare franchises at the time were Kubota

Explain a little more about PSD and where it is today

“PSD was first established around 2004 and accounts for about 30% of our overall business, alongside our sister company GGM. It exists as a specialist distributor of innovative groundscare machinery to customers across the UK, backed up by our network of approximately 80 dealers nationwide.

“For the last 12 years we have worked with AS Motor, supplying their products which saw the PSD brand grow, however, following the recent buy-out from Ariens Co, we stopped distributing this brand earlier in 2022. We had anticipated after the take-over that changes were on the horizon, so we had been doing lots of research into what was out there.

“In September 2022 we relaunched our product offering to our dealer network at a focussed

event we held in Coventry. We spoke with the dealers about the equipment line-up from brands such as Eliet (based in Belgium), Stella and Koppl (both based in Germany), Grin and EcoTech (both based in Italy) and Canycom (Japan). We know that each of these brands offers something unique to the market from ride-on brush cutters to green waste shredders and mulching mowing systems.

“The Canycom relationship is the most recent addition and one we are very excited about. Things began with a simple email enquiry on their website and since then we have welcomed a member of their management team to our site here in Colne and myself and Stuart have also travelled over to Japan to finalise things. It’s a wonderful beginning to what will be a positive working relationship for PSD and our dealers, and we feel that Canycom has confidence in us to get the product into the market.

“Our focus has always been to work closely with our dealers, get the equipment in front of the customers and ensure the end user is getting a quality sales experience from start to finish. We definitely feel that as a dealer ourselves, we understand things from their perspective and in turn that has meant we have a much closer relationship with our dealers, which has meant they trust us and have had the confidence to reinvest in our new business opportunities.

“We are hugely committed to Kubota and want to work with all our dealer partners. However, we feel that having PSD provides us with that little bit more stability and security over and above other dealer businesses. All the businesses we deal with through PSD are family businesses and we have good relationships with them. Our sales director Stuart is very proactive in sharing our values as a business with the dealers, communicating with them about our commitment and

Chris Gibson, managing director of GGM Groundscare, discusses their new Service Contracts initiative, online competition, the supply situation, and recruiting youngsters via social media… Report: Mary Perry

how important it is to work together as a team. The team aspect is very important for me, the business is so much more than just me. It takes everyone to make it work.”

What’s your favourite part of your role in the business?

“Most of all I enjoy working with the team and seeing people develop within the business. We spend a lot of time explaining our values to all our team so whether it’s sales or service, I get a sense of achievement out of other people succeeding in the business. I also enjoy looking at where things have developed and where there are gaps, where we could offer new services. Any opportunity to challenge ourselves and develop gives me a real buzz!

“By far one of the most enjoyable activities we do is our fundraisers. We are passionate about giving something back where we can, so each year we choose a different charity to support, trying to keep it as local as possible. This year we chose the Northwest Air Ambulance, and our aim is to raise £10,000 for them. So, in August

we did a sponsored team bike ride. We cycled the 60-mile route from our Haydock depot to the Colne depot along the Leeds-Liverpool canal. At the finish line, non-rider members of the team organised a barbecue for everyone, with lots of staff in attendance. It was a lovely day and great for team bonding.”

How do you find you compete against other groundscare dealers who sell direct online?

“In terms of selling competition, I don’t think that the online market is much of a threat because a large part of why our customers deal with us is our service. I do find that people use the internet more for price checking now. But fortunately, you cannot buy service online, so we don’t find that it massively impacts us.”

Congratulations on the recent award you received from Service Dealer for ‘Best New Initiative’. Can you tell me a little bit more about the process you have implemented?

“Thank you! It was a great conference and even

better to come away with recognition for the new Service Contracts.

“We began plans to implement this new process during lockdown, the time really gave us opportunity to delve into our current processes and look at new ways of working.

“It all started because we sell a lot of our equipment to local authorities or similar style businesses. They would buy from us and we would benefit from the spare parts sales, but when it came to service, they had their own workshops, which meant we would lose out on that side of things. We knew that there was more value to be had from the initial sale and we wanted to find a way to maintain a relationship with these customers after the sale. The Service Contracts was a way that we could try and get the customer closer to us. It wasn’t just about the machine; we would work with them as a partner in their business and they might talk to us about other machinery we offer.

“Implementing this from a business point of view gave us a degree of certainty when it came to planning service income over a period.

“The challenge is, how do you sell a service

contract? The traditional salesperson would go out and sell the machine and then, retrospectively someone from aftersales or at the point of delivery would go and attempt to sell a service contract and at that point the customer isn’t interested. So, what we did was get all the sales team together, we brought in external consultants, and we talked with them about the service contracts and discussed with them about what we were planning on doing, what the offering was, what the benefits for the customer was and for us as a company. Also, the benefits to them as a salesperson to show them that it can be a valuable part of the sale. That very much changed the way we talk about service with a customer. The conversation became less about the product and more about providing a solution. It has been a success for us!”

How did COVID effect you or did it change anything about your business?

“It changed us massively. It was probably one of the few days in my life when I felt a cold shiver going down my spine, sitting listening to Boris Johnson telling everyone to stay at home. When I had 40 people sitting at home thinking, should I go to work tomorrow? It was very surreal.

“We decided we weren’t going to close straight away, however, the safety of our staff and customers was always going to be a priority. Any of us that could work from home did and we kept the numbers on site at both depots to an absolute minimum and we were fortunate that we had IT infrastructure already in place to do that. Initially it was challenging but because we were at home, we had a lot more time to take a good look at the business, where we were at and what we wanted to achieve going forward. Some of the initial work on the service contracts project began in that period.

“One of the positive things to come out of it was making changes to become ‘more green’. We have always wanted to look more into how we can be better in terms of our environmental impact, it’s still an on-going project but we had some good

progression in that period. We worked with the local chamber of commerce, who did an environmental report of the site, that resulted in gaining funding towards installing solar panels on the roof, put car chargers in and changed all our lights to LEDs. Had it been a normal spring, we would have never had time to be doing things like that, so COVID actually had a positive impact on our environmental mission.

“As well as the environmental side of things, we also looked at the business as a whole. I wanted to look at finding a way to get the team to understand more of the figures of where they are on a day to day, week to week basis. We decided to set out a series of Key Performance Indicators and we would pull the data based on those straight off the system. We would do KPI reports for each depot on things like spare parts, workshop productivity, new sales orders, invoice tracking, etc. For me, it was more about the team having transparency into how we were performing as opposed to checking up on people. They wouldn’t have to wait to be told after the month end if a target wasn’t hit, they can see it and act upon it to rectify it before the end of the month. This has increased productivity no end.

“All of these projects evolved over the pandemic period, so in response to the question, it really did change us for the better in a lot of ways. We had the time to stop and think about it and the whole pandemic made me realise that I don’t have to be here all the time and you can trust the team to just get on with things which is important.”

How do you find supply of products and components now?

“Looking at our sales numbers, we are proud to have maintained growth each year and that includes the period of the pandemic so although there have been issues, we have still managed to grow which is great. The last 12 months has been the most challenging in terms of managing expectations with more delays from suppli-

ers. I would say we seem to be over the worst of that now and we are seeing more products being delivered and stock levels are nearer where they need to be. However, it has been very challenging.

“From a PSD perspective, where our suppliers are smaller family-owned businesses, this has been a real challenge particularly with component supply, so they’ve had to be really nimble and switch production or part build products, and then finalise them when parts arrive. We worked with them very closely to get product over here but again, it’s all about managing expectation. To be honest, BREXIT has been a bigger issue but we’ve done everything we can to smooth the process. Hopefully we are through the worst of this now and we can focus on delivering for our customers.”

Where does GGM sell into?

“We have specified areas for certain brands, but we sell across the northwest of England and into north and west Yorkshire. Our team of six salesmen can all sell the whole GGM portfolio across the allocated area. With PSD, it is a national market.”

How do you find recruitment in the current climate?

“In short, very hard work! We are proactively looking at doing more with social media campaigns to really promote the good that a role in this industry can be. Young people are out there, and they are engaging with that content, so we are working more on this. We have also been working with local schools to try and get in there and chat with pupils about our industry, making it a more attractive place to be. When they see that we get to go to some really great places, football grounds etc, their perception changes, but we have to communicate this to them. We currently have apprentices within the business and every year we actively recruit for them, but this is an area we need to keep working on.”

Tell us about future plans for GGM and PSD. “For the next 12 months, our plan is to simply maintain our growth pattern. We really want to concentrate on working on the relationships that we have established with the PSD side of our business, there is a lot of scope within that area of our business and we have to continue ensuring that we deliver to our dealers.

“With GGM, we are always talking to our principal partners about new opportunities with them and making sure that we remain competitive within our area.

“We do want to look at introducing a new service this year which BAGMA will hopefully be able to help us with. We think there is an opportunity to offer LANTRA operator training to our customers, both GGM and PSD. Customers are asking for operator training, and we feel like there is a bit of a disconnect, we sell the machine, and install it but when they ask for training on how to use it, you must apologise because we can’t do that bit. It seems a natural progression for us really. One of our team is really interested in getting involved with this, so we are just working through the training process for that, and my next step is to speak to BAGMA to see how they can help with it.

“I am also fortunate that I have two great sons,

Thomas who is in the business currently and Andrew who is a chartered accountant. Both are keen to get involved in helping the business develop. Thomas served his apprenticeship in a large agricultural dealer, before going through the workshop here, so he knows the ropes which is a huge help when understanding the business and Andrew’s external perspective is equally valuable when looking at processes and results. My wife, Hilary, and I have worked together with Stuart running the business for many years now, so it’s hugely rewarding to see the boys taking an interest and being able to watch them grow and develop.”

How have you found being a BAGMA member?

“I definitely feel we haven’t used the services enough! I have always regarded being a BAGMA member as a quality recognition. Being part of an industry body and supporting a collective for us as dealers is important and powerful. It’s always meant a lot to me and still does. Recently Keith has got me involved with some monthly calls with other dealers and it’s been great to communicate with other dealer

Revolutionising AT V & A sset Securit y

principles, it has actually helped with some support that I didn’t know was available for our business and speaking with another dealer, I then was able to look into it.

“One service we have used substantially is the BAGMA training for installations and demonstrations, this is really important to us as a business. We deal with professional end-users, so having them properly trained only benefits us when they are in front of the customer.”

And finally, when you aren’t busy running a business, what do you like to do in your spare time?

“I love cycling and spending time with my wife and family. Whenever I can get out on my bike, I will!”

European and UK Dealer Satisfaction Survey for 2022

EACH YEAR CLIMMAR, the international dealers’ organisation umbrella group for 16 countries, conducts a survey across a number of its members to see how dealers feel about the service and support they receive from their main tractor suppliers.

The survey is anonymous but provides useful information concerning trends in how dealers feel and about the strengths and weaknesses that the dealer network sees in their main tractor suppliers. The results of the survey are shared with the main suppliers in the countries that carry out the survey so that they can also benefit from seeing what their own dealers feel about them and the trends in performance generally.

The overall results of the European survey are made public at press launches at one of the main agricultural shows in Europe around November. Some countries publish their own results and some share results with the main brand representatives in their own countries. BAGMA has not publicly shared its results over the last few years but does share the results with the respective brand suppliers in the UK. The reason for this is due to what is considered to be an unfair representation across all the brands surveyed and the risk that a small survey result with one brand may reflect a better or worse position for a brand than would be reasonable.

Each UK result is shared with the respective manufacturer or supplier so that they can determine where they can make improvements

to help their dealer network. This information can help to make improvements in how the supplier improves or changes its service to its dealer network.

Of the 393 surveys sent out in the UK for 2022, 93 responses were received in total, representing just under 24%. Whilst good in marketing terms, it is not fairly representative across the 15 brands surveyed in the UK.

The 2023 survey will be sent out on April 4 and will close on May 31. Dealers should look out for the survey in their junk or spam email as it may not be recognised by your email security systems. BAGMA will send out information nearer the time to remind dealers that the survey will be on its way. The only way this survey can have its full effect is for all dealers to complete and return it. It is in an electronic format and can be passed around to others to complete certain sections before final submission.

The survey is sent out in a digital format to the head offices of those companies we have listed as holding a tractor franchise. The questions are the same as previous years and the confidentiality of the individual responses will remain intact. Where companies have two or three franchises separate electronic surveys will be sent for each brand to the named person and email address we have on file.

The research model was developed by CLIMMAR. BAGMA has been a member of CLIMMAR since 1955.

A Message from CLIMMAR President, Roberto Rinaldin

Dear CLIMMAR members,

The year 2022 will certainly be a year to remember. While the world was hoping to leave the Coronavirus pandemic behind, we are now facing an even more serious crisis. Russia’s attack on Ukraine has changed the way we see the world – as individuals, but also as entrepreneurs.

Due to the partial de-globalization that came as a consequence, as well as high energy prices and even energy uncertainty, it is becoming increasingly difficult for our members to run their businesses, take care of their customers, and provide for their employees.

Additionally, we will have to face the other great challenge of our time – the green and digital transition. As an international business organisation, we should show by example that cooperation and friendship among countries is the only way forward. This means we have a lot of work ahead of us!

AS AN INTERNATIONAL BUSINESS ORGANISATION, WE SHOULD SHOW BY EXAMPLE THAT COOPERATION AND FRIENDSHIP AMONG COUNTRIES IS THE ONLY WAY FORWARD

BAGMA’s first trailer inspection course

HAYNES AGRICULTURAL LTD is the first member to take up BAGMA’s new Agricultural Tractor Trailer Scheme.

The two-day training course comes as the demands on vehicle braking systems have increased and tractor and trailer braking systems have become more complex.

Testing a tractor or trailer’s braking performance is the only way to guarantee the system is operating properly and meeting the braking performance legislation.

BAGMA’s new Agricultural Tractor Trailer Scheme (ATTS) covers inspections and assessments on a vehicle’s physical conditions, verifying the correct functioning of the vehicle’s braking system and assessing the vehicle’s brake performance.

We dropped into the first course, at Haynes’ premises in Kent, on the second day. It started with a catch up from day one, refreshing the key topics that were learnt and demonstrated as well as looking at the practical checks that were completed. The morning of the second day is more theory and classroom based, covering the difference between static and dynamic testing, how to calculate the maximum trailer axle weight and the load sensing valve and pressures.

Before heading outside for the practical

element of the training, the technicians look at the breakdown of the braking efficiency mass calculation, max force and legal requirements. The trainer, Andy Scarlett, prepares the equip ment whilst the tractor and trailer are prepared and loaded ready for brake testing. Andy works with the group of trainees to demonstrate how the equipment works when testing the brakes and works with each person individually to ensure the training is thorough and coherent.

Each person receiving the training undertakes to perform a number of practical tests to ensure they understand how the theory is applied, how the equipment is operated and how the tests are carried out. BAGMA has a tractor inspection form that has a 53-point checklist and a trailer inspection form that has a 35-point checklist within the scheme. To ensure the training is comprehensive, each technician receives a reference guide which covers all aspects of the course and also acts as a go-to reference for the future.

To find out more about ATTS, contact Kari Hearn on info@bagma.com.

A record-breaking Royal Welsh winter fair

A FANTASTIC AND record-breaking few days were enjoyed by thousands at the Royal Welsh Winter Fair, held at the showground in Builth Wells.

First staged in 1990 and originally just a modest one-day event, the Royal Welsh Winter Fair has become one of the most popular attractions in the British agricultural calendar. The annual event continues to maintain its position as one of the finest primestock shows in the UK, this year attracting more than 700 exhibitors from Wales, England, Scotland, Northern Ireland and Holland.

BAGMA’s business development manager, Richard Jenkins, a regular to the Royal Welsh Show, attended the Winter Fair on day one and caught up with a number of BAGMA members, including Arwel Evens from Arwel’s Agricultural Services Ltd. Like many, their stand saw a constant flow of old and new customers.

BAGMA member Frank Sutton took the title for Best Overall Tradestand Award. Based in the South Glamorgan Hall, they had a busy few days displaying products from John Deere, Cat and Yamaha and offering their expertise in agricultural machinery.

This year saw more than 300 tradestands, and 60 more stands in the Food Hall where guests were able to sample the superb produce from across Wales and the border counties. The late-night shopping evening again saw thousands of visitors indulging in some Christmas shopping and enjoying the festive atmosphere and spectacular firework display.

Meeting Elise at the Four Counties Group

BAGMA’S FOUR COUNTIES regional group met just before Christmas for its AGM and Christmas meeting. Made up from the counties of Gloucestershire, Warwickshire, Hereford and Worcestershire, the Four Counties group is one of the oldest BAGMA Regional groups that hold regular meetings.

Chaired by Peter Heming of Heming Engineering and currently BAGMA’s vice-president, the meeting combined with the region’s AGM, a Christmas lunch, some BAGMA business and a very thoughtful address about the industry by

David Withers from Iseki UK and president of the AEA.

Finlay Basset from First Green Industries (info@firstgreenindustries.com) talked about the future of electric in agriculture and showed a remote controlled skid steer loader, the Elise 900, the world’s first electric skid steer loader. This new product is sold locally by Heming Engineering. A remote-controlled demonstration took place in the freezing cold in a very icy car park.

Ian Coleman, secretary for the group, con-

ducted the AGM but also covered the current changes in training and educa tion with the new T Levels coming in September and further changes to apprenticeships. A general discussion about the provision of training and the training needs for dealers took place. The difficulties of recruitment were highlighted along with concerns for future recruitment.

What’s new for 2023?

SUZUKI

Suzuki’s range of KingQuad ATVs now come fitted with an enhanced security package courtesy of partners Datatool and Datatag. Suzuki has been working with Datatag and fitting its CESAR forensic marking system for over 10 years but has recently bolstered its security offering by partnering with Datatool to fit a Thatcham accredited tracking and immobiliser system as well. The Datatool Stealth S5+ tracker and immobiliser actively protect the ATV against unauthorised movement as well as providing hotwire/

forced ignition protection. It has been developed for the harsh environments that ATVs must withstand. Waterproof with a built-in antenna, the Datatool Stealth is a modern tracking device which benefits from a UK-based 24/7/365 Theft Monitoring Team and is 4G-enabled for better tracking abilities as well as providing tow-away alerts and key cloning protection. In addition, the Datatool App enables customers to see the location of their ATV in real time as well as journey history so customers can see where the vehicle has been used.

MCHALE

Following a direct request from customers, McHale has developed a new range of non-conditioner mowers. The McHale Pro Glide R310 is fitted with a 3m cutter bar to provide a cutting width of 3.1m using a 7-disc bed. The McHale Pro Glide R310 utilises proven technology from the conditioner mower range and benefits from a number of novel features which result in better ground following ability and quicker reaction times to changes in ground conditions.

CLAYDON

Claydon exhibited the new range of Evolution mounted drills, all of which are designed for drilling direct but can also be used after consolidation in ploughing and min-till scenarios. All Claydon Evolution models feature a hydraulic fan, Artemis metering control, tramlining facility, front tine/7” A-share configuration, double rear toolbar and road lights. The 3m Seed and Fertiliser version was shown alongside a 4m Hybrid T4 trailed drill, a 7.5m Straw Harrow and a 4m TerraBlade inter-row hoe.

METHANE-POWERED TRACTOR

“A pioneering and game changing, net-zero alternative for the agricultural sector” is being developed, according to Stefano Tumolo, sales and marketing director of emissions specialist Eminox. Eminox is part of a £15.6m project aimed at producing the world’s first methanepowered, off-road, heavy-duty tractor. CNH Industrial, Bennamann Ltd and European Thermodynamics Ltd are also part of the project.

FOX ROBOTICS

Fox Robotics’ Hugo RT is a durable, efficient, battery-powered robot designed to reduce the reliance on seasonal labour. The outdoor logistics robot helps to automate several year-round tasks, from transporting picked fruit to carrying delicate seedlings and soil in narrow polytunnels.

TEK Seating offers a wide choice of replacement driver seats for agricultural vehicles from leading manufacturers such as United Seats, Grammer and KAB Seating. We liked the Rancher LGV95/H152 AHD and Highlander

LGV95/HL152 seats from United Seats, featuring integrated controls and powered adjustment for height and weight settings. They offer a variety of adjustments to enhance cab ergonomics, while cushions provide optimum comfort levels. We also liked the MSG85/721 Maximo Basic from Grammer – a mechanical seat designed for standard tractors with a seat height that can be set in three steps via a locking mechanism.

LYNX/DEERE

Lynx Engineering showed a classic John Deere 6000 series tractor which it had fully refurbished and restored – and fitted with brand-new kit to equip it for the demands of modern-day farming. The Stoll ‘Next Generation’ ProfiLine front loader is just one example. A Stoll Pro Control electronic joystick has also been fitted. The near 30-year-old tractor, refurbished to mark the company’s 30th anniversary, has also been fitted with a new Zuidberg front linkage and PTO, a new Flexxaire reversing cooling/cleaning fan to replace the original viscous fan, and a fully overhauled Dromone rear pickup hitch.

NEW HOLLAND’S AUTONOMOUS TRACTOR

New Holland has shown a prototype of a ‘clean blue’ coloured electric and autonomous tractor. The T4 Electric Power has a battery with enough energy for one working day and delivers up to 120hp. A Case IH variant will follow. Production will start in late 2023.

ETESIA NEW RIDE-ON MOWER

Etesia UK has launched the Hydro 100 MK124 ride-on mower. It has all the features of the popular Hydro 100 but with a larger 124cm cutting deck. Its 18hp twin-cylinder Kawasaki engine and its larger 16-litre tank give it more power and range. The cutting deck has a rear central ejection, two counter-rotating blades, a high-clearance bridge and large 500-litre grassbox.

TEK

Be the first to try your

BAGMA Bulletin’s Chris Boiling has a sideline in making unusual wines around the world. They’re mostly made from rare grapes in lesserknown winelands, teaming up with local winemakers, and now the first wines are becoming available…

MY LOVE AFFAIR with wine began in a slightly unusual way – I bought a small winehouse and vineyard in Slovenia without knowing anything about winemaking or this small country, which is sandwiched between Austria, Italy, Croatia and Hungary. It was an investment project to top up my paltry pension when I retired and an antidote for our empty nest syndrome.

My neighbours in the beautiful region of Jeruzalem and the previous owner kindly showed me what to do on my first harvest, and the wine turned out fine. But I wanted to do better and know more, so I signed up for a four-year, part-time degree in wine production at Plumpton College in East Sussex.

During Covid, when I couldn’t visit the place as much as I wanted to or indulge in my other great passion, travelling, I cooked up a plan to make wine with winemakers I admired in different parts of the world. The hallmark of these wines would be their uniqueness. They would be different to what was available anywhere else, and different to what these talented winemakers normally turn out. This project would also promote rare grape varieties, lesser-known wine regions, sustainable winemaking and viticulture, and the wines would taste fantastic.

I started in a small way in 2021, making one barrel of an unusual Pinot Grigio in northeast Slovenia with a winemaker called Leon Gjerkeš. I pushed him to make a Pinot Grigio like no

other – copper-coloured and packed with flavour. So often Pinot Grigios are bland and lifeless, yet the grape is a natural mutation of the world’s most critically acclaimed grape, Pinot Noir. We have tried to bring out some of its parent’s characteristics. We had to leave the wine in a French oak barrel for a few months longer than we wanted, as there were supply chain issues with glass bottles and my small order for 300 was way down their list of priorities. So, there is more oak flavour than I originally wanted, but it has given me the opportunity to talk to cigar lounges which normally pair their cigars with red wine or whisky rather than a ‘white’ wine. My project went crazy last year when I made six wines in four countries.

These six wines are:

● A highly sustainable organic wine made in Austria using amphorae and two new-age disease-resistant grapes (Souvignier Gris and Muscaris) that only required one spray in what winemakers in Central Europe are generally calling “a challenging vintage”. We made five wines from these two grapes, using different vessels (amphorae, oak barrels and stainless-steel tank) and different lengths of skin contact. The final wine will be a blend of these five components.

If you would like to reserve a bottle or two of the wines or the collection of six, send an email to ywine.club@ outlook.com stating which wines you’re interested in and how many you would like to reserve. No payment is required until the wines are ready to ship.

The white and amber wines are £15 each, the red wines are £20 each and the sparkling wine is £35. The collection of six is £120. Postage is free on orders over six bottles. When the wines are ready, I will contact you to see if you are still interested (or want to increase your order!) and sort out the payment and delivery details.

This year I am hoping to add some limited-edition wines from other countries, such as Italy, Spain and Croatia. I hope we can explore the world of wine together!

● An experimental white and red from Slovenia. The white is a co-fermentation featuring Laški rizling from a vineyard so steep it is worked by goats in winter, and exotic, aromatic Gewürztraminer berries. There is also a Blaufränkisch (a light red) made in a very traditional way from a highly underrated region in northeast Slovenia.

● In Hungary, I have helped to make a totally unique sparkling wine featuring the unknown grape variety Pearl of Victoria (a hybrid created for sparkling wines in the 1960s), plus Grüner Veltliner (fermented in oak and steel tanks). It’s the only one of its kind in the world.

● In Hungary, I’m also working on an unusual Kadarka (a light and slightly spicy red wine) with producers in two very different regions who favour two very different technologies (one likes to put their Kadarka in oak and one likes to use stainless-steel tanks). The forthcoming wine will be a blend of the two wines.

● In Georgia I have made a modern qvevri wine to showcase two ancient grape varieties, Kisi and Khikhvi. They were co-fermented in qvevri (large clay pots buried in the ground in a marani) and have spent six months on skins to extract the full range of flavours and

The beautiful wine region of Jeruzalem, Slovenia

The beautiful autumnal colours of the first wine that’s available – an unusual Pinot Grigio

aromas from the grape.

The plan with all these wines is to sell a third to a restaurant, a third to a wine bar and a third to wine club members. For wine club members, the wines will be offered individually and also in a presentation box with a booklet explaining the story behind each of the wines.

The Pinot Grigio will be available shortly, but the 2022 wines will only be available from later this year and in 2023. They are all in limited supply – 300-400 bottles per wine – so I am offering them to BAGMA Wine Club members first. They will not appeal to all wine drinkers and are aimed more at adventurous wine lovers who are looking to try something different or learn about a rare grape from one of the world’s great but lesser-known wine regions.

The reason I’m promoting the wines now, before they are available, is that Keith Christian’s replacement may not see the value of the BAGMA Wine Club.

The marani in Georgia where my wine is being made in qvevri (large clay pots) buried in the ground. Stirring them to extract lots of aroma and flavour from the skin is physically tiring. They do this twice a day for 40 minutes during the fermentation stage

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“The best thing about BAGMA is that the information, support, advice and services offered are invaluable to small and large businesses alike.”

Brian Sangster, BAGMA member, past president