Steve and Charlotte Dommett discuss Devon Garden Machinery’s reluctance to sell online and their move to new premises
‘Do it right or don’t do it at all’
sentative of BAGMA for Scotland. Alasdair went above and beyond serving the organisation. Lyle Laird will take Alasdair’s position representing BAGMA on the Royal Highland Show committee.
2 NEWS
Devon businesses join BAGMA; Massey Ferguson man joins RVW Pugh; Henton & Chattell takes ‘the next logical step’
6 EXPERTS
Storing lithium-ion batteries safely and marketing to decision-makers
I LIVE IN the area of the Three Counties (Worcestershire, Gloucestershire and Herefordshire), five miles from the showground. Our businesses are based in the Cotswolds, where I grew up and lived until I was 50 years old!
Our business roots are serving agriculture as RG Heming Agricultural Engineers for 55 years. Forty years ago, we developed a construction and civils company, initially working with existing clients on farms, market gardens and country estates. I have worked alongside my mother, father and latterly my sister for 38 years.
It was an honour to travel up to Scotland with my 81-year-old father to receive the chain of office as President of BAGMA. Peter Arrand did a sterling job and I am sure will be a font of knowledge. We have special feelings for Scotland and have many friends there. My father was based in Ayrshire during some of his agricultural training.
It was great to see the new BAGMA clock hanging high on Ingliston House. Alasdair Straker has decided to retire; he has been a fantastic hardworking repre -
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
Advertising and media enquiries Stephanie Young 01295 713344 stephanie.young@bagma.com
As you will be aware, Keith Christian has retired and Nick Darking has taken the reins as General Manager of BAGMA. Keith did an exceptional job over the past 16 years, especially while moving out of BIRA and joining forces with the AEA. I am sure that Nick will be a massive asset to us moving forward.
Exciting times ahead. We need to be forward thinking.
The industry is going to be evolving over the next few years and it’s important we move and adapt with the times.
My aims during my office are to serve the members, make members and prospective members more aware of BAGMA services and encourage members to utilise what is available. I want to encourage existing members to introduce BAGMA to people and businesses they know who may be interested in joining us in our mission.
I would like to encourage industry networking, to enable the sharing of views and experiences. Let’s work together.
BAGMA is here for YOU. If you want to contact me personally, please email me on peter@heming-engineering.co.uk or call on 07831 585476.
For more of Peter’s views, turn to page 7.
BAGMA, Samuelson House, 62 Forder Way, Hampton, Peterborough PE7 8JB. 01295 713344 bagma.com
BAGMA president Peter Heming
BAGMA general manager Nick Darking nick.darking@bagma.com
BAGMA business development manager Richard Jenkins 07432 290605
7 MEET YOUR NEW PRESIDENT
Twenty questions for Peter Heming
8 COVER STORY
Steve and Charlotte Dommett on Devon Garden Machinery’s reluctance to sell online and their move to new premises
12 BAGMA’S CLOCK IS BACK
It has been installed in its rightful place
12 TRAINING
Are you still valid or is it time to renew your handover accreditation?
14 EVENTS
BAGMA will be taking over the Dealer Hub at GroundsFest 2023 while SALTEX is set to be 20% bigger
16 BAGMA CONNECT
Report from the latest meeting at Merlo UK’s head office
18 OUT & ABOUT
Photos from the summer season
20
BAGMA GOLF DAY & DINNER
Book your place now for this event at Nailcote Hall, near Coventry
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.
I HAVE WORKED ALONGSIDE MY MOTHER, FATHER AND LATTERLY MY SISTER FOR 38 YEARS
B&B Tractors has undergone a rebrand with the aim “to better align our company’s visual identity, messaging and overall brand strategy with our current vision, values and market position”. The rebrand includes new logo, colour palette and typography “that better reflects the company’s dynamic nature and future-focused approach”.
James Bowring, managing director, said: “It positions us for continued growth and enables us to better connect with our customers in a rapidly evolving market.”
In addition to the visual elements, B&B Group has split into four specialised divisions: B&B Tractors, B&B Machinery, B&B Groundcare and B&B Plant.
The National Association of Agricultural Contractors (NAAC) has launched a social media campaign on ATV safety to impress the importance of wearing a helmet. In the last five years, ATVs have been involved in 14 deaths in agriculture.
The number of agricultural tractors registered in the UK during May fell below the level recorded last year. However, registrations were unusually strong in May 2022 and this year’s figure was still above the recent average for the time of year. At 1,015 machines, registrations were 21% lower than a year before but 3% above the seasonal average from the previous five years, according to the AEA.
The total number of machines logged in the year to date remains higher than in January to May 2022 and was the highest total for the opening five months of the year since 2019.
MAY 2023
1,015
+3% vs Jan-May 2022 -20.9% vs May 2022 YEAR TO DATE
5,649
HENTON & CHATTELL has become a Kubota dealer for agricultural and groundcare machinery, covering the East Midlands area.
Kubota UK says the appointment is a strategic move for its longterm business ambition of growing its groundcare and agricultural machinery sales.
Henry Bredin, general manager of Kubota UK’s tractor business unit, said: “The appointment of Henton & Chattell will help Kubota to further strengthen its position in these important market sectors, by serving a wider cross-section of customers.”
Established in 1931, Henton & Chattell is one of the largest garden machinery distributors in the UK and is currently located in Nottingham. A
family-owned business, it has a wealth of experience supplying a broad range of customers from its logistics operation, which boasts a workforce of 85 and over 11,000sq m of warehouse space.
Peter Chaloner, managing director of Henton & Chattell, commented: “We are delighted to have this opportunity to move our business forward with Kubota. We like to be successful in every market we’re in, which means it’s all about our team, its knowledge, and the ability to deliver first-class customer service.
“We already have a strong groundcare team. The opportunity to develop an agricultural machinery business to provide sales, service and support to the industry through a partnership with a dynamic and forward-thinking tractor manufacturer is the next logical stage of our business development.”
A team of four drivers has successfully driven a combine harvester from John O’Groats to Land’s End.
It took farmers Olly Harrison, John Branson, James Baldini and Martin Williams five days to cover the 875-mile journey in a Claas Lexion 8700 – using Certas Energy HVO (hydrotreated vegetable oil) to minimise their environmental impact.
All of them have lost close friends through suicide and wanted to raise awareness and funds for two charities: Mind and Children with Cancer UK (Claas’s chosen charity this year).
TWO DEVON
– Tivertonbased Mid-Devon Lawnmowers and Pancrasweek-based Jim Robinson Farm & Garden Machinery – are the latest businesses to join BAGMA.
“We decided to join BAGMA earlier this year because of the wide range of benefits it can offer, in all aspects of our business. They also support many independent dealers,” said Matt Vaughan, who took over Mid-Devon Lawnmowers with Kate Vaughan in 2021.
“On the occasions we have called BAGMA they have always answered calls ready to help and have responded to emails promptly. I think over time we as a business will use BAGMA more and more, mainly because of the personal touch.”
Mid-Devon Lawnmowers, which has been servicing and repairing machines around Tiverton for more than 30 years, also supplies new and used equipment from John Deere, Stihl, EGO, Billy Goat and Cobra Machines. Jim Robinson Farm & Garden Machinery, which has a showroom and workshop in Pancrasweek, near Holsworthy, has been trading for 20 years this year.
BAGMA’s business development manager, Richard Jenkins, recently visited Jim and Adam Robinson at the family business. Jim told him:
“As a family-run business we pride ourselves upon stocking farm and gardening machinery from industry trusted brands. This ensures that we offer value for money and reliable products to all of our customers across Devon and North Cornwall. Our business is built upon our reputation which is why we are main agents for trusted brands such as Countax, Echo, Karcher, and Mitox.”
BAGMA believes member services such as insurance, card processing, training and legal help can provide rates unavailable to individual dealers.
AZUR SERVICES, BASED in Hailsham, East Sussex, has joined BAGMA. On a recent visit there, BAGMA’s general manager, Nick Darking, caught up with well-known industry figure Steve Vogels who has been immersed in this industry for more than 36 years and has seen many changes, although he believes the fundamentals have not changed. In setting up Azur, the goal was to supply good quality used equipment at affordable prices to greenkeepers and groundsman facing a sharp rise in capital costs. Steve told Nick: “Not only do we supply good quality used equipment, but we also offer expert advice in equipment, finance, valuations, and anything machinery related. We also are more than happy to purchase and underwrite equipment that customers are looking to sell/release from their machinery shed.”
Family-fun HRN Tractors used “local talent” when it came to feeding and entertaining a team from Kubota, including the company president Yuichi Kitao. They dropped in on HRN’s Stirling depot. The event was an excellent opportunity for HRN, which has seven depots in Scotland, to meet the Kubota team and give them a taste of Scotland. HRN Tractors Ltd, established in 1980, has recently become a member of BAGMA. Its range includes Kubota Agriculture, Kubota construction, Hyundai, Kverneland, Vicon, Bailey, and Bunning.
‘the next logical step’Jim and Adam Robinson at the family business. Left: Mid-Devon Lawnmowers' van
REA VALLEY TRACTORS (RVT), a dealer offering New Holland, JCB and Kuhn Farm Machinery from seven depots, is acquiring neighbouring New Holland and Kuhn dealer Teme Valley Tractors (TVT), which has two sites.
The companies say customers will benefit from an enhanced offering in the region with more choice of New Holland and Kuhn equipment available within the larger group. There will also be an expanded product range from a single provider, offering additional brands such as JCB materials handling equipment, Bailey Trailers and domestic groundcare products like Milwaukee and Stihl that are all core franchises held by RVT.
Both TVT Welshpool and Knighton branches will continue trading from the current locations, and TVT employees from both businesses will transfer to RVT at the completion of the deal, targeted to be the end of September. This includes owners Graham Probert and Martyn Hall who will continue in key management roles within the business.
Simon Clarke, chairman of RVT, commented: “I am delighted to have reached an amicable agreement with Graham and Martyn to acquire TVT. This acquisition will benefit all our stakeholders: customers, staff and suppliers. I look forward to working with Graham, Martyn and the TVT teams over the coming years”.
Graham Probert, managing director at TVT Knighton, said: “Both companies have the same shared family values and dedication to understanding and focussing on the customers’ needs; each with a well-established and knowledgeable team, and we look forward to the next chapter with Rea Valley Tractors”.
A RESHUFFLE OF the GreenMech dealer network has seen the introduction of a number of new sales, service and parts partners across the country.
Full distribution arrangements have been reached with Ross McTurk Engineering, Silvestria and Griffin Machinery Solutions, while MKM Agriculture will now be providing aftersales support to customers in Northamptonshire, Buckinghamshire and Bedfordshire and Hunts Engineering will cover customer support across Oxfordshire.
From its depot at Felixkirk Airfield near Thirsk, Ross McTurk Engineering will be offering sales and support across the GreenMech portfolio to those operating in and around Yorkshire, County Durham and the area south of the Tyne in Tyne and Wear.
Picking up the baton for Cheshire, Merseyside and North Wales is Silvestria – owned and operated by an experienced tree surgeon. Completing the trio of new full-line dealerships is Griffin Machinery Solutions, which is adding GreenMech woodchippers to its customer base across Hertfordshire, Essex, Middlesex and the area north of the Thames in Greater London.
“As a brand, we pride ourselves on offering not just quality products, but industry-leading after-sales support to our customers both old and new,” said GreenMech sales director Martin Lucas. “In this reshuffle, we are delighted to welcome a wealth of knowledge and experience into the network, that will ensure we can continue to deliver the top level of service that people have come to expect when they purchase a GreenMech product.”
I have attended my first-ever Royal Highland Show. What a show it was! Bathed in glorious sunshine, it really is quite incredible the number of visitors that attend over the four days – 217,000, and a real mix of both farmers and families enjoying the wide choice on offer; from the Golden Shears shearing competition to arborists’ sculptures and everything in between.
The Royal Highland Show was special to us this year on a number of levels. We said
a big thank you to Alasdair Straker for his many years’ service to BAGMA, particularly in the Scottish region as he retires. I am pleased to say he has offered to remain at the end of a phone offering guidance, for which I am eternally grateful. We are pleased to welcome Lyle Laird who will be taking over Alasdair’s role as the BAGMA Director for RHASS. I very much look forward to working with him.
We welcomed our new president, Peter Heming of Heming Engineering Ltd, who you will be able to read more about on page 7 of this edition of the Bulletin. Importantly, we thanked our outgoing president, Peter Arrand, who has done a fantastic job over the last four years, helping guide us through
the Covid pandemic and the sale to the AEA. It was also great to catch up with both existing members and some new ones as well. My thanks to all those involved in the organisation of the show. We still have some hot topics to contend with as ever in our industry. You will have received emails from me recently outlining the issues around the Equipment Anti-Theft Bill and how it may impact you. Whilst the sentiment behind the Bill is good, there are real issues in the proposed delivery of the new law. It could result in liability falling on dealerships that must fit immobilisers and forensic marking on equipment that does not comply with the new legislation. We have already sent a position statement to the Government and discussions are ongoing. Thank you to everyone who has responded to both the government call to response and also to the BAGMA survey, we appreciate your input.
BAGMA MEMBER RVW Pugh has appointed Andrew Purnell as sales director for its Massey Ferguson business. Andrew has previously spent 10 years associated with the Massey Ferguson brand working for AGCO and most recently spent two years as distribution channel development manager for Lely. Andrew will be responsible for not just the Massey Ferguson brand, but all other machinery brands held by RVW Pugh.
RVW Pugh has held the Massey Ferguson franchise since 2000 and continues to grow its agricultural business with the recent separation of the Fendt brand to form sister company TR Machinery. RVW Pugh, which also holds the franchises for Merlo, Vaderstad, Sumo, Alpego, Teagle, Yamaha, Sulky, and AW Trailers, covers the Powys, Cheshire, Shropshire & Staffordshire area.
Robert Pugh, group chairman, said: “Andrew’s passion for the Massey Ferguson
brand, in-depth knowledge of the Massey Ferguson products, and good working relationship with the RVW Pugh team and customers makes him an excellent fit in helping drive our business forward.”
Emma Pugh, managing director, added: “Both Dad and I have had an excellent working relationship with Andrew for over 12 years from when he started out as our area sales manager for Massey Ferguson. We are all very excited about having Andrew on the team.”
Andrew commented: “I am delighted to join RVW Pugh Ltd. I have known Robert, Caroline, Emma and the team for many years, and I am looking forward to working with them again, only this time as part of the successful dealership team. I have always had a passion for Massey Ferguson, even learning to drive on a 590! I have gained great experience having worked for two of the industry’s leading companies and cannot wait to get stuck in.”
WHILST THE SENTIMENT BEHIND THE BILL IS GOOD, THERE ARE REAL ISSUES IN THE PROPOSED DELIVERY OF THE NEW LAWFrom left: Emma Pugh, Andrew Purnell, Robert Pugh, Caroline Pugh
WE NEED TO ENCOURAGE ALL MEMBERS TO FIND A NEW MEMBER
Why did you become President of BAGMA?
the number of fires caused by lithium-ion batteries has increased. Every year, at least 25 people are seriously injured when using batteries at work. If you or your staff work with batteries, how can you protect your workforce and workplace from the dangers of fires?
temperatures can damage the battery and reduce its performance. The recommended storage temperature range is usually between 20-25°C (6877°F). Avoid storing them in areas with excessive heat or direct sunlight.
protective caps specifically designed for battery terminals.
Storing lithium-ion batteries safely is crucial to preventing accidents and maximise the lifespan of the batteries. Here are some guidelines to follow for safe storage:
● Charge level – ideally, store lithiumion batteries at a charge level between 40% and 60%. This range helps minimise stress on the battery and prevents it from fully discharging or overcharging during storage.
● Temperature – keep the batteries in a cool and dry environment. Extreme
● Avoid moisture – ensure the storage area is dry and well-ventilated. Exposure to moisture can cause corrosion and damage the battery. Store batteries away from any liquids or sources of water.
● Physical protection – protect the batteries from physical damage, such as impacts, punctures, or crushing. This can lead to internal damage, leakage, or even a fire hazard.
● Avoid mixing – do not store loose batteries in close proximity, particularly if they are not individually protected. Contact between the terminals of multiple batteries can cause short circuits and lead to dangerous situations.
If storing loose batteries, consider using individual plastic cases or sleeves for each battery.
Insulate terminals – if you’re storing loose lithium-ion batteries, ensure the battery terminals are insulated to prevent accidental short-circuiting. You can use electrical tape or
● Separate from combustible materials – store lithium-ion batteries away from combustible materials, such as paper, fabric, or other easily ignitable substances. In the event of a battery failure, a fire can spread rapidly if in contact with combustible materials.
● Avoid prolonged storage – if possible, try to use the batteries regularly and avoid prolonged storage. Lithiumion batteries have a limited shelf life, and extended periods of inactivity can lead to capacity loss or degradation.
● Check regularly – periodically inspect the batteries for any signs of damage, swelling, or leakage. If you notice any abnormalities, safely dispose of the battery according to local regulations.
● Follow manufacturer guidelines –always refer to the manufacturer’s instructions and recommendations for storing lithium-ion batteries. Different battery chemistries or specific models may have additional requirements or precautions.
By following these guidelines, you can ensure the safe storage of lithiumion batteries, minimise the risk of accidents, and extend their overall lifespan.
If you would like to know more about how Safety Aide can assist your business regarding Health and Safety, please get in touch on 08000 806801.
WITH EVER INCREASING competition, it is essential to stand out, but to also ensure that your efforts are reaching the right audience.
Generic marketing through your usual channels is perfect for building your brand awareness but how can we make sure we get to those decision-makers better? Targeted marketing! If you can do so, conducting targeted marketing campaigns can really put your offering in front of the right eyes.
Utilising customer details (GDPR compliant, of course) through email, postal, social media and in-person campaigns has many benefits. Ensur-
ing your data is up to date and GDPR compliant can be a big job, but it’s worth the man hours! This data will be driven from previous sales, contact at events and through general enquiries. This means they have already expressed interest, so you are on to a great start. Once you have your customer data, make sure you segment/ categorise them so that you can get
Why did you choose to get into this industry?
even more specific with your campaigns: are they a groundcare customer or parts customer, for example?
Once you have them segmented, you can send product specific emails/ post out to different customers, print lists and get your sales team to make contact with customer groups to tell them about your offers or offer a personal invite to an event. By taking this approach alongside your general marketing activities, you can ensure you have a higher chance of appealing to the decision-maker, all while maintaining good brand awareness with the next generation and general market.
“My father set up RG Heming Agricultural Engineering 55 years ago. It’s now known as Heming Engineering Limited.”
How do you think the industry will change in the coming years?
“Larger operations covering more ground. Ground management is going to be more important. Small enterprises will have to stand out providing something slightly different.”
What changes would you like to bring into the industry?
“More joined up thinking. We are selling products from different manufacturers to all different types of clients. We all have the same problems, eg lead times and staffing.”
“They say ask a busy person – I was there at the time. When I said I would do it, I was probably the youngest on the committee!”
What are your personal goals for BAGMA?
“To do my best for the members and to serve BAGMA to the best of my ability.”
What’s your proudest accomplishment so far?
“To have followed the footsteps of my father and to have built the business to where we are now.”
Whom do you look up to for inspiration?
“People who have set up a business from scratch including my father Robert Heming.”
What other companies do you admire in our industry?
“Businesses that worked through Covid and are still successfully trading.”
What, according to you, makes a great team?
“Any business that has successfully handed the reins over to second and third generations.”
What is the best advice that someone has ever given you?
“The mornings are the most important, what you do before 11am is worth twice what you do after 2pm.”
Do you have any hobbies that will help you as president?
“I have two lovely boys – an 11 year old and a three year old – who keep me on my toes. I farm for relaxation and work more in my spare time!”
If you could trade places with anyone for a day, who would it be and why?
How can the industry become more sustainable?
“Improve service delivered by reducing lead times and encouraging people into the industry.”
What still excites you about the industry?
“Meeting people and doing the deal!”
What are the biggest challenges BAGMA is facing today?
“Mergers and business takeovers. We need to encourage all members to find a new member to enable us to continue improving the offering.”
What do you think needs to be done to encourage people to join our industry?
“Get children interested in farming and machinery from a very early age.”
“Sir Alan Sugar to see who he has got around him to be so successful.”
What’s the most adventurous thing you’ve ever done?
“Taken on a huge construction job that tripled in size and we successfully completed on time.”
What’s your favourite piece of machinery?
“I love getting back on a digger away from the stresses of the office!”
What’s your claim to fame?
“Successfully continuing our family business and successfully operating a campsite.”
What do you like to do to relax?
“Run my farm and campsite and go out with my family.”
IN FRONT OF THE RIGHT EYES
DEVON GARDEN MACHINERY, located
just outside Torquay, was established in 1984 by Alan and Jeannette Dommett. Alan started the business after working at a Ransomes dealer for 18 years and ran it for more than 30 years. After successfully expanding from Devon to cover Cornwall and Somerset too, Alan retired at 75. Today there are three generations of his family working in the business with their main franchises being Toro, Iseki, Honda, Dennis Sisis, Husqvarna, Stiga and Mountfield.
BAGMA Bulletin spoke with husband-andwife duo Steve and Charlotte Dommett about their exciting new premises and how the business remains focussed on good old-fashioned face-to-face sales.
There are three generations working in the business, who’s in the business and how have they fitted into the running of it over the years?
Steve: “I joined the business as soon as I left school as an apprentice. I studied at Evesham College where I completed the City and Guilds Parks and Garden Machinery Engineering qualification. I had always helped dad on Saturdays and in school holidays from a young age, so I didn’t really know much else and always had the idea I wanted to work in the business. Charlotte actually came into the business temporarily to cover a staff absence and then never left! Having her here has been great, someone that I trust completely and can offer the occasional shoulder to cry on. We have a good dynamic and very rarely clash, which helps. We do try and keep work life and home life separate but that can’t always be the case, but we try our best.
“In 2021, after lockdown, our son joined the business. He was working as an apprentice in the aerospace industry so immediately got furloughed early in the pandemic – which allowed him to volunteer and give us a helping hand every so often as we remained partially operational. When it was time for him to go back to work, he announced that he would like to come
and work with us, which we, of course, were delighted about! We never would have pushed him into it, but its lovely that he wants to be involved and, so far, he seems to be enjoying it. “We want to try and get him to work in every department to understand how everything works, that’s what I did and even now I can jump in and deal with parts or service jobs just to help, it’s also important to understand the different roles within the team.”
You have very recently put up new purpose-built premises. Was there a specific reason behind this and what changes have you seen to the business because of this?
Steve: “We have been on this site for nearly 40 years, renting the previous buildings. Around seven years ago we were approached by the landowner who explained they were selling some of the site to Aldi. As you can imagine, we were a bit worried about what would happen. But she did offer to sell us the patch just above, approximately 1.5 acres, and we agreed that we would make the move when our lease came to an end. We thought that would be within a few years, but it has taken seven years to get everything in place and we are so grateful to have been given the opportunity to stay here.
“The building was ready for us to move into at the end of February 2023 and our old site was quickly demolished.
“The finished result is worlds away from what we had before which started with my dad in a lean-to and a garden shed. As we grew, it became very disjointed and a bit of a rabbit warren with shipping containers and portacabins being used for offices and storage. This definitely impacted efficiencies with time taken up moving equipment around for space and trying to find people. The new place is a real treat for us all.
Steve designed the layout and a family member project-managed for us, but the whole build has been such a group effort, myself, Charlotte and
numerous members of the DGM team could be found coming in on weekends and evenings to lay floors, paint the walls, and even assist in constructing our own counter, which was designed by Ash, a member of the team.
“The new premises have instilled a new confidence within us, we actively encourage customers to come here, see the depot, have meetings with commercial customers, whereas before, we would always go to them. With the addition of a spacious showroom, we can layout the product better, enabling visitors to browse. We now have a training room which is nearly finished, this will be great for customer training and for our manufacturers to utilise when they come here.
“Our service team now all have a bay each where they can work efficiently, and we have plenty of space for machines to move in and out of the workshop. One of my favourite additions is the new communal counter, we originally were going to have separate parts, service and sales areas but when we talked to the team, it was decided to have one central counter. This means everyone can cross over and help each other, as well as all be on the same page with what’s going on. It’s got a really welcoming feeling as we didn’t want to lose the personal touch that we had in our old reception.
“Being more environmentally conscious was also an important addition, our new building has solar panels on the roof to generate power, battery storage as well as a rainwater harvesting system in place. We also have a recycling wash system for the wash area.
“We have a great product range and now the premises to match it.”
Are there any significant milestones you can recall from your time in business?
Steve: “The building is obviously a huge milestone for us but, in general, we are just so proud of where the company has got to today. When dad started, he thought he would have half a
‘THE NEW PREMISES HAVE INSTILLED A NEW CONFIDENCE WITHIN US’
dozen people working with him and look after some garden machinery in the Torbay area. But quite quickly after he started, he was approached by Jacobsen to be the dealer for Devon and Cornwall, then a few years later he was approached by Toro to take on the franchise, a real milestone; we felt so proud.
“We now look after Devon, Cornwall, Somerset and a bit of Dorset, so we have a large patch to cover which is a great deal more than my dad would have ever thought. Through the last 30 years we have picked up some great brands along the way which we are very proud of, we don’t chop and change so we like to think our loyalty to them is reflected in their support for us. We are actually one of the oldest established Iseki dealers in the country!”
Are you hoping that the location and the introduction of these businesses next door to you will drive footfall?
Steve: “Since the new premises has opened, we have noticed a lot more people coming to browse, we haven’t recorded any numbers, but my gut feeling is that the footfall has already increased.
“We hope that the addition of the businesses next door will attract more people, whether it will be the right clientele, time will tell. We may have to adapt our product mix slightly to cater for the people that might be looking for lower value items. We also may have to look at our opening hours on a Saturday as well. We look forward to seeing how this will all work together.”
DGM offers machine hire, what proportion of your business is hire?
Steve: “Not a massive amount now but it is an area we want to grow. We now have a dedicated member of our team on the hire business. An area that we have developed from hiring equipment is our contracting services which was driven from some gaps we noticed in the process. As an example, we would get some sports businesses ring up and want to hire a certain piece of equipment. By the time we had been there, showed them how to use it and do a full handover, we realised we could have completed the job. Now we have an ex-head greenkeeper, who is passionate about turf, who manages this part of our business as this is definitely an area we see growing. Another plus to this work is that we are building good relationships with these businesses, so they also look to us for servicing and enquiring for new machines.”
Where do you feel the demand is in the garden machinery market now?
Steve: “Homeowner wise, people are definitely more aware of robotic mowers, it is now a massive part of our business. In the past people would come in looking at a ride-on mower and then we would introduce them to the robot mowers, but now they are coming in looking specifically for them, we have seen this year more than ever the customer wants wireless robots. We tend to get the mushroom effect with the robotic mowers; you sell one and then you have their brother interested and their neighbour and so on.
“You do have to be fully invested in this product range and we now have someone totally
room. We are excited to see how the new building and additional businesses next door will work.”
How have you found recruitment across the business? And are there any roles you struggle to recruit for?
Steve: “Very difficult! Trying to find workshop staff is tricky but trying to find a parts assistant is harder. Parts is difficult because getting the younger generation excited about parts is an uphill struggle, they just don’t seem to be interested. They can go and earn as much if not more in places like Aldi, etc, but then again, do they want to do that for the rest of their lives? It’s trying to make them realise that any introductory role can be a route to a higher position within the business. Nathan, our operations manager, joined as a mechanic, then he went into parts, was parts manager and now he is one below me, so there’s plenty of opportunity for progression.
“Apprentices are a way we can get younger people into the industry, and we currently have three who are all keen to learn. We are proud to have Flis, our first female mechanic, and we would love to see more women in this department. A lot of the interest we have from younger people is through connections, if their family or friend works in the industry, they are more likely to consider working in it.”
Any thoughts on how we can work together as an industry to bring new people in?
Steve: “We do miss a trick in terms of trying to make the industry more appealing. People of all ages watch sports whether that be football, golf,
dedicated to robots and that position has become necessary over a really short period of time. In reality, we could probably do with another salesperson, we simply cannot keep up with the demand. Although, I do think the market could change in the future, we deal with a lot of affluent, retired people with plenty of space for the robots, as well as the professional people that don’t have the time to cut their grass. In the future will retired people have that disposable income when they come to retirement age?
“On the commercial side of things, we find a lot of the business comes from golf courses who love the Toro equipment. The golf industry will always be an important part of our business, although we don’t want to be fully reliant on it. We have room to expand with other businesses, especially holiday parks which we have an abundance of in this area.”
How do you find the buying habits have changed over the years?
Steve: “There is no doubt that during Covid we have lost out to the internet and probably continue to do so. However, online isn’t our goal, our preference is to sell face to face. There are a lot of dealers with ecommerce setups and will likely ship boxes all over the country but that isn’t for us. Firstly, we don’t have the right setup for that and I am very much of the opinion: do it right or don’t do it at all. Secondly, we prefer to have faceto-face interaction and build relationships. We are transparent that it may be cheaper online but to remember that you aren’t receiving the same service that DGM can offer. We simply aren’t
willing to drop the price just to get the sale and compromise our values. A lot of our customers are prepared to pay a little bit extra to have the security of us being at the end of the phone, we do go that extra mile and that has resulted in a loyal customer base.”
Are there any particular struggles of the business that stand out for you?
Steve: “Recruitment! But we can touch on that further on.
“The build has, of course, had an impact on cashflow and we couldn’t have picked a worse time to do it with prices of materials going up dramatically. Our build budget did go out the window, but we got to a stage where we had to finish it. It has cost us more, but we have a great end product and hopefully the increase in business from it will reap the rewards.”
Are there any exciting plans to share going forward? What’s the future look like for DGM?
Charlotte: “The building has been a huge achievement; we have a few bits to finish off here so once all that is done that will be a great feeling. We will definitely be planning a bit of a celebration, but I won’t let it happen until everything is properly finished. It would be nice to have the opportunity to celebrate the milestone and say a big thank you to the team and contractors that have been involved.
“Going forward, we want to focus on two main areas for the business which is to grow our commercial division and keep up the momentum especially with the footfall in our new show-
rugby and all those playing surfaces wouldn’t be as they are without the machines we sell. Maybe that and the technology that’s involved needs to be highlighted more to get people excited about it. We could publicise how interesting this job could be. When you mention fixing lawnmowers, I think people picture a Flymo, not a £100,000 machine, which some of these specialist greens mowers can be. There is a lot to be excited about with these products.”
How long have you been a BAGMA member?
Steve: “A long time. It will be at least 30 years.”
What BAGMA benefits have you used and is there anything you are looking to explore in the future?
Steve: “We use their finance arm, tax and personnel support. We also use SafetyAid through BAGMA for all our health and safety and they are great. We have not yet used the installation training, etc, but it is something we would like to look into in the future. We are excited to see how BAGMA will evolve with the new appointment of Nick Darking.”
Staff: 27 staff with two part-timers.
Service: 15
Parts: 3
Hire: 1
Showroom sales: 1
Field reps: 3
Accounts: 2
Operations and commercial sales managers: 2
BAGMA’S TRAINING MANAGER Kari
Hearn has been looking at one of our most popular training courses, BAGMA Handover and Install Products and Services to Customers, and reminding those people who have previously taken the course about its validation period.
Kari says: “We are contacting BAGMA trained people, candidates and dealer staff by email to let them know that their BAGMA ID card may have expired or is about to.”
If you have previously had this training, it’s important to ensure you keep up to date with changes to machinery training and legislation. It’s good practice to make sure you are handing over a piece of kit in the correct manor and safer for all concerned. After all, you have seen the sale through from beginning to end, this can often be the final piece of the jigsaw.
THE BAGMA CLOCK is hanging once more from the walls of Ingilston House on the Royal Highland Showground, Edinburgh.
History has it that it was first placed there in 1982, paid for by exhibitors at the show in a time when budgets were plentiful, and companies were generous and pleased to support certain initiatives. The clock fell into disrepair and was taken down to be refurbished but sadly this could not be done. Ken McKie who was involved with the original clock raised the matter with BAGMA some 15 years ago and a very long and interrupted campaign to provide a new clock was started by members of the then BAGMA team, especially BAGMA’s man in Scotland, Alasdair Straker.
The campaign was held up by the Covid pandemic but early in 2023 a new BAGMA Clock was ordered, and funds raised from the BAGMA regions and a generous donation from BAGMA’s Health and Safety partners, Safety Aide.
Just in time for this year’s show, the new clock was mounted on the side of Ingilston House and hangs proudly over the showground for all to see, thanks to help from the Royal Highland Show Society.
It’s a wonderful tribute to the many BAGMA members who support the show and who contributed to the original clock in 1982.
BAGMA Installation ID cards are valid for five years, after which a one-day revalidation course is required. The course provides dealer staff with practical guidance in the relevant legislation, areas of responsibility, methods, recording, reports for installation and handover of products and services.
Name: Jay Smith
Company: J Smith GM Repairs
BAGMA ID: 210001001
Valid: 10th April 2018
Expiry: 30th April 2023
● How to carry out site specific risk assessments
● All aspects of the installation process
Candidates will be continually assessed for accreditation under the BAGMA Installation Scheme developed in conjunction with the Health & Safety Executive. The course has both practical and theoretical sessions; the practical work will be carried out on a tractor, professional mower, or handheld power equipment.
The course covers:
● Health and Safety legislation and procedures
● How to carry out an installation using a systematic process
● The importance of the operator’s handbook to accompany each machine
● The Safe Stop procedure and reasons for its importance
● The difference between new and secondhand machinery installations Contact Kari Hearn info@bagma.com or call 01295 713344 to discuss available training.
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BAGMA WILL BE taking over the mezzanine area in Hall 1 at GroundsFest 2023, September 20-21.
“We are pleased to be part of this new turf management and landscape show and are looking forward to bringing the BAGMA Dealer Hub to everyone,” says Nick Darking, BAGMA general manager.
The BAGMA Dealer Hub is open to everyone at the show, not just BAGMA members. There will be BAGMA service providers on hand discussing what they do as a business and how they can help and support your business. Some of BAGMA’s service providers will be giving talks on subjects such as health and safety, legal requirements, finances and business software.
BAGMA will also have one of its trainers there, who will be doing live training demonstrations on equipment throughout the day around the BAGMA ‘Handover and Install Products and Services to Customers’ course. The trainer will also be on hand to answer any questions about the course if anyone is interested in booking it or unsure if it is suitable for them. If that’s you, come along and either talk to the BAGMA trainer or to Kari Hearn, BAGMA training manager, about which courses would be suitable for you and your business.
Training is a key service BAGMA provides and it works very closely with trainers and with industry bodies to ensure it provides the best
training with up to date requirements and legislation included. You don’t have to be a BAGMA member to book training with BAGMA, however members receive a 20% discount across all the training courses BAGMA offers. If you’re interested in booking any of the BAGMA training it’s worth talking to Richard Jenkins, BAGMA business development manager, about becoming a member to see how much you could save.
The BAGMA ‘Brew & Biscuit’ stand is also making a welcome return after its recent outing at the Royal Highland Show. Come along for a free beverage, a biscuit and a chat about the industry and what BAGMA is currently doing to support you and our industry.
BAGMA’s general manager, Nick Darking, commented: “We really want to encourage everybody to come along and talk to us whether you are a member or not. BAGMA is the trade association for our industry and it’s important that everyone has the opportunity to voice their opinions on current issues, so come along to the mezzanine in Hall 1 and come and see how we are supporting you and the industry and if you have any questions or concerns about current issues, we would be happy to hear them.”
SALTEX is on track to have one of its biggest years yet as exhibitor demand sees the floor plan for 2023 increase by 20% to accommodate bookings. Show organisers at the Grounds Management Association have confirmed early bird bookings are up 10% from the 2022 show and there’s a 12% increase in exhibitor numbers with 6,000sq m of hall space already sold.
Sarah Cunningham, director of commercial and events at the GMA, said: “The footprint has been increased by 3,000sq m to accommodate the extra demand for space from exhibitors, making it 20% bigger than the 2022 show.”
New exhibitors include Asecos, BigChange, EGHOLM, FJ Dynamics, Grundfos Pumps, Hopespare, Hubscape, QCR, Syngenta UK and Watermatic. New World Sports and Trafalgar Cleaning Equipment are returning after a few years away. Those business which are back as usual include Baroness, Dennis and Sisis, Husqvarna, ICL, Kubota, Ransomes, Reesink UK, Toro and Weibang.
Sarah added: “To be in the 77th year of a show and still commanding this level of commitment from the sectors we represent is proof that the show is as relevant now as it ever was.”
The show will take place at Birmingham NEC on November 1-2.
BAGMA’S SECOND CONNECT meeting of the year was held at MERLO UK’s head offices in Ringwood in June. Nick Darking, BAGMA general manager, and Andrew Walker, BAGMA Connect chairman, welcomed everyone to the event. Shaun Groom, general manager at MERLO, presented the company’s 30-year history and its plans for the future.
The keynote speaker was Pete Harding from PFW Associates. He talked about aftersales profitability in the service department and demonstrated how to make a business accountable for time spent on tasks by using information from accounts and payroll departments. Pete will also be speaking at the next BAGMA Connect event at JCB on October 24, where he will be talking about aftersales again, but focusing on parts, inventory management and some
The
of the mistakes that are made in this area.
BAGMA encourages its service providers to attend the BAGMA Connect meetings as well as they are great networking opportunities for dealers and providers. Peter Grace from Worknest discussed the importance of having a sickness absence policy and common situations that arise around the subject. Theo LevantiRowe from the AEA gave a snapshot on the economy and the prediction for the near future.
Peter Arrand, BAGMA training and education chair, presented on T Levels and encouraged everyone to do more for training and education within the industry, mentioning the We Are Land-based Engineering website. He encouraged everyone to visit it and spread the word.
Adam Giles and Kristian Illingworth from Ibcos talked about aged inventory and Ibcos Gold Parts Marketplace.
Tuesday 24th October, 10am – 4pm JCB, Lakeside Works, Denstone Rocester, Uttoxeter ST14 5JP
Other upcoming industry events are:
● Royal Welsh Show, 24th – 27th July, Builth Wells
● Turriff Show, 30th – 31st July, Turriff
● Royal Manx Show, 11th – 12th August,
● The Anglesey Show, 15th –16th August, Holyhead
● RTM Show Live 2023, 6th September, Aylesbury
● Tillage Live, 14th September, Atherstone
● GroundsFest 2023, 20th – 21st September, Kenilworth
The final speaker was BAGMA’s Richard Jenkins, who updated everyone on what is happening within the association, talking about its training offer, the recent call for evidence for the Equipment Theft (Prevention) Bill and up-and-coming events including the next BAGMA Connect meeting, GroundsFest and the BAGMA Golf Day and Dinner.
Overall, the day was very successful. Richard said: “It’s great to see members who we know and it was also a good opportunity for everyone to network to discuss current issues and concerns. One member commented that the BAGMA Connect meetings alone are worth the membership.”
To find out more scan the QR code
The UK’s largest arable farming event attracted around 350 exhibitors and 20,000 visitors. It features 60ha of working demonstrations of agricultural equipment, stands, business advice and specialist services covering the entire arable industry. In the new location of Thoresby Estate, Nottinghamshire, it was mostly manufacturers and several dealers.
THERE WERE SOME exciting innovations on display at this year’s Royal Highland Show. The Royal Highland and Agricultural Society of Scotland (RHASS) displayed the 2023 winners of the Technical Innovation Awards.
Lely (UK) Ltd was awarded a gold medal for its upgraded Collector 120. Diverging from traditional manure scrapers, the Collector vacuums manure, resulting in a cleaner floor and maintaining the cleanliness of cows’ hooves. The Collector also sprays water from the front and back of the machine, as it moves through the stable. This results in better manure intake whilst leaving behind a wet floor, giving cattle additional grip, especially when passages can get slippy in drier months.
R Mitchell & Sons was awarded a silver for the Whitriggs Bale
Unroller (pictured).
Designed to aid the feeding of outwintered cattle, the Whitriggs Bale Unroller allows safe unrolling of bales without the use of heavy tractors and machin ery. The Unroller also eliminates poaching and bullying at a ring feeder, ensuring cattle
safety. It can carry and unroll 4ft and 5ft bales right to the core and can be used for straw, hay or silage.
The Whitriggs Bale Unroller has proven popular among farmers trying regenerative farming practices as it enables the reduction of inputs, helps increase soil organic matter and spreads dung more evenly.
Water Fuel Engineering also gained a silver for HydroGen (pictured). HydroGen generates a gas mixture of 2:1 hydrogen to oxygen, called oxyhydrogen, which functions as an additive to conventional fuel. This not only enhances the engine performance but reduces emissions by 70-80%. A unique trait of the HydroGen is that it can be installed on both diesel and petrol engines without modi-
55,000 people attended this busy two-day show. It doesn’t have the largest agricultural area but there was a good spread of dealers, including BAGMA members B&B Tractors, Tallis Amos and Campey Turf Care Systems.
This is still one of the best shows in the UK, just behind The Royal Highland Show. For more than 200 years it has showcased the best in Cornish agriculture. 117,000 visitors, 1,000 trade stands, and a large agricultural area with many BAGMA members. These included Nigel Rafferty Groundcare, Mason Kings, and Cornwall Farm Machinery.
2023 marked the 55th year that the South of England Show had been held at their showground in Ardingly, West Sussex. Headline attractions included international showjumping, grand livestock parades and a spectacular display by the Bolddog Lings FMX motocross stunt team. The show also featured more than 1,000 livestock entries and it
was a particularly good year for sheep with almost 500 entries. A notable addition to this year’s event was the Vintage Agricultural Machinery Ring presented by the South Eastern Vintage Agricultural Club, which proved a huge hit with tractor and steam parades and harvesting and baling demonstrations.
With 700 trade stands, more than 3,000 animals, and an estimated 40,000 attendees on each of the two days, this is Norfolk’s biggest food and drink experience. The agricultural area has some of the biggest dealers in the UK: Ben Burgess, Ernest Does, Pecks and TNS, all BAGMA members. They have large stands packed full of equipment and customers.
After visiting these summer shows, Richard Jenkins, BAGMA’s business development manager, commented: “It does feel at some of the biggest shows that the machinery section is being squeezed by food retailers and fun fairs, and as farms get bigger and dealers get bigger it could be difficult for the agricultural and garden machinery sector to maintain the same space at shows. Let’s hope they always have a presence!”
This show, in a beautiful setting under the Malvern Hills, enjoyed record visitor numbers again, with families journeying from across Gloucestershire, Herefordshire and Worcestershire to celebrate the best of the countryside. Mike Pul-
lin from P&D and new BAGMA President Pete Heming had stands there. Both reported a steady flow of customers and actual sales on the day – a rarity at shows! There was also a good number of dealers from the local area.
BAGMA IS LAUNCHING a new Golf Day & Dinner, which will be held this year at Nailcote Hall, near Coventry, on Wednesday, October 4.
The day will consist of a welcome lunch from midday, followed by the golf. There will be networking and drinks after the golf and before the threecourse meal. You may want to make sure your golf is up to ‘par’ as there may be some mentions during the dinner.
Nailcote Hall is a small English stately home built in 1640. It is famous for its par 3 golf course, where the British Par 3 Championship is held every year. Voted best par 3 course by Today’s Golfer, this nine-hole golf course has been cleverly designed to include all the potential hazards of a full-scale golf course, including ditches, water, elevated greens and bunkers. The course is perfect for golfers of all abilities from beginners to testing the more experienced players.
As part of the golf day, teams will tee off at the same time with a shotgun start and play round the course twice, making it a full 18-hole golf tournament. There are limited tickets for the golf part of the day and for those who prefer to come later there will also be separate tickets available for the dinner. The day is open to members and non-members.
Safety Aide can provide a range of health & safety consultancy services that will ensure you, your staff and businesses are both safe and compliant. Safety Aide offer a bespoke and site solution to all your workplace risks which identify hazards and people at risk, and how to control them. You can also access a tailor made fire assessment designed to meet the specific requirements of your premises and the Regulatory Reform (Fire Safety) Order 2005.
Safety Aide provide a service you can trust and rely upon.
How you’ll benefit:
● Fully qualified competent person to complete all your workplace risk assessments
● All remedial actions prioritised to gain compliance
● ‘Responsible Person’ assistance with changes in legislation
● Bespoke Risk Assessments / H&S Policies
● Employee Handbook complete with Safe Working Practices
● Supply evidence in the event of an accident/incident
● H&S Training Classroom & Online, First Aid Training
● Bespoke Fire Risk Assessment to PAS79 Standard
● H&S Management Auditing Services
● H&S Signage at competitive prices
● Assistance with tenders and accreditations
● All year round H&S support
For more information on BAGMA members exclusive discounts or to start using the service, contact Dean Lowe at Safety Aide on 08000 806 801 or email info@safetyaide.com
With training and audits to suit your needs, you can feel confident with
This one-day training course provides dealer staff with practical guidance in the relevant legislation, areas of responsibility, methods, recording, reports for installation of products and services.
The course covers
● Health and Safety legislation and procedures
● How to carry out site specific risk assessments
● All aspects of the Installation process
● How to carry out an installation using a systematic process
● The importance of the operator’s handbook to accompany each machine
● The Safe Stop procedure and reasons for its importance
● The difference between new and second-hand machinery installations
For more information please visit the website by scanning the QR code or call us on 01295 713344 or email info@bagma.com
