BAGMA Bulletin Magazine September - October 2022

COMMENT PETER ARRAND PRESIDENT BAGMA

There may be milestones, events or your own targets being met that can start to signal that perhaps you are prepared to retire. It’s not all about age or finances but it’s about being emotionally ready as well, as your job often becomes part of your identity. As you start to contemplate retirement you may have to come to grips with not being that person or having the same people around you.

Within our industry we find ourselves socialising with customers, your network and people we work with. The whole social side of going to work that’s been such a big part of your life is about to end. It may take a considerable amount of time to be psycho logically prepared for retirement.

Keith Christian has now decided to step down from the role of BAGMA Director and retire, and I am sure he’s wrestled with some of the things I have mentioned above.

During my time on the BAGMA Council and, more recently, as President, Keith has always been there to help, support, offer guid

ance and advice and is someone who I would call a true friend. I believe all the past and present mem bers of the Council and past presidents would agree, so a big thank you Keith. I would also like to take the opportunity to thank Keith’s wife Katie because without all the support of our wives, partners and family and commitment that they all show, we could not carry out our duties as we do.

Keith can rest assured, and should be proud of the BAGMA that he leaves behind. He has created a strong brand, a strong team and has trans ferred BAGMA into new stronger aligned ownership. Keith’s passion for the industry has always shone through so hopefully he will not make himself a stranger to us in the future.

You may have read in one of my previous arti cles about the need for strategy and succession planning and BAGMA is not immune to this.

Keith is not disappear ing straight away as he will work to ensure a smooth handover to his replacement.

‘HE HAS CREATED A STRONG BRAND, A STRONG TEAM AND HAS TRANSFERRED BAGMA INTO NEW STRONGER ALIGNED OWNERSHIP’

BULLETIN BOARD

TRACTOR REGISTRATIONS

After a couple of months of year-on-year declines, UK registrations of agricultural tractors (over 50hp) moved slightly above last year’s level in August. At 834 machines, the monthly figure was just five higher than in August 2021 and only slightly further ahead of the August average from the previous five years. The total for the year to date was still 5.4% lower than in January to August 2021, though, as supply chain disruptions continue to delay delivery of tractors to customers

No laughing matter

Comedian Patrick Kielty – pictured on a Ferguson TO-20 – is presenting a new documentary about the court battle between inventor Harry Ferguson and the Ford Motor Company.

Tractor Wars, which will be shown on the BBC this autumn, recounts their multimillion-dollar court battle. In the late

1930s Ferguson, who developed the threepoint linkage system now used in almost all tractors, struck a deal with Henry Ford to mass produce a new line of tractors.

However, this “gentleman’s agreement” would soon unravel in spectacular fashion, leading to a major lawsuit over an alleged patent infringement.

FARM ADVANTAGE

Abrey Agricultural of Saffron Walden has become a Corvus off-road utility vehicle dealer for the Essex and Cambridgeshire area. As the thirdgeneration business is farm-based, it sees this as an advantage as it gives potential clients the opportunity to testdrive machines in the sort of terrain where they will be used.

BOBCAT EXTENDS RANGE

American manufacturer Bobcat plans to launch into the grounds maintenance business at an exhibition in Germany this month. At the Galabau Exhibition in Nuremberg (September 14-17), the manufacturer will preview new compact tractors and turf equipment alongside its mini track loaders and small articulated loaders.

TAG’S NEW DEPOTS

John Deere dealer Tallis Amos Group (TAG) plans to open two new depots in October. One is in Allscott, Shropshire, and the other is near Lampeter in Wales. TAG already has four depots in the West Midlands and Wales at Evesham, Kemble, Leominster and Narberth.

Campaign to raise industry profile in schools

THE NATIONAL FARMERS Union (NFU) is running a campaign to raise the profile of agricultural engineering in schools. Teaming up with the University of Manchester’s Science and Engineering Education Research and Innovation Hub (SEERIH), they are devising a series of classroom lessons along the lines: ‘Engineering Educates: Farmvention Challenge.’

The aim is to reconnect children aged between 7-14 with how their food is grown and the people involved in its production, with a

particular focus on how engineers and farmers collaborate to feed the nation.

Eighty schools are taking part. For these twohour sessions, 80 farmers and 80 dealers, engi neers, and technicians are needed to inspire the next generation. If you are interested, you can sign up on the Engineering Educates website. There will be a two-hour coaching session and then a school visit in person or online.

● For further details, email joshua.payne@nfu.org.uk

Keith Christian to retire at end of year

KEITH CHRISTIAN, DIRECTOR of BAGMA for the past 15 years, plans to retire from his current post towards the end of the year.

Keith joined BAGMA in 2007 from Clay more Grass Machinery after its sale to Farm and Garden Machinery. The DG’s role at BAGMA had been previously held by Ian Jones who helped Keith settle into his new role. In his time with BAGMA, Keith has moved offices three times when owned by the British Hardware Federation (latterly BIRA), and more recently oversaw the sale of BAGMA to the AEA and the relocation to a new office in Peter borough with his BAGMA team.

Keith has worked with seven BAGMA presidents over his time and a core group of BAGMA Council members who keep a steady hand on the BAGMA tiller in the back ground. He was also involved with BAGMA in his early days and with the AEA for many years as a member, an OPEC Council member and on the AEA Board for a number of years becoming President of the AEA in 2003-2004.

Keith says: “I have worked with both BAGMA and the AEA for most of my career and have found the cooperation that has exist ed behind the scenes a valuable help to me but,

Hunts find success with Campeys

AFTER WORKING TOGETHER for just over a year, Hunts Engineering is proving a highly successful dealer in the Midlands for Campey Turf Care Systems.

After starting as an agricultural dealership focusing on engineering, the Warwickshirebased family-owned company has now estab lished itself in the professional turfcare sector.

With Peter Hunt having more than 35 years of experience in the industry and a strong repu tation for customer service, Hunts was a good addition to the Campey dealer network. Found ed in 2007, Hunts is owned by Peter and Julie Hunt, who want to continue growing the fine turf arm of the business, and they believe the Campey line of machinery is the perfect port folio to do it with.

The Campey line includes Dakota, Imants, Koro, Campey, Vredo, Foley Air 2G2, Bel-lon Mit, and Omarv machines.

importantly, a hugely valuable but unseen ben efit to the industry as a whole.”

The culmination of Keith’s career is bringing the two associations together and the securing of BAGMA’s future within the AEA.

Keith comments: “Dealers, large and small, need a strong voice and BAGMA has and will continue to provide this voice for the dealer network by working with gov ernment, other industry partners, trade associations and manufac turers and suppliers to ensure the future of a dealer network in the UK.”

He adds: “After over 40 years in the industry, I would like to thank eve ryone I have worked with, every one of my past customers, all those that have helped and supported me and the businesses I have worked for over the years. From fathers and mothers to sons and daughters in the UK dealerships, I would say ‘be proud of what you do, you offer a unique and exceptional service to your cus tomers and your suppliers and there is a bright future out there for you’.”

The next edition of the BAGMA Bulletin will carry the full story of Keith’s retirement and career history as well as his hopes and expectations for the industry in the future.

Dealer sings Echo’s praises

GARDEN MACHINERY DEALER ATH Machinery has been singing the praises of Echo Tools’ range of battery-powered options, including the 56V range (pictured) for professional users.

Tim Lane, owner of the three-year-old Stock bridge, Hampshire, business, says: “Once the 56V professional series was launched we quickly realised Echo were serious about the professional battery user and therefore we took the range on. One of our key account customers has started to phase out a market-leading brand for Echo professional battery products. The feedback on trigger time performance, weight and durability on the hedgecutters has been exceptional. One of the key features on the hedgecutter range is greaseable, serviceable, heavy-duty gearboxes which is key for the pro user – something which is standard on the 56V range.”

Ben Burgess expands with Doubleday deal

BAGMA MEMBER BEN Burgess has bought JW Doubleday, a John Deere dealer for more than 40 years. All staff and sites are expected to transfer to Ben Burgess, a John Deere dealer since 1964, before the end of October.

The four sites are at Holbeach, Old Leake and Swineshead in Lincolnshire, and a depot in Kings Lynn, Norfolk.

“We’re taking on everything that Campey does,” Peter says. “We want to have the complete range so we can go into a golf course, club or school and offer them a comprehensive pack age. For us, that was really important because we want our customers to come to us with any requests or issues and have an answer or solu tion for them.”

Hunts has two dedicated Campey salespeo ple and five fully-qualified mechanics operating on-site and in the workshop.

John Deere’s divisional business manager, Joedy Ibbotson, said: “The two businesses are closely aligned. Both have a strong culture of cus tomer support, helping customers embed John Deere’s products and cutting-edge technological innovations into their farming operations.”

Ben Turner, director at Ben Burgess, com mented: “We are both family businesses and share the same values. We will uphold our high standards for sales and service moving into the future. Both groups are committed to business continuity as usual for customers and staff while the deal is completed.”

From left: Jeff Deane (sales manager), Jason Moody (Campey Turf Care Systems), Peter Hunt (MD) and Richard Lucas (sales manager)

A lifetime of service

DAVID BURLINGHAM PASSED away recently aged 92. His passing was reported in the July-August edition of the BAGMA Bul letin as a tribute to David and his contribution to BAGMA and our industry. Former MD of H Burlingham’, John Burlingham, has provided us with some personal notes made by David about his career and his involvement with BAGMA and the training and education within our industry.

David was born in January 1930 near Eve sham, Worcestershire. He went to school in Mal vern, leaving in 1947 to join the family business of H Burlingham and Company Ltd. Based in Evesham, Burlingham’s were agricultural engi neers and manufacturers of locally used equip ment. They were also a builders’ merchants and agricultural merchants specialising in organic fertilisers.

After training at Ransomes, Simms and Jef feries, David became the workshop manager at Burlingham’s at the tender age of 18 when trac tors were taking over from horses, but horsedrawn implements were still being used in the Vale of Evesham.

David became involved in the politics of the

ag-machinery trade with the forerunner of what is now BAGMA, the Agricultural Machinery and Tractor Deal ers Association (AMTDA). His father, Richard, was National President from 1947 to 1949. David joined the Worcester branch and became national president of the association in 1966 and an honorary life vice-president in 1983.

David describes his role in the association at the time as “a near full-time job” – travelling the country, negotiating with manufacturers and even attending a CLIMMAR conference in Ber lin. He was also involved in bringing together the AMTDA and SAMA (Scottish Agricultural Machinery Association) and creating what is now the BAGMA Four Counties region in 1967. He was asked to reshape the horticultural sec tion of the association and over a period of six or so years this resulted in the Garden Machinery Division and the AMTDA being renamed the British Agricultural and Garden Machinery Association.

Trading terms and conditions were dis cussed with suppliers, technical training was developed to high standards, and the whole sta tus of the retail and service side of the industry

Training and education today

Much of David Burlingham’s history can be related to the issues of today when it comes to training and education and apprenticeships. We struggle with lack of funding, with bureaucracy, an everchanging offering from government, recruitment and retention and a very fragmented delivery system for training.

What we do have is a high standard of training that is still being influenced by our industry and still involves trade associations such as BAGMA, IAgrE and the AEA. We also have a high level of commitment to apprenticeships from many of the main machinery suppliers in the UK which is the backbone of apprenticeship provision.

Our biggest challenge today is recruitment. The traditional draw from the farming communities is dwindling and we need to compete for new people from a very competitive marketplace. Whilst much is being done behind the scenes, the dealer network, large and small, needs to come together more to help with recruitment both locally and nationally. We will not get what we need unless we all work together.

It would be great to hear from dealers who have any local initiatives to share or successful recruitment campaigns that we can share with others.

● Contact keith.christian@bagma.com

was greatly improved. These are the mainstay of BAGMA’s business today.

David became more involved with the technical education and training side of the trade, taking advantage of the long association AMTDA had with City and Guilds and colleges. The government had set up industrial training boards to raise training standards but the indus try at the time was put with the motor trade, under the wing of the Road Transport Industry Training Board which had no idea how the agmachinery business worked at the time. Not too dissimilar to the situation that exists today.

Training levies were collected at the time based on payroll with some grants for approved schemes. If you played the scheme you could recover more than your levy but at the cost of inappropriate training. David says that this was very frustrating but over the years BAGMA’s training and education committee was able to set up its own training organisation and with draw from the RTITB. In the 1980s, working with C&G and working groups, the criteria for level 3 NVQs was developed. In the late 1960s David was involved with writing a syllabus for Garden Machinery Mechanics which became the basis for an NVQ level 3.

An interesting mention in David’s notes was the teaming up of AMTDA and the AEA with the Ministry of Agriculture in the late 1940s in setting up the National College of Agricultural Engineering to train ag-engineers to graduate and post-graduate standard at a purpose-built campus at Silsoe which eventually amalgamat ed with the Cranfield Institute of Technology, later becoming Cranfield University. BAGMA created and ran a two-year industry diploma course at Cranfield.

The Burlingham family with Richard, David and John have played a significant role in BAG MA’s history and David’s contribution to the industry is clearly one of dedication and deter mination to ensure the wellbeing of the dealer network and the quality of education and train ing in our industry.

BAGMA Director Keith Christian, who started his career in the industry at H Burlingham, pays tribute to David Burlingham. David’s contribution to the industry is one of dedication and determination to ensure the wellbeing of the dealer network and the quality of education and training in ag-machinery

COMMENT KEITH CHRISTIAN DIRECTOR BAGMA

BAGMA Director Keith Christian is still with us and still on a mission about training, education and retaining staff

I am still here, not gone yet! Lots in this edition of the BAGMA Bulletin but it is always difficult to put current news together when it can be three or four weeks before the magazine gets to our readers.

We are always on a mission about training and education,

retention and recruitment and we always try to ensure that the industry is aware that we work hard behind the scenes to deal with the issues relating to these subjects. It takes up a lot of time and is a very frustrating task that is very difficult to detail for general consumption. Be assured, lots is being done and you will get to hear about it.

There is a shortage of new people coming into the industry and it is very difficult to find technicians either trained or not. We have to compete in a market that is generally short of engineers and technicians and it becomes even more important for employers to look after the ones they have or risk losing them to a competitor.

It is not rocket science. If

you have good people, it is so important to look after them. If you have new people and apprentices, make sure they feel valued and wanted. Talk to them on a regular basis, check how they are progressing, make sure they have what they need to do their job and make sure they are clear about what is expected of them.

It is not all about money, feeling valued and wanted is a key issue with most employees. There are many small inexpensive ways to make your staff feel happier. One idea from an employer to help deal with the crazy inflation we have was to add something extra

into a pay packet to help out. It may avoid the need to crank up salary levels on a permanent basis and be a more affordable option for the business. Worth a thought in these tough times.

I am told we are saving my retirement story for the last edition of the year. I guess some of my career history, views and a trip down memory lane sounds like a plan. So, for those of you out there that I have travelled with, drunk with and worked with, you better watch out for a blast from the past. I may have to let our editor do some editing on this, though, as it could be very long otherwise.

‘If you have good people, it’s important to look after them’

IT IS NOT ALL ABOUT MONEY, FEELING VALUED AND WANTED IS A KEY ISSUE WITH MOST EMPLOYEES

Where are we now?

One year on from the move to the AEA, Keith Christian, Director of BAGMA, looks back at an eventful year

AMIDST THE KERFUFFLE of a pandemic, Brexit, supply shortages and uncertain futures for businesses of all types, BAGMA was sold to the AEA in July 2021. After a year of transi tioning from our previous owner BIRA to our new owner and a year of fighting our industry’s corner on issues such as the use of red diesel by dealers, we find ourselves set tled into our new home.

We have been made very welcome and have succeeded in transferring BAGMA from a part division as we were within BIRA to a fully opera tional self-sufficient entity within the AEA. We have our own CRM system, Direct Debit system, new website, services and part ners for members’ benefits both new and exist ing. We have our own bank account, budgets and accounts which allows us to be completely identifiable and accountable. We are a busi ness more or less in our own right reborn and wrapped in the comfort of being a part of a well-established and likeminded association that gives us a stronger voice and an even more identifiable presence in and for our industry.

We have been able to establish our own con

tract with our legal providers, Work Nest, and our card payment services – with Global Pay ments maintaining all our members’ special rates. We have added recruitment, debt col lection, waste management (think lithium-ion batteries), Utility Options and, just for fun, we have added a BAGMA Wine Club run by our magazine editor who is also a wine writer. We have reestab lished BAGMA Bank as a legal entity within Birmingham Bank plus we have a range of other services and will be add ing more in the near future.

A great deal has been achieved by our small team over the last year or so in trans ferring BAGMA to our new home. We are now ready for the challenges the future may bring and to be able to offer our members much more than in the past. We will be looking at what help we can give our members in terms of industry and business information from our Regional Connect meetings and surveys. We look forward to seeing as many of you as we can at our meetings and working together for the benefit of dealers and the industry as a whole.

Ruth Bailey, CEO of the AEA

The joining together of the AEA and BAGMA has already enabled us as an industry to stand with one voice and one outlook. Already we are seeing how joint initiatives and projects, and the sharing of information can bring practical benefits to the membership and industry as a whole, and by working together on skills and technology, legislation and policy, the representation of our sector can achieve a far greater outreach and impact than was previously possible.

On a more practical note, the greater understanding of on-the-ground issues faced by manufacturers and dealers alike allows us to look at the provision of better, more tailored services, developed specifically to support AEA and BAGMA members both in the current challenging times and in future-proofing our relevance. It’s been an intense year of establishing joint backroom functionality and facilities, but both BAGMA and AEA staff could not have worked together more productively or integrally. It’s now a complete team that works as one, for the benefit of the membership and industry wide.

WE HAVE SUCCEEDED IN TRANSFERRING BAGMA FROM A PART DIVISION WITHIN BIRA TO A FULLY OPERATIONAL SELFSUFFICIENT ENTITY WITHIN THE AEA

David Withers President of the AEA

THERE ARE SO many challenges facing our industry, and whilst the short-term lack of stock is what is most urgent, it is a problem that will be overcome in the next 18 months or so.

There are other challenges and opportunities that are more strategic and long lasting, these include succession planning in many dealer ships, attracting new staff and productivity improvements as well as the opportu nities presented by new technologies and innovation.

Now that BAGMA and the AEA are under one roof it has allowed both organisations to understand more fully the unique pressures that both manufactur ers and dealers are under and, as such, both AEA and BAGMA will be looking to offer more relevant and meaning ful service provision to

their members in the future. As President of the AEA, I could not be more proud and happy of how the team have handled the transition from BIRA to the AEA and, I believe, we will see longterm benefits to all stakeholders in the industry.

Peter Arrand President of BAGMA

THE SEPARATION FROM one company and the transition to new ownership for BAGMA was never going to be an easy one but the BAGMA team with sup port from the AEA have worked tire lessly to make it happen.

The move was supported by the whole of the BAGMA Council and, over one year on, it is becoming clear that the synergies between both organisations will benefit not just both associations but the wider industry as well.

Having separate identities enables each organisa

tion to address its members’ individual issues and also enables a stronger partnership when required to represent all joint stakeholders.

There has never been a more important time to have stronger representation through these challenging times and having all staff within BAGMA and AEA working collaboratively for the benefit of their members and industry as a whole gives us a greater outcome for all.

Automate

Fully with

Single-depot dealer Brian Robinson Machinery is now in its 40th year of business. Brian tells the BAGMA Bulletin about his plans for the future and why the business cannot revolve around him, while daughter Hannah explains why she gave up cruise ships for Valtra tractors. Report by Mary Perry

‘We must work as a team to grow and survive’

Firstly, congratulations on your 40th year in business this year! Tell us about the early days.

Brian: “After completing an apprenticeship in 1981, I decided to embark on a summer in the USA, travelling up the wheat belt from Texas to the Canadian border, driving a combine for a contractor. The experience was fantastic and once I had returned to North Yorkshire, I decid ed that I didn’t want to return to where I did my apprenticeship and so set up on my own, fixing machinery out and about in my Ford Escort van.”

The business, located in East Cowton, North Yorkshire, quickly grew and, within four years, Brian had taken on his first full-time employee, who still works in the business today!

Brian: “We were approached in 1989 about the prospect of selling a tractor which was little known in the UK, Valmet. We sold the first Val met tractor in 1990. Fast forward and in 2018 we

had sold our 400th new Valtra tractor. We are now classed as the longest-serving Valtra dealer in the UK, a title we are very proud of!”

Hannah: “This is our 40th year in business but 2022 also marks some other significant mile stones. This year we are also 32 years Valtra dealers, 25 years Joskin, 25 years Polaris and 10 years Merlo. So, a big celebration for the business! We did hold an event in May where we invited customers and their families to celebrate with us. We had lots of products here, bouncy cas tles, tractor and trailer assault course, laser clay shooting, food, a bar and we raised £1,600 for the Yorkshire Air Ambulance as well. I really wanted something for everybody, we ended up having over 650 people visit throughout the day. The best bit has been the incredible feedback that we have had.”

Talk me through the product range you offer and what is the split between agricul ture, forestry and groundcare?

Hannah: “Our main brands are Valtra, Merlo, Amazone, Krone, HE-VA, Joskin, Lucas G, Kongskilde, Polaris, Storth and Triolet. We are predominantly an agricultural dealership; we do have a forestry division and have just recently become a sub-dealer for Chandlers to sell Kesla Forestry products in the Northern area of the UK. But our predominant focus is on the agri cultural side of things.”

When did you, Hannah, come into the business?

Hannah: “My background is in beauty therapy. I worked for three years on cruise ships where I would be away for 9-10 months at a time. In Sep tember 2016 I had come home from one of my contracts and just felt so overworked, so I decided not to continue with that career path. I had no idea what I wanted to do but due to workload within the business I knew it required an addi tional pair of hands for a while, and so I came into the accounts department to offer an extra pair of

hands. I still didn’t know what I wanted to do, or even if I wanted to be in the business, I just saw it as a job for right now. Then, in July 2019, our service manager handed in his notice which isn’t ideal at the best of times, but not in harvest time. We decided that taking on someone new at that time of year was going to present issues because we were so busy and didn’t have proper time to spend with them. So, I spoke with my dad and at this point I had been in the business a couple of years, I knew everyone, I knew the systems, I just didn’t know the role in depth. To tie us over the busy period, I offered to take on the service man ager role and I communicated with the service team the importance of working with me and as a team we would get through it.

“In my time in the role, I discovered a lot of different things, one being work that hadn’t been properly invoiced and so I managed to sort a lot of the loose ends out. What I achieved clearly impressed my dad, so much so I ended up in the role for 2.5 years! It was so busy because I kept

doing the activities I had been doing before as well, so the marketing, HR, warranty work and other smaller bits too. In December 2021, it did get to a point where I was doing too much. The service manager role is a huge role, and some thing had to give. One of our current employees stepped forward for the role, and we created a new role for myself, so I am now operations and marketing manager. I have learnt so much over the last few years about the business, the prod ucts, the team, and it has really been beneficial for me moving forward in the company. I also feel like I have earnt a lot of respect for the fact I did get stuck in with the service manager role. I ultimately do not want to be known for being the boss’s daughter, I want to earn my place here and get the job done!”

Hannah, what is your favourite area within the business?

Hannah: “I will always have a soft spot for the service side after working so closely with the team. I always want to ensure they are supported and happy, I get on well with all sectors in the business but sometimes it can be the case that service can feel sales get all the glory. So, I try and make sure they get involved as much as pos sible. I recently took one of our technicians to a manufacturer awards dinner with our salesman, it’s nice to give everyone the opportunity to do these things.”

And your favourite activities?

Hannah: “When it comes to activities, I love organising things! All our shows and events come under my remit, and I enjoy it so much. The whole customer experience is important to me and building that relationship through our

events. With my background in beauty, I do think I have a different viewpoint on things and that has been of benefit in my work.”

How has the business changed over the last 40 years?

Brian: “Wow, that is a big question. Well, when you think I started off as a man in a van and then look at what the business has evolved into today, it has changed and adapted a lot. In the begin ning I had small goals that I wanted to achieve and then the goals got bigger as the business built, but there was never a plan from day one to be where we are now, I always had an aspiration to be successful though!

“Our smallholding, which is the site of where we are now, has been in the family since 1962, but it was never going to be big enough to be a farm. So as my business grew, the location presented itself well to be our hub. The beauty of owning the site is that our growth isn’t stunted like some others in industrial units. When you look back to when it was a completely greenfield site, it really brings it home how much we have achieved over the years in many ways.

“We are still only a one depot dealer, but we are happy with that, our location has the ben efit of great road links, so this allows us to reach customers within a 50-mile radius of the depot quickly. If the right opportunity presented itself in the future, we might consider an additional depot but, at this time, that isn’t what our focus is on.”

How many staff do you currently have?

Hannah: “We currently have 23 members of staff across all departments, excluding myself and Brian. We have 10 service technicians with eight out on the road and two apprentices on site. Apprenticeships are something we have consist ently done over the years, as dad began with one. We really see the value in getting young people into the industry, there is usually at least one apprentice here at any time. We have three sales

‘WITH MY BACKGROUND IN BEAUTY, I DO THINK I HAVE A DIFFERENT VIEWPOINT ON THINGS AND THAT HAS BEEN OF BENEFIT IN MY WORK’

staff plus my dad who are out and about on the road. We have four in our parts department, who have very extensive knowledge of our products, and we have three part-timers in our accounts, finance and admin department. We have an exceptionally loyal team at BRM who I am very proud to be a part of.”

What would you say is your proudest achievement within the business?

Brian: “I will start with saying how proud I am of the staff. We have a member of staff that has been here over 30 years and six people that have done over 25 years. We find most of our guys come from the age of 16 and stay. The loyalty continues with our customers, some have been dealing with us for 40 years!

“I suppose I don’t look at the business like oth ers might. Hannah does have to keep reminding me, we do have an impressive premises and it is a big achievement. Now and again, I do step back and think, yes this is great! We have never had the luxury of a big overhaul and spending lots and lots of money. We have done things as and when we are in the financial position to do so. So, taking a step back sometimes to take it all in is needed.

“What I want to emphasise is that WE have achieved all this, it isn’t all about me, this is a team effort and that again comes back to how proud I am of our strong team.

“And finally, of course, I am chuffed to bits that Hannah is now involved in the business full-time. She has gone off and done her own things which I

very much encouraged; we could have had a very different relationship if she had come straight into the business. But she’s here and she is mak ing improvements, engaging with the staff, and helping build the business for the future.”

Hannah, how does it feel being a woman in the world of machinery?

Hannah: “Being a woman in the agricultural industry can be few and far between but even more so, being a woman service manager is a rarity. I have had instances where a customer refused to speak to me because I was a woman and that was his only reason. I am grateful that the whole team support me in situations like that, because it isn’t nice, but it also shouldn’t be allowed to happen, women shouldn’t be under mined for the industry they work in.

“In general, it can be difficult, but it can also be rewarding. I have done a couple of different courses including the AGCO Dealer Develop ment Management programme. These have helped improve my confidence and knowledge. Now with shows and events starting up again, I want to be more customer facing so I can keep building relationships with our customer base. I am very conscious that I do not want to ever use my position as Brain’s daughter as leverage, I want them to respect me for my skills and me as a person.”

Do you feel like the industry is becoming more accepting of women?

Hannah: “Definitely! Our manufacturers are

so supportive of my role within the business, if they can see that you want to work hard and work together! I recently featured on Merlo’s social media campaign to promote women in agriculture. It is important to do these activities to show young women that this is an industry for everyone. I also took part in a panel talk at the 2019 Service Dealer conference, where I spoke about my experience of being a service manager and generally a woman in the industry. It was a great platform to be able to share my experience with the other dealers in the room.

“Farmers are slowly becoming more accept ing. Now that the younger generation is coming into the farm, I think things are getting better.”

How have you found business over the last three years with the challenges of the pandemic?

Hannah: “One thing we didn’t want to do when Covid hit was furlough anyone. We did close the doors; no customers were allowed in the buildings which was difficult for our customers, but they accepted that we did what we had to. Our main priority was that our staff members were safe.

“A great activity that did come from Covid was the success of our online shop. We have had an online shop for a few years now but when we couldn’t have people in our stores, our parts man ager really ramped it up online. We now sell parts across the UK, Europe and the world. It worked really well, and it actually bridged the financial gap that we lost with front counter sales.”

How have you found the last few years for business, especially the availability of products?

Brian: “We had good years in 2019 and 2020, despite Covid. We found that our customers quickly adapted to the situation and worked with us. I believe that with a lot of shows being can celled, customers found that they had lost that shop window of being able to view lots of different machines in one go. They were forced to then rely on products they trusted and a dealer they knew they could rely on.

“The beginning of 2020 remained good for stock availability: dealers, manufacturers, and factories all had stock but that very quickly start ed to become strained, and we began looking at longer lead times. Our different franchises were in different positions with stock and really it was up to us as the dealer to understand the situation and make provisions in advance. The 2020 stock strains had a knock-on effect to 2021 and availa bility got even worse, and we were required to for ward order a lot of products with no retail price against the machine. We took the decision to keep ordering smaller amounts more frequently to keep us ticking over. We did come across some dealers that hadn’t done any forward ordering for several reasons and they really suffered with some having seven-month gaps between deliv eries. I like to think that I just pressed on, and I wasn’t afraid of putting my neck on the line to

ensure we had things to sell. The strategy was not to order too many basic models or, on the other end of the spec trum, obscure and high specification models. This ensured we would have something to suit most people.

“We have found parts availability has varied with different manufacturers, there has certainly been an issue with electrical components which I cannot see being resolved for a couple of years. For a business of our size, we do ensure that we keep a good stock of parts. We can have a great team of mechanics but without parts, what’s the point? So, our inventory is larger than most other single depot dealers.”

How have you found getting staff?

Hannah: “It is difficult to get decent people and that is an industry-wide issue. We have always been very open as a company about giving eve ryone a chance, they don’t have to come from an agricultural background, we are more about the person, their attitude, and their character. However, when it comes to the service side, we have slowly learnt that it is a unique role, and it is beneficial to have someone that understands the agricultural side of things. In the past we have

employed people from the train industry, con struction, the army but they do find the ag side difficult because it’s a different way of working.

“A great new initiative with AGCO is their work with Forces Farming, who support the transition and resettlement of service personnel and veterans into agricultural engineering, and other areas of the farming industry. We have been very supportive of this, and we invited the Forces Farming team to our open day in May as well. That was good for the farmers that attended as well, they could see the value in the programme and opportunity for workers.”

What is your vision for the future of the business?

Brian: “Succession planning is very important for any dealership with a major tractor franchise. AGCO very much want to know what the future is for our business and what plans we have in place; we do have a succession plan in place as we stand.

“I like to give responsibil ity; I cannot do it all on my own. I do leave a lot of the decision-making up to the department heads because I trust them, and we must work as a team in order to grow and survive. I believe that as a single-depot dealer, the business cannot revolve around me, otherwise it won’t grow. The business must work if I was gone tomorrow and so, over the last 10 years, we have implemented management structures and managed to relinquish a lot of my respon sibility.

“The franchises we hold will also ensure our longevity as a business; we are proud of the loy alty we can show them as a dealer and their sup port to us as a single-depot dealership.”

What benefits have you experienced being a BAGMA member?

Brian: “BAGMA allows us to have a voice in the wider community which goes right through to government level. They very much have the inter est of the dealers at heart and the people within the team totally understand our industry. The communication and the reassurance are great, they are always there if we need any advice. We have always utilised the BAGMA training pro grammes, I think we were the fourth company that they trained for Loler & Puwer testing over 20 years ago.

“Now that they have joined up with the AEA I hope this will be positive going forward. That link to the manufacturers will hopefully be of benefit to us as a network.”

The importance of keeping sprayers in top condition

TESTING

IAN FORMAN NSTS manager

IT IS IMPORTANT for everyone involved in the use of plant protection products (PPP) that everything is done to safeguard their availability. This includes having suitable storage facili ties and filling areas, seeking profes sional advice and recommendations, and helping to ensure safe application through operator training and equip ment testing.

Sprayer testing has been around for over 20 years, both on a volun tary basis and to meet crop assur ance standards requirements. Legal obligations introduced in 2016 sought to bring application equipment in all sectors, which includes agriculture, amenity, horticulture, and fruit, to a standard to make sure it is fit for purpose for applying PPP safely and accurately. Protecting the operator and bystanders, and keeping applica tions ‘on target’ to avoid affecting the environment and watercourses is cru cial for safe use.

The legal requirements state new machines need to be tested before they are five years old. Larger sprayers (over

ENERGY UPDATE

Utility Options, a BAGMA approved service partner, provides this update on the unprecedented increase in gas and electricity costs.

It is most unlikely that these high energy prices will come back down to pre-Covid levels. So, what can be done? Sorry, not a lot. However, things have started to change for the better. The EU has announced that it will offer help to Europe. The panic buying of gas to fill stores is slowing (less demand). The UK's PM has announced plans for aid.. This news has created a downturn in prices already and, depending on the final plans, should see rates decreasing.

Suppliers are quoting increases upwards of 400% to 900% over pre-Covid prices.

Businesses with contracts

due for renewal over the next few months will be most affected. So, what action can you take if your contract is ending?

● Lower energy consumption wherever possible.

● Decide if the current variable rates are actually better than a fixed contract.

● Get in touch. Utility Options’ account managers have a “hands-on” approach to energy procurement. They will always offer best advice to members, depending on when the contract is ending, consumption and some other factors.

Call 0800 1950123 for a chat or email: energy@utilityoptions.co.uk

3 metres) must be re-tested every three years, whilst smaller equipment can be tested every six years. These timescales are quite lengthy and consideration should be given to testing on a more regular basis, especially if the sprayer is working in more sensitive areas such as near watercourses or in high use public spaces such as footpaths and green spaces. Many will already know that annual testing is required for sprayers working in crop assurance schemes, another aspect of ensuring safe food production for all.

A well maintained and calibrated sprayer helps safeguard all aspects for safe use and regular testing will ensure everything is functioning cor rectly and applying pesticides accu rately. With leaks and drips being the most common faults, very often these are easily rectified and NSTS has pro duced a checklist for operators to use between tests to help keep machines maintained throughout the season. The form can be downloaded from the NSTS website www.nsts.org.uk and along with other documents and

information the site can be used to search for a test centre nearby and arrange for a test to be carried out. With coverage across the whole of the UK, fertiliser spreader testing is avail able in addition to all types of pesticide application equipment, including slug pellet and micro-granular applicators.

For more information email info@ nsts.org.uk or call 01733 207606.

Low-cost marketing for big, measurable results!

SO, YOU HAVE your social media set up and you are happy in your consistent content that you are sharing. But now you want to really start to level-up and utilise more features on the platforms you use. Maybe you have a new cam paign you want to promote, some specific machines you want to focus on or even a new job vacancy that you need to get out there? Now is the time to consider paidfor advertising through your social media.

that be brand awareness, engagement, lead generation or conversions. Then you choose your budget (as low as £1), define the duration of the advertising and the best bit, define your audience!

MARY PERRY Owner ME Marketing and Events MARKETING

One of my favourite features on Meta is that you can get very spe cific when it comes to your audience. You can reach people based on education, employment, household and lifestyle details…

Meta (the new name for Facebook/Instagram) is where you can schedule ads for both platforms. You may be wondering what the benefit of paid-for ads is. Compared to advertising in magazines, on the radio or using direct mail, social media advertis ing can be a cost-effective alternative and the best part, it is measurable!

Utilising this style of advertising allows you to set your objective, whether

Another handy option is to link it up to your web site through a Meta Pixel, which allows you to meas ure results from your ads and understand actions that people take on your website.

It is important to remember that the other forms of marketing all have a place, social media advertising should be used to compliment your other marketing. After all, in machinery, a lot of our cus tomers still prefer to pick up a newspaper or open a personalised letter.

Be on your guard against uninsurable costs

A TIMBER COMPANY has been fined after a worker amputated his thumb when it came into contact with a moving saw blade. How could this have happened and what should you do to protect workers from dangerous moving parts?

What happened

The worker was setting up the floormounted band saw for a production run when his hand was drawn towards the blade with the power feed on. The thumb on his right hand was severed when it touched an unguarded blade.

The investigation

The HSE’s investigation found that Watford Timber Company Ltd had failed to take the machine out of use when the guard stopped working. They did not have adequate arrange ments in place to check and monitor their machines to ensure that guards and other protective devices remained in good working order.

In court

The company pleaded guilty to breach ing Regulation 11 Provision and Use of Work Equipment Regulations 1998 (PUWER) and Regulation 5 Manage ment of Health and Safety at Work Reg ulations 1999. They were fined £13,400 and ordered to pay costs of £5,358.05.

Note: These are the uninsurable costs and must be paid from the company’s profits. There will most likely be a per sonal injury claim from the employee to compensate for the loss of his thumb. Even though covered by insurance, there will still be costs, such as legal fees, inves tigation time, increased insurance pre miums in subsequent years, etc.

What should have happened?

The incident could have been eas ily avoided had the company taken the machine out of use and repaired the guard as soon as it became inoperable. Employers must ensure that machinery guarding is kept in good working order. Using tight work schedules, or igno

rance, is not an excuse to allow unsafe machinery to be operated.

Common problems

Although machine guarding is regu lated under PUWER, there is limited working knowledge of this in the work place. There is a common misconcep tion that guarding is there to “make life awkward”. It can be easily overridden to speed up work. As seen in this case, guarding can often fail, leading to an increased risk if not fixed as soon as possible.

Avoid making the same mistakes

There are some simple controls that can be quickly applied in your workplace. The first is to make sure that any worker who operates machinery has a working knowledge of PUWER. This includes maintenance, inspection, knowledge of dangerous parts of equipment and suit able information and training on what the equipment is and how it is to be used.

Further controls

The company failed to manage the issue of broken guarding which led to a life-changing injury. Make sure staff are fully trained in the operation of the equipment and what to do in the event of damage or failures. Check your guarding regularly.

Implement a process to guide work ers through what to do if there is dam aged guarding. Implement a guard check sheet at the beginning of each shift. This will note any broken or overridden guards and include a process to remove or repair immediately.

Tip: Use a safe system of work as a starting point for training staff in a breakdown/repair procedure.

PAUL MARSH Office manager SafetyAide

‘USING TIGHT WORK SCHEDULES, OR IGNORANCE, IS NOT AN EXCUSE TO ALLOW UNSAFE MACHINERY TO BE OPERATED’

With growing interest in weather data, Prodata Weather Systems' stand could be of interest

Cramer's stand will feature more than 30 cordless pro fessional outdoor power equipment tools

Join BAGMA at SALTEX

SALTEX 2022 IS set to be the biggest and best show yet, according to the organisers.

The latest companies to join the exhibitor line-up are Eco Green Composting, Eco Weed killer, DrainTalent, FLEET, Ground Control, Mumby Machinery, New Milton Sand and Bal last, and TurfSolv.

Other recent additions include: Block Blitz, Coverlawn Hybrid Turf, Domo Sports Grass, Chapell Enterprises, Duralock UK Ltd, Hilltip, Nomix Enviro, Ritchie & Ritchie Products, and Turfcare.

Filling three halls at Birmingham NEC from November 2 to 3, the show will once again showcase the leading turfcare brands and their latest products.

Energy efficiency is a theme for many exhib itors and one demonstrating the versatility of its offering will be Cramer who will feature more than 30 cordless professional outdoor power equipment tools, including chainsaws, blowers, hedge trimmers, grass trimmers, brushcutters, multi-tools, and power cutters alongside their new Zero Turn ride-on mower.

Reesink UK will be bringing the latest and most popular innovations from all four of its divisions and unveiling two new machines

Meet the team

BAGMA will again have a stand at SALTEX with the BAGMA team on hand to meet members old and new and offer an insight into BAGMA benefits and services. If you

from Toro, while Compo Expert is introducing a new wetting agent called Kick Dry Leaf and a bio-stimulant called Basfoliar Black.

With continued focus on our changing weather patterns, the new Turf Management/ Agronomy software package from Prodata Weather Systems could be interesting.

Geoff Webb, CEO of the Grounds Manage ment Association, explained the reasons for the show’s success: “For almost eight decades SALTEX has thrived because the industry responds to what they see at SALTEX, and who they meet, making it a worthwhile and produc tive visit. In all those 76 years the only thing that held back the show was the outbreak of the Covid pandemic. So, to come back in 2021 so successfully with everyone ready to get back to business and with the incredible response for the 2022 show already shows that now more than ever we need that connection.

“The grounds sector is a people orientated industry and SALTEX is where everyone comes to meet friends, to network with col leagues and customers, make new contacts and see new product and innovations. Its long been a highlight of the year in our industry’s calendar.”

Other events

Regional meetings are back

BAGMA’s regional Connect meetings will be returning for the first time since the pandemic with a meeting on October 20 at Husqvarna’s premises at Newton Aycliffe. Members and their guests and non-members will be invited to attend the meeting for which an agenda will be sent out nearer the time covering topical industry issues, such as recruitment and retention, training and education. There will also be a factory tour and presentation from Husqvarna. The meeting is free to attend. wTo reserve a place, email richard.jenkins@bagma.com

Conference date

The Service Dealer Conference and Awards will take place on November 24 at the Double Tree by Hilton Oxford Belfry Hotel, Thame, Oxfordshire. The theme for this year’s Conference is Sustaining Dealerships. Speakers include Heather Wildman of Saviour Associates. She will tackle the ever-tricky subject of succession.

CropTec returns

want to arrange to meet one of the team please email admin@bagma.com with your details and a rough time for a meeting. BAGMA will be on stand F190.

The CropTec Show is returning to the East of England Showground in Peterborough on November 23 and 24. Tickets are free and available at www.croptecshow.com.

It’s nearly time for Beaujolais Nouveau

BEAUJOLAIS NOUVEAU

DAY, one of the fun events in the international wine calendar, is fast approaching. Always the third Thursday in November, the date this year is the 17th.

To mark the occasion – a rare chance to taste one of the first wines from this year’s harvest – BAGMA Wine Club is teaming up with Wickhams Wine for a couple of events and to offer members a couple of bottles of Beaujo lais Nouveau, which will be delivered to your home in time for this special celebration of the 2022 vintage.

Despite being hit by extreme weather patterns – including heat waves, hailstones and storms – the quantity and quality of this light red French wine looks good this year. Cécile and Alain Dardenelli of Domaine Bel Avenir, who are supplying the Beaujolais Nouveau to BAGMA Wine Club, tell us the grapes have a good balance of fruity flavours and refreshing acidity. But you can judge for yourself and also compare a Beaujolais Nouveau with a couple of more serious red wines from the Beaujolais region.

Although Beaujolais Nouveau is the most famous wine from this region, we also want BAGMA members to try a Beaujolais-Vil lages wine (a serious step up from Nouveau) and a top-tier ‘cru’ wine – from one of the best vineyards in the appellation.

So, for this issue’s wine club offer, we have partnered with Wickhams on a spe cial mixed case of Beaujo lais wines:

● 2 x Beaujolais Nouveau 2022 from Domaine Bel Avenir – a light and fruity red;

● 2 x Les Pivoines, Beaujolais-Vil lages 2020 – a juicy, fresh and approachable red wine;

● 2 x Clos du Vieux Bourg ‘Croix Penet’ 2021 – flavours of red summer fruits with an entic ing spicy note and a long fin ish to show the high quality of Régnié, the youngest of the Beaujolais crus.

Price is £70 including delivery. To non-BAGMA members the price would be £82.50.

To secure your order in time for Beaujolais Nouveau

Day, go to this special page https:// Wickhamswine.co.uk/bagmabeaujolais-selection/ or scan the QR code.

The case will be dispatched on November 15.

Members of the BAGMA Wine Club are also invited to take part in Wickhams’ special Beaujolais Nouveau events on November 17:

● 8.30am Beaujolais Breakfast at Exeter Rougemont Hotel (£30);

● 6.30pm Free online tasting of Beaujolais Nouveau with Wick hams owner Dan Farrell-Wright and event manager Pip Vanham (free to anyone buying the mixed case).

How to join the club

Firstly, you don’t need to join the BAGMA Wine Club to take advantage of this fantastic offer from Wickhams. Secondly, joining is simple and free. All you need to do is send an email to membership@bagma.com saying you’re interested in joining. This is mainly so we can contact you with news of special events and offers if they don’t coincide with the publication of the BAGMA Bulletin. If you missed the last issue and are wondering why BAGMA has launched a wine club, it’s because our part-time editor Chris Boiling also works in the wine world and we are taking advantage of his great access to wine producers.

Things to know about Beaujolais

Most of the red wines in the region are made from the Gamay grape. This is a thin, delicate, purple-black skinned grape that was banished from neighbouring Burgundy in 1395 but realised its full potential in the hills of Beaujolais. Another feature of Beaujolais wines is the production method. Most of the wines feature an element of carbonic maceration. This means whole bunches are fermented in a carbon dioxidefilled tank, resulting in light red wines with red-fruit flavours of strawberry, raspberry and cherry, plus notes of banana, grape and bubble-gum.

Working with the wine industry

LAST ISSUE’S STORY about Simpsons’ Wine Estate plant ing Chardonnay grapes in Kent prompted BAGMA member Nick Seymour of NP Seymour to tell us about the tractor owner. Nick said: “The picture is of our parttime salesman’s planting rig… Sam (Barnes) used to work full time for us and said to me about three years ago that there was a gap in the market for contract planting, spraying, pruning, etc, in the growing vineyard industry. My view was that it was not some thing NP Seymour wanted to get into, but we would support him and if he wanted to continue doing sales on a part-time basis while he got established, that was OK. It has worked well and Sam now has three people working for him at this time of year. He has four Fendt tractors, two Pellenc grape

harvesters and a lot of other equip ment that we have supplied. It is perhaps worth saying that Sam is one of three sons of Julian Barnes who owns Biddenden Vineyards, so he is the third generation involved in wine production.”

Regarding sales of equipment to this growing sector, Nick said: “Selling to vineyards and the spe

cialist machinery that they require is as different as garden machin ery is to agricultural machinery and the people are as well. Many of the vineyard owners are – or have been – large business owners used to totally different business practic es which means dotting the i’s and crossing the t’s is more important than ever.”

Why it’s time to switch to electric

AS ELECTRIC MACHINES become more prevalent in the market, the question on a lot of people’s minds is, do I make the switch from fuel powered?

Electric power certainly isn’t new on the scene and there have been years of development and evolution in the concept to ensure it is a viable option for both home owners and commercial operators. Gone are the days of short-term battery life with products like the Mean Green mowers boasting a 7-hour mowing time.

Electric/battery-powered has become increasingly topical due to the positive environmental impacts over fuel-powered alter natives. Legislation is being intro duced all the time to try to cut the use of fuel-powered machines to help the environment and it

doesn’t just stop there. The posi tives of electric not only impacts emissions, but also the effects on noise pollution and user’s health.

Lincoln-based Overton (UK) is a specialist in the cleansing industry as well as electric and tracked mowers. The company was the first to introduce the Mean Green electric mower range into the UK, almost seven years ago, and works closely with the manufacturer in the USA to ensure the products are consist ently ahead of the game. Over ton (UK) not only offers electric mowers but manufactures its own range of battery-powered vacuum litter collectors, working closely with large sports venues, theme parks and even the royal house hold. The company prides itself on forward thinking and commit

ment to invest in the continuous product development of its range for its users.

The Mean Green product range includes zero-turn and walkbehind models, all powered by

Mean Green lithium energy bat teries. With more and more UK dealers getting on board with these products, through Overton (UK), the electric revolution is certainly upon us!

GET AHEAD OF THE GAME SALTEX

If you are passionate about keeping green spaces and playing surfaces safe, accessible, and sustainable, and you’re keen to stay ahead of the game in the grounds care industry, then SALTEX is the show for you!

It is the must-attend event for everyone involved in the supply and management of products and services that help to create high quality leisure, recreation, and sports surfaces. Make sure you are ahead of the game by registering now for Europe’s largest FREE sports turf, amenities, and landscaping trade exhibition with over 400 brands showcasing products in three halls, across two days, at one centrally located venue – Birmingham NEC.

It provides a great opportunity to meet industry colleagues and make new connections – building networks, knowledge and learning about new innovations. With visitors and exhibitors from around the UK and overseas it’s FREE to enter and FREE to join the learning sessions.

Visit saltex.org.uk and register now for your FREE ticket. Get involved!

BROUGHT