May 2021
SIP business
SIP promotion
SIP view
Business with Sales Director, Andrei Cosovici
New website, new user experience
Nicoló Roveda: "The market is located outside, on the ground and not in our office."
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page: 30
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page: 33
Content >> 4 SIP talk
Andrei Cosovici, Sales Director: "For our success, after sales support will be crucial for both traders and farmers."
>> 8 SIP statistics
International SIP training of traders and service technicians before, during and after the epidemic
>> 11 SIP statistics
The image of the SIP brand at home and around the world
>> 13 SIP premiere
SIP SILVERCUT DISC 1500 T FC/RC The greatest among equals
SIP talk
Andrei Cosovici, Sales Director: "For our success, after sales support will be crucial for both traders and farmers."
>> 4
>> 15 SIP view
Jakub Nitran: The SIP brand through the lens
>> 17 SIP panorama >> 21 SIP view
"SIP machines did an excellent job at Brno Zoo."
>> 22 SIP view
References at home and worldwide
>> 24 SIP business SIP premiere
SIP SILVERCUT DISC 1500 T FC/RC The greatest among equals
>> 13
SIP promotion
An investment-intensive year is behind us
>> 30
>> 28 SIP project
New website, new user experience
Digitalisation projects
>> 30 SIP promotion
New website, new user experience
>> 33 SIP view
Nicoló Roveda: "The market is located outside, on the ground and not in our office."
SIP view
Nicoló Roveda: "The market is located outside, on the ground and not in our office."
>> 33 2
Dear friends and partners, This unprecedented year in which our social and economic life was disrupted by the pandemic will soon be over. Despite all difficulties, SIP is aiming at repeating last years’ record results in terms of business volume, revenues and profits. In 2020, we continued to invest heavily in R&D, in improving capacity of our technical facilities and infrastructure as well as in upgrading our people and our business processes. We did all this while simultaneously keeping our debt down and preserving our financial strength. We are proud of our products and results knowing that without you - our business partners and friends - these achievements would not be attainable. As for the future, SIP stays dedicated to building machines for cutting and preparing grass for harvesting - for medium and large farmers and contractors. Firmly based on our best traditions, our mission continues to be to develop and build technically sophisticated but also durable, robust and easy-to-use machines that work and earn money for their users even in the most demanding conditions. Our future, however, does not depend only on the innovation potential and technical expertise of our hard-working people, but equally important, on our bond with you - our business partners. We certainly want to grow our business but not just for the sake of the growth itself. We want to exceed expectations of our customers, be a good employer, respectful to our environment and serve our local communities as well as the society at large. We do not want to hurt our people’s livelihoods just for the sake of larger profits, we do not strive for short term opportunistic gains on the expense of building long-term relationships. Our ambition is to help grow a community of partners who work together with enthusiasm, who enjoy success together, but also support each other in difficult times. In the hopes that we are all entering a better year, I wish you and your family peace, good health, personal happiness as well as professional and business success. Uroš Korže President & CEO
SIP, d.d. Šempeter v Savinjski dolini Juhartova ulica 2, 3311 Šempeter v Savinjski dolini Editorial: Mihael Miheljak, Anja Jurko, Nataša Žlaber, Maruša Kraševec, Anže Chiba Design: Anže Chiba Edition: 500 copies May 2021
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Metka Hrovat, Nataša Žlaber
SIP talk
Andrei Cosovici Sales Director
“After-sales support for both traders and farmers will be key to our success.” We talked to Andrei Cosovici, who came from Moldova to Slovenia 23 years ago. He was invited to join the SIP team for coordination in the field of cooperation. Today, he is one of the key figures in SIP, who participated in the successful renovation and recognition of the SIP brand. 4
You are a long time associate of SIP and a connoisseur of the industry. How would you describe your beginnings in SIP? After the arrival of the new owners in 2003, I first worked with SIP as an external consultant for cooperation, and in 2005, I started to open Russian-speaking markets. After 2011, we expanded the SIP horizon even further east: to Kazakhstan, China and Japan. After Agritechnica 2013, I was entrusted with the entire sales area, then after-sales, logistics and marketing. What motivated you to stay at SIP? In addition to my personal decision, the challenge here was to help SIP develop from an average manufacturer to a world-renowned brand.
The position of SIP in the market then and today? 15 years ago, SIP was known as a small farm machine manufacturer. The company presented itself at fairs in the company of Polish producers. Its selling point was the low price. Today, the biggest scythe in the world is SIP’s. And we are the only one with a 3-year warranty. We are an equal competitor on the market and offer unique technologies and solutions. Today, what is particularly important to us is responsiveness, which is a major difference from the competition. Market conditions in the past and today? The cards have already been heavily shuffled and the changes in the
market are not over. Over the last ten years, providers have become "full liners". These are mainly tractor groups that have taken over some of our competitors and offer a whole range of agricultural machinery under the same roof. What is easier and more difficult to sell in the agricultural machinery sector at the transition to the new decade than at the turn of the millennium? The market has become more demanding, so we need quality partners to conquer it. Tractor brands, in addition to products, expect a complete after-sales service and thus force us to introduce new standards and processes. In the area of digitalisation of processes, we manage several projects, from the new client relationship management system (Intrix) to the digitalisation of the complaint resolution process (Halifax), database management (SAP Hana), product information management (PIM) and spare parts catalogue. On the other hand, modern communication channels, easier and more accessible air connections and developed logistics between the continents make business easier. Which, of course, applies to all players and all markets. However, we are currently a little limited by the COVID situation. What has changed most in sales (in general) and how does SIP follow this trend? During socialism, the SIP had a casual monopoly position, accepting orders and shipping them. After the disintegration of Yugoslavia, strong competition and players with cheaper products came on the market. SIP specialised, raising the quality to a higher level and decided to actively enter the market from the offices.
What do you want to achieve in the future? We want to become an equal player to known competitors. This can be achieved through increased responsiveness, we need to offer a better user experience, better education and support, and demonstrations and promotional activities. What is your strategy for distribution channels? We engage in partnerships with distributors in key markets. We acquire new, quality partners such as SAVE s.p.a. from Italy. In addition to existing distribution channels, we are opening our own sales organisations, such as in England, France and Poland. Large brands have their own representations and thus SIP has taken a step closer to end users. In June 2018, we started building the market with our own demonstration “from scratch” in France, and today we have 62 dealers, we have generated EUR 3 million in turnover and we have a 100% growth perspective over the next two years. This market is a gazelle for us and is currently the most important export market. In England, we have successfully prepared for Brexit and our subsidiary performs the function of a distributor (imports, customs, warehouses and distributes to the retail network).
What is your personal/business goal and what is the goal for the team you lead? I want to upgrade the team with new colleagues and acquaintances and enable them to carry out operational functions independently, and I want to devote more time to corporate governance.
SIP International Sales Organisation SIP France:
SIP HR
2016
SIP GB
2017
SIP PL
2018
SIP DE
2019
2020
Development of our own sales network
2021
www.sip.si
Biennial SIP Trade Conference 2018
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“SIP never fails to keep its promises, where deadlines and the availability of spare parts are key. In strategic markets (Germany, England, France, Poland and the USA), we guarantee the delivery of spare parts to a location within 24 hours. We want to spread this practice to other markets as well.”
2021 is intended for SIP Germany, namely the registration of the company, the employment of candidates, and the presentation is planned at Agritechnica 2021. The SIP Poland project is also gathering facilities and expanding its sales network, which currently consists of 7 retailers. What can be learned and transferred from entering new markets to traditional SIP markets? Since the transfer of knowledge from distributors to traders and from them to farmers is limited, SIP offers the organisation of educational conferences for traders at distributors abroad. What is the hardest part of entering a new market? Finding the right people, locals, and
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convincing them to cooperate and believe in the success of the SIP brand. Will you open up any new markets in the near future? Yes, we want to enter the Finnish market and we will strengthen our presence on our key markets, namely Italy, Canada, the Netherlands, Denmark, Austria and Switzerland. In 2018, SIP's four-year strategic plan was presented, which you successfully achieved. Were there any changes due to the epidemic? That’s right. Following two years of successful implementation of the strategic plan, we made a correction due to COVID in 2020. The new 2020–2024 plan foresees an aver-
age revenue growth of 12%. We are currently recording more than 20% growth. Agritechnica represents important milestones in the development of agricultural machinery. SIP also presents the new features of both machines and services at the fair. You already mentioned Agritechnica 2021. So are you planning to participate this time as well? Yes. We have applied to participation at Agritechnica 2021, which is postponed until March 2022 due to the current situation. At Agritechnica, we want to present a series of new products from machinery to technical solutions, and, above all, Agritechnica presents us with the opportunity to create new partnerships.
“During the epidemic, we were not closed for a single day. We successfully overcame all the waves and used the time of the epidemic primarily for new projects. Thus, we implemented the digitalisation of technical training and updated the structure and content of educational programmes, some of which include new video instructions.”
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Anja Jurko, Alja Šlogar
SIP statistics
SIP education of traders and service technicians – before, during and after the epidemic Until the beginning of 2020, we regularly conducted education for our partners. This has not changed with the epidemic. Only the working method has changed. A good educational support service is the key to quality, fast and effective support for our customers.
The topics we cover in training sessions are: - Correct composition of the machinery, - Correct connection and adjustment of the machine for safe work, - Service and maintenance basics, - Warranty procedures
Benjamin Žgank during the training of partners
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At the beginning of last year, SIP held distance education for domestic and foreign authorised SIP service technicians. Given the positive responses in the past, during the epidemic we spent more time preparing material that will enable quality education conducted live or even at a distance. The purpose of the school is to provide professional already trained staff with comprehensive technical support. We talked to the customer support manager at SIP, Benjamin Žgank, who is in charge of the implementation of training sessions, among other things. At SIP, we provide first and second level (Master 1 and Master 2) and the Special level technical training. In the first two stages, we familiarise the participants with all the details of the criteria for claiming the 3-year guarantee we offer users. The training programmes last two days, and the participants are recognised with a certificate with which they obtain the status of an authorised SIP service technician for starting machines and for maintaining and extending the three-year warranty. As with the sales programme, we also divide levels of education into three groups – Alp, Robust and HD. Thus, with Master 1, we focus on understanding the composition of machines, tractor attachments, starting and servicing for the Alps Group. In Master 2, we pay attention to the Robust Group. The main topic is to complete all points of the 3-year warranty. The Special educational programme is carried out in pre-agreed groups, where we focus on the machines from the HD group. “Technical education is important for ensuring the transfer of expertise to service technicians and sellers. These skills can then provide support to their users on a daily basis and thus provide them with a better user experience,” stresses Benjamin.
In 2020, we trained 239 participants In 2020, the training took place only in February, and was attended by 239 dealers and mainly service technicians from Germany, the Netherlands, Denmark, Italy, the Czech Republic, Hungary, Croatia, Bosnia and Herzegovina, Serbia, Macedonia, Greece, Canada, Austria, Belgium, Luxembourg and Ireland. The training of the French partners took place in France.
Csongor Korta, Agrotec, Czech Republic “We got really detailed information to help us understand the operation of the SIP machines and how specific interventions need to be performed.”
Christian Hähni from MTI Canada attended the training for the first time and passed both levels (Master 1 and Master 2). Most of all, he remembered the fact that before we start processing the sheet metal, it is left in the production hall at a constant temperature for two days, and only then is it processed further. This ensures a uniform temperature for the material and eliminates the possibility of breaking the sheet while the machine is being used.
After-sales team “remotely” Good after-sales service is a key competitive advantage of our company on the domestic and foreign markets. The more we engage in the segment of professional operators, the greater the need to professionalise the after-sales service. Fast reaction is part of our team's everyday life. Adapting to the current situation as a result of the epidemic is a unique response, as there is practically no field work. All support is provided remotely, via digital tools, telephone calls, e-mails. Our after sales team has entrusted us with the workflow during the epidemic, what problems and obstacles they encounter on a daily basis, how they solve them, and, of course, what the responses of the parties are. WhatsApp, Skype, ... Covid impacts the work in the aftermarket mainly through its limitation of movement within and out of the country, as the teams are unable to travel to carry out checks on machines, commissioning, service, and training. With the release of borders, this will gradually change again. Currently, support is intensive through WhatsApp, Skype, Viber, Facetime, traditional phone
calls and emails. By using a video call, the user follows the instructions of our support team directly on the machine, step by step. Most problems can be solved when it comes to machine settings or frequently encountered problems. A bigger challenge arises for everyone when it is necessary to guide the user through the machine repair process. Abroad, the team tries to use the help of authorised service technicians and offer them remote support as well. Service in Slovenia runs more smoothly, directly from the company or through service partners who adhere to all the recommendations of the National Institute of Public Health. In the event that the knowledge of the contract service technicians is not sufficient, the SIP team also comes to the aid on the ground.
The challenges of the after-sales team change from year to year, as the range and complexity of machines and the increase in the sales structure around the world change. In particular, customers of SIP machines want and expect responsive support throughout the life of the machine.
This time is also used by the team to further prepare more in-depth materials for training sessions which are scheduled for March and April. Implementation will depend on the measures that apply then. There are, of course, two scenarios in preparation, the so-called Plan A (face-toface training) and Plan B, which is, of course, distance learning.
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In fact, the crisis requires adaptation to the situation. Good communication and understanding are key to good knowledge transfer. Customer responses are positive due to our responsiveness, but everybody is missing personal contact.
The biggest challenges For the first time, many of our customers are intensively facing communication through digital communication platforms, so sometimes it’s a little difficult at first. At the beginning, the team talks to the client about the possibility of communication via video call or other visual communication programs. If necessary, they also assist with the setting up of this equipment. Despite the good equipment, one of the major obstacles in teleworking is the second type of communication noise, which occurs when communication is difficult due to knowledge of
the languages in which we describe the solution to the problem. However, traditional phone calls take the most time when it is not possible to have a video call with the user, as some things are difficult to explain without the customer actually seeing the work process. Last but not least, the challenge is also the time needed to carry out after-sales activities at a distance. Although the team may seem to have more time to work because they are not on the go, this is not necessarily the case. It turns out that solving problems remotely takes more time than working in the field.
Taking all measures into account, we successfully carried out technical training of partners in France. The training was attended by 70 service technicians and sellers at 4 dealerships.
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SIP statistics
Anja Jurko, Mihael Miheljak
The image of the SIP brand at home and around the world The user experience builds the image of the SIP brand Through brand perception research, we learn how well our target audience knows us and what they expect from us. The goal of the online SIP survey, which we conducted for the first time among our partners at home and around the world in 2018, is to improve the customer experience, on the basis of which the brand image is built. Two years ago, our partners most often described us with the words quality, accessible, innovative, reliable, ambitious and Slovenian. In this year's online survey, SIP is still most often characterised by quality, and more than in 2018 partners point out that it is also robust. At the top of the list of ratings again this year are features such as reliable, innovative, accessible. The fact that we are build-
ing a relationship with the company based on trustworthy communication was pointed out by the partners with the trustworthy label, which, commendably, is right at the top of the list of our qualities. Among the features that make the SIP brand recognisable, this year, just like two years ago, the quality stands out, and in two years we have improved the visibility of the design, which is placed alongside the quality. Also, colour is even more perceptible compared to 2018, which separates us from competition. Customers of the SIP brand are increasingly recognising robustness. Other features that stand out more than they did two years ago are flexibility, simplicity, accessibility, professionalism, and efficiency. Marketing, warranty, tradition, innovation and products also contribute to brand recognition.
The brand primarily “lives in the minds” of our customers and is created based on their experience with the products and services we offer them. Customers today are looking for a comprehensive user experience that they experience at all points of contact with the brand.
“Among the features that make the SIP brand recognisable, this year, just like two years ago, quality stands out.”
What is SIP in three words? (2018)
What is SIP in three words? (2020)
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The rapid changes in the market and the growing expectations and needs of users for professional products and services require a regular measurement of customer satisfaction. This allows us to perceive, at an early stage, the causes of the changes that have taken place around us and to respond appropriately.
Our goal is for customers in contact with the SIP brand to recognise our culture. We learn from the survey that the partners ranked our value of robustness, which describes the durability, efficiency and usability of our machines in a single word, in 3rd place. Our partners rank trust in 5th place. Among the brand features that they recognise in SIP, they also listed the remaining values of
the company: flexibility, responsiveness, rooted (tradition) and professionalism. With all the activities and appearances, we continue to strive for our culture to be at the top of the scale of the most recognised SIP features. These must become part of us all so that our customers can identify with them. Competitors can copy products, not a unique set of values.
“With all the activities and opportunities in the future we strive to achieve our values at the top of the scale of the most recognised SIP features.”
What do you think about the brand awareness of SIP? (N=88)
Do your customers choose SIP as a popular / recognized brand if you present it on the list of agricultural machinery manufacturers? (N=88)
How well do SIP products meet the needs of your customers? (N=88)
Overall, how satisfied are you with SIP? (N=88)
* The survey was completed by 88 retailers from our sales network.
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SIP premieres
David Šekoranja
The greatest among equals SILVERCUT DISC 1500 T FC/RC The SILVERCUT DISC 1500 T is the largest production model of the mower in its class and clearly positions the SIP brand among the leading specialists in hay harvesting systems. The trailed mower combination with a working width of 15 metres represents the perfect mowing system of new dimensions. With up to 22.5 ha/h mowing capacity, we have satisfied the needs of the most demanding users, including the contractors. The chassis on the trailed mower is equipped with an electronical steering axle, which enables more precise and—most importantly, faster steering. To reduce maintenance time, this mighty mower has been equipped with an automatic central lubrication system. The beginnings During Agritechnica 2015, we met Mr Van Loon and with his idea of a 5-cutter bar mowing combination. For the VLM M084, SIP delivered key elements. Consequently, Marloo Equipment became a SIP distributor for the USA. Due to the increased interest in this type of mowing combination from other markets, the idea of developing its own design was born in SIP. Visible differences include the placement of the chassis between the cutter bar, as
it is mounted behind the mowers at Marloo Equipment. The team of engineers undertook a demanding project and presented the first draft mowers within three months and started the production of the first prototype. During the tests, we upgraded the first prototype, we added an electronically controlled steering axle, a hitch suspension and many important details that make it easier for the user to work with the machine. We added an electronically controlled steering axle, a hitch suspension, and many important details that make up a powerful, reliable and user friendly machine. Development Due to the large dimensions of the mower, it was necessary to develop a folding system, which allows for sufficient manoeuvrabillity during transport. We have developed and patented a mechanism that enables easy folding and operation of the mower. Because folding is a complex sequence of movements due to its small transport dimensions, we have developed an innovative hydraulic system for easy and fast folding of the mower. The mower is thus easy to use and adapted to the needs of large farms and professional agricultural service providers.
Robust, maximum and easy to use are just some of the features that describe a mower of new dimensions, SILVERCUT DISC 1500 T.
SILVERCUT DISC 1500 T IN NUMBERS Operational width: 14.9 m Efficiency: 22.5 ha/h Transport (w, l, h): 2.99 X 7.5 x 3.99 m Weight: 9100 kg Required tractor power: From 206 kW/280 hp
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First users In 2020, SIP launched the first series-produced mowers. The first users were able to verify their efficiency and capacity in Denmark, the Netherlands, Canada and New Zealand.
VLM MO48 is a product of cooperation between Van Loon Manufacturing and SIP. Namely, it contains SIP cutting bars on the VLM frame. Visible differences include the placement of the rear of the chassis, as it is used by Marloo behind lawnmowers and between them by SIP. Marloo Equipment is an American distributor of the SIP equipment in Michigan.
After successfully testing the prototype, the Danish contractor Skamstrup decided to buy the SILVERCUT DISC 1500 T mowing combination. From the purchase of the mower in March 2020 until the end of September, they estimate to have mowed around 3,000 hectares. They also highlighted good cooperation with the SIP team as a key point.
One of the first models of the mower was sold in autumn 2020 to the Dutch farm Koos Vos, which is engaged in dairy production.
“SILVERCUT DISC 1500 T is the right choice for the needs of the Danish company Skamstrup,” said the main operator of the machine, demonstrating a positive experience using this powerful mower. He adds that they decided to buy it mainly because of the large mowing capacity. 14
SIP view
Mihael Miheljak
INTERVIEW:
Jakub Nitran,
SIP’s new visual communication
Jakub owns a small agency, specialised in AG photo and video content creation. Last year they celebrated the 10th anniversary of the company. Together with a team of creative and passionate individuals, they constantly create all types of audiovisual and can process a complete visual identity. The purpose and goal of establishing a new visual communication strategy was to highlight the product and see it functioning in its operational environment. We highlighted the product's robustness with a high-contrast red colour on a neutral grey background with the crop in darkgreen contrast. The tractor, pulling the machine, appears in a neutral grey colour. This way, the visual element works more universally and flexibly, where the product remains independent of all tractor brands, and the focus stays on SIP. You are a specialist in agricultural video/photo production. When/How did you decided to become a specialist in that sector? It all started in the field. My grandparents farmed on a small farm in the foothills. I spent my whole childhood and all of my free weekends working in the fields. The passion for photography and video soon followed. I tried to learn and improve
whenever there was a possibility. I contacted the first company at the age of 15. My mum drove with me to the field and stayed there the whole day. Over time I have worked with people in the audiovisual industry and it was only a matter of time before we set up the company. I am very glad to have a team of people behind me who share a similar passion. Without this, it wouldn’t be possible to create a job in a very specific agriculture sector. What are the biggest companies (best references) you are working for in the agricultural business? We strive for a friendly approach and long-term cooperation with our clients. In addition to the new cooperation with the SIP brand, we also cooperate with other international companies in the agricultural sector. Since 2012, we have been significantly involved in the creation of audiovisual content for CNHi, especially the Case IH and STEYR brands. We are preparing all product videos and post-production of the photos for the BEDNAR and AGRIO brands. In addition to the agricultural companies, we have been cooperating for two years on the creation of photographs for the ŠKODA AUTO company. Other companies include names such as BRANTNER, STRAUTMANN, WOODS, and many more.
Flexible, robust, and specialist - in 2020 we introduced our new product visualisation communication. We talked with Mr. Jakub Nitran from the Czech Republic, the man behind SIP’s new photography and visualisations performance.
Jakub Nitran
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Your first visit to SIP was during a SIPs Traditional open house event in 2019. What would you say about our company? My first visit exceeded my expectations. The company is well organised, everything has its order. The first meeting with the company's management was warm and friendly, I felt like we had known each other for a long time. I think this is very important and you can develop relationships and cooperate more easily. What impressed me is the modern factory, production procedures, and their control. You won't find thousands of machines here, but every machine gets the attention it needs. Many other companies are far removed from such top performance.
“What impressed me is the modern factory, production procedures, and their control.”
What is your view on SIP’s new visual communication proposal? SIP is a very specific brand, based on values that many companies lack today. The new visual of the communication tries to get as close as possible to SIP’s values, the basic colours of the brand and the strong green colour is primary for the overall identity in the face of strong competition. The uniqueness of this style is underlined by the black and white background, which is related to a specific type of machine and thus completes the unique image. Also, there is no need to retouch the work of the machine or clean each machine in detail, robustness is one of the pillars of the brand. So in addition to the colour adjustments, no major retouching is needed. In today's digital age, the average person views hundreds of pictures a day. A strong identity will play an increasingly important role, and I think that SIP will gain its face and awareness at a glance. You have a passion for mountains and you’ve already visited a couple of Slovenian peaks. Could you share with us your experiences in the Slovenian mountains? Yes, that's right, the mountains give me energy and new inspiration at the same time. This is where you can spot all the forces of nature and weather, which is very connected with agriculture as well. I have visited the Slovenian Alps several times and found peace and pure nature, including places where perhaps no one has ever been before. Similar places are hard to find in other alpine countries. The people here are modest and they will share their experiences with you straight away. I hope to return soon!
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SIP panorama SIP TEDDERS SPIDER
SPEED UP THE EQUAL DRY-DOWN TIME
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SIP HEAVY DUTY LINE
MAXIMIZE YOUR PRODUCTIVITY 19
SIP RAKES STAR
IT'S ALL ABOUT THE SWATH
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Anja Jurko
SIP view
SIP does great work in Brno ZOO All in one operation Before Brno Zoo decided to buy SIP machines, they carried out separate mowing and forage collection, which required more time and fuel consumption. It was necessary to choose machines that would provide quality feed and high efficiency, while still being agile enough for passages to hard-toreach pens. In 2017, they decided to buy the SILVERCUT DISC F ALP front mower and the SENATOR 17|9 loading trailer, which they use for mowing and real-time forage collection. The combination thus saves time and money, as two processes are combined in one stroll of the tractor. For animals, quality feed is essential As early as around 5am, they start preparing animal feed. Mowing takes place every day from Monday to Saturday, with one self-loading wagon delivered to the zoo daily. Bison, yaks, camels, zebras, giraffes, sheep, goats and horses are fed before opening
so as not to disturb visitors later with machines. Mr Bača is very enthusiastic about the SIP SILVERCUT DISC F ALP front mower and says that with a working width of 2.7 m it is easy to operate and adapts perfectly to the terrain. Hitching to the tractor requires little preparation time and is very easy. During mowing, mechanical suspension on the SIP mower is important, which allows for excellent adjustment and thus clean, high-quality forage and an even cut faster renovation of the turf. Three seasons passed smoothly Since the first season of 2017, the zoo did not record any problems or failures with the SIP machines, only routine technical maintenance. Head of the feeding department Mr Prchal praised the durability of the blades on the mower, and the quick-change blade system (QCS), which makes the change very easy. Mr Bača also highlighted as very positive the easy maintenance of the SIP SILVERCUT DISC F ALP mower.
Quality feed is very important for Brno Zoo in the Czech Republic. With SIP grassland harvesting machines, we can produce highquality and, above all, pure fodder. Experience with the use of SIP machines was shared with us by Mr Jaroslav Prchal, who is responsible for animal feeding at the zoo, and Mr. Radek Bača, who leads the field of machine management.
AGRI CS was visited by Mr Jaroslav Prchal (left) and Mr Radek Bača (right).
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Anja Jurko
SIP view
SIP testimonials:
References at home and worldwide We talked to our users and business partners about their satisfaction with SIP machines at home and around the world. Where do they see the benefits of SIP? Rok Suhodolnik, Spodnji Jerovčnik Farm, SI
Darko Grivičić (right), EURO TIM, HR
Tino Kießig (left)- NewTec Gruppe, DE
Julien Pignol, ETS Pignol, FR
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Rok Suhodolnik, SIP ambassador, Slovenia Spodnji Jerovčnik Farm is located in the Upper Savinja Valley, in a hilly area of solitary farms above the village of Luče. The farm is mainly engaged in animal husbandry. In recent years, Angus cattle and sheep of the autochthonous Jezersko-Solčava breed have been bred on 30 hectares of arable land, which are mostly intact pastures and meadows. They are aware that the selection of machines for mowing and hay harvesting is of key importance in providing quality fodder, so they use innovative SIP systems on the farm. “I come from a high-altitude farm, where the terrain is steep and demanding. We used SIP machines on our farm in the past. We are satisfied with them; they are of high quality and suitable for our hilly region. We are pleased that our fodder production includes a company that we can rely on,” says Rok Suhodolnik, SIP ambassador. “Even in development, SIP has made significant progress, following modern trends in its industry and producing machines for easy use. In the event of unexpected events during the season, which could prevent quality fodder production, their responsiveness and quick support is crucial,” adds Suhodolnik. Darko Grivičić, EURO TIM, Croatia On 850 hectares in the municipalities of Sibinj and Brodski Stupnik, the family company EURO TIM is engaged in animal husbandry and alfalfa grass production. Since spring 2018, the plant
in Slobodnica (Slavonski Brod) has also been engaged in the production of alfalfa agro pellets for cattle feeding. Hrvoje Dikanović, an employee there, is satisfied with the robust and powerful SIP machines, with which they can do a lot of work quickly and with quality. “The machines are robust, high quality, easy to maintain, the manufacturer provides us with the necessary parts in a timely manner.” They bought the entire line of innovative SIP systems for last year's alfalfa harvest. “Thanks to SIP machines, we mow 80 ha of alfalfa in one shift,” adds owner Grivičić. Tino Kießig, NewTec Gruppe, Germany Tino Kießig is Sales Manager at our partner (NewTec Ost) in Saxony, Germany. “Together with our customers, we are very satisfied with the SIP brand. Thanks to the robust and reliable hay harvesting technology that is easy to use and also available in an affordable price range, our customers are very satisfied. With SIP machines, we can realise our value: to be a specialised trader for modern agricultural machinery, which offers quality machines and knows how to listen to the wishes of customers.” Julien Pignol, ETS Pignol, France Julien Pignol is the director of the family company ETS Pignol, from Loubaresse, located in the French region of Auvergne, founded in 1934. “We have been cooperating successfully with the company since 2018, when SIP began to expand their sales network in France. The machines are robust and efficient, and backed by a 3-year warranty, which is crucial when customers decide to buy SIP brand machines. The range of machines is very wide, from smaller alpine to larger, with working widths up to 15 metres. SIP is a brand that follows trends and introduces new products every year.”
SIP has been cooperating with the Norwegian baler manufacturer, ORKEL Direkte AS, since 2014. “Since the start of cooperation, we have gained valuable experience of machines and have received a positive response from our customers on the reliability and the capacity of user friendly machines,” says Orkel. For years, we have followed our long-term strategy in SIP and invested in manufacturing facilities and in the development of existing as well as new models oriented towards the professional customer segment. Investments included improvements in key areas of education, sales support, after sales and the relationship between traders and customers. SIP has established itself in foreign markets, including Norway, as a respected and serious competitor of established, tra-
ditional brands with agricultural machinery. Initially, our partner Orkel Direkte AS sold SIP machines under their own brand, but since 1 January 2021 onwards, SIP machines are sold on the Norwegian market under the SIP brand. “By taking full advantage of the knowledge and experience gained by the SIP team, we will be able to increase the satisfaction and experience of our customers through professional monitoring and servicing. As part of our growth strategy, we now offer a full range of SIP hay harvesting machines, including the alpine line. As proof of the reliability and performance of the machines, SIP has introduced the best warranty conditions in place in this industry. We are proud to offer a 3-year warranty on all SIP machines,” say the Norwegians.
Orkel Direkte AS, Norway In August 2020, our partner Orkel Direkte AS from Norway organised a demo in the northern part of the island Engeløya, where they demonstrated the performance of the SIP machines against exceptional scenery. On the property, owned by the farmer Johnny Hansna, a lawnmower combination with a front lawn mower, STAR 850|26 T rake and a picking rake was presented.
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Alja Šlogar
SIP business
An investment-intensive year is behind us One of the most important business decisions of a company is to what extent and in what areas to invest in. In SIP, despite the difficult period during the pandemic, planned investments did not stop. The second half of 2020 was extremely active in terms of investment. Below, we and the employees who are most involved in them present the areas in which we have updated the premises and equipment.
New hall Generations before us have provided us with premises which we have used to a great extent to this day. In order to continue to grow and adhere to our plans in the future, we provided everything necessary last year to be able to start building a production hall today. We are entering a demanding market segment that requires greater specialisation of machines as well as a higher degree of flexibility. Therefore, the new covered areas will be used primarily for the preparation of machines before shipment and interphase storage of accessories. As the new hall is located between the storage and production facilities, we will simultaneously solve most of the current logistics challenges, namely the physical receipt of deliveries and the commissioning of spare parts. The hall will be entirely at the same level with a floor area of 21 x 140 m and a height of 9 m. Thus, we acquire 2,709 m2 of new surface area. The main personnel passages and sectional industrial doors are planned on the north and south sides, where the building ends with a canopy. Several personnel and transport crossings are planned to connect with the existing facilities. The facade of the building will be made of aluminium sandwich panels, and the
The construction of the new hall is in full swing
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roof will be single-pitched with a slope of 6 ° and will incorporate light portals. The entire premises will be heated/ cooled via wall convectors of the VRF system and forced ventilated (summer and winter mode with energy recovery). All heat and cooling energy needs will be provided by a VRF type heat pump installed on the roof of the building. Two crane tracks will be installed along the entire length of the hall, and five bridge cranes with a load capacity of two tons will be installed along each of them. All construction and assembly works are expected to be completed in the first week of March next year. After completing all the necessary formalities, we expect to be granted the permit a month later. Currently, several infrastructure projects and renovations are underway. After the construction of the toilets in logistics, the toilets on the floor of the annex of the Trimo 2 hall are now being built, and the works on the ground floor will soon follow. In the immediate vicinity, premises are being renovated which in the future will be intended for the maintenance team (workshop and offices) and on the first floor, premises are being prepared for the offices for operational managers of production, planning, quality control and finalisation technology.
Eccentric press Toni Udrih In July, we installed an eccentric C-shaped press by one of the world's leading manufacturers of eccentric presses. One of the advantages of the new press with reduction is the transmission of energy—in addition to the flywheel and shaft—via a gear. Such a system allows large tonnages at reduced speed, so it is suitable for more demanding work. Its nominal force is 130 tons. The press is equipped as standard with an OMPI brake-clutch unit, a Siemens PLC control panel, a Pilz safety system, an automatic lubrication device and a hydraulic overload system. With the new press, we gained faster clamping of tools and greater precision in workpieces. Another great advantage of the press is the CNC adjustment of the plow and stroke, and it is also equipped with a bar code reader to search for programmes, which allows the programme to be loaded correctly.
excellent support provided by Slovenian company representatives. This machine is the most widespread in the automotive industry, used by most European car brands, and SIP is the first user among companies engaged in agricultural activity using it. In addition to greater accuracy (repeatability of measurements is in the range of 0.4um), the new machine enables automatic measurement of workpieces, and higher measurement speed. On the previous measuring machine, the measuring protocol lasted 40 minutes or more, and when the same protocol is performed on the new machines, it is done in two to three minutes, fully automatically. All this allows us to achieve a larger range of measurements and thus a higher level of quality assurance.
Example of ovality measurement printout with surface scanning
In addition to the new measuring machine, we obtained two hardness testers in the heat treatment department. The first, allows measurement based on the Rockwell scale and the second, on the Vickers scale. The new testing machines enable serial measurement of samples, which speeds up the control time and increases the volume of the measured parts, thus achieving greater repeatability during heat treatment and higher quality of heat-treated parts. Manufacture of hydraulic pipes Aljaž Ožir Due to increasingly complex machines, which no longer have only a few hydraulic pipes, but as many as 150 or more, the need arose in the process to manufacture hydraulic pipes for our own machines. We started in-house production in September 2020 and we produce all hydraulic pipes up to DN19 in the company.
Measuring machine Peter Kračun At the end of September 2020, we commissioned a new 3-coordinate measuring machine in the measuring laboratory, which will slowly replace our previous measuring machine, whose technology has become outdated and was taken over by new technologies in metrology. We decided on this brand on the basis of good references and
With the acquisition of new hydraulics, the number of purchasing elements was reduced by as much as 95 per cent. As the pipes are manufactured for the needs of the next day, the interphase stocks have been reduced and space in the warehouse has been freed up. Hydraulic pipes that are needed for spare parts, can be made on the spot when required. If there is a problem with pipe length, we can make a new pipe in five to ten minutes,
Tilen Ramšak, head of measuring laboratory
Mitja Završnik, head of the heat treatment department
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which saves us from assembly line delays. We can now also make pipes for prototype machines and laser engrave pipe IDs on the connectors, which the current supplier could not provide. Laser engraving of machine plates is another of the acquisitions. This means cheaper production and incomparably better quality of plates. With arranging in-house production of hydraulic pipes, we lowered stock cost of bigger hydraulic sets as they are produced on demand and on time.
elements in weight and dimensions, such as various chassis for trailers and manure spreaders, directly in the welding department.
The workplace is a U-shaped cell. In the middle of the U-shaped cell are storage bins with all the necessary elements for the assembly of hydraulic pipes and sets. Since all the elements are at hand, there is minimal transport of material involved. On the right side of the cell, we have space to make metal pipes. The space is separated by a metal wall with plexiglass, which prevents the passage of dirty particles from the metal pipes to the space of rubber pipes. The space for the production of metal pipes is currently being renovated. New tables, preparations, lighting and more are being made.
“One of the acquisitions enables us to engrave nameplates on machine parts by laser. This means cheaper production and incomparably better quality of plates.
We also started engraving the factory plates of the machines with a laser. With this project, we switched from previous aluminium plates to black eloxiated aluminium plates. The raw plates of the cut-out are cut by us and then engraved on the station shown. The portal crane in the welding section David Štraus In August, we installed a portal crane and a crane track in production. The frame is 30 metres long, 7.5 metres wide and has a load capacity of 3.2 tons. It has four gantry cranes equipped with anti-collision sensors at a distance of 4 metres. It is equipped with an operational hours meter, an overload audible signal and a final press for lift and drop. The acquisition of a gantry crane was necessary so that we could move the “black line” from the assembly department to the welding department. With the portal crane, it is now possible to weld larger
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Hydraulic lifting platform for storage of welding devices David Štraus In October, we installed a hydraulic lifting platform in the welding department for storing welding equipment. We decided to buy it in order to ensure easier transfer of welding equipment to the upper floor. Prior to the investment, the welder had to take the devices up the stairs himself or use a forklift. The load capacity of the lifting platform is 1.2 tons and one person. It is equipped with a cabin made of quality sheet metal, with cabin safety keys, ceiling light and a floor made of corrugated sheet metal. It is hydraulically operated and automatically lowers in the event of a power failure.
Horizontal machining centre Nejc Trampuš In the first week of December, we took over the new horizontal machining centre in the machining department. The new machine will take over the work of old machining centre in about a month, when a comprehensive service will be performed. After the service is completed, both machines will increase the flowability and flexibility of mechanical machining, as the machining capacity at the horizontal centre will double. The machining centre has working strokes of 730x730x880mm and a workbench of 500x500mm. We will install a quick-clamp system for holding devices onto it. This will make it possible to machine the pieces currently being machined at the old machining centre. The centre also has an additionally increased cooling pressure through the spindle, 70 bar, which ensures a higher quality of processing and better tool life.
Compressor Verner Perin Energy investments this year include the purchase of a new compressor. The purchase was urgently needed, as the existing compressors collected 112,000 and 65,000 operating hours in 15 years of operation. Regarding the operating hours, the smaller compressor has exceeded the threshold at which servicing still makes economic sense. The network operation of both compressors was no longer optimal, as the smaller frequency-regulated drive was no longer sufficient to cover the afternoon or night
shift due to the changed machine fleet and the nature of the work. As a result, a larger compressor that did not have a regulated drive had to be turned on and off too often. All this has resulted in increased electricity consumption and fluctuations in operating pressure between 6.6 and 7.6 bar, which of course is not good for work plants, machines, devices and preparations. With the new compressor, the frequency control with a 75kW HPM hybrid engine allows the adjustment of air consumption with the highest efficiency in the entire range from 3.23 to 14 m3/ min. Therefore, the pressure in the entire network is practically constant at 7.1 bar, which is a big gain compared to the old compressors. The new, patented type of electric motor uses permanent magnets in the rotor, has virtually no wear parts, is very small, has minimal heat loss and is particularly suitable for use with a frequency regulator and allows an infinite number of starts. In the compressor station, the old compressors are still in operation from time to time. After two months of operation, it is evident that with the normal need for compressed air, the new compressor operates with a capacity of 65 to 70 per cent. The control mode is set so that only the new compressor operates, and the old two turn on automat-
“Frequency control with a 75 kW HPM hybrid engine allows you to adjust the air consumption with the highest efficiency in the entire area.” ically in the event of a new compressor failure and in the event of an abnormal current load, which has happened in the past. As part of the renovated compressor station, a new energy distributor R-VARILNICA-2 was made for the distribution of electricity for all consumers in this part of the hall (compressors, boiler room, CO2 station, future new air conditioner). We expect that with the investment in the new compressor, the compressed air supply will be of high quality and reliable, the pressure in the system will be constant, and the savings in electricity consumption due to frequency regulation in the entire operating area will be reduced by 20 per cent. 27
SIP projects
Digitalisation projects and other improvements We invest in the future and thus the digitalisation of processes in all areas where it makes sense. In addition to the improved printed instructions for the management of SIP machines, we are about to implement a number of digital projects that will enable even more efficient work and communication within the company, as well as between partners.
In order to improve the user experience, we have designed several important projects in the field of digitalisation, which occupy all phases of the sales process (both pre-marketing and sales and after-sales phase). SAP HANA Innovation without borders in a database management system. Data Management Company Foundation. Implementation was carried out in 2020.
PIM Product Information Management provides powerful tools to enrich product information and distribute it across multiple channels. Implementation is planned for 2022 and will be primarily intended for the marketing department.
HALIFAX Product Information Management (PIM) offers powerful tools for publishing product information and distributing it on multiple channels. Implementation is scheduled for 2021 and will be primarily intended for the after sales phase.
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INTRIX CRM “Our new customer relationship management system offers a 360° overview of our customers and their needs. Implementation is planned for 2021 and will be intended primarily for the sales phase.
Improved Instructions New step-by-step assembly instructions with pre-packaged components will save you time in the preparation phase of the machine. Improved manuals will be introduced in early 2021. Assembly instructions are created ac-
cording to the “Step-by-step” principle, which significantly shortens the time of the final assembly of the machine and facilitates the work of the technical team. Instructions for more demanding compositions are provided with video instructions.
EU type – approval All trailers and towed machinery are now type-approved in accordance with EU Directive 167/2013.
Certification, Quality Assurance and Technical Control Company
SIP studio for the execution of webinars and distance training For the purpose of performing distance training, we now also have our own studio in SIP to help record video instructions and carry out webinars. 29
Anja Jurko
SIP promotion
New website, new user experience Online presence is an important presales and aftersales phase of the purchasing process in our industry as well. We undertook the revamp thoroughly, considering how we will upgrade the website with new services in the next few years.
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We started the process of developing content and design two years ago, and in early 2021 we introduced a new online image. The updated website is tailored to the requirements of today's user and allows for a better interactive experience. Unique, recognisable image With its creative image, the new website covers the refreshed photo language, which was renovated for social media purposes as early as at the beginning of the year. From now on, we also communicate on two levels on the website with photos, where the focus of the photo is always on the machine, which stands out in a red-anthracite SIP colour combination. One level is the way of communicating with photos of the machines in the hall, and the other way is the photo approach of the machine while working in the natural environment. With the new photo approach, we indirectly express
our values. The company colours (red, anthracite/black) and strong green grass colour are the three distinctive colours that separate us from competition. With its consistent use in the past, the photo style of the machines in the hall has become our trademark in communication. The uniqueness of this style is emphasised by the black and white background, and this year's upgrade is a look at the environment associated with a specific type of machine and shows the result of working with it: mowing grass, raking, scattered grass or swath when presenting manure spreaders. We have added a new one to this type of communication, namely photos of machines in a natural environment, where the result of the work of the machine is highlighted in green. This detail gives the photos uniqueness and strong visibility and announces that we are building a trustworthy relationship behind all our activities.
Simple use The website is now available in four language versions, with the aim of providing potential buyers with the easy and shortest path to purchase the machine or solve the problem, and find the necessary information regarding service, purchase of spare parts and general support. The new interactive website offers more transparent access to the search menu, which is divided into four main areas: products, sales, support and company information. Under the SALE tab, we enable easy search by categories of presented machines and their advantages, which are reflected in professionalism and robustness. Under the SALE tab there is a sales network, the structure of which enables flexible, easy searching of SIP distributors, machine dealers, service technicians and SIP spare parts dealers, according to the selected country. The products references, news, events and media centre offer useful information from the sales field, responses from satisfied customers, partners, best practices in the preparation of quality forage, professional and useful advice, developments at home, in the company and worldwide, as well as general and interesting information in the field of agricultural machinery. You can also find the financing options under the sales tab. The SUPPORT tab provides all necessary, professional information regarding service and complaints, advice, spare parts and product documentation. Under the COMPANY, you will find information about the company, its history, tradition and origins, other values, mission, our production, employees, and job calls, as well as information for shareholders. In the future, we will also upgrade our website with the “dealer login” portal, which is intended for registration of our partners. On a special subpage, each partner will find all the necessary and customised useful information, as well as access that will allow them easier business cooperation. 31
Connection with social networks The new website also offers integrated buttons for accessing SIP channels on Facebook, Instagram, YouTube and contact forms, as well as subscription to the SIP newsletter. With this, we communicate to customers, partners and other visitors that we are active and want to maintain constant communication with them. We have prepared a variety of content for them, which, depending on their preferences, may be of interest to them.
“The new website is now available in four language versions.” 32
Continuous improvement process Because a website is a living world, work on it never really ends. The launch of the renewed website is only the first step; at the same time, it is the beginning of new ways, as with the new image we are even more actively building brand recognition and communication with the market. We will thus upgrade the website with new content, develop additional features and improve existing ones. The list of planned activities is full, but in marketing we will be very happy to hear your comments, ideas and suggestions for amendments.
SIP view
Mihael Miheljak
INTERVIEW:
Nicoló Roveda “The market is outside in the field. It’s not in our office” The performance of the leading distributor of agricultural machinery in Italy is the result of the efforts of several generations. We talked to Nicoló Roveda about his beginnings, challenges and also about how he sees working with SIP. He also confided in us how his private life thrives despite all his obligations.
ny when my father suddenly passed away. When I started, the largest part of our business was selling tractors. Today we concentrate on implements only, covering the full demand for arable and dairy farms. We always try to select brands with professional products to differentiate ourselves against the cheap Italian producers.
Company SAVE was established in 1956. What was the company like in 1958 when your father joined the business? The company was founded to import Welger and Stoll equipment. Today we still sell Stoll and we see this as proof of the fact that we look for long-term relationships with suppliers and dealers. In 1960 we started with Amazone which is now our biggest supplier. The best market share is obtained with historical brands and significant success can be achieved only in long term consistency and persistency in the market.
You are very passionate about your work and products in your portfolio. Owners of big companies typically assign a product manager to a new brand and let product managers do all the presentations and training. But in your case, you've prepared all the necessary training tools yourself. You started to promote our brand among your dealer network, mostly by yourself. Where did your passion come from? What you are saying is not completely correct. I have a very good salesman which did most of the job and a very good after-sales team. On the other hand, Roveda is a heavy name to carry. We are very respected and I use my name to start a process and a project that I consider very important for our company. Presentation at our farms, visit with dealers at SIP, and a first visit to our main dealers as the starter of the project. From that point, SAVE is very well organised and everything runs like clockwork.
When did you join the family company? Has the agricultural industry always been a part of your life? You can tell us more about SAVE? I start working for SAVE right after I finished university in 1995 and my sister and my cousin started 10 years before me. From 1997, I took over the management of the compa-
Nicoló Roveda is a director of our Italian partner SAVE s.p.a. He joined the family business 25 years ago and has managed it for the last 23 years.
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Your company was observing SIP for a long time. Could you share with us why you haven't decided to cooperate with us back then, and what convinced you in 2018/2019 to reconsider the partnership? When I visited SIP after 7 years for the second time, I noticed many positive changes. At first, people were very motivated, products renewed and well designed, and at the same time, I noticed large investments in the modernisation of production and the factory. For me, they were all positive signs of good cooperation in the future.
Nicoló Roveda during preparations for the SIP dealer conference, July 2019 Milan - Italy
“One of the main advantages of SIP is its diversity and wide range of products.”
“The new player was very well received in north and central Italy.”
What is your view on SIP products and services compared to the rest of SAVE's product portfolio? I am generally satisfied with SIP products, the quality is definitely at a high level. As an organisation, you have progressed in sales. Opportunity for improvement I see mainly in the finishing details, solving mistakes, and after-sales and support activities. Any machine can break but this could be a resource as well if we can show our customer how efficient we are in providing solutions. From your perspective, how did the Italian market accept "a new" player in your portfolio? In the north and centre of Italy, we got very good acceptance. The old supplier was not accepted anymore due to lack of range and quality of the product. On the other hand, the dealer network was there and it was relatively easy to get started. It was a different story in the south and on the island where the main product is the single rotor rake. STAR line is very professional but too expensive for this market and therefore we encountered some more difficulties but we won't give up. It is a question of time because any market will move to more professional products and it will happen in our southern region as well. If we look at the Italian market. You have Pianura Padana in the north, the central agricultural region in Italy, the Apennines in the centre of the country, and specific rocky regions in the south and the islands. How do you manage to cope with such diversity in the market? What are the main challenges you are facing?
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It is just more fun for us. We have a huge diversity in our market and we well from the very basic alp line up to very professional. We are used to it with any of our suppliers and one of the main strengths of SIP is exactly the complete product range. This was one of the main reasons why, during the last few years, we were on the lookout to start a cooperation with you. We often talk about the fact that customers are not just customers, but also our partners. Your dealer network consists of more than 100 dealers, and we believe that you have excellent relations with all of them. In July 2019, you organised a stunning SIP introduction conference on your farm near Milano. We were impressed with your effort of inviting nearly all of them to the introduction session of the SIP brand on your farm near Milano in July 2019. What would be your advice on how to build such a relationship with customers? As it has been said before, the success of a company is not built in a day. It is a question of being loyal, acting correctly with our dealers at any time. We gained the respect of our partners over decades by doing a professional job made possible by two generations. Wherever I go, whoever I visit, I always find an open door because in one way or another all dealers know about SAVE and the way we work. We have several dealers who have been working with us for 50, 40 or 30 years and with a lot of them, we have a very familiar relation. This way of working is our trademark and this is the main attribute that separates us from large corporations, where personal relationships are often lacking. This is why we received our partners on our farm, offering food there rather than at a restaurant. We are a family company and we are proud of it. This year we can't go visiting our partners, due to the current situation with the pandemic. Customer support faced serious challenges due to the complete lockdown. How did you cope with the given situation? How did you manage to stay in contact with your customers? It was a very difficult task and again our relationships were of great help.
Dealers simply rely on us and even if our visits were not so frequent we did not suffer that much. For sure in normal time we would have achieved better results. Introducing a new brand without having the chance of making active promotions like a presentation at the dealer's place or more visits at the SIP plant was a limiting factor especially for SIP which is somehow a newcomer in the market. Your professional career requires a lot of travelling. Does that mean you have to make sacrifices in your private life? How does your family support you, and who is Nicoló Roveda in his free time? I was lucky to marry a fantastic girl who always supports me. I am lucky as well to have my sister and my cousin in the office. I have been fortunate to find very good employees who are very professional and over the years we have built an organisation that works very well. The combination of all of these factors was leaving me the time to travel everywhere. The market is outside. It is not in our office. After 25 years all I can say is that I know every single corner of the Italian market and this is the knowhow we carry as a company. Anyway, I still have enough free time for myself and I am enjoying life with my family and my friends over the weekend or on holiday and I am still able to ride 5000 km with my bike every year. I feel good!
Nicoló Roveda during the presentation of SIP machines.
The Roveda family owns an estate with a farm in the vicinity of Milan. Last summer, the farm organised a dealer conference for its partners with a presentation of the entire SIP line.
SIP and SAVE teams
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SIP MOWERS DISC ALP
DESIGNED FOR SAFE WORK ON STEEP TERRAIN
www.sip.si
Robust hay harvesting
@SIPGreatBritain
