Inside AgriTurf

In this festive episode of 'Inside Agri-Turf', I recap highlights from recent episodes.This is episode 135, and I thank all those who tune in and listen to a stellar line-up of guests in increasing numbers, and to all guests over the past five years, thank you for your contributions, wisdom and experiences.The podcast will return towards the end of January - after we have completed a house move.Below are the time-links to all the extracts in this episode - all the full versions can be found on the Inside Agri-Turf website00:00 Welcome to the Festive Episode02:12 Keith Christian04:14 Robin Lennie Rewind06:10 Geoff Webb07:30 Dr Mark Moore10:28 Mark Earles16:48 Anna Jones Rewind19:47 Stephen Howarth22.15 Jane Craigie24:10 Martin HamerInside Agri-Turf is devised, recorded, edited and published by Chris Biddle

"I don't want to upset farmers who buy my tractors - or butchers who buy my beef cattle"A view from both sides of fence on the current farmers stand-off with the Government over inheritance tax from Martin Hamer, National Sales Manager for AGCO's Fendt tractor brand - and a farmer himself and active member of the National Farmers Union.Martin shares his concerns about keeping the public onside during any demonstrations or disruptive actions. He discusses the possible involvement of Jeremy Clarkson - and how the breaking up family farms would be harmful to the variety of agriculture in this country and the value of a well-tended countryside.LINKS. Fendt tractorsNational Farmers UnionAgricultural Engineers AssociationInside Agri-Turf is devised, produced , edited and published by Chris Biddle

Chris discusses the ongoing standoff between the farming community and the UK government over inheritance tax and its potential impact on British food production.Guests Stephen Howarth, an agricultural economist, and Jane Craigie, a leading agri-food marketeer, share insights on current market trends, the effect on tractor and machinery registrations, and the broader ramifications for the agricultural supply sector. The episode also explores the emotional and financial strain on family farms and the role of supporting industries in mitigating these challenges.02:12 Introducing the Guests03:13 Stephen Howarth16:20 Jane Craigie38:44 Conclusion and Next Episode PreviewLINKSAgricultural Engineers AssociationJane Craigie MarketingPodcast websiteInside Agri-Turf is devised, produced, recorded and edited by Chris Biddle

In this rewind of an episode published in January 2023, Chris talks with Anna Jones, a journalist and founder of Just Farmers. Anna discusses her background, growing up on a family farm on the Welsh border and her career in journalism, including working on the BBC's Countryfile. The conversation explores her motivations behind founding Just Farmers, an organization dedicated to providing media training to farmers, and her book 'Divide,' which addresses the disconnect between urban and rural communities. Anna sheds light on the challenges and successes of bridging these communities, the impact of public perceptions on farming, and the importance of honest, human storytelling in the media. The interview also touches on contemporary issues facing farmers, including food prices, self-sufficiency, and the influence of public figures like Jeremy Clarkson and George Monbiot on the industry's image.LINKSJUST FARMERS websiteCLICK for Divide on AmazonInside Agri-Turf is devised, produced, edited and published by Chris Biddle

Chris Biddle continues his conversation with David Kirschner, who discusses the challenges of promoting this niche yet crucial industry and the steps taken to secure better funding for apprentices. He details a critical meeting at Pershore College in 2018 where he outlined the industry's needs, reflecting on the progress made despite initial funding hurdles. Kirschner also highlights the role of social media and technology in advancing the industry's visibility and career opportunities. The conversation is a deep dive into the meticulous effort required to secure necessary resources and recognition for a sector often overshadowed by more well-known industries.A Perfect Storm: David refers to the supporting document he wrote for the formal application for increased funding for Apprentices in Land-Based Engineering. READ IN FULLPost a Review: You can post a review of this episode on our website CLICK HEREPhoto: David receiving the 2017 Service Dealer Outstanding Contribution award presented by Trish BiddleLINKSLandbased Engineering Training and Education Committee (LE-TEC)Agricultural Engineers Association (AEA)British Agricultural and Garden Machinery Association (BAGMA)Institution of Agricultural Engineers (IAgrE)We are Landbased EngineeringInstitute for Apprenticeships and Technical Education (IfATE)

In this two-part episode, Chris is in conversation with David Kirschner, a seasoned agricultural engineer and consultant in the land-based engineering industry.David shares his extensive experience, from his early career as an apprentice in tractor servicing to influential roles with several tractor brands including Massey Ferguson, Renault and Fendt. He discusses the evolution and challenges within the industry, including the pivotal We Are Land Based Engineering campaign, the launch of the LTA scheme, and the impact of the Richard Report on apprenticeships. David also touches on his personal battle with health issues and his relentless commitment to improving the sector's professional standards - mostly behind the scenes and out of the limelight.LINKSAgricultural Engineers Association (AEA)We are Landbased EngineeringInside Agri-Turf is produced, edited and published by Chris Biddle chris.biddle@btinternet.com

Chris Biddle welcomes Mark Earles of Makita UK, the President of the Agricultural Engineers Association (AEA), to Inside Agri-Turf, where they delve deep into the intricacies of the agricultural engineering sector. The conversation begins with a reflection on how the industry has evolved over the years, particularly in light of recent challenges and opportunities, such as the ongoing sustainability discourse. Mark shares insights from his early career, emphasizing the importance of adaptability in engineering roles. He recounts his pathway from aircraft engineering to the outdoor power equipment market, illustrating how diverse experiences shape one's professional journey. The discussion opens with the critical role of agricultural engineers in ensuring food security and the necessity for a renewed appreciation for farmers and engineers alike.LINKSAgricultural Engineers AssociationWe Are Landbased Engineering campaignEuropean Garden Machinery industry Federation

Dr Mark Moore, the Director of Government Affairs for AGCO Corporation in Europe and President of the Institution of Agricultural Engineers (IAgrE) shares his inspiring journey from a modest academic background to a key position with a global farm machinery corporation. He discusses the critical role agricultural engineers play in addressing the challenges of feeding a growing global population, emphasizing the need for innovation and collaboration across the food production chain. Mark's experiences, including overcoming a life-threatening illness and his extensive work in precision farming, highlight the importance of practical knowledge and adaptability in the industry. Throughout the conversation, he underscores the necessity for engineers to work closely with farmers, policymakers, and various stakeholders to create effective solutions for sustainable agriculture which is the theme of the upcoming IAgrE Conference.LINKSInstitution of Agricultural Engineers (IAgrE)IAgrE 2024 Conference: 'What we want from Agricultural Engineers' 6 NovemberINSIDE AGRI-TURF WEBSITEHome page and Join Mailing listClick on links to Leave a Review or to ContactInside Agri-Turf is produced, edited and published by Chris Biddle chris.biddle@btinternet.com

Chris Biddle is in conversation with Geoff Webb, the Chief Executive of the Grounds Management Exhibition (GMA). The episode spotlights the GMA's upcoming SALTEX trade exhibition, highlighting its significance to the turf management industry. First, they pay tribute to Derek Walder, rightly referred to as Mr SALTEX. Now in his late 80s, Derek is retiring this year having worked on and managed 42 editions of the trade show.Geoff talks about the ongoing evolution of the show and its role in connecting important stakeholders from government bodies, leading sporting bodies and influential buyers to suppliers and those working in an increasingly important sector.The discussion also touches on the increasing pressures faced by grounds teams as the demands of modern sports grow, emphasizing the need for adequate resources and support for these professionals. With a focus on innovation and education, this episode showcases how the GMA and SALTEX continues to be a pivotal platform for the industry's future.LINKSGrounds Management Association (GMA)2024 SALTEXGrounds Management FrameworkInside Agri-Turf is produced, edited and published by Chris Biddle chris.biddle@btinternet.com

In this 'Views from the Long Grass' feature, Chris and Keith Christian discuss the proliferation of turfcare shows such as SALTEX, BTME and now Groundsfest and ask whether this is overkill for a small industry.Keith shares his experiences from decades in the sector, including memorable moments and insights into what makes an effective trade show. The episode also touches on possible changes and considerations for future events, balancing indoor and outdoor formats, and the importance of ‘pressing the flesh' at these events.Inside Agri-Turf is devised, recorded and edited by Chris Biddle chris.biddle@btinternet.com

Chris Biddle revisits a 2020 interview with Robin Lennie, former Managing Director at Stihl GB recorded during COVID-19 restrictions. The conversation highlights Robin's 30 year career, Stihl's business growth, and the impact of the pandemic on his retirement plans. It also explores the dynamics between manufacturers and dealers, especially relating to changes in distribution channels and strategies as Robin reflects on the importance of effective communication in managing change.The episode concludes with Chris discussing the dealer reaction to Stihl's recent policy changes and emphasizes the need for maintaining strong dealer relationships.

Chris Biddle announces the comeback of his podcast, Inside Agri-Turf, after a summer break.He reflects on his extensive career in the land-based engineering industry and expresses his passion for sharing stories and insights about farm and grass machinery, and introduces new podcast features, such as 'A View from the Long Grass' and 'What Happened Next?' There are previews of upcoming content, including industry trends and pivotal events like Stihl's product distribution shift to Screwfix and a forthcoming update on heritage engine maker Briggs Stratton who have just emerged from Chapter 11 bankruptcy.He discusses the challenges faced by the industry, the future for garden machinery dealers and weather impacts. There is also a telling comparison of agricultural engineering with Formula One and he addresses the often-underappreciated role of turf professionals, defending their craft against recent derogatory comments.

After four years, I have decided to bring down the curtain on my Inside Agri-Turf podcast for reasons that I explain during this episode.It's been an exciting and highly satisfying journey that I would not have missed for the world.Huge thanks to all the wonderful guests from all over the world who contributed their time and expertise on a range of thought-provoking episodes - and to the listeners who tuned in and download almost 12,000 episodes. Sincere thanks to some special contributors for their valuable help and advice, including:St John Craner, rural sales and marketing guru in New Zealand Agrarian LtdDan Pratt, Customer Service specialist DAP ConsultancyWesley Baker of Founder of Canterbury AI Wesley BakerLISTEN to the full first regular episode with Ruth Bailey and Keith Christian from June 2020VIEW all the episodes since 2020Thank you and best wishes to everyone engaged in land-based engineeringChrischris.biddle@btinternet.com

This is the first of a series of monthly episodes called AGRI-TURF AGENDA, an audio magazine with some of the current news stories of interest or relevance to the land-based engineering community.This February 2024 issue carries the news of the collapse of the Small Robot Company. Whether small scale could be better than big scale farm autonomy featuring Kit Franklin? Could the tractor become a political weapon in the UK with an eye-witness report from Dan Pratt in Paris? Why have I recently had a battery implanted in my back? The overkill of turf shows.01:56 Small Robot Company runs out of runway09:20 Retro-fitting existing machinery for an automated farm.12:15 Why have I recently had a battery implanted in my back? 14:45 Could tractors become a political weapon in the UK?22:20 An over-kill of turf shows? INSIDE AGRI-TURF WEBSITEEpisode produced, hosted and edited by Chris Biddle

What is the media today? It used to be newspapers or magazines - or broadcast media, television and radio. Today, anyone can be a ‘journalist' spreading news, views, comment and opinion through social media – that is largely unrestricted and unregulated.To help me answer that question, I'm delighted to be joined by Andrew Harvey for 30 years a main presenter for BBC Television News, and latterly for ITN. After leaving the television arena, Andrew set up and now runs Harvey Leach, a media training company.During this episode we cover the value of establishing good press contacts, and also advice on how to react when a crisis situation attracts the interest of the media.Andrew also provides a fascinating insight into his days presenting television prime time news bulletins.LINKHarvey Leach Media Training

Dan Schultz describes himself as an agribusiness psychotherapist - an eye catching description if there ever was oneWithout the need for a ‘patients' couch, Dan helps agri-tech companies around the world think differently about how they market and commercialise their products for this new software driven age.He says that the evolution of agriculture will be more about the evolution of business models than new pieces of equipment or technology.Despite that, Dan is not an exponent of ‘in with the new, out with the old'. “Although we will be working in this super, highly technical software age, the one thing that is never going to change is that you are selling to a farmer, you are selling to a business, you are selling to a person'Dan Schultz website Dan Schultz on LinkedIn

I've taken extracts from Inside Agri-Turf episodes over the past four years, featuring some of the women who have successfully carved a career in land-based engineering so helping to counter the image of it being a male dominated profession.The episode includes a tribute to the late Caroline Drummond MBE, the driving force behind LEAF who died in 2022 at the age of 58. She had appeared on a panel discussion on Agricultural Engineering and the Environment, recorded in February 2022 just weeks before her untimely death.The guests featured in this episode are:01:30 Caroline Drummond MBE (LEAF) - full episode10:26 Marion Perrett-Pearson (Severn Trent Water) - full episode15:12 Laura Bassnet (Ernest Doe Ltd) - full episode25:15 Lauren Savage (AP Air Europe) - full episode32:00 Poppy Burrough (JCB) - full episode

Today I'm introducing a new show IN THE MIX. During the past three year over 120 guests have featured on the Inside Agri-Turf podcast. All have had tales to tell, advice to pass on and experiences to relate that are relevant to those working in this extraordinary land-based engineering industry.Tucked away in our back-catalogue are some wonderful contributions, some a reminder of challenging times such as working through the pandemic.IN THE MIX will be published monthly in addition to the regular output.Extracts featured in this first episode, together with time-stamps are:04:20 The Role of Trade Associations (Episode 2) featuring Ruth Bailey (AEA) and Keith Christian (then BAGMA) on how the associations worked together during COVID-1912:22 From Tanks to Tractors (Episode 24) with Jeremy Gibbs of Forces Farming and Will Foster, Ben Burgess Ltd on opportunities in land-based engineering for those leaving the Services25:58 The Road to Resilience (Episode 114). Ultra runner Andrew Findley on the ways to meet and conquer those times when the going gets tough in business and in personal life.27:42 World Cup to Grass Roots (Episode 69). Keith Kent headed the pitch management team at Manchester United's Old Trafford stadium for 15 years, before being appointed to lead the pitch management team at the Rugby Football Union's Twickenham stadium

Small businesses (SMEs) are the heartbeat of the UK economy with almost 400,00 founded each year by those with a desire to follow their dream. But who supports the founders? In this episode I talk to Ollie Austen, co-founder of the peer-to-peer networking group Start-up2standup.Started in 2020, the group is tailored exclusively for start-up founders who wish to connect with other entrepreneurs to learn, share ideas, seek answers and access talks and events to help improve and grow their business.There are around 5.6 million SMEs in the UK, which is defined as a business organisation with 1-49 employees – but revealingly 5.3 million of those are classified as micro-SME's with 1-9 employees!LINKStart-up2standup

In the first of a two-part episode on staffing, PAUL HARRIS of Real Success Ltd provided down-to-earth and practical advice on RECRUITING the right staff. He advised employers not to panic when faced with sudden staffing needs. Careful planning is necessary to identify likely candidates, leading to crafting an offer of employment - with legal obligations.In Part 2, Paul focusses on RETENTION. He says that clear, upfront and two-way communication with all members of staffing on a regular basis is the golden rule for ensuring, as far as possible, that loyal, skilled staff - stay loyal. Good working conditions and positivity will often outweigh issues of money.Paul Harris's 'Magic Formula'(S+K+A) + A = P(Skills + Knowledge + Attitude) + Alignment = Performance ScorePaul explains at 20:42 LINKSReal Success LtdLISTEN to Paul with Part One on Recruitment

Possibly the biggest challenge facing businesses today is recruiting the most suitable staff, and then taking every step necessary to ensure that they stay in the company or organisation.In a two-part episode on Recruitment and Retention, I talk to Paul Harris, the founder of Real Success Ltd, a company specialising in meeting the staffing requirements of the farming community. His down-to-earth and highly practical advice is relevant to the land-based engineering sector – or any business without a fully functioning HR department.In this first episode, Paul advises not to panic when faced with sudden staffing needs. He says careful planning is necessary and clear steps to identify candidates, leading to crafting an offer of employment with legal obligations.LINKSReal Success LtdIndeed.com Real Success Indeed website

Andrew Findley is an experienced competitor in ultra endurance running events ranging from 200 km races in the 50 degree heat of the Sahara to a 300 km race across the French Alps in the biting cold - whilst climbing the equivalent of Everest three times.The quality that all competitors need in such events is resilience – which can simply be summed up as the ability to keep going. In other words “When the going gets tough, the tough get going”.But it is never just about toughness, there are many other qualities that Andrew has discovered during the events.Today, Andrew is a motivational speaker talking to groups and businesses about resilience. Of being able to cope successfully with the bad or difficult times – and you can be assured that Andrew experienced many of those during his participation in extreme conditions.In this episode, Andrew talks about the conditions he faced, and what he found out about himself during the events that could help those facing challenges in business or life itself.A link below will take you to an article Andrew wrote for Sorted magazineLINKSAndrew Findley website Article: The Road to Resilience

In this episode, St John Craner, connects the two important elements of The Art of the Sales Conversation, that of listening, and then asking the right questions at the right time and in the right way.He says "I think it's really important that if you want to succeed in sales, you need to be a student of psychology. You need to get curious and study the basic laws of human nature and behavior. Psychology is a rural sales superpower; of that I'm absolutely convinced""There are three magic words that you should always say in your conversations, if you want the conversation to keep going. They are 'Tell me more'. ."LINKSThe Art of the Sales Conversation - Part OneSt John Craner on LinkedInWebsite

AriensCo, the US parent company of British lawn tractor maker, Countax have announced that the production of both Countax and Westwood tractors at Great Haseley in Oxfordshire will cease by the end of 2023 –the Great Haseley site will be used as a sales and service operation for the home market only.The Ariens statement suggests that there is no future for Countax or Westwood garden tractors made in the UK, or anywhere else - and have confirmed that there are no plans to use the Countax or Westwood brand names in the future.In this episode I look back over the extraordinary + 30 year history of Countax which started in 1990, and includes extracts from an interview I recorded in October 2021 with the founder Harry HandkammerCountax UKAriensCoEpisode produced and edited by Chris Biddle

In the first part of his series of The Customer is always Right, Dan Pratt, founder of DAP Consultancy talked about different types of customers, their behaviour, and ways of successfully diffusing difficult situations. In this episode Dan says that receiving a complaint should often be looked at as a positive business opportunity – and at relatively low-cost.He also talks about goodwill gestures which can often work wonders - and how to practically deal with negative on-line reviews which are often unjustified.LINKSDAP ConsultancyEPISODE NOTES: The Importance of Creating Goodwill amongst CustomersLISTEN TO PART 1 of The Customer is Always Right?ROUND TABLE PANEL with Dan Pratt. Interested? EMAIL Chris for details

The recent New Scientist Live event in London, provided the farming and food producing industry with a wonderful opportunity to present its credentials to a largely non-rural audience - and to children.Reflecting on the event and the ‘terrifyingly insightful questions', are Anna Eccleston, Commercial Director for the Farmers Weekly, Richard Charles, After Sales Manager, AGCO Corporation and Daniel Fasham from the Agricultural Engineers Association (AEA) who was representing the We Are Land-based Engineering campaign launched at the end of 2022.The We Are . . . campaign organised and manned an information point and quiz - and acted as a gateway to the machinery and interactive displays provided by AGCO, John Deere and Kuhn UK in the land-based engineering section LINKSNew Scientist LiveFarmers WeeklyWe Are Land-based EngineeringAGCO CorporationJohn DeereKuhn UK

'The Customer is Always Right' was a mantra instilled into staff by Gordon Selfridge when he opened his landmark London department store in the early 1990s.Does that still hold true for businesses in the 21st century?Dan Pratt, founder of a customer experience agency DAP Consultancy says "Yes . .except when they are wrong!"Dan has worked in customer relations most of his career in a variety of industries. He once manned a customer complaints phone line "being shouted at for 8 hours a day"In this episode he describes the different types of customer, and how to categorise and deal with complainants. He also talks about ways of combatting negative, and often unjustified, online reviews.This the second episode in our new podcast The Agri-Turf Academy Show and ideally complements the first episode on selling by St John Craner (link below). DAP ConsultancyThe Art of the Sales Conversation by St John Craner

The first episode of The Agri-Turf Academy Show, a new podcast to complement the Inside Agri-Turf shows which have notched up over 10,000 downloads and featured more than 100 guests from across the land-based engineering sector.This opening episode, The Art of the Sales Conversation (Part One) is delivered by St John Craner, (pronounced Sinjin) founder of New Zealand-based Agrarian, a leading rural sales and marketing company.St John's key message is 'The problem with sales, is selling. Stop selling and start serving'LINKSAgrarian St John Craner LinkedIn

To complement this Inside Agri-Turf podcast, I am delighted to announce the creation of a new show.The Agri-Turf Academy will focus on people not products. It will publish episodes of relevance to anyone working in, or associated with, the land-based engineering sector featuring advice and tips on sales and marketing, customer relations, recruitment and retention, display and merchandising, well-being issues, social media - and much more.All delivered by experts in their field.This episode includes brief extracts from two of the early episodes, both focussing on the most important person to your business, the customer. These are:The Art of the Sales Conversation by St John Craner, who runs Agrarian, a leading New Zealand based sales and marketing specialising in rural salesThe Customer is Always Right? by Dan Pratt founder of DAP Consultancy, specialising in helping companies sharpen up their customer experience

Described as the World's Greatest Festival of Ideas and Discoveries, New Scientist Live (NSL) will this year have Farming and Food Production as its largest feature. The 2023 edition of NSL will be held from 7-9 October at ExCel London.The talks and hands-on visitor experiences featuring the innovative and ground-breaking ways that food is produced is being curated by the Farmers Weekly in partnership with a collective of commercial and educational partners from across the agricultural sector.In this preview of the event, Anna Eccleston, Commercial Director and Project Leader at the Farmers Weekly and Kit Franklin of Harper Adams University, one the speakers, talk about how their initial displays at the 2019 NSL proved highly successful - and why an enhanced presence at NSL 2023 will aim to inform and educate consumers of the route from farm to fork utilising the latest state-of-the-art technology. LINKSNew Scientist magazineFuture of Food and Agriculture NS micrositeWe Are Land-based EngineeringJohn Deere LtdAGCOKuhn Machinery

"The greatest thing since the Industrial revolution" are amongst the opening words by Wesley Baker, Founder and CEO of Canterbury AI.In this podcast, Wesley provides an overview of the likely impact that Artificial Intelligence (AI) will have on us all in clear and no-nonsense language.AI is not here to take jobs, if it does, they will be replaced quickly, he says. It will certainly reduce workloads and massively improve service and productivity.He also says that a lack of funding for research and development is not reaching small, innovative companies who are the backbone of this country.WebsitesWesley BakerLinkedInCanterbury AIBlue Strawberry

This episode is another in a series I'm calling The Franchise Jigsaw. And who knew that the collective name for a jigsaw enthusiast is a dissectologist? My guest is David Hart, Managing Director of Kubota UK and President Business Transformation Kubota Europe BV.As the consolidation of the UK farm machinery dealers network continues, so companies such as Kubota are taking the opportunity to offer a replacement main franchise to dealers who have been sacked by a major brand, or have decided to change their lead franchise due to unacceptable terms and conditions being offered.However, as David explains the task of putting together a workable franchise territory for new dealers is never easy nor straightforward, particularly if several branches are involved.And what are the priorities for manufacturers when they appoint a replacement new franchise?David's experiences have confirmed that manufacturers in this position should always 'expect the unexpected'

A year after first publishing a comprehensive listing of the UK's Biggest Farming Dealers ranked by turnover exclusively for the Farmers Weekly, I catch up again with freelance agricultural journalist Peter Hill to deep dive his latest report..The original report published in 2022 was based on dealers' financials for 2020, the latest published a few weeks ago reflects the figures for 2021.A total of 45 dealers make up the listing, all of whom have a turnover in excess of £30 million. 2021 appears to have been a recovery year following the impact of Covid with all dealers in the list showing increased turnover despite supply problems.The reports once again vividly illustrates the on-going consolidation in the UK dealer network.Access the reports2022 Report (2020 year) 2023 Report (2021 year)

After a summer break, Inside Agri-Turf podcast returns for the Autumn, Winter, Spring season. Here are excerpts of episodes already recorded and news of an exciting addition for the Agri-Turf community. Forthcoming episodes are:24 August 2023: THE FRANCHISE JIGSAW 1: Featuring freelance agricultural journalist Peter Hill talking about his published reports for the Farmers Weekly on Britain's Biggest Farm Machinery Dealers based on 2020 and 2021 financials. 2020 Report 2021 Report 31 August 2023: THE FRANCHISE JIGSAW 2: David Hart, md Kubota UK talks about the manufacturers role when a dealer switches its lead franchise from a competitive brand to Kubota.7 September 2023: The use and likely impact, positive and negative, of AI (Artificial Intelligence) on small business by Wesley Baker, md of Canterbury AI Ltd.14 September 2023: First in a two-part series, St John Craner, md of Agrarian Ltd, a leading rural sales company based in New Zealand, will talk about The Art of the Sales Conversation

How would Aidan, Aileen and Aimee - the clue lies in the first two letters of each name – describe the attractions of land-based engineering?I have produced this episode using ChatGPT, posing questions, refining the text responses, using the read-aloud feature, allocating appropriate voices and recording for this podcast. You cannot edit the text in ChatGPT, so you hear the actual responses. Commentators believe Artificial Intelligence could be the single greatest human achievement, but critics argue that it has the potential to be the most destructive.I only participated in the foothills of ChatGPT, there is much greater sophistication being developed daily. As I recorded this episode, UK Prime Minister Rishi Sunak was in Washington meeting US President Joe Biden with the implementation of controls on AI development high on the agenda.A thought? Given that everything in cyberspace has been created by humans, I wonder whether the saying ‘garbage in, garbage out' still holds true?I have put a transcript of the ChatGPT ‘conversation' on the Inside Agri-Turf website which you can access HEREThe human campaign to encourage greater understanding and participation is outlined on the We Are Landbased Engineering website

PODCAST produced on behalf of Autoguide Ltd, first published January 2022 - moved to Inside Agri-Turf channel to centralise all published episodes (May 2023)A familiar sight at cricket grounds around the world, the Auto-Roller manufactured by Autoguide Equipment Ltd, reached its century in 2021.Hand-built by craftsmen at the company's Wiltshire factory, the Auto-Roller is the choice of many leading groundsmen at Test and County grounds for the upkeep and preparation of their playing surface.(0:41) The podcast traces the development of turf machinery used in cricket, starting with the invention of the lawnmower (as we know it) in 1832.(05:20) Host Chris Biddle finds out more about the history of the Auto-Roller from Richard Robinson, the founder of Autoguide, and discovers more about the lengths the company goes to ensure comfort, ease of use and reliability.(15:40) Chris talks winter rolling regimes with Auto-Roller user Gary Barwell, head groundsman at Edgbaston, home of County Champions Warwickshire CCC and famous Test Match venue. Gary also talks about the scrutiny of the pitch during a game, whether the captains often ask for his advice and why he feels that a variation in pitches around the country gives the game energy and spectator appeal.PODCAST IS PRODUCED ON BEHALF OF AUTOGUIDE EQUIPMENT LTDFurther information: Auto-Roller website

This week, I'm proud to be publishing the 100th episode of Inside Agri-turf podcast, talking to my special guest Keith Christian, the recently retired Director of BAGMA about his remarkable career which including heading both trade associations for manufacturers and dealers. Keith started life working in banking, but soon ‘found' the garden machinery industry. Working first with a dealership, Burlinghams, then a manufacturer Spear and Jackson who were UK Stiga distributor at the time.He then moved to set up Claymore Grass Machinery to distribute a range of overseas brands including Bolens, Masport, Stiga, Simplicity, Solo, Yanmar, Roberine and others. In doing so, he organised the much coveted, but unofficial, Claymore Travel Club. During this time, Keith was elected President of the Agricultural Engineers Association (AEA) representing UK manufacturers, importers and suppliers of farm and garden machinery.After Claymore was sold to Farm and Garden Machinery, Keith ‘crossed the floor' and in 2007 was appointed to head the UK dealer representative body BAGMA (British Agricultural and Garden Machinery Association). At the time, BAGMA was part of BIRA (British Independent Retailers Association, formerly British Hardware Federation). In many respects,it was not an ideal fit, and in 2021 the AEA bought BAGMA. And so, it created a full circle for Keith, who officially retired a BAGMA Director in March 2023. Photo courtesy of BAGMA Bulletin

The Agri-Turf machinery industry has long wrestled with finding a readily understood definition of what it is and what it does - and what three words best sum up its attraction?Officially categorised as Land-based Engineering, the challenge for those recruiting is to catch the eye and capture the interest of potential new employees in around 5 seconds according to the latest definition of attention span in this digital age. In December 2022, the cross-industry Land-based Engineering, Training and Education Committee (LE-TEC) developed a new campaign, We Are Land-based Engineering, designed to utilise all the current social media platforms to explain and expand on all the opportunities it offers. In this episode, Ruth Bailey, CEO of the Agricultural Engineers Association (AEA) and Gareth Ford, Digital Media and Marketing Specialist at the AEA discuss the concept of the campaign, the planning, content and early response from the industry itself, from colleges - and the general public.Gareth has conducted many filmed interviews for the campaign with those currently working in Landbased Engineering, from apprentices to managers and business owners. They are asked what three words sum up the industry for them? The most common responses include 'rewarding', 'varied', 'long term', 'security' and 'innovative'We Are Land-based Engineering websiteCampaign video Want to get involved or have a story to tell? info@wearelandbased.engineering

From an apprentice himself, Ken Smyth is to today general service manager at leading dealership Ernest Doe Ltd, overseeing the service departments and transport fleet at Doe's 19 branches with 180 technicians and over 160 vehicles.He has overall responsibility for the company's service provision for agricultural machinery, construction equipment, professional turfcare machinery, garden machinery and viticulture, small tractors and machinery for fruit growers and vineyards.Ken talks about his early days as an apprentice, his work overseas and of then joining a manufacturer before returning to the dealer trade. He describes the recruitment into Doe's Apprenticeship scheme and how ‘it is never too young' to start 'planting the seeds' amongst school pupils about the exciting opportunities offered by the land-based engineering industry – once they understand what is meant by the term.He says “No other industry provides you with such a wide range of skill-sets. It will teach you more than you will ever learn doing anything else”Ernest Doe LtdWe Are Land-based Engineering

Is there enough collaboration and discussion between suppliers and their dealers about business management and maximising sales and service opportunities?They are, or should be, business partners with common aims, but the relationship rarely goes beyond the order book.To discuss, I'm joined by Jerry Hanss who has extensive experience in establishing dealer networks. We talk about benchmarking, finance managment, reduction of downtime, managing brands, service absorption and more.LINKSHanss Group Consultancy Microsoft Power BIHIVE QR

Young agri-tech entrepreneur, Will Dunn, talks about his new innovative app, Ag-drive, which was born out of practical farming experience – and resulted in him winning the top innovation award at the recent LAMMA show. Ag-drive is a cloud-based app for agricultural contractors and farmers to help manage the business, from job planning through to completion, with the ability to send invoices linked to accounts packages such as Quick Books, Sage and Xero,Ag-drive provides a truly paperless system making every farm contracting business accountable and traceable. The system is also being used by businesses and contractors outside the agricultural sector.Will describes the development process, the testing, the constant tweaking and preparing the app for launch. He has recently returned from Australia after taking part in a research trip organised by Innovate UK. Ag-drive website

Campbell Scott spent over 30 years with Massey Ferguson and was Director Marketing Services AGCO EAME Region Massey Ferguson brand when he left in 2018.Last year, he founded Atomic Tractors, a company focussed on developing zero-emission power units for tractors, working on hybrid versions utilising hydrogen power cells and battery. A devotee of the engineering principles of Harry Ferguson, Campbell is also working on an electrically powered adaptation of the iconic Ferguson TE20 (Little Grey Fergie) - a futuristic model using innovative technology aimed at small farmers who need a simple machine to carry out multiple jobsAtomic Tractors website

We are pleased to introduce Branded Podcasts, production of bespoke podcasts for companies and organisations to promote their products or services, provide news or advice, promote events - or anything!Our regular Inside Agri-Turf episodes will remain free of advertising inserts, whilst the paid for Branded Podcasts will be totally dedicated to the company or organisation.This podcast contains a short, edited example of a podcast produced for Autoguide Ltd to mark the centenary of their Autoroller used at Test Match and leading cricket venues around the world.FURTHER DETAILS of Branded Podcasts

IN his early days, John Ledwidge loved football, and in particular Coventry City FC, but didn't know what a groundsman was - or did.Today John is Head of Sports Turf and Grounds at Premier side Leicester City with a role that not only encompasses overseeing the preparation of pitches at the King Power Stadium and Seagrave training ground, but also responsibility for the Club owner's golf course, two polo fields, gardens and the pitches at Belgian 1st Division side Oud-Heverlee Leuven.He is also the brains and driving force for the innovative multi-million pound Sports Turf Academy at Leiester which is now in its second year offering training courses, trials and research, technical and tournament support.John received the prestigious Alex Millar Award at the 2022 Grounds Managment Association (GMA) Industry Awards, whilst his Leicester City grounds team won the Professional Football Grounds Team Award.If that's not enough, John has recently gained his pilots licence and can view the stadium and training ground from the sky to check that everything is looking good.Leicester City Football ClubSports Turf Academy

The second of our Agri-Turf Talks panel episode of 2023 focusses on mental health and well-being challenges facing the agricultural and turfcare industries. Our panel is:ALEX PHILLIMORE Head of Communications and Development with The Farming CommunityNetwork (FCN), a charity supporting farmers and farming families which helps approx. 6000 people each year with a number of issues, including mental challenges. FCN runs a confidential helpline (03000 111 999) open 7am-11pm 365 of the year. TOM JOHNSTON Tom was a guest on Inside Agri-Turf in May 2021 when he described how he experienced depression and a series of mental health issues as he took his first steps into agricultural engineering. He decided to return to college and connected with the turfcare industry and started his own turf machinery repair business serving customers across Fife and central Scotland STEVE DUDLEY-BROWN. Steve has been in greenkeeping since he was 16, working in the UK and abroad and was a golf course manager for over 13 years. Today he works for the British and International Golf Greenkeepers Association (BIGGA) and is currently leading a campaign aimed at training 100 mental health first aiders to support greenkeepers and other staff through any difficulties they may be experiencing. LINKSThe Farm Community Network (FCN) Tel: Helpline 03000 111 999 (7.00am - 11.pm)British and International Golf Greenkeepers Association (Launch of First Aiders)Johnston Turf Machinery Podcast with Tom Johnston May 2021Farm Safety Foundation - Yellow WelliesSamaritans Tel: 116 123

This is the latest in the series of Agri-Turf Talks panel discussions first launched in 2020 which has previously featured topics such as The Future of the Dealership, Agricultural Engineering and the Environment, Challenges of Recruitment and Combatting Supply Issues This episode features an all-women panel discussing career opportunities in an industry often described as being full of 'middle class, middle aged men'.Chris Biddle hosts the panel comprising Poppy Burrough, Sales Support Specialist JCB Agricultural Sales and Marketing, Hannah Robinson, Operations and Marketing Manager Brian Robinson Machinery, Lauren Savage, Technical Trainer AP Air Europe and Jackie Evans, Head of Grounds, Wellington College.In a refreshingly open discussion, the panel talks about sexism, women's thought processes v men, lack of industry focus on opportunities for women, and their personal role models.Photo credits: JCB; Hannah Robinson, AGCO and Ben Wright for Grounds Management magazine

A special episode for me as I celebrate 60 years as a member of the MCC (Marylebone Cricket Club), the most famous active cricket in the world and guardian of the laws of the game.To mark this milestone I'm joined by Karl McDermott, MCC Head Groundman responsible for the upkeep and preparation of the pitches and outfield at Lord's Cricket Ground, The Home of Cricket.Brought up in Ireland, Karl spent his formative years as a groundsman at Clontarf Cricket Club, Dublin but always had the ambition to get into the professional game. He joined the grounds team at Worcester, moved to Hampshire CCC before successfully applying for the role at Lord's, the pinnacle for players and cricket lovers around the world.His first season (2019) included the World Cup Final, an Ashes Test and a Test Match against Ireland, only to be followed by months of isolation in 2020 during lockdown.Karl talks about weather watching, the Lord's slope, hybrid pitches, 'Bazball' and handling adverse press comment.Lord's Cricket Ground, The Home of Cricket

Succession planning for small family businesses can never start early enough says Heather Wildman. With over 26 years' experience of working with both farmers and industry, Heather, who runs Saviour Associates, has faced many instances of families struggling to agree how their business enterprise should move forwardSuccession will inevitably happen whether we want it to or not. There is a finality for business owners who want to retire and handover their legacy to the next generation.Heather's key points, in addition to starting discussion amongst the family as soon as possible, are to make a record of all conversations for future reference and be totally transparent, putting everything 'on the table'Heather suggests a starting point is to consider the possible impact of the 6 Ds: Death, Disability, Disaster, Divorce, Disagreements and Debt on the familyWebsite

In 2018, Anna Jones set up a group called Just Farmers to establish a network of farmers who could respond to enquiries from the media in an honest, straightforward and no-nonsense way – eliminating jargon that might be unfamiliar to journalists and the general public.Anna has also written a book, Divide, in which tries to make sense of the fragile and sometimes fractious relationship between town and country – communities that Anna herself has straddled.Here is someone who grew up on a family farm on the Welsh borders with a heritage stretching back five generations, but also lived the city life, experienced the ignorance and mistrust of how our food is produced – and even joined an Extinction Rebellion meeting. Anna talks about the rationale behind the formation of Just Farmers and the issues raised in her book.JUST FARMERS websiteCLICK for Divide on Amazon

For this first episode of the 2023 season, we head down-under to New Zealand where I catch with St John Craner, an Essex boy, who now runs a successful sales training company for agribusiness clients across New Zealand, Australia and the US. He is also the host of the Rural Sales Show podcast produced out of his offices near Napier on the east coast of the North Island.Brought up on a farm, St John worked for several leading ad agencies before setting up his own company, Agrarian Rural Marketing, advising companies across the agri-business sector on the special strategies required when selling to the farming community.Below listeners can find a link to download a free copy of St John's e-book, How to Succeed in Rural Sales (hardback normally $20)This episode has been sponsored by the British Agricultural and Garden Machinery Association (BAGMA) who have been providing advice, support and benefits to independent agricultural, garden and ground care machinery dealers for over 100 yearsLINKS CONTECT to St John Craner on LinkedIn DOWNLOAD free copy of How to Succeed in Rural Sales LISTEN to episodes of the Rural Sales Show podcast WATCH Clayton Christenson (Harvard Business School) on Disruptive Technology (You Tube 7 minutes)

The 2023 season of Inside Agri-Turf kicks off shortly with a fascinating episode about the psychology of selling to farmers with St John Craner, founder of Agrarian NZ and host of the Rural Sales Show podcast in New ZealandBeforehand though here are some extracts from recent episodes that illustrates the can-do attitude that pervades our industry. It features01:18 St John Craner intro02:38 Ben Matthews 08:48 Geoff Webb, 19:58 Harry Handkammer 29:18 John Ryan 34:42 Chris Boiling and Ian Beecher Jones, 42:36 Peter Driver, 46:18 Peter Arrand and David Withers To listen to the full version of any of the above episodes go to website