Episode 11

Episode 11 The future for sales and service dealers - the 'in-betweeners'?

They are the 'In-Betweeners' , specialist sales and service dealers who are the vital conduit between the manufacturer and the end-user. Almost inevitably their numbers are diminishing as moves by manufacturers to establish multi-branch 'super-dealers' gathers pace.

There is often a clash of cultures between the priorities of major corporations with responsibilities to shareholders and family-owned dealerships whose priorities lie closer to home.

Are there enough well-resourced dealers to meet market needs? Will we see dealerships become attractive to outside investors? Will manufacturers be tempted to fully own dealerships in the future? And in the lawn and garden machinery sector, will dealers be able to take advantage of the rise in shop openings by independent retailers in response to the mass closure of chain store branches?

During the episode, Chris Biddle talks to Steve Gibbs, Editor of Service Dealer magazine about a recent but growing threat to dealers (16:50)

These and other issues will be explored by Chris over the coming weeks in conversation with those at the sharp-end of the industry.

Feedback or comments: Email Chris


About the Podcast

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The farm and grass machinery business

About your host

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Chris Biddle

Chris is an experienced journalist specialising in the farm and grass machinery market. He has worked for a major tractor manufacturer and been a managing director of a farm and grass machinery dealership in the West Country.
In 1988, he launched trade magazine, Service Dealer followed by TurfPro in 1998, selling both titles to Land Power Publications in 2015.
He was editor of Landwards, the professional journal of the Institution of Agricultural Engineers (IAgrE) from 2008 until 2019 and is the recipient of the 2020 IAgrE Award for Outstanding Contribution to the Land-Based industry.
Chris lives in Salisbury with his wife Trish, and is an avid cricket fan and member of the MCC for over 55 years.