EXECUTIVE REPORT
SEE US ON STAND E80
“Perfect portfolio”
The machinery dealership BTE Plant Sales is in confident mood following the opening of a new depot and steadily increasing sales to hirers. Alan Guthrie reports.
BTE Plant Sales’ new Leeds outlet is its third, complementing one in Leyland and the company’s headquarters in Markfield, near Leicester. Its opening reflects steady recent sales growth for the company, which serves customers from Northampton to Cumbria, and has an annual turnover of approximately £30m.
The business was formed in 1990 by Ben Elliott, who is currently Chairman. He had previously been Dealer Manager for Benford (eventually, of course, acquired by Terex Construction) and saw an opportunity to open a dealership in Markfield. Not surprisingly, Benford was the first equipment brand offered, with others quickly following.
Pictured at the Leeds depot, from left, are BTE’s Jon Barnfield, Dave Hawley and Richard Fielding.
“This was also a period of growth in hire, with many local and regional players starting up, and our business has basically grown with them,” said MD Dave Hawley. “Hirers still represent the largest proportion of our customer base. From
2000, sales increased significantly, and my appointment in 2005, together with that of Sales Director Jon Barnfield at about the same time, reflected Ben Elliott’s ambition to grow the business.”
BTE believes that much of its success derives from the practical knowledge and experience that staff have about the hire industry, as well as the equipment they offer. Dave Hawley worked for several hirers in Yorkshire for 19 years, including positions with Vibroplant and Rogers Plant Hire, and was a Director of Banner Plant. Jon Barnfield’s background includes working for PB Hire (later part of HSS), and the suppliers WH Price Tools and Wacker Neuson. “We have carefully chosen franchises that offer great service as well as excellent equipment that provides hirers with good returns on investment,” said Dave Hawley. “We describe the brands we have as being the ‘perfect portfolio’, covering the key construction machinery categories.” These include Kubota mini excavators, materials handling machinery from Manitou, Bomag rollers and compaction equipment, Atlas Copco compressors, compactors, hydraulic power
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The company’s range includes a variety of Atlas Copco machinery.
packs and demolition products, and Terex loaders, dumpers and compaction equipment. BTE claims to be the biggest dealer for Kubota, Atlas Copco and Terex in the UK, in terms of sales volume.
“We place strong emphasis on supporting our customers with excellent service,” said Jon Barnfield. “That is one reason why we established a presence in Leyland and, now, Leeds, to ensure that the people we deal with have a local source of contact and backup, similar to what a good independent hirer aims to provide.
“We have maintained a bold and determined outlook throughout the downturn. As a dealership, we occupy the middle ground between the manufacturers and the purchasers, and we have obviously been aware of the challenges both have faced. Manufacturers do not want to make kit that will lie unsold, while buyers have minimised their capital expenditure. Nevertheless, we have bought equipment consistently to maintain stock levels and ensure availability, and the efficiency of the manufacturers has been shown in getting equipment to us despite difficulties like the tsunami in Japan.
BTE’s headquarters are in Markfield, near Leicester.
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