The French market of agricultural machinery - Agrotechnology from ...

The French market of agricultural machinery
December 2011
Report written by Seppo Hoffrén Consultancy

Executive summary
This report was created to provide information on the distribution channels of
agricultural machinery in France in order to identify the most effective sales channels.
To summarize the key trends in French agricultural machinery market, we can mention it
is subject to variations (-30% to +38% over the last 9 semesters) sales being affected by
economy and weather conditions.
SEDIMA 1 estimated the market at €6.3bn in 2010 (machines, services, used material and
others). According to AXEMA 2 , the market in 2011 will increase by 14% compared to
2010. Yet, Axema and SIMA 3 note that clients are waiting for their finances to be back in
order before investing in 2012, as there was a drop in farming income in 2008 (-23%)
and 2009 (-32%).
Distributors are faced with several challenges, of which a higher degree of technicality ;
a demand from farmers who are more and more informed about what they would like
to buy and the need for qualified personnel in the maintenance and repair sector.
CLIENTS
There are 3 main groups of clients in the agricultural machinery: farmers (326 000 farms,
78 ha average size 4 ), CUMA (Cooperative of users of agricultural machinery, 13 400
CUMA 5 ) and ETA 6 (rural works contractors, 23 000 companies). Their purchases differ in
terms of product; CUMAs for example buy smaller material than contractors.
Farming is specialized per regions or counties, for example cereal production (corn,
wheat) has a higher concentration around larger Paris’ areas, whereas fruits production
tends to concentrate along the Rhone Valley.
PRESENCE OF FOREIGN GROUPS
Over two-thirds of all trade in farm machinery involving France is done by multinational
companies. Intra-group trade (i.e. trade between companies belonging to the same
industrial group), accounts for 57% of imports and 48% of exports.
1 http://www.sedima.fr
2 http://www.axema.fr
3 http://www.planet-agri.com
4 http://www.agreste.agriculture.gouv.fr
5 http://www.cuma.fr
6 http://www.e-d-t.org

INTEGRATION OF MANUFACTURERS IN THE DISTRIBUTION 7
The most important sales channel is the dealers ‘group that represents about 85% of the
sales (€5.3bn out of €6.3bn). Although there is a slight discrepancy in data depending on
the sources, we can estimate the number of sales points to be around 2000.
The dealership concept, where a sales company has a contract with an equipment
manufacturer (tractors or harvesting machines), implies a number of constraints in
terms of geographical operation and other products to be sold. The dealers can then sell
additional material that is bought either directly from other manufacturers or through
central buying offices.
In the dealership model, dealers sell to farmers only and there is a strong integration
from the manufacturers into the distribution that can be seen as a handicap from a
seller point of view.
The concept of chain stores in distribution of agricultural products exists, but does not
apply to large agricultural machinery. Chain stores that operate as self-service, sell for
example, seeds, phyto-sanitary product and small equipment for which no sales
knowledge is required.
According to SEDIMA, sales companies in average do 60% of their turnover from new
material, 15% from used material and 25 % of repair, parts and after sales services. Yet
65% of the margin is made from services and 35% from sales of material.
RECOMMENDATIONS
Before deciding of a strategy to enter the French market it is essential that the Finnish
manufacturers carry an in-depth approach to the features of their selling proposition:
innovation, price, after sales, parts, marketing & sales support, warranty, delivery time.
The French dealers will expect well-developed and fact-proven sales arguments on the
innovation and quality issues. They will also expect knowledge about the French market
in terms of current products being used and how new products will positively differ.
Manufacturers of machinery dedicated to one specific production should first identify
the region(s) of interest in terms of farming orientation.
7 http://www.sedima.fr

STRATEGY OPTIONS
- establish own stock and sales structures in France
- work with established dealers
- possibly recruit one dealer to act as stock and sales manager in order to cover
the counties of interest
- develop a relationship with central buying offices
- actions mentioned above can be carried directly from Finland only if adequate
resources in terms of language and time are available, if not, local assistance
from agent or consultant will be needed
The consultant then recommends 2 approaches in parallel.
1) a test approach to largest local (county or regional) dealers to check on currents
products, needs and areas of interest
2) approach Central buying offices to check on approval procedures and areas of
interest

Contents
1. Introduction and purposes of the research ................................................................. 7
1.1. Aim of the research ............................................................................................... 7
1.2. Scope of the research ............................................................................................ 7
2. Information on French market of agricultural machinery ........................................... 9
2.1. Size of the market ................................................................................................. 9
2.2. Prospective in French market of agricultural machinery ...................................... 9
2.3. Analysis of the major agricultural equipment product categories ..................... 11
2.3.1. Agricultural tractors ..................................................................................... 11
2.3.2. Combine harvesters ..................................................................................... 15
2.3.3. Balers and haymaking .................................................................................. 16
2.3.4. Self-propelled forage cutters ....................................................................... 16
2.3.5. Soil tillage, sowing and fertilizing................................................................. 17
2.3.6. Agricultural transport vehicles ..................................................................... 18
2.4. Innovation trends in agricultural machinery ....................................................... 20
2.5. Market entry requirements: norms, regulations in use ..................................... 21
3. Trade channels for new and used material ................................................................ 23
3.1. Characteristics of the sales organization of agricultural machinery ................... 24
3.2. Organization of the distribution of agricultural machinery ................................ 25
3.2.1. Market organization .................................................................................... 25
3.2.2. Detailed analysis of sellers of agricultural machinery ................................. 25
3.2.3. Ten largest agricultural wholesalers .......................................................... 27
3.3. Central purchase offices ...................................................................................... 28
3.3.1. PROMODIS ................................................................................................... 28
3.3.2. CAMPA – SOCODICOR .................................................................................. 31
3.3.3. CAP ALLIANCE .............................................................................................. 32
3.3.4. EPAGRI ......................................................................................................... 34
3.3.5. DELTA FORCE................................................................................................ 35
3.3.6. SCAR –UCAR SCAR (Société Coopérative des Artisans Ruraux) ................... 36
3.4. Most effective sales channels ............................................................................. 38
3.5. Overall feelings and trends in distribution over 2011 ........................................ 41
4. Clients ......................................................................................................................... 43
4.1. Farmers ................................................................................................................ 43
4.1.1. Individual and collective farming ................................................................. 43
4.1.2. Types of culture ........................................................................................... 45
4.1.3. Farms size ..................................................................................................... 47
4.1.4. Farming revenues ........................................................................................ 48
4.2. CUMA : Cooperative for the use of material ...................................................... 50
5. Buying agricultural machinery .................................................................................... 56
5.1. Aids and financing possibilities ........................................................................... 56
5.1.1. Aids and subsidies ........................................................................................ 56
5.1.2. “Improved” loans ......................................................................................... 56
5.1.3. Manufacturers loans .................................................................................... 56

5.2. Leasing practices in sales of agricultural machinery ........................................... 57
6. Communication tools for manufacturers ................................................................... 59
6.1. Fairs in agricultural machinery ............................................................................ 59
6.1.1. Regional fairs ................................................................................................ 59
6.2. Web portals ......................................................................................................... 60
6.3. Specialized press ................................................................................................. 60
7. Competitor information ............................................................................................. 61
8. Imports of agricultural machinery in France .............................................................. 65
9. National production of agricultural machinery .......................................................... 68
10. Business culture in agricultural machinery ................................................................ 70
11. Remarks and recommendations................................................................................. 73
12. Annexes ...................................................................................................................... 76
12.1. Annex : SEDIMA Questions asked to evaluate manufacturers ........................... 76
12.2. Annex SIMA INNOVATION AWARDS ................................................................... 77
12.3. Annex : French manufacturers of agricultural machinery from INSEE ............... 82
12.4. Manufacturers of agricultural machinery in France ........................................... 84
12.5. Annex : EU regulation of state aid in the agriculture sector ............................... 86
12.6. Annex : 3 examples of aid provided to CUMA .................................................... 87
13. Sources........................................................................................................................ 89
14. Glossary and translated terms used in the report ..................................................... 90

1. Introduction and purposes of the research
1.1. Aim of the research
The aim of the research is to identify and analyze the most significant agricultural
machinery sellers or seller networks.
1.2. Scope of the research
PRODUCT
The research will emphasize the following machine groups : tractors and their
accessories like front loaders, plowing machinery, sowing and fertilization machinery,
grass feed machinery, grain harvesters and grain processing and stocking machinery,
trailers and transporting and processing machinery for liquid slurry.
GEOGRAPHICAL SCOPE
France is divided into 27 administrative regions, 22 of which are in Metropolitan France,
and five of which are overseas. Each mainland region and Corsica are further subdivided
into counties /departments (départements in French). For the purpose of the current
survey, we will concentrate on metropolitan France only (Corsica included) and we will
leave out the overseas regions.
It is important to understand the regions and counties concepts, as these distinctions
are later used when we talk about distribution channels.
These geographical categories are used by professional associations, statistics institutes
and other sources used in the survey.

Figure 1 : France 22 regions
Metropolitan France 22 regions are then divided into 96 counties
FIGURE 2 : FRANCE 96 COUNTIES

2. Information on French market of agricultural machinery
2.1. Size of the market
KEY FACTS 2010
Total value €6.3bn for agricultural machinery only , services included.
2 000 sales points
450 manufacturers
47 000 employees, as of which 25 000 in manufacturers
2.2. Prospective in French market of agricultural machinery
AXEMA 8 (Association of manufacturers of agro-equipment) published several documents
in October 2011. You will read a summary of the main documents below.
“The positive trend noticed in the agricultural machinery field in April 2011 is
confirmed, as the market increases by 38,6% (compared with first semester 2010) for
the first semester 2011 reaching €2.32 billion.
The aim of developing a sustainable growth is strong, although professionals are now
operating in a market where profitability and competitiveness are key issues.
Yet, we still have to remain cautious about the trend, as the last 3 years have had high
fluctuations. The positive trend from the first semester 2011 comes from an increase in
both the production (+40.4%) and the imports (+21.6%), compared with the first
semester 2010. The French production is drawn by the tractors sector (+46%).”
8 http://www.axema.fr

PROSPECTIVE 2011-2012
“There is much uncertainty amongst professionals. The fairs organizers for in 2011-2012
show some optimism but professional remain cautious and do not exclude a slowdown
that would penalize the sales. Combined with poor weather conditions (rainy summer),
it should be expected that the activity will remain stable or slightly positive in 2011-
2012.”
FIGURE 3 FRENCH AGRICULTURAL MACHINERY MARKET
“The availability of components and the increase of price in industrial raw materials
remain a source of worries for the future. Professional noted that the increase in
delivery times, feared in April 2011, took place. Both industrials and distributors are
thinking about solutions to limit the impact of long delivery times. Market imposes
shorter economical cycles and requires manufacturers to adapt to change regularly.”

2.3. Analysis of the major agricultural equipment product categories 9
2.3.1. Agricultural tractors
Agricultural tractors are considered to be the “flagship” product of the agricultural
equipment industry, both in terms of market share and technical sophistication, which
rivals that of the automotive and heavy goods vehicle industries.
Agricultural tractors sector consists of two major categories:
Standard two and four wheel drive tractors for the traction and handling of
agricultural materials, which represent the majority of registrations in France,
that is, 70% of the total market in 2010.
Other tractors included in the agricultural tractors categories are: narrow
tractors for use in vineyards and orchards, high-clearance vineyard tractors,
telescopic loaders, etc. This group represented 30% of total new agricultural
tractor registrations in 2010.
FIGURE 4: NEW TRACTORS REGISTRATIONS
9 http://www.axema.fr

FIGURE 5: EVOLUTION OF HORSEPOWER SEGMENTS IN STANDARDS NEW AGRICULTURAL TRACTORS
FORECAST OF TRACTORS FIELD AS OF OCTOBER 2011
Manufacturers estimate that for 2011 the total market of farm tractors will be up 10 to
11% to 35 100 registrations, with a year-end 2011 equivalent at the end of year 2010
where recovery was already underway.
Predictions of the standard tractors registrations settled in 26 500 units, i.e. an increase
of 18% from 2010. Uncertainty remains with the extended introduction of Tier4 interim
standard engines, which presents a significant additional cost.
50% of distributors forecast an increase in sales of new tractors. Only 13% are
considering a decline. In Autumn 2011, the situation improved strongly from the Spring
survey. Areas of livestock meat remain very pessimistic with a fall in sales expected by
85%, half of them expect decreases to be greater than 25% 10 . “
10 http://www.axema.fr

MARKET SHARE PER MANUFACTURERS
Terre Net 11 estimated in 2011 that John Deere was leading the French market.
The drop in sales of CLAAS seem to be related to production difficulties and Massey
Ferguson to late deliveries.
Source : Terre Net
11 http://www.terre-net.fr/materiel-agricole

DEALERS EVALUATE TRACTORS MANUFACTURERS
SEDIMA carries an annual survey 12 on the relationship between tractor manufacturers
and their dealers. You can read the questions asked to the distributors in Annex 12.1.
Results of the survey and ranking of the tractor manufacturers.
12 http://www.sedima.fr

2.3.2. Combine harvesters
Sales of combine harvesters for 2010/2011 is 2 008 units, a 22% increase. Market for
combine harvester dropped due to the draught, and then sales went up suddenly in the
middle of the harvest season 13 .
On this market, only the unconventional machinery segment (over 400 HP) has
increased significantly to the detriment of less powerful and conventional machines.
However, the demand for “conventional” models remains the highest in volume (65% of
global volumes for combine harvesters). Advances have already been made in combine
capacities, so technological developments are more focused on the automatic control of
operations and adjustments via electronic systems.
FORECASTED SALES OF COMBINE HARVESTER FOR 2012
2 000 units
44% of resellers in the market think the market will increase for both new and used
machines and no distributor foresee a significant decrease.
FIGURE 6:FRENCH MARKET FOR COMBINE HARVESTERS
1294
674
Source : AXEMA
French market for combine harvesters
1802
Unconventional Conventional
1598
869 857
1046
591
1250
2006/07 2007/08 2008/09 2009/10 2010/11
Main brands present on the market, about 120 models :
13 http://www.axema.fr
758

Claas (30 models), Deutz (7 models), Fendt (10 models), John Deere (15 models),
Laverda (11 models), Massey Ferguson (11 models) New Holland (38 models), Kubota.
New brands such as YTO, FOTON are also positioned on the market as low-costs. even if
they advertise for robustness and low prices, it seems they have some difficulties as they
are perceived as having poor reliability and after-sales. Yet, as YTO bought McCormick’s
plant in France it also develops its resellers network. It should be noted that Kubota
who did not sell in 2005, achieves in 2010, 3.5% of market share. 14
2.3.3. Balers and haymaking 15
Round balers
2010-2011 : 3 650 units, + 24.4%
Forecast 2011-2012 : 3 900 units, + 6.8%
Square balers
2010-2011 : 392 units, +50%
Forecast 2011-2012 : 370 units, - 5%
Mower /packers
2010-2011 : 1 750 units, + 29%
Forecast 2011-2012 : 1 900 units, +8%
Main brands : Class, Fellsa, Krone, Taarupkv, Lely, Pottinger, JF Stoll, Vicon, John Deere
2.3.4. Self-propelled forage cutters 16
2010/2011 : 300-310 forage cutters machines.
Sales forecasts 2012 : 300 machines
14 La France Agricole, Special Salon, n 0 3372
15 http://www.axema.fr
16 http://www.axema.fr

FIGURE 7: FRENCH MARKET OF FORAGE CUTTERS
303
Sales of self-propelled forage harvesters
2006/07 2007/08 2008/09 2009/10 2010/11 2011/12P
365
131
2.3.5. Soil tillage, sowing and fertilizing
SOIL TILLAGE, SOWING AND FERTILIZING 17
240
305 300
The soil tillage, sowing and fertilizing market in 2011 is estimated to increase by 25-35%
in comparison with 2010. Manufacturers do forecast increase of 10-15% for 2012. Yet
the forecasts are linked to external changes nad can be changed.
Sales of soil tillage (excluding ploughs) and sowing equipment fell sharply in 2009 by
around 15% to 20%, according to the product.
The decline of the market for fertilizer spreaders is more notable, at around 40% over
2008. There are numerous reasons for this fall, including lower cereal prices, input costs,
and high investment levels in recent years. The 2010 market is expected to stabilize at
2009 levels.
17 http://www.planet-agri.com

CROP PROTECTION
After a slowdown in activity in 2009, crop sprayer orders began to recover in 2010.
There is a lack of visibility over 2011. For manufacturers the key issues remain the
availability of their components and the increase in price in raw material.
2.3.6. Agricultural transport vehicles
2011 seems a better year than 2010 for transport and organic spreaders in spite of slow
down due to the draught. French production of transport vehicles amounts to 4200
units in firsts semester 2011 , that is a slight increase over 2010, yet well below the last 4
years (-30%).
Organic spreaders manufacture went down by -0.6%, and manufacturers’ suppliers
continue to increase prices of parts and raw material such as steel and rubber.
The drop in orders for low-capacity liquid manure tanks continued in 2009. 1000
vehicles were marketed in 2009, a 19% drop over 2008 (1230 units in 2008). The offering
is still focused on the needs of agricultural works contractors, CUMA managers and
major breeding facilities requiring large capacities and equipment.
FIGURE 8: FRENCH PRODUCTION OF TRAILERS
12 905
source : Axema
French production of agricultural trailer
vehicles
Organic spreaders Transport equipment
14 606
10 205
7 599
3305 3 413 2 543 2 892
4 200
1 562
2007 2008 2009 2010 2011 - 6 months

FIGURE 9: ORDERS OF ORGANIC SPREADERS
source : Axema
FORAGE TRAILERS
After strong sales in May 2011, the sales dropped sharply. Long lengths trailers were
mostly sold. The market is strongly linked milk sector : in 2011 it was a better than in
2009, when the weakness of hay prices led to a sharp decline in this market which is
currently dominated by vehicles over nine meters long (around half of vehicles marketed
in 2009). In 2010, sales are about 3000 units.
FIGURE 10: ORDERS OF TRAILERS

2.4. Innovation trends in agricultural machinery
Excerpt from 2011 SIMA innovation report 18 . Full report in Annex 12.2.
“In spite of the effects of the crisis of the last two years, the manufacturers answer the
evolution of the French agricultural production. [..] 34 innovating products selected by
the committee confirm the main tendencies of evolution towards a sustainable, more
respectful agriculture.”
AXES OF IMPORTANCE
Application of antipollution standards leads the manufacturers to develop engines of
strong power but with new features and electronic management of the commands to
value better the power of tractors and machines and limit the consumption of fuel.
Automatic steering and control of the distribution elements on seed drills, spreaders for
fertilizers and sprayers develop; equipment adapt themselves to the various machines
and to the various uses, what increases their versatility and make them more affordable.
Isobus compatibility of the equipments. Associated with the automatic steering, it
facilitates the regulation of machines and improves the working quality and the work
flows. This evolution contributes to the reduction in production costs, but also and
especially to the ease of driving. By limiting the dangers and the risks of deterioration of
the materials, the safety of the driver and the machines is improved.
The use of the biomass and the production of biogas also give new orientations in terms
of equipment and contribute to the development of the non-food agricultural
productions and to the better management of the waste. “
“[…] the innovation jury must not consider only the technological aspects of equipment.
In fact, it is such a truism that in the future, it would be better to no longer talk about
innovation, but rather about eco-innovation in the agricultural equipment production
sector:
ecology and sustainable development
economies of energy and alternatives to all-oil energy
economies of natural resources and the inputs used for agriculture (water,
fertilizer and phytosanitary products)
eco-design and life cycle of machines
eco-recycling of input products for farms
18 http://www.planet-agri.com

2.5. Market entry requirements: norms, regulations in use
1) EU NORM
2006/42/CE dated 17 May 2006 is active in France and agricultural machinery needs to
comply with it.
2) Capsizing protection - Structure de protection contre le renversement ( SPCR ) 19
In 2010, any tractor over 600kg have to be equipped with a capsizing security device.
The decree (3 March 2006) defines the technical rules for capsizing security devices. A
rough translation and summary of the legal text is made available by the consultant,
please consult a lawyer for detailed information, we shall in no case, be held responsible
for the translation and its content.
“Anti-capsizing security structures mentioned in the rural code, also called structures of
protection in case of capsizing or rolling over, guarantee a sufficient empty space to the
driving position to protect workers in case of capsizing or rolling-over of the tractor.
These protection structures can be integrated into a cabin. They may be supplemented
by a system that maintains the workers on their seat.”
3) Farming machinery on the road : new law in 2013 20
Summary: in order to obtain a newly mandatory registration for all motorized farming
equipment the owner needs to show a certification document provided by
manufacturer. Tractors are not concerned.
As of 1 January 2013, the motorized farming equipment will have to be granted right to
drive on the roads. The law will apply to all vehicles or towed agricultural equipment:
trailers and semi-trailers as well as material and machines towed, semi-mounted, and
for which the PTAC (authorized loaded weight) is greater than 1.5 ton (Decree
09/02/09).
The registration is issued by Prefecture – local police headquarters. In order to obtain
registration, the person needs to provide the several documents, amongst which a
technical proof of compliance of the vehicle.
19 http://agriculture.gouv.fr (in French only)
20 http://pardessuslahaie.net, http://www.planet-agri.com

The technical proof of compliance is delivered by the formerly Regional Industry
Research & Environment (DRIRE - currently merged with the regional department of the
environment, development and housing, often better known as the “service des Mines”
in France) or by the competent authority of a Member State of the European
Community. These entries are made under the responsibility of the manufacturer.
“When buying a towed agricultural vehicle, whose authorized loaded weight is greater
than 1.5 ton, check with the seller that the machine have the proof of DRIRE approval, in
order to be able to circulate on the road. From 2013, the DRIRE delivery proof will be
required to obtain the registration certificate. The resale of a not approved agricultural
equipment will be more difficult after 2013, and this material will then experience a
huge value loss 21 .”
For agricultural tractors, the technical proof of compliance is the CE certificate of
conformity in accordance with the provisions of directive 2003/37/EC (*) issued by the
manufacturer.
4) It is mandatory by law that documents to be used with technical equipment such
as User Manual, technical instructions, be written in French and provides enough
operation information to the user.
5) Speed limit by construction of agricultural machinery
A) Agricultural tractors: with wheels or tracks, with at least 2 powered axles.
Maximum speed, by construction, is between 6 and 40km/h.
B) Self-propelled agricultural machinery: machines that are autonomous, for
agricultural purposes and whose working speed by construction cannot
exceed 25km/h. This speed can be increased to 40km/h for machines whose
width is less or equal to 2.55m.
21 http://pardessuslahaie.net

3. Trade channels for new and used material
Information in this chapter comes from SEDIMA 22 , (Association of distributors of
agricultural machinery).
KEY FACTS 2010 on the distribution of agricultural machinery
Yearly turnover 2010 €6.3bn
Out of which, dealers €5.3bn
Number of dealers 1 000
Number of sales points 1 500 - 2 000
Employees 22 000
Mechanists 14 000
Sales persons 4 000
Used material purchases €1bn
22 http://www.sedima.fr

3.1. Characteristics of the sales organization of agricultural machinery
NEED OF PROXIMITY AND SERVICE
As many documents point, the most important strengths of the distribution of
agricultural machinery is the proximity to the clients and the strong correlation with the
local agricultural directions (wine, cereals, breeding...).
TIME AND KNOWLEDGE
Distributors always have to act fast because of weather constraints and because they
face new equipment and highly technical materials for which it is important to master
technicality perfectly.
HIGHLY FRAGMENTED MARKET
SEDIMA, INSEE and France Agricole 23 report different data on number of sales points in
agricultural machinery from 1 500 to 2 800, indicating a highly fragmented market with
diverse activities. INSEE’s data is based on activity code, same codes sometimes being
used by distributors and manufacturers. France Agricole reports milking rooms
installations. Sedima estimates the total number could be around 2 000 dealers.
STRONG INTEGRATION OF MANUFACTURERS IN DISTRIBUTION NETWORK
The market is dominated by large international manufacturers such as AGCO, John
Deere, CNH, Claas or Kuhn. Some international manufacturers have production sites in
France. Some international manufacturers have their own import office in France.
Dealers representing a brand may represent another non-competing brand. The market
is characterized by a strong integration of the manufacturers in the distribution.
DIVERSIFICATION
Sales of material represent 65% of dealers’ turnover in average, yet it represents only
35% of their margins, dealers then pay close attention to the repair and after sales
services representing 65% of their margin and less sensitive to market fluctuations 24 .
Sales points will keep on diversifying their activities, for example there is a trend for
dealers to sell landscapes maintenance equipment.
SAME COMPANIES SELL NEW AND USED
With the exception on online used materials websites, most companies selling new
material sell used materials, as part of their dealership contracts.
23 http://www.lafranceagricole.fr Machinisme et Réseaux, Special Issue February 2011, http://insee.fr
24 Michel Bombon in La France des Concessions, Special Issue February 2011

3.2. Organization of the distribution of agricultural machinery
3.2.1. Market organization
WHO SELLS ON THE FRENCH MARKET ? SELLERS CAN BE DIVIDED INTO
SHOPS SIZE
independent dealers affiliated to a main brand in large equipment
retail chains usually oriented towards small equipment
manufacturers’ importers office
TABLE 1: NUMBER OF SHOPS PER SURFACE
in m² less 20 21 - 60 61 - 120 121 - 400 401 - 2500 2501 - 5000 + 5000 Total %
Shops in % 4,07 6,96 17,10 52,55 17,58 1,64 0,09 100,00
Source : Insee-ESANE 2009
WHERE DO THE DEALERS BUY ?
TABLE 2 : DEALERS' SUPPLIERS
% of purchase
Central buying centers, wholesalers, France 14.8
Manufacturers, manufacturers’ branch, France 50.3
Foreign wholesalers and manufacturers 29.6
Others 5.2
Total 100
Source : Insee-ESANE 2009
3.2.2. Detailed analysis of sellers of agricultural machinery
Sales companies usually work in double system: they have a dealership contract with
exclusivity (and strong constraints in terms of distribution) and they also have balanced
relationships with the huge number of agricultural machinery manufacturers outside of
tractor and harvesters. Agricultural machinery distributors deal with soil work, harvest,
production, fertilization, protection, breeding, milling, wines and irrigation products.

Most companies are owned and managed by a private person and yet the need in
capital increases regularly. The company size is about 20 persons in average and a
turnover is about 6 millions, stock represents about €1.5 millions.
1) Dealers: most of the material of high technicality such as tractors and selfpropelled
harvesters and milking material are usually sold through dealers’
network. They buy and stock, new and used material, spare parts and they deal
with after sales. Dealers’ size vary from 3 employees to more than 300
employees. Most are independent companies installed near the clients. The last
few years, the number of small companies (less than 5 employees) are on the
decline and mergers are accelerating amongst larger companies (+50
employees). Dealers have an exclusivity contract for a given territory defined
with the manufacturer. In return they have to achieve a sales objectives, and
commit not to sell competing products (they are then exclusive dealers)
TABLE 3: PROFILE OF AN AVERAGE DEALER 25
Number of clients 400
Tractors sold 35
Sales of used material € 1 million
Number of parts referenced 35 000
Employees 20
Mechanists 12
Sales persons 4
Stock parts and material €1.2 million
Total turnover €6 million
TABLE 4: TURNOVER PER ACTIVITY OF AVERAGE DEALER, IN EUROS 26
25 http://www.sedima.fr
26 http://www.sedima.fr
Per dealer € 6 million
New € 3.5 millions
Used € 1 million
Parts € 1.1 million
Workshop € 250 000
Diverse € 150 000
Warranty costs € 70 000

FIGURE 11: SIZE OF SEDIMA MEMBERS
Size of SEDIMA members : sales companies,
number of employees
2) Branch plant or sales office of the manufacturer plant
0-5
6 to 10
11 to 20
21 to 30
31 to 40
41 to 59
over 50
3) Specialized retail chains: such as Gamm’Vert, Point Vert or Expert Rural sell small
material that do not require deep technical sales knowledge.
4) Independent sales points can sell any material yet they usually are oriented
towards sales, maintenance and repair of small material
3.2.3. Ten largest agricultural wholesalers 27
As the market for tractors and combine-harvester is dominated by large international
groups, that have production sites in France and integrated sellers network, they rank
high in INSEE report on agricultural wholesalers.
AGCO Distribution (CHALLENGER, FENDT, MASSEY FERGUSON, VALTRA,)
AMAZONE
ANDREAS STIHL SARL
CLAAS RESEAU AGRICOLE
CLAAS France
CNH FRANCE SA
HUSQVARNA France
JOHN DEERE
27 http://www.insee.fr

KUBOTA EUROPE
KUHN KVERNELAND GROUP FRANCE SAS
MERLO FRANCE
SAME DEUTZ FAHR France
3.3. Central purchase offices
As dealers represent other brands besides the one(s) they have dealership contract, they
organized themselves in central buying offices in order to acquire other equipment at
negotiated prices. Central buying offices are specialized and you will find below a
description of the main central purchase offices. The consultant selected only the
relevant ones in terms of products and did not select the ones specialized in
phytosanitary, seeds products …
3.3.1. PROMODIS
http://www.promodis.fr
107 distributors, 410 sales points in France.
Promodis selects, approves and references products . Promodis buys, but does not
stock.

Promodis works in soil work, hay, grass, harvest material, sowing and fertilizer, vine,
animal nutrition, handling, transport, spraying …
Examples of Promodis products shown on its website
Examples of Autumn 2011 special offers sales in soil work material

FINANCIAL INFORMATION ON PROMODIS FROM REGISTRY OF COMMERCE 28
SOCIETE PROMODIS
331 631 796 R.C.S. ORLEANS
Tribunal de Commerce de ORLEANS
Brand : PROMODIS
Head office
PARC D'ACTIVITES DE LA SAUSSAYE
RUE DES HETRES
45590 SAINT CYR EN VAL
Activity (NAF code) 4619A
Legal form SOCIETE ANONYME COOPERATIVE
Registered on 07/06/1985
Key figures at 31/08/2010
Revenue : 128 192 500 €
Result : 408 951 €
Closing date Revenue Result Headcount
31/08/2009 159 497 459 € 367 010 € 22
31/08/2008 168 034 756 € 600 431 €
31/08/2007 135 293 494 € 459 731 € 22
28 http://www.infogreffe.fr

3.3.2. CAMPA – SOCODICOR
http://www.campa.net
89 distributors, 200 sales points, 300 brands
CAMPA specializes in
Material
Landscape
Tractors accessories
Sowing and planting
Diverse equipment
Breeding equipment
Spreading and spraying
Work soil
Examples of second –hand material : Disc harrow
Handling and transport
Workshop tools
Harvest
Vineyards

FINANCIAL INFORMATION ON CAMPA-SOCODICOR FROM REGISTRY OF COMMERCE 29
SOCIETE COOPERATIVE DE DISTRIBUTION DE
CONCESSIONNAIRES REUNIS.
328 187 620 R.C.S. MEAUX
Greffe du Tribunal de Commerce de MEAUX
Acronym : SO.CO.DI.CO.R.
Brand : CAMPA CENTRE DISTRIB
Head office
14 RUE DE LA MAISON ROUGE
77437 MARNE LA VALLEE CEDEX 02
Activity (NAF code) 4661Z
Legal form SA COOPERATIVE A DIRECTOIRE
Registered on 21/03/1988
Key figures at 30/09/2010
Revenue : 79 680 730 €
Result : 807 287 €
Closing date Revenue Result Headcount
30/09/2009 101 830 k€ 1 419 k€ 13
30/09/2008 107 290 k€ 1 699 k€
30/09/2007 93 470 k€ 1 280 k€
3.3.3. CAP ALLIANCE
http://www.capalliance.fr
200 SALES POINTS IN France
29 http://www.infogreffe.fr

Brands represented
ACEMO
ALÖ
AMAZONE
B3.b
BABINI
BECCHIO
BERRY
BERTHOUD
BLANCHARD
BRUNEAU
BUGNOT
COCHET
COSNET LA GEE
DESVOYS
DONDI
ECOMULCH
FERRARI
GASPARDO
GILIBERT
GREGOIRE ET BESSON
GUERNET
HATZENBICHLER
JEANTIL
JF Stoll
JOURDAIN
KONGSKILDE
KRONE
KUHN PULVE
KVERNELAND
LAMBERT
LERIN
LUCAS
MASCAR
MASCHIO
PMP
Example of second-hand tractors (3101 adverts)
see brand model year hours power Price
( ) ( ) ( )
( ) ( ) ( ) ( )
POGET
QUITTE 'BOMFORD'
QUIVOGNE
RABAUD
REIXIT
RIBOULEAU
RONOT
RUDOLPH
SATENE
SEKO
SUIRE
SULKY
THIERION
TIFERMEX
TOY
YANIGAV
location
( )
John Deere 6520 PREMIUM 2005 3614 110 36000 € France − 50
Fendt 711 2001 4675 115 40000 € France − 50
Renault 155.54 1999 7700 155 11000 € France − 76
Fendt 712 2002 4500 120 52500 € France − 76
Renault ARES 710 1998 8100 145 18000 € France − 76
New Holland TL 100 2001 3750 100 31000 € France − 76
Case IH MXM155 2003 3800 155 39960 € France − 77
Mc Cormick MTX 120 2005 4000 120 42000 € France − 15
Case IH 845 XL 1987 6500 80 12000 € France − 15
Case IH CS 86 2002 6220 86 15000 € France − 42
New Holland TG 230 2004 6300 230 27000 € France − 86
Renault ARES 735 RZ 1999 7700 185 19000 € France − 86
Fiat / Fiatagri 640 1980 100 60 6500 € France − 87

FINANCIAL INFORMATION ON CAP ALLIANCE FROM REGISTRY OF
COMMERCE 30
CAP'ALLIANCE
382 408 771 R.C.S. ORLEANS
Tribunal de Commerce de ORLEANS
Head office
54 RUE DES FRERES LUMIERE
ZAC DES CHATELLIERS
45800 SAINT-JEAN-DE-BRAYE
Activity (NAF code) 4661Z
Legal form
SOCIETE ANONYME COOPERATIVE A CAPITAL VARIABLE
Registered on 21/05/1992
Closing date Revenue Result Headcount
31/12/2009 10 985 728 € 117 216 €
31/12/2008 13 877 178 € 236 703 €
31/12/2007 8 477 249 € 211 659 € 8
3.3.4. EPAGRI
http://www.epagri.com/
30 http://www.infogreffe.fr
Key figures at 31/12/2010
Revenue : 7 790 260 €
Result : 50 140 €

150 sales points.
Specialized in machinery and supplies for maintenance and repair of material, also
selling material and equipment.
INFORMATION ON CAP AGRI FROM REGISTRY OF COMMERCE 31
COOPERATIVE DES DISTRIBUTEURS DE PIECES AGRICOLES
391 109 550 R.C.S. NANTES
Tribunal de Commerce de NANTES
Acronym : C.D.P.A.
Head office
Z I DU BIGNON
44110 ERBRAY
Activity (NAF code) 4661Z
Legal form SOCIETE ANONYME COOPERATIVE
Registered on 12/05/1993
Closing date Revenue Result Headcount
30/09/2009 20 705 413 € 125 926 €
30/09/2008 23 512 117 € 215 722 € 21
30/09/2007 22 582 744 € 120 078 €
3.3.5. DELTA FORCE
http://www.delta-force.com/
400 sales points in France, 166 referenced manufacturers
31 http://www.infogreffe.fr
Key figures at 30/09/2010
Revenue : 18 483 896 €
Result : 63 870 €

FINANCIAL INFORMATION ON DELTA FORCE FROM REGISTRY OF COMMERCE 32
DELTA FORCE
349 106 948 R.C.S. RENNES
Greffe du Tribunal de Commerce de RENNES
Head office
167 ROUTE DE LORIENT
35000 RENNES
Activity (NAF code) 4661Z
Legal form SOCIETE PAR ACTIONS SIMPLIFIEE
Key figures at 30/06/2010
Revenue : 1 386 781 €
Result : 110 344 €
Registered on 24/01/2006
Company in the registry of RENNES on 20/12/2005. Previous head office at CRETEIL
Closing date Revenue Result Headcount
30/06/2009 1 332 083 € 143 065 €
30/06/2008 1 356 214 € 30 353 €
30/06/2007 1 266 434 € 20 063 €
3.3.6. SCAR –UCAR SCAR (Société Coopérative des Artisans Ruraux)
UCAR’s sales persons are available to advice on financial and technical issues on
products.
UCAR services are : stock, commercial actions, fairs, training on selected products and
monthly technical meetings.
32 http://www.infogreffe.fr,

FINANCIAL INFORMATION ON SCAR FROM REGISTRY OF COMMERCE
SCAR UNION
441 649 068 R.C.S. RENNES
Greffe du Tribunal de Commerce de RENNES
Head office
ZI LA TURBANIERE
35530 BRECE
Activity (NAF code) 8299Z
Legal form COOPERATIVE A CAPITAL VARIABLE.
Registered on 17/04/2002
Key figures at 30/09/2010
Revenue : 1 831 849 €
Result : 8 087 €
Closing date Revenue Result Headcount
30/09/2009 1 496 855 € 7 180 €
30/09/2008 1 599 769 € 4 840 €
30/09/2007 1 107 631 € 1 307 €

3.4. Most effective sales channels
The most important sales channel is the dealers ‘group that represent about 85% of the
sales (€5.3bn out of €6.3bn). Dealers gather 2000 sales points.
The dealership concept, where a sales company has a contract with an equipment
manufacturer (tractors or harvesting machines), implies a number of constraints in
terms of geographical operation and other products to be sold. The dealers can then sell
additional material that is bought either directly from manufacturers or through central
buying offices.
In the dealership model, dealers sell to farmers only and there is a strong integration
from the manufacturers into the distribution. That could be seen as an handicap from a
seller point of view.
La France Agricole 33 published a special issue in February 2011 on the Dealers and
mentions that the largest dealers do not go over €100 million in turnover. In 2008, two
dealers groups had a turnover over €100 million. Overall in 2010, the first 100 dealers
saw a decrease in their turnover of 12.9% (€454 million).
33 http://www.lafranceagricole.fr

Rank
La France Agricole / Machinisme et Reseaux lists the top 100 dealers in 2010.
Turnover is for headquarters + sales points (subsidiaries), in thousands euros
Number of employees is for headquarters + sales points (subsidiaries)
Sales figures of 2010
The table lists companies ranking from 1-10, 41-50 and 95-100.
Company name Turnover Employees
Number of
sales points
Tractors
New
Combine
harvesters
1 Blanchard 94 000 317 13 CNH CNH 320 350 36 25 12 16
2 Ouvrard 91 800 324 21 CNH CNH 275 345 19 34 35 31 20 15
3 Lecocq Duret 80 700 230 13 CNH CNH 220 367 43 114 3 3 2
4 Depussay 76 000 178 16 Claas
JCB
tractors
used
tractors
new combi
harvester
used combi
harvester
Claas 135 179 59 166 5
5 Gonnin Duris 67 000 200 8 NH NH 200 290 45 200 1 1 5 5
6 Casa Service 62 145 151 9 Claas
Claas 146 194 24 43 11 9 43 32
Fendt
Fendt
MF
MF
7 Sicadima 55 000 170 6 Deere Deere 240 280 6 8 6 14
8 Breda 55 000 140 4 Deere Deere 153 265 16 38 3 5 28 24
9 Rocha 53 103 206 23 Kubota
MF
10 Samson Service 52 800 124 4 Case IH
JCB
new selfpro
haverst
used selfpro
harvest
new telesco
loader
MF 410 116 7 12 6 7
Case IH
Laverda
Used telesc
loader
109 138 11 20 131 154
41 Lebaudy 29 000 83 4 Deere Deere 150 300 2 5 8 20

43 Agrivision 28 700 112 10 Deere Deere 110 150 5 5 1 2
45 CRA Auvergne 28 366 83 3 Claas Claas 105 145 7 15 1 14 15
47 CRA Rennes 27 903 85 3 Claas Claas 105 140 8 9 8 6 15 11
49 Bernardi
Bernard
26 118 80 5 Case IH
NH
Case IH
NH
53 136 12 27 2 1 6
50 Ducastel 26 000 95 6 NH NH 70 120 10 30 1 2 30 25
95 Maison Vacher 16 978 46 3 Fendt
Kubota
MF
Merlo
Fendt
MF
96 Bouilloux Petit 16 900 52 3 Case IH Case IH
Laverda
97 Mansard
Chauvin
16 540 60 6 Fendt
Kubota
MF
Fendt
MF
94 139 3 2 1 1
37 78 14 16
49 38 4 4 8 7 4 3
98 AgriCentre 36 16 350 47 2 Deere Deere 68 100 6 20 5 5
99 Codima 16 100 50 2 Deere Deere 70 97 3 5 2 3 2 6
100 CAT SAS 16 012 35 2 Deere Deere 90 110 7 30 3 5
Excerpt from Machinisne et Reseaux, La France des Concessions, Fevrier 2011 http://www.lafranceagricole.fr/

3.5. Overall feelings and trends in distribution over 2011
“Distributors continue their clearance: 27% of them believe that their stock of new
equipment will be less important than it was at this time last year. This very cautious
approach to stocks reflects the lack of visibility on the market. Nevertheless, the pace of
this clearance slows down, dealers believing they have arrived at their balance point,
even if one third of them continue to put effort on sales of used equipment.
Stocks of spare parts will not move. In a very volatile market, the constitution of stocks
becomes excessively perilous and the episode 2008-2009 of the collapse of the market
has cooled many distributors. The difficulty is increased by the sophistication of the
equipment and the professionalization of the farmers which very often leads to the fact
that what is in stock is not what the client wants.
There is a strong need for manufacturers and distributors to talk and find a balance of
their complementarities; at the moment, delivery times are too long.
With the improvement of the level of stocks, the liquidities are stable in 54% of dealers
companies, 27% are still improving it.
All regions, materials, new and used equipment combined, 84% of the
distributors/dealers/retailers plan at least a stabilization of their market. They are even
34% to consider a progression. Optimism returns and there is a hope to have figures of
the 2006 market, last year considered "normal".
2010 has been the worst year for 15 years yet it seems that
distributors/dealers/retailers were able to take rigorous measures to absorb the shocks
without losing their teams. Visibility on intentions of investments is nevertheless too
narrow so that the distributors/dealers/retailers are encouraged to rebuild their stocks.
The sector will have to think of how to answer to this situation.” 34
34 http://www.sedima.fr, http://www.axema.fr

FIGURE 12 : MORALE OF DISTRIBUTION IN SECOND SEMESTER 2011, BASED ON ESTIMATES OF GROWTH
FOR 2ND SEMESTER 2011/2ND SEMESTER 2010.
Source SEDIMA

4. Clients
Farmers, CUMA (cooperatives) and ETA (contractors) are main purchasers of
agricultural machinery.
4.1. Farmers
KEY FACTS
o 500 000 farms (326 000 professional farms)
o 1 million workers
o 25% farms : less than 6ha
o 25% farms : +82ha
o 10% farms : +143 ha
o Revenue average per farm worker 2009 : € 11,300
o Revenue average per farm worker 2010 : € 24,300
o Main products : 70 tons cereals (wheat, corn), sugar, wines,
dairy, fruits and vegetables.
o Agriculture represents 1.7% of the French GDP and employs
about 3.5% of French workforce
o Value of agriculture : €70bn
In 2001, of the 507,000 farms in France, almost two thirds (326,000) are
professional (equivalent to 8 ESU). In 20 years, their number has been reduced
by about half.
4.1.1. Individual and collective farming
A farm can be developed under status of
a) Personal farm status
b) Company farm status: GAEC (farming group) and EARL (limited liability farm) are
most common status, they both have a maximum of 10 shareholders. GAEC needs
to have 2 partners (not spouse). EARL can be one person only or 2 spouses or
several associates.

TABLE 5 FARMS PER STATUS
Number of farms in 2007
Farms Professional
farms
Evolution 1988-
2007 in %
Personal farms 364 000 192 000 -5.4
Companies amongst which 143 000 134 000 +3.9
GAEC 41 000 41 000 +0.4
EARL 72 000 70 000 + 25
Others 29 000 24 000 -0.4
Total 507 000 326 000 -3.3
Source INSEE 2009, essor des societes agricoles
There has been a decrease in “personal status”, farms using this status tend to be of
small size (57 ha in average). “Company status” increase and represent farms with 107ha
in average. EARL status is the fastest developing farm status.
The UAA (Utilised Average Area) is increasing: 77 ha in 2007 compared with 42 hectares
in 1988. Despite their reduction in number, farms between 50 and 100 hectares
continue to be the most common, representing nearly a third of the total 35 .
25% of farms have less than 6 hectares, 25% more has more 82ha. 10 % of the biggest
farms have more than 143 hectares. 18 % of farms sell in short-circuit or direct sales or
with only one intermediary 36 .
FIGURE 13 : UTILISED AGRICULTURAL AREA: 30 MILLION HA
35 INSEE http://www.insee.fr/fr/default.asp
36 http://www.agreste.agriculture.gouv.fr/

TABLE 6 : FARMS ACCORDING TO FARMING ORIENTATION
1988 2007
Number of farms
in thousands
UAA
in thousands of ha
(in %)
Major crops 182 117 9 715 23,1
Horticulture, market gardening 29 11 78 2,3
Viticulture 123 71 1 078 14,0
Fruits 34 19 279 3,7
Dairy cattle 169 55 3 806 10,8
Beef cattle 91 63 3 747 12,5
Other herbivores 120 70 2 839 13,9
Pigs, poultry 29 17 568 3,3
Polyculture, mixed livestock 239 84 5 247 16,5
Total 1 017 507 27 356 100,0
Source : INSEE
4.1.2. Types of culture
FIGURE 14: CEREAL, OLEAGINOUS AND PROTEAGINOUS ,
BEETS AND INDUSTRIAL CULTURES

Table 7: use of arable land in hectares
2007 2008 2009
Arable land 18 351 245 18 337 766 18 330 815
Cereals (seeds included) 9 092 157 9 665 039 9 444 507
Oleaginous (seeds included) 2 189 617 2 081 833 2 263 696
Proteaginous (seeds included) 221 269 161 923 202 784
Industrial beets ( seeds excluded) 393 128 349 258 372 602
Sugar cane (Overseas) 43 443 43 208 42 742
Fiber plants (seeds included) 84 891 76 116 68 805
Diverse industrial cultures 11 170 10 801 11 791
Aromatic, medicinal and perfume plants 30 715 31 373 36 164
Potatoes, fresh vegetables and dry vegetables 402 194 400 051 404 894
Overseas plants, roots and bulb 7 400 7 392 7 592
Flowers 8 227 8 135 8 093
Seeds 61 998 59 046 55 528
Cabbage, roots and forage tuber 22 115 22 597 22 606
Forage 1 399 750 1 476 990 1 505 561
seeded and temporary grassland 3 149 082 3 174 509 3 168 003
Family gardens/orchards 23 966 23 733 23 843
Fallow 1 210 123 745 762 691 604
Superficies in grass 10 010 672 9 959 780 9 919 776
Vines, fruits, others 1 249 960 1 234 421 1 218 700
Woods and forests 23 246 617 23 277 851 23 297 218
Non cultivated agricultural land 2 669 118 2 649 646 2 668 608
Non agricultural territory 8 313 610 8 405 613 8 414 691
Total surface 63 794 579 63 794 579 63 794 579
Source : Service de la statistique et de la prospective 37
37 http://www.agreste.agriculture.gouv.fr

4.1.3. Farms size
Average size of farms is between 55 hectares and 80 hectares for medium and large
farms in 2010. Large farms tend to specialize in cereals and oleo-products. Small farms
represent 36% of farms, their average size is 10 hectares and they exploit about 7% of
the UAA. Medium and average farms occupy 93% of the UAA : 30% are specialized din
bovine, 23 in crops and 15% in vineyards. 36% of large farms are under EARL status.
FIGURE 15 : EVOLUTION OF FARMS SIZE
Number of farms
700000
600000
500000
400000
300000
200000
100000
0
Source : Agreste 38
Large farms remain strong
2000 2010
Year
38 http://www.agreste.agriculture.gouv.fr
Large farms
Medium farms
Small farms

FIGURE 16: NUMBER OF LARGE AND MEDIUM FARMS AND THEIR ORIENTATION
Source : Agreste 39
4.1.4. Farming revenues
Evolution of result before taxes for head and family in farms (not including
employees), value of 2010, evolution from 1990 to 2010 in yearly average
39 http://www.agreste.agriculture.gouv.fr

FIGURE 17: RESULTS BEFORE TAXES : AVERAGE FOR FRANCE PER HEAD OF FARMS

4.2. CUMA : Cooperative for the use of material
KEY FACTS
o 13 400 CUMA
o 250 000 members (+50% of farms)
o € 464 million turnover
o € 38 300 average turnover per CUMA (bills sent to members)
o € 260 million of investments total
o € 55 000 investment per CUMA
o CUMA most frequent activities are slurry, transport, sowing and
harvesters. Tractors and sprayers are also important activities.
CUMA are agricultural cooperatives that allow farmers to put their resources in common
in order to acquire agricultural machinery. CUMA have a juridical status that helps
optimize team work and reduce costs of equipment 40 .
CUMA are identified in the RURAL CODE. At the end of WWII, French agriculture
reorganizes, and in 1945, a law is voted on CUMA. CUMA promote cooperation amongst
farmers; CUMA offer assistance, technical help, experts advices, and accounting
services.
From 2000, CUMA strive to offer better services to members, to plan better collective
use of materials, to improve work organization, and help calculate cost of use of
material. CUMA activities do not decline, in spite of the decline of numbers of farmers.
New law in 2006 introduces in Labor Code the possibility for CUMA to act as an
employer cooperative.
The number of CUMA members is declining, along with the decline in number of farms,
yet the percentage of famers belonging to CUMA remains stable.
CUMA need to have at least 4 members who subscribe to social shares in the CUMA,
who commit: to use the material for a specified period and quantity; to respect the
material and to pay the bills linked to the use of the material. CUMA in turns will make
40 Information in this chapter comes for CUMA federation website : http://www.cuma.fr/

the material available to its members. CUMA are organized around a national
federation, regional and county representatives.
FIGURE18 : NUMBER OF CUMA PER COUNTY
MATERIAL OWNED BY CUMA in 2011
12 550 sowing machines for cereals and one-grain
9 150 slurry spreaders
7 100 tractors
3 700 combine harvesters
2 600 haymakers
1 700 front loaders
1 350 vine harvesters

FIGURE 19: FREQUENCY OF ACTIVITIES IN CUMA
60 %
50 %
40 %
30 %
20 %
10 %
0 %
Frequency of activities in CUMA
Aids available to CUMA come from 3 sources :
FEADER aids
FEADER and French regions co-financed aids
Regional council aids
FIGURE 20 : EVOLUTION OF CUMA FINANCING
*MTS : improved loans

4.3. ETA - Agricultural, Forest and Rural contractors
Agricultural, Forest and Rural contractors 41 offer their services to farmers, breeders,
forest managers, state or private companies such as EDF. In agriculture contractors
mostly offer services for production: soil work, sowing, fertilization, harvesting and
haymaking.
Material
KEY FACTS
o 23 000 companies
o 74 000 full-time or temporary employees
o Status : private companies registered with Commerce and Trade, not
Agriculture
Because they have to be performing and profitable, contractors needs to have working
machines in good condition and that enables them to offer valuable services.
Contractors use state of art machines as they can then add value by extending their
mission to advice and consultancy to the farmers. They do so by collecting and analyzing
information with the help of sophisticated equipment and then assist farmers in decision
and management of production.
Contractors do not receive any subsidies to buy their equipment. The renewal rate of
equipment is fast (5 -7 years in average), and much faster than farmers, where rate
about 10 years.
Leasing and financial amortization represent about 10-15% of contractors’ turnover.
Maintenance charges also represent 10-15% and social taxes represent 25-40% . Most
contractors (51%) operate within their department / county limits.
Contractors can be identified on http://www.e-d-t.org
41 Information for this chapter comes from the EDT website and from a telephone conversation with EDT’s
representative. The person also proofread this current chapter. http://www.e-d-t.org

Activities of contractors per type of works
Agricultural 78.91%
Rural 17.3%
Forestry 14.93%
Vine 6.4%
Contractors activities: in % of the activities carried in France
30% of soil work and sowing,
50 % of forage harvests,
50 % of vine harvests,
55 % of harvest of cereals for straw,
60 - 70 % of corn silage and silage,
70 - 80 % of beet picking,
90 % of industrial vegetable picking,
40 - 60 % of forest works.
Contractors turnover varies a lot : from less than €300 000 to more than €1 million.
About 30% of companies that answered survey reported a turnover between €100 000-
300 000. About 100 reported a turnover above €700 000.
Contractors yearly investment in material in 2008, In %
Less than €30 000 23.35%
€30 000 - 50 000 12.03%
€50 000 - 100 000 20.05%
€100 000 - 300 000 30.19%
€300 000 - 700 000 12.03%
+ €700 000 2.36%
Investments are linked to turnover of the company. In 2008 the total investments is less
than in the past. It seems there is a link between turnover and manager level of
education, as people with a specialized degree after High school usually achieve a higher
turnover. Yet, people with long experience and no diploma also managed to make
turnover of +€1 million.
Contractors say they
invoice
Monthly 66 %
Quarterly 20 %
Annually 14 %
Average payment terms
30 days 41.15%
60 days 43.54%
+ 90 days 12.2%
+ 120 days 3.11%
Who are contractors
competitors?
1. Other contractors
2. Farmers
3. CUMA
4. Illegal work

Who are contractors’ clients? Ranked per order: farmers, private persons, local public
entities, farmers cooperatives, partnership with other ETARF, National Forest Office,
forest managers, and industrial companies.
Farms established as companies tend to use more contractors because of their size and
their specialties.
FIGURE 21 : AVERAGE NUMBER OF DAYS WORKED BY CONTRACTORS FOR CLIENTS
3,4
0,4
Average number of days worked by contractors
0,5
4,6
ETA CUMA Temp. Work
6,7
5,8
1,3
1 0,9 1
0,9
Personal farms GAEC EARL one person EARL +1 person
Source : INSEE, June 2009, Essor des Societes Agricoles
1,5

5. Buying agricultural machinery
5.1. Aids and financing possibilities
5.1.1. Aids and subsidies
Although there is no direct aids to acquire materials some subsidies targeting farms in
difficulty, mountain farming, environmental friendly farming … are available. None
targets direct purchase material with the exception of CUMA in mountains areas.See
Annex 12.5 on EU regulation.
CUMA (Cooperative for the use of agricultural material), is considered as a farmer
association as such is the only body that receives aids, in order to reduce over-equipping
farms and limit farm indebtedness. Yet aids are conditioned by type of material that
should meet challenges of local interest (organic culture, orientation, resources
management … ) and of the CUMA location itself (mountain, poor or plain area). CUMA
are eligible for aids, whether they are European, Regional or County levels. See Annex
12.6.
5.1.2. “Improved” loans
According to Banque de France, there are 3 types of “improved” loans in agriculture :
1- MTS-JA ´(foryoung farmer)
2- MTS
3- MTS - CUMA (for CUMA )
These loans are granted with rate inferior to the market thanks to state aids. The aim is
to support investments in farms and to increase the number of new farmers.
Several banks issue the loans: BNP Paribas, Crédit Agricole, Groupe Banque Populaire,
Crédit Mutuel, Crédit Industriel et Commercial, Crédit Maritime Mutuel.
5.1.3. Manufacturers loans
Some manufacturers can negotiate for their clients a leasing option and have developed
their own financial services.

Example One 42 : “John Deere supplies you with full range of financial services to finance
your John Deere equipment such as loans, leasing and renting. Your John Deere sales
person will assist you and will tailor-made the financial services.”
1. Opti Pret : you borrow from John Deere Credit the amount you need to buy your material.,
2. OPtiClassic : leasing that will allow you to buy your equipment at best price at the end of the
contract.
3. OptiDynamic is a leasing/renting to renew your material on a regular basis.
Example Two : CLAAS 43
Claas advertises for renting services on selected equipment :
Axos for €399/month, Disco from €186/month, Lexion Plus €399/month, Arion 600/500
comfort , from €399/month
5.2. Leasing practices in sales of agricultural machinery
The data below comes ASF 44 and covers the category “new and used industrial
machines tools and agricultural machinery”. Financing of new and used industrial
machines tools and agricultural machinery (please note ASF provides information for
aggregated category of machine tools and agricultural machinery only)
42 (excerpt from French website) http://www.deere.fr
43 http://www.duoclaas.fr
44 http://www.asf-france.com/

Leasing no
Classic loans
2010 2009 2008 2007 2006 2005 2004 2000
Amount, millions euros, amount of new loans attributed or amount of new investments (lease)
Leasing +
purchase
Classic loans
purchase
1 086 1 098 992
745 494 435 517 627 (incl.
comput.)
4 586 4 757 6 435 5 815 5 653 5 275
4 847 4 521
1 249 1 354 2 294 2 261 1 878 1 875 1 794 2 801
In number of transactions : new loan attributed or new transaction (loans)
Leasing +
purchase
Leasing no
purchase
Not
itemized
Not
itemized
19 973 16 628 14 786 12 283 19 646
31 818
(incl.
comput.)
80 814 87 007 105 091 110 464 110 870 114 731 109 782 91 527
68 649 64 528 75 555 76 453 67 604 64 580 61 586 83 895

6. Communication tools for manufacturers
6.1. Fairs in agricultural machinery
SIMA - AGRI BUSINESS SHOW 20 -24 February 2011, Paris Villepinte Exhibition
(every 2 years)
http://www.planet-agri.com/en/sima
1,300 exhibitors and 1,550 brands in which 285 new exhibitors in 2011.
50% international exhibitors, originating from 41 countries .
AGRIEVOLUTION –– world summit on Agricultural Machinery along with SIMA
http://www.agrievolution2011.org
SPACE – Livestock machinery
http://www.space.fr/
SIVAL – Material and techniques for vegetables, flowers, fruits and wine
http://www.sival-angers.com/
SIFEL-VINITECH , Wine, fruits and vegetables equipment, Bordeaux, 27-29 November
2012
http://www.vinitech.fr
SALON HERBE – ALL YOU NEED FOR GRASS AND HAY
http://www.salonherbe.com
ETA – Rural Contractors 120 exhibitors and 7 000 visitors
http://www.saloneta.com/
SALON AUX CHAMPS – CUMA fair
http://www.salonauxchamps.fr
INNOV AGRI
http://www.innovagri.com/
6.1.1. Regional fairs
Please note that there numerous local fairs where local retailers will exhibit, these fairs
are active in France, in each county. Dates vary and fairs are usually held in medium size
cities.

6.2. Web portals
http://www.planet-agri.com/
http://www.terre-net.fr/
6.3. Specialized press
France Agricole publishes several magazines
www.abonnements-gfa.com/
France Agricole ; for all farmers
VIgne : vineyards
Agro Distribution : for collecting and transforming
Machines et Reseaux : for professionals in agricultural machinery
Materiel agricole : for professionals in agricultural machinery
http://www.materielagricole.info/

7. Competitor information
Because the main competitors are international, the consultant decided to select
information about the competition relevant to their organization of the sales on the
French market. A list of French manufacturers is available in the Annex 12.3 and 12.4
JOHN DEERE http://www.deere.fr
1 manufacturing plant and a marketing office in France.
Sales organisations : 173 dealers (377 sales points)
Example of John Deere dealer SOFIMAT
CLAAS http://www.claas.com
2 production plants in France , 535 million euros of sales in France
27 Claas subsidiaries, 220 sales points
Example of a CLAAS dealer DOUSSET MATELIN

CLAAS has its own used-tractors internet website http://www.tractomarket.com/
KUHN http://www.kuhn.fr
6 production sites in France
Example of a KUHN dealer who also represent Caterpillar and Deere dealer.

AGCO http://www.agco.fr
Distribution company for Massey Ferguson,Valtra, Fendt, Challenger
3900 dealers in the world – one of the largest distribution networks in the industry.
AGCO equipment is sold and serviced by local, independent dealers who back each
product they sell with experienced, factory-trained staff and service personnel
Massey Ferguson sales points : 219
Valtra : 170
Fendt : 153
LANDINI – ARGO http://www.landini.it
1 plant in France
200 dealers in France for McCORMICK and LANDINI, 20 own sales persons to sell to
dealers. ARGO developed an online sales tools for its resellers.
McCormick : 190 sales points
Landini : 155 sales points
AMAZONE http://www.amazone.fr
2 subsidiaries in France that import the products and maintains the dealers networks
CNH http://www.caseih.com
4.900 dealers in the world and one importer in France : France SA–Division Case IH
Case NH developed help line 24 / 7 using solutions to known problems in several
languages.
case IH : 180 sales points
KUBOTA http://www.kubota.fr
Kubota Europe, Kubota Corporation’s subsidiary in Paris area.
40 000 m², and 7 000 m² for spare parts. 650 dealers in Europe.
KNEVERLAND http://www.kvernelandgroup.com
Spare parts center in Metz 15 000 m² warehouse, 60 000 references in stock.

SAME DEUTZ http://www.samedeutz-fahr.com
Carries a Tour de France for famers invited at 50 SDF dealers. Road show from March to
November 2010. In 2009 it attracted more than 10 000 visitors. Interview of Mr.
Schietequatte, MD of Same Deutz-Fahr France: “Our real fight is to cover empty zones
finding new dealers. We can still grow. We help our dealers by organizing 50 PRO
meeting this year.”
Same sales points : 105
Deutz sales points : 118

8. Imports of agricultural machinery in France
In first half of 2011 imports represents 1.80 billion euros and imports supply 77 % of the
French market.
Imports dropped by 13% to 2.89 billion euros in 2009 over 2008, closely in line with
market trends.
Germany remains France’s leading supplier, around one third of French imports.
TABLE 8 : FRENCH IMPORTS PER COUNTRY, IN MILLION EUROS 45
2009 % of
total
2010 % of
total
06/2010-
06/2011
% of
total
Germany 1 055 966 34.2 870 826 31.4 1 066 518 34.4
Italy 494 058 26.0 439 137 15.8 473 863 15.3
USA 222 627 7.2 216 110 7.8 225 243 7.4
Belgium 212 205 6.9 171 673 6.2 184 744 6.0
Austria 182 109 5.9 158 029 5.7 181 612 5.9
Netherlands 140 512 4.6 149 508 5.4 161 996 5.2
UK 153 383 5.0 144 618 5.2 108 301 3.5
Japan 110 893 3.6 112 690 4.1 101 478 3.3
Spain 61 527 3.0 62 944 2.3 79 749 2.6
China 39 672 1.3 62 892 2.3 66 649 2.2
Sweden 61 156 2.0 52 735 1.9 61 727 2.0
Denmark 46 706 1.5 40 258 1.5 57 927 1.9
Hungary 41 688 1.4 31 324 1.1 42 048 1.4
Poland 27 423 0.9 31 356 1.1 35 438 1.1
Finland 12 365 0.4 17 366 0.6 18 464 0.6
Others 220 712 7.2 214 362 7.7 231 699 7.5
Total 3 083 999 2 776 098 3 096 456
45 http://www.sedima.fr

FIGURE 22 : FRENCH IMPORTS PER MACHINE GROUPS
There is little change over the years on categories of products being imported :
Tractors are the first imports category with about 25%
Lawn mowers with about 20%
Spare parts with about 16%
Harvesting and haymaking equipment with about 16%
Soil tillage, sowing and plantation equipment with about 7%
First Semester
Second Semester

TABLE 9 : FRENCH IMPORTS PER MATERIAL, VALUE IN THOUSANDS EUROS
2009 2010 07/ 2010- 07/2011
A – New agricultural tractors 998 849 832 997 908 942
B – Diverse motorized engines 69 235 73 807 74 882
C – Soil tillage 108 164 97 758 116 699
D – Sowing and plantation 125 020 114 385 130 638
E – Lawn mower 407 002 399 512 453 089
F – Haymaking 86 212 70 674 83 521
G - harvesting 450 790 322 620 379 336
H – Protection and irrigation 105 350 102 766 109 819
I – Wine harvesters 9 040 10 689 11 853
J – Milking material 47 985 36 447 42 291
K – Breeding material 81 838 94 141 103 882
L – Diverse agricultural machines 66 256 76 204 81 507
M – transport and Handling 49 103 84 351 86 766
N – Parts and accessories 479 155 459 747 513 231
Total 3 083 999 2 776 098 3 096 456
Source AXEMA

9. National production of agricultural machinery
Over the last 10 years there has been a decrease in number of manufacturers (-25%)
related to difficulties in the agricultural sector. Most of the companies are of small size
(50% of the companies employ less than 10 persons).
12 companies employ about 30% of the workforce and have +200 employees.
Large international groups dominate the manufacturing sector in France : Deere &
Company, AGCO are leading the production sector. Some French companies developed a
segment position such as EXEL in spreading activities.
YEAR 2010
KEY FACTS 2010
450 manufacturers
25 000 employees
French production for French market €1bn
French production exported €2.1bn
A dip in the demand on the domestic market in 2009, combined with a fall in exports,
led to a sharp decline in production by French agricultural equipment manufacturers.
Tractor production, which represents 36% of total production, dropped 23% to €1.10
billion. The production of machinery and other equipment, which represents 64% of
total production, dropped 24% to €1.95 billion.
The French manufacturing sector’s total domestic sales dropped 20.6% to €1.04 billion,
while exports declined at a faster rate (down 25.2%) 46 .
46 http://www.axema.fr

FIGURE 23 : FRENCH PRODUCTION OF AGRICULTURAL MACHINERY 47
VOLUME ON THE FIRST HALF OF 2011
French production of agricultural machinery amounted to €1.96 billion in the first half
of 2011, up 40.4% from the first half of 2010 (€1.39bn). Assessed at €610 million, the
manufacture of tractors recorded a higher up, 46%, and remains the most important
sector. Billings inside France progressed on the first half of 2011 of 35.2% after two
semesters of strong declines -41,2% in the first half of 2010 and-21,2% in the second half
of 2010.
All devices manufactured in France progress over one year, except for lawnmowers (-
7.1%), equipment for the preparation of food for animals (3.2%) and manure spreaders
(0.6%). Disc harrows toothed record the highest growth (85.6%) from very low levels
that they had met during the crisis. Then came the mowers and balers (+ 57.4%),
agricultural tractors (+ 46.2%) and the silage cutters (42.7%).
47 http://www.axema.fr

10. Business culture in agricultural machinery
PRESENTATION OF PRODUCTS
Because French users as well as purchasers in sales companies have experience of a
wide range of both quality and cheap products in the agricultural machinery, they will
tend to think they have all they need and could resist being introduced to new products.
Therefore a careful comparison both in terms of price, technical features and end-users
advantages has be carried in order to be able to argument and demonstrate for
competitive advantages.
Although the French do not like to be “sold” and do not favor aggressive negotiations,
purchasers in sales companies will want to be exposed what the manufacturer considers
to be better at, as well as the innovative features in comparison with products already
on the market.
The way to sell should be technical and fact-oriented : usually French companies ask for
more information than Finnish companies are prepared to provide at first. French
companies will ask for facts, statistics, technical data’s and report … anything that will
later help them make their mind, after the meeting with the sales persons.
CONTENT OF COLLABORATION / SALES
Most French companies mention the lack of support in the marketing effort from the
manufacturers and they may be encouraged when the a manufacturer offers technical,
financial and marketing support for example :
quality image database
quality marketing documents in French
demos available
financial participation in fairs and marketing events
budget for communication
The freight and cost issues are important and play an important part in the sales
process. Even though it could be difficult to provide definite price for transport, it is
important to be prepared to communicate a bracket of prices.
Prices and quantities reduction information should be communicated, although French
companies understand there is always room for negotiation.
The after sales and stock issues usually are of interest for the French companies as they
will be in charge of it and they will expect the Finnish manufacturers to provide clear
answer on :

creation and financing of a stock in France
assistance to after-sales : time to answer questions, to send spare parts, online
access to stock …)
Hence lots of attention needs to be paid to the sales proposal that should be
detailed
technical and fact oriented
supported by surveys, testimonies, statistics
THE RELATIONSHIP
French communication style will differ from different regions and company’s culture. It
will be unlikely that your French contact will speak English – although that should not be
ruled out, therefore all printed material need to be in French language. The French
person will feel reassured about understanding correctly what he/she reads and will also
have the feeling that you are serious about entering the market.
Some French are not at ease when they have to speak a foreign language and may feel
embarrassed. Therefore written communication should be emphasized.
There is a great love for debate. Eye contact is frequent and intense, so much so that
many people may be intimidated.
KEY NEGOTIATING POINTERS
Avoid a hard sell. French are rather conservative and formal during business.
After a brief exchange of pleasantries, get to the point of your discussion. Let your host
take the lead. The personal relationship is normally solidified after the business
relationship has been formed.
New ideas should be researched and conceptually strong. The French apply reasons and
logic to negotiations.
Be aware that tough the French are often reserved, the team may be argumentative,
disagreeing for the sake of discussion. Expect them to state their opinion openly.
Allow plenty of time. Decisions are made after lengthy explanations. Yet there is a need
to be in contact on a regular basis. You may not want to simply ask for a decision and
leave for the person to get back. You need to show interest in developing the
relationship and you can do so by feeding the persons with news and development
information.

SOME FRENCH WORDS AND QUESTIONS
No (meaning : convince me!)
It’s not logical (meaning: please develop your argument)
Let’s meet again (meaning I do not like to be rushed)
Not bad (meaning: it’s good)
I am not sure my boss is going to like it (meaning: I need time, I’m not convinced)
What is your strategy ? (what do you expect of me ? what are your plans?)
WHAT PEOPLE WILL EXPECT FROM YOU DURING A MEETING
formality and confidence : not overfriendly, not too relaxed, you need to be
proud of your products and it needs to show
innovative product : state the obvious, explain your arguments, give something
to remember
logical presentation : why you think your product is worth of buying, why the
product was developed, what it aimed to achieve and how you plan to do it
reference to France : show that the products is adapted to the market situation
(regulation and competition) and needs and demands of farmers
fact and proofs : every arguments need to be backed by facts and data
knowledge of your market, your product, your competitors
style appearance and personal touch : people will appreciate that your image
respect and reflect the quality of your company, they are sensitive to Finnish
humor and to your interest in the French market
WHAT WILL ASTONISH YOU DURING A MEETING ?
small talk – but not always
small personal space
topics of conversation could be diverse : products, farming in Finland, trip, France
tolerance to noise
capacity to deal with many things during the meeting : interruption, telephone,
mails …

11. Remarks and recommendations
KEY FEATURES TO TAKE INTO ACCOUNT
- fragmented market with 2 000 potential target companies
- strong integration of manufacturers in the distribution with dealership concept
- strong presence of foreign manufacturers
Before deciding of a strategy to enter the French market it is essential that the Finnish
manufacturers carry an in-depth approach to define their competitive advantages and
the features of their selling proposition. The analysis will depend on the type of products
and on each company’s characteristics, therefore it has to carried separately from the
current research.
Nevertheless, for all manufacturers, the following issues will have to be carefully
prepared:
innovation in comparison with current products available on the market
relevance of the features to the French market and the type of production
competitiveness on the prices level and arguments in relation with competition
after sales support and spare-parts organization
marketing support : budget, tools, personnel
sales support : tools, margins, access to intranet
communication : hours, language
product warranty
delivery time
Even if there is room for negotiation on all points mentioned above, it is important that
the manufacturer be prepared to answer questions and to have identified its limits.
In terms of information to be provided it is important to state the obvious, clearly
explain and describe the products advantages in comparison with existing products. The
amount of information that French companies require usually surprise foreign
companies who think they already provided enough – or a lot. For example CUMA
publishes reports about costs of utilization per ha of some products and there could be
questions on that issues.
The French usually mistake the lack of detailed information for not being serious and as
a lack of interest and support from the manufacturer. There is much sales work to be
done towards a future sales partners as the French would expect the manufacturer to
convince them.

The French dealers will expect well-developed and fact-proven sales arguments on the
innovation and quality issues. They will also expect knowledge about the French market
in terms of current products being used and how new products will positively differ.
Manufacturers of machinery dedicated to one specific production should first identify
the region(s) of interest in terms of farming orientation.
GIVEN THE MARKET ORGANIZATION, THE CONSULTANT SUGGESTS SEVERAL OPTIONS :
a) For products usually sold under the dealership concept (tractors, harvesting
machines.
Issue
Most dealers already have a contract – choices of partners will be limited or
extremely strong arguments and benefits will have to be provided to convince
them to change
Suggestions
develop product attractiveness to French farmers and distributors
create a subsidiary to establish own stock and sales structure in France
b) For products sold as complementary products to dealer’s sales of tractors or
harvesting machine.
Issue
How to best approach existing dealers in order to create a reseller network ?
Suggestions
develop product attractiveness to French farmers and distributors
create a subsidiary and establish own stock and sales structure ensuring
better control on sales actions
possibly recruit one dealer to act as stock and sales manager in order to
cover the counties of interest
develop a relationship with central buying offices and approach dealers
with the assistance of central buying office, yet central buying office do
not sell on behalf of manufacturers so sales within the central buying
offices members needs to be attended
recruit agent(s) to assist in approaching dealers and central buying office
hire a French sales manager
Entering the existing network of dealers seems to be the most feasible option. In order
to do several scenarii can be planned. The choice will be influenced by current resources
and investments. The consultant would rule out direct sales from Finland, except if the

company has access to fluent French speaking human resources fully available for an
extended period to develop actions based on the following suggestions:
SCENARIO 1 : QUESTIONS ABOUT THE POTENTIAL MARKET (NOT SURE ABOUT THE PRODUCT STRENGTHS
in relation with market conditions)
Aim : decide to test the market in real life with minimal investments
1) further market information needed to clearly identify potential
2) a test approach to selected local (county or regional) dealers to check on currents
products, needs and areas of interest
3) approach Central buying offices to check on approval procedures and areas of
interest
4) inquiry about agents role, sales power and organization
SCENARIO 2 : CERTAINTIES ABOUT POTENTIAL MARKET (SURE ABOUT THE PRODUCT STRENGTHS IN
relation with market conditions)
Aim : start organizing sales network
Following steps described in scenario 1 and additional ones
1) organize sales tools needed to support interest in dealers, central buying offices
2) recruit a sales manager and/or agents
3) Plan to exhibit at a fair with or without a sales partner
4) plan other recruiting events such as : demo tours, invitations to Finland,
marketing actions in French magazines, have articles written about the products

12. Annexes
12.1. Annex : SEDIMA Questions asked to evaluate manufacturers
Questions of satisfaction survey asked to distributors about their tractors
manufacturers. The answers are ranked on a 20 points scale.
COMPUTER SERVICES
(a) willingness of the manufacturer to facilitate the communication with your system
(b) cost of implementation and use of computer communication
(c) reliability and readability of the tractors rates and parts on the Internet
(d) ease of your employees to access the information in your manufacturer
(e) competence of your computer contact in your manufacturer
ADVERTISING AND MEDIA PRODUCTS
(a) advertising budget of your manufacturer
(b) effectiveness of the advertisements of your manufacturer
(c) level of participation of your constructor to your advertising
(d) Adaptation to your needs of service Internet-opportunity to your manufacturer
(e) quality of CDs and other media sales aid
PROCEDURES AND TIME LIMITS FOR PAYMENT
(a) reliability of the monitoring of commands
(b) simplicity of the procedures of applications for guarantees
(c) timeliness of reimbursement by your supplier of money that he owes you
(d) payment time of tractors
(e) payment time of spare parts
TRAINING
(a) price/quality of the courses organized by your manufacturer
RELATIONSHIP BUILDER-DEALER
(a) quality of the relationships with your manufacturer
(b) respect of manufacturer for your autonomy as head-manager of your company
(c) opportunity to negotiate sales goals
(d) your degree of confidence in the leaders of your manufacturer
HELP IN THE PROFITABILITY
Contribution level of your manufacturer to the profitability of your business
IMPROVEMENTS?
How do you consider the will of the manufacturer to improve its weak points?
How would you rank the actions the concrete actions implemented by your
manufacturer ?

12.2. Annex SIMA INNOVATION AWARDS 48
1) Mass development of multiplexed communication systems, ICT and more
particularly BUS CAN applications
AGROTRONIX: Field sprayer microcontroller communicating via isobus "SEMIX" is a
modular, element by element field sprayer control system. Any anomaly in spraying is
immediately flagged, allowing the user to react instantly. This also simplifies system
maintenance.
ISAGRI: Multi-site onboard computer . The device can be installed onboard a tractor and
in the milking parlour to allow farmers to closely supervise their business. It makes
information accessible at any point and in any location, particularly out in the fields to
supervise isobus equipment, integrate plot management and guidance solutions, or
interpret internet data on weather forecasts or the markets.
KVERNELAND Group France: The dual-screen isobus console can be used to supervise
two different machines while effectively addressing the specific ergonomic
characteristics of the operator's tasks (front and back tool, for example). In addition,
features have been developed for accessing web pages on the internet via Bluetooth
connection, viewing images from tool monitoring cameras, verifying GPS data and maps
for manure spreading, and plot traceability.
CASE IH: To synchronize two vehicles, an automated harvester that drives alongside a
tractor and trailer, the speed and direction of the second team can now be supervised -
for the first time with both speed and direction - by the "master machine." The same
principle of having one tool supervise another has resulted in other remarkable
accomplishments as well.
JOHN DEERE: Recognized for its automation of hay and straw harvesting, which is one of
the three proposed applications, by having the tractor guided by the attached John
Deere pick-up hay baler, the "Pottinger" intelligent loader wagon or the "Grimme"
potato harvester.
For the first time, the concept that the tractor must prevail over the commands of
hitched tools has been turned on its head! Instead, communication goes both ways, and
for the first time it is the tool - the pick-up baler in this example - that decides to stop
48 http://www.planet-agri.com/en/page/innovation-major-trends-2011

the tractor, determines its baling, tying and bale ejection method and then
automatically orders the tractor to start up again.
2- Technical developments in decision-making tools (versatile hardware,
interconnectable software) that will lead to new use practices
AEB Méthafrance: Software to monitor a methanation facility . The "Methapro"
software can be used to track the flows of methanation facilities, from receiving the
substrates through to manure spreading. It analyses energy production in terms of
biogas and electrical production. It can also be used to schedule equipment
maintenance.
AGRITEL: Decision-making software to track marketing. In a context where volatility in
agricultural raw materials is making marketing more complex, this software meets the
new needs of producers by offering decision-making tools for marketing management.
ARVALIS – Institut du Végétal: Online tool to evaluate the energy costs of operations and
greenhouse gas. To illustrate agriculture's contribution to energy production, ARVALIS-
Institut du végétal, CETIOM and ITB have created EGES®, a free online tool at
www.eges.arvalisinstitutduvegetal.fr. EGES® allows users to input their actual operating
conditions and determine the energy costs and greenhouse gas emissions for each item
on their technical production path. It also evaluates the impact of changing practices.
CLAAS France: Game detector A surveillance camera using infrared technology is
installed in front of the harvesters to detect the presence of live animals.
SAME DEUTZ FAHR: Integrated management system for precision viticulture All of the
components of the Isobus system (the virtual terminal and task controller in particular)
were installed onboard a vineyard tractor to modulate the actions of tools. For example,
the task controller will supervise the actions of the leaf-stripping tool based on the
information saved on the card.
TERRE NET MEDIA / Isagri Group: Decision-making software to control animal fodder
expenses. This decision-making tool is designed for effective use of animal fodder,
particularly the use of grass through grazing, combined with reasoned use of
supplementary sources. Controlling feed costs is a constant concern that this tool
addresses.
NEW HOLLAND: Traceability of hay bales (using RFID tags) Traceability of agricultural
production has become essential in checking best practices, which guarantee production
quality. All agricultural products without exception are affected, whether they are
intended for conversion in the food processing industries or for marketing in short
distribution chains for uses such as animal feed. GPS and RFID tag technologies are now
available to identify a bale of hay.

TECNOMA: Identifying weeds to adjust spraying The wait is over for imaging that can
identify plants and distinguish between "weeds" and cultivated species. The CCD camera
technology (charge transfer, like in cassette recorders) is widely available, and
researchers have long suggested identifying weeds and treating them locally, or even
one by one, in row planting. At SIMA in February, this application will be presented and
marketed for the first time.
3. Economic management of machines and input providing a very concrete
solution to best practices in sustainable development
CBM: Automatic hitching mechanism This ventral hitch can be used to hitch a towed
vehicle without human intervention. An uncoupling pin releases the hitch axle just as the
ring from the towed vehicle makes contact with it. The axle drops automatically and
automatically hitches the tractor to the towed vehicle.
EBEL SPINNEKOP: Versatile palletizer This palletizer is versatile and adaptable to meet
the diversification and development requirements of farms or their packaging centres. It
is suited to changes of pace and new types of packaging.
JCB: New type of "anti-pollution" diesel engine This "clean" engine does not require any
exhaust treatment, and it also reduces operating costs. Designed without a particle filter
or urea injection to meet anti-pollution standards, it draws on many advances in
understanding engine construction.
LAFORGE: Secure folding command for front lift This command improves the safety and
ease of use of a front lift while preserving its working capacity by enabling the lift to be
moved from working position to stowed through a secure, voluntary switch. No other
manipulation is required to return to working position, a fully automated process. The
device keeps the lift's versatility and respects international standards.
MONROC: Automated tag axle management This electronically guided axle system
reacts to the angle measured for each pivot on both the towing and towed vehicle. It
provides users with major improvements in terms of operations, versatility, safety and
reliability.
RABAUD: Versatile wood chipper To offer more options when choosing a type of wood
chipper based on the cutting system (knives, flails or combination of knives + flails), this
wood chipper has a "3-in-1" rotor capable of accepting all types of solutions.

ROPA: Loading arm to avoid earth moving The counterweight is placed at the opposite
end of the automated loading arm for immediate loading at the end of the field,
avoiding the need to transport earth and having it scattered over nearby roads.
SIMON: Automatic leek harvester with circular box filling This automatic harvester sets
itself apart by storing the leeks in circular boxes. In addition to the harvest speed, it also
improves the qualitative aspects of the leeks and automates the process of supplying the
peelers.
FRANQUET: This supervision and control mechanism keeps the tool parallel to the
ground using angle sensors and a calculator to correct the tool's compensation. It offers
the option of modifying the settings from the driving station depending on how even the
ground is. Working at a constant depth ensures the best possible conditions for sowing
and emergence.
CLAAS with suspended track by replacing traditional tires, it can travel at up to 40 kph on
roads (regulations limit speed to 25 kph in France). Its compatible road clearance
improves the lift of machines and avoids soil compacting, which allows for the use of
simplified technical production paths.
CASE IH: Variable transmission power takeoff . A common reaction to this ecoinnovation
is, "Why didn't we think of that earlier?" With load-bearing and constant
variation for power takeoff systems, the tool's operations can be adjusted to fit current
conditions so as to use the lowest possible engine speed, which saves energy while
providing a secure link between the tractor and the tool with repeated load-bearing
takeoffs or emergency stops.
5. For managing soil and inputs
CAFFINI: Traceability system for phytosanitary treatments This traceability system for
phytosanitary treatments can record and georeference (using RFID tags on cans of
phytosanitary treatment products) in real time the parameters of the treatment
performed and any weather conditions.
DE SANGOSSE: Electrical centrifuge spreader for anti-slug granules With its innovative
settings and DPA system (output proportional to forward speed), this spreader for antislug
products improves longitudinal regularity. The aerodynamic mechanism avoids the
waste of electrical power. Its electronic control unit includes all of the mechanical and
ballistic parameters from the Cemagref's CEMIB test bank.
GODE SAS: Electrical grease pump This electrical grease pump allows users to deliver the
precise quantity needed for smooth operations depending on the bearings to be
greased.

AGROTRONIX: Management system for spreading organic matter The solution consists
of guiding a spreader DPAE (output proportional to forward speed) system that
regulates the speed of the moving belt by taking into account the high section of the
gate, which in turn equalizes the organic matter by measuring the pressure on the gate.
Integrating weight into the loading process makes it possible to accurately manage the
quantity spread by having an estimated density immediately upon loading. With GPS
localization, the spreading plan and the loading zone are automatically remembered and
can be transferred to a PC application.
SULKY BUREL: Fertilizer distributor that optimizes spreading width in sections This
technology, developed for a centrifuge spreader, suggests the same capacity for
adjusting working width as a constant-width ramp. Breaking down the spreading layer
into sections at each point of the work surface makes it possible to more effectively
adjust and distribute the spread quantities..
IRRIFRANCE: Electrical sprinkler for pivots and ramps. The rotating function provided by
the force of the water leads to substantial load losses, and it is separated from the
function of delivering the sprayed water, whose original pressure determines the reach
of the spray. Optimal watering is ensured at the end of the pivot and ramps by reducing
instant watering, which avoids the risk of damaging and choking the soil through settling
or runoff. The reduced pressure saves water and energy (lower cost/hectare) for more
efficient irrigation, fertigation and application of phytosanitary products, while also
limiting risks to the environment (runoff into ground water or rivers) and the danger of
pivots getting stuck in the mud.

12.3. Annex : French manufacturers of agricultural machinery from INSEE
Product
Number
companies
2010
Invoices 2010
Quantities
2010 per
unit (pieces)
Nb
companies
2009
Invoices 2009
Qties 2009
/pieces
motorized cultivator secret s s 6 4 094 6 978
Tractors, agriculture + forestry, new, power sup. 37 kW secret s s ns ns ns
Tractors, agriculture + forestry, new, power > 37 kW et 59 kW et 75 kW et 90 kW 6 525 439 9 030 6 655 132 11 279
Ploughs for tractors 14 57 481 5 413 12 68 346 6 237
Cultivators 12 8 644 8 457 11 6 424 8 048
Harrow (pulveriser) 11 31 846 2 426 10 42 228 3 371
Harrow for motorized cultivator non significant ns ns ns
Classic harrow for tractors 15 49 669 4 624 14 52 093 6 035
Hoeing and similar 7 9 786 2 322 7 10 765 4 416
Seed drill with central command 5 43 656 1 995 4 35 225 s
Other seed drills 8 34 651 2 333 6 44 870 3 616
Planters secret s s s s s
Fertilizers spreaders or other fertilizer machines 6 16 530 2 748 5 14 944 3 008
Manure spreader secret s s ns ns
Other engines and machines for soil work 75 106 097 93 840 64 90 565 50 834
motorized mower non significant ns ns ns
Non-carried mower secret s s s s s
Mowers for tractors 8 94 080 12 712 6 98 960 12 358
Haymaking secret s s s s s
Balers secret s s 3 124 847 5 033
Other hay balers ns ns ns ns
potatoes harvesters secret s s s s s
Beet harvesters 3 7 979 46 3 8 074 60
Root harvesters . Outside of potatoes and beets 3 12 096 s 3 10 631 278

Combine harvesters secret s s s s s
Machine for harvest other than combine harvester non significant ns ns ns
harvester, loader and chopper for tractor secret s s s s s
self-propelled harvester, loader and chopper secret s s s s s
Vine harvesters 5 80 218 710 5 76 872 663
Corn and other harvester non significant ns ns ns ns 180
Watering and irrigation 8 26 444 17 414 9 37 739 3 298
Pulverizer or spreader , for tractor 10 128 516 5 059 10 147 854 5 810
Self-propelled pulverizer or not to be used with tractors 5 41 319 s 5 45 978 s
Liquid Slurry spreaders 20 64 570 2 703 21 64 468 2 750
Trailers for tractors 42 121 180 8 584 42 148 402 11 868
Forage trailers 14 18 821 10 773 14 20 490 10 207
Other trailers 26 21 859 5 819 23 17 943 5 563

12.4. Manufacturers of agricultural machinery in France
ACEMO
ACTISOL
AGCO
AGROMAT
ALBOUY EQUIPEMENT
ALCOMAT
ALTEC
AMAZONE
AMR
AMS
ARNAUD FRERES
ARTEC PULVERISATION
ATELIER 3T
ATELIERS MECANIQUES DE
BEAULIEU
ETS ROUSSET
BAURAL
BCMH TECH
BELAIR
BENNES MAUPU
BERGER MACHINES
AGRICOLES
BERNARD ET BREMOND
BERTHOUD AGRICOLE
BOBARD JEUNE
BOTON MERLET
BRIE CHAMPAGNE
INDUSTRIE
BRIMONT AGRAIRE
BROCHARD CONSTRUCTEUR
BRUNEAU
CALVET (11)
CALVET (12)
CARRE
CARTEL
CARTEL INDUSTRIES
CAUSTIER FRANCE
CCM SIMONNEAU
CHAPRON-LEMENAGER
CK INDUSTRIES
CLAAS TRACTOR
FADOUL GILIBERT
INDUSTRIES
FENET
FERRAND
FMS
FORGEAVIA
FORGES DE NIAUX
FPF SERVICES
FRANCE ARROSAGE
FRANQUET
FREMA
GALVELPOR
GARAGE GREFFIER
GARD
GB INDUSTRIE
GEA WESTFALIASURGE ACIER
GOIZIN
GOURDON FRERES
GREGOIRE
GREGOIRE BESSON
GROUPE METAL INDUSTRIE
GROUPE S21
GUERLETUB
GYRAX
GYRLAND INDUSTRIE
HARDI EVRARD
HARDY ET FILS
HONDA FRANCE
MANUFACTURING
IRRIFRANCE INDUSTRIES
JBM INDUSTRIE
JEANTIL
JOHN DEERE FRANCE
JOSKIN BOURGES
KIROGN
KIRPY
KIVA
KUHN
KUHN BLANCHARD
KUHN HUARD
KUHN MGM
PATEER FRANCE
PBL
PELLENC
PERARD
PILOTE 88
PLAISANCE EQUIPEMENTS
POMMIER
PONGE
PONTHIEUX & FILS
PRECICULTURE
PRODUITS AVICOLES LILLOIS
PROMILL STOLZ
PUBERT HENRI
R&A SOUCHU
RABAUD
RABEWERK FRANCE
RAPIDEX IMMO
RAZOL
REMORQUES CHEVANCE
RICO
ROBUST 2000
ROLLAND
RONOT
ROQUES ET LECOEUR ALES
ROUSSEAU
SATENE
SERMAP
SIAM
SIMATEL
SMAAR
SOFAKER
SOMAREF
SOMMIER
SOUSLIKOFF
STC
STE BINET
STE CONSTRUCTIONS
METALLIQUES
FLORENTAISES
STE COUTAND MA
STE DE CHAUDRONNERIE

CLAVAUD CONSTRUCTEUR
MONTAIGU
CM
COCHET
CORNE ANTOINE
COSNET
DANGREVILLE
DARDENNE BRETONNIERE
DEGUILLAUME
DEHONDT TECHNOLOGIES
DELAPLACE
DEWAELE BRICHE
MANUTENTION
DURO FRANCE
DUSSAU DISTRIBUTION
ESSIEUX BOURGOGNE
ETESIA
ETS BAYARD
ETS BERGUE
ETS BOISSELET
ETS BONNEAU-TRICHET
ETS BUGNOT
ETS COLLARD
ETS DEMAREST
ETS DEVES
ETS JEAN PASSEMARD
ETS LAIR
ETS LOUIS QUIVOGNE
ETS MARCEL LEGRAND
ETS MICHEL PICHON
ETS MORGNIEUX
ETS ORENGE
ETS RENE TOY
EXEL INDUSTRIES
KUHN-AUDUREAU
KVERNELAND GROUP LES
LANDES
GENUSSON
LA BUVETTE
LAGARDE
LAMY LES CONSTRUCTEURS
LAUPRETRE
LE BOULCH
LENORMAND
LINDSAY EUROPE
LUBING INTERNATIONAL
LUCAS G
LVES
MAF AGROBOTIC
MAITRE - FRA
MAJAR
MANCHE TRAITE SYSTEME
MAT ELEVAGE
MATROT EQUIPEMENTS
MAUGUIN CITAGRI
MAURY
MCCORMICK FRANCE
MECANIQUE AGRICOLE
GENERALE
MONROC
MOREAU
NAUDOT
NOBLE
NORD PULVE
NOREMAT
OTECH
OUTILS WOLF
MAYENNAISE
STE DES CHARRUES BONNEL
STE DESVOYS ET FILS
STE DISTEL
STE GOUVY
STE ICKOWICZ
STE JACQUES KREMER
STE JEAN DE BRU
STE LENDRE
STE MASSON
STE OUVRIERE DES
CHARRUES GOIZIN
STE REGERO
STHIK
SUIRE
SULKY BUREL
SYMAVAL PRO
TECHMAGRI
TECNOMA TECHNOLOGIES
THIEVIN ET FILS
TITAN FRANCE
USINES CLAAS FRANCE
VERMANDE
VMN

12.5. Annex : EU regulation of state aid in the agriculture sector
http://europa.eu/legislation_summaries/agriculture/general_framework/l24281_fr.htm
The European Commission has adopted new guidelines on state aid in the agriculture and
forestry sector for the period 2007-13. They establish a series of rules applicable to notified
aid to supplement the exemption Regulation (EC) No 1857/2006.
ACT - Community guidelines for state aid in the agriculture and forestry sector 2007-13
[Official Journal C 319 of 27.12.2006].
SUMMARY
The guidelines cover state aid in the agriculture and forestry sector for the period 2007-
13 and replace the previous guidelines (2000-06) established for agriculture.
These guidelines apply to state aid granted for the production, processing and marketing of
agricultural products. Annex I of the Treaty on the Functioning of the European Union
(TFEU) provides a detailed list of the agricultural products included. They do not apply to
the fisheries and aquaculture sector but, unlike the previous ones (2000-06), are applicable
for aid for some forestry activities.
State aid is categorised in the guidelines as follows:
rural development measures;
aid for risk and crisis management;
other types of aid;
aid for the forestry sector.
RURAL DEVELOPMENT MEASURES
In line with Regulation (EC) No 1698/2005, which regulates EU support for rural
development (the second pillar of the Common Agricultural Policy (CAP)), the guidelines set
out the rules governing state aid for rural development measures or other closely related
measures.
Aid for investment in connection with the processing and marketing of agricultural products
is authorised where it meets the conditions laid down in one of the following provisions:
Commission Regulation (EC) No 800/2008;
the Commission guidelines on national regional aid for 2007–13.

12.6. Annex : 3 examples of aid provided to CUMA
Please find below 3 examples of aids provided to CUMA. The first example is a regional aid
example and the other the other two are county aids examples.
1. Example of aids for CUMA in Aquitaine region 49 :
Aim : to support solidarity amongst famers and to reduce unction costs. All Aquitaine CUMA
are eligible. Investments are divided into 5 areas :
1) Material that will help diminish work painfulness : mechanized works related to
forage, material specific to fruits, vegetables, wines, seeds and tobacco products as
well as for breeding.
2) Material preserving environment, biomass related and open space maintenance : such
as slurry spreaders, waste management, space management, energy savings …
3) Material related to mountain agriculture : haymaking, milking, slurry spreaders,
4) Other specific material
5) Stock material : construction and renovation of buildings to stock products
Maximum amount of aids from Regional Council of Aquitaine, County Council and Europe
varies:
Group1 material : 40 % (50 % for tobacco in targeted poor area)
Group 2 material : 40 % ( 50 % in targeted poor area)
Group 3 material : 50 %
Group 4 material : 20 % - 27 %
Group 5 material : 30 % - first time investment : 60 %
Maximum amount for investment related to environment actions : €60 000 per CUMA for
2007-2013. This can be multiplied by number of CUMA members, up to 3.
Maximum amount for material : €200 000
49 http://les-aides.aquitaine.fr/article695.html

2. Example 2 County Council aids of Manche 50
County Countil of Manche decided to support CUMA within its agricultural development
frame. The aim is to support purchase of material within renewable energy area as well as
in the area of improvement of environmental conditions of agriculture.
Aids will range from 5 % - 40 % of total costs, depending whether there are other financing
bodies. County Council will budget 400 000 € of aids per year for this action.
3. Example 3 : County Council of aids Bouches du Rhone 51
CUMA principles and actions are selected in County Council Bouches du Rhone as worth of
being supported because CUMA help reduce costs since they are shared and they also avoid
over-investments.
Global yearly budget for CUMA support from County Council : € 100 000 /year
The aid will represent 5-15% of the costs of the material, combined with other aids, the
amount will not exceed 40%.
MATERIALS
Harvest (except tomatoes, cherries, olive and nuts) 15 %
Material that will contribute to environment protection 15 %
Breeding material and equipment to produce forage that will be consumed by the
farm itself
Materials for integrated industries:
15 %
. cherries
. tomatoes
. olives
10 %
Other material 15 %
Construction of warehouses 5 %
INTERVENTION
RATE
In conformity with 2007-1013 European and National plan, used material cannot be
subsidized. Aids apply to any CUMA in county of Bouches du Rhone.
50 http://entreprendre.manche.fr/entreprendreDansManche/iso_album/080829_enviro_cuma_2.pdf
51 http://www.cg13.fr/amenagements/agriculture/agriculture.html

13. Sources
ACTA http://www.acta.asso.fr/
AGRA http://www.agrapresse.fr
Agri travaux http://www.agri-travaux.com/
Agriculture Ministry
http://www.agreste.agriculture.gouv.fr/ ;
http://acces.agriculture.gouv.fr/disar/faces/
AXEMA http://www.axema.fr
Banque de France
http://www.banque-france.fr
BCMA http://pardessuslahaie.net
Cemagref http://www.cemagref.fr
DRIRE/ DREAL http://www.developpement-durable.gouv.fr
EDT http://www.e-d-t.org/
France Agricole
http://www.lafranceagricole.fr
French legislation codes
http://www.legifrance.gouv.fr
INSEE http://insee.fr; http://www.bdm.insee.fr,
ASF http://www.asf-france.com
CUMA http://www.cuma.fr
MSA http://www.msa.fr/
SEDIMA http://www.sedima.fr
SIMA http://www.planet-agri.com
SIMO http://www.simo-net.fr

14. Glossary and translated terms used in the report
AAA Utilized agricultural area
ACTA Network of agricultural institutes
ASF French Association of Financial Societies
AXEMA Association of manufacturers of agro- equipment
BCMA Agricultural development professional association
CUMA Cooperative for the use of agricultural material
DRIRE/ DREAL Office for control of vehicles
EARL Limited liability farm
EDT Fédération Entreprises de Travaux Agricoles – Rural Contractors
ESU (UDE) European Size Units (ESU) equivalent to 1.5 hectares of wheat
GAEC Farming group status
INSEE French national statistics office
Professional farms have an economical size at least equal to 8 (ESU)is 12 ha of wheat.
PTAC Authorized loaded weight
SAU Utilized agricultural area (UAA)
SEDIMA Association of distribution of agricultural machinery
SIMA fair in agriculture machinery
SIMO Used agricultural machinery evaluation office
UAA Utilized agricultural area

EN/FR
cereal cereales
chain conveyor convoyeur à chaine
chisel chisel / cultivateur lourd
combine harvesters moissoneuse-batteuse
conditioning conditionnement
crane grue
cultivator cultivateur
decompactor décompacteur
disk harrow pulveriseur à disque
disk plough charrue a disques
dryer sechoir
fenaison haymaking
fertilizer distributeur engrais
fodder, forage fourrage
forage trailers plateau fourrager
front loader chargeur frontal
front mounted plough charrue portée avant
grain dryer séchoir à grain
grass herbe
harrow herse
harvesting/harvest récolte
hauling traction
hay foin
hoeing machine bineuse
liquid manure tank citerne à lisier
livestock struck bétaillère
loader élévateur
manure spreaders epandeur de fumier
monocoque trailers remorque monocoque
mower faucheuse
planting plantation
plough charrue
plough laboureuse
pneumatic silo loader ensileuse pneumatique
round baler presses a balles rondes
screw conveyor convoyeur à vis
self-propeled forage cutter ensileuses automotrice
silo unloader désileuse
silo silo
soil working travail du sol
sorter/grader trieur
sowing / drill semoir

sprayer pulverisateur
square baler presses a balles carrées
storage stockage
straw distributor pailleuse
stubbles cleaner dechaumeuse
tailer body benne
telescopic loader chargeur télescopique
tractor tracteur
FR/EN
bêcher spad
benne tailer body
bétaillère livestock truck
bineuse hoeing machine
cereales cereal
chargeur frontal front loader
chargeur telescopique telescopic loader
charrue plough
charrue a disques disk plough
charrue portée avant front mounted plough
chisel chisel
citerne à lisier liquid manure tank
conditionnement conditioning
convoyeur à chaine chain conveyor
convoyeur à vis screw conveyor
cultivateur lourd chisel
cultivateur cultivator
dechaumeuse stubbles cleaner
décompacteur decompactor
désileuse silo unloader
distributeur engrais fertilizer
élévateur loader
ensileuse pneumatique pneumatic silo loader
ensileuses automotrice self-propeled forage cutter
epandeur de fumier manure spreaders
faucheuse mower
faucheuse mower
fenaison haymaking
foin hay
fourrage fodder, forage
grue crane
herbe grass
herse harrow

laboureuse plough
moissoneuse-batteuse combine harvesters
pailleuse straw distributor
plantation planting
plateau fourrager forage trailers
presses a balles carrées square baler
presses a balles rondes round baler
pulverisateur sprayer
pulveriseur à disque disk harrow
récolte harvesting/harvest
remorque monocoque monocoque trailers
sechoir dryer
séchoir à grain grain dryer
semis sowing
semoir sowing / drill
silo silo
stockage storage
tracteur tractor
traction hauling
travail du sol soil working
trieur sorter/grader

Table of figures
Figure 1 : France 22 regions .................................................................................................................. 8
Figure 2 : france 96 counties .................................................................................................................. 8
Figure 3 French agricultural machinery market ................................................................................... 10
Figure 4: New tractors registrations ................................................................................................... 11
Figure 5: Evolution of horsepower segments in standards new agricultural tractors ........................ 12
Figure 6:French market for combine harvesters ................................................................................. 15
Figure 7: French market of forage cutters ........................................................................................... 17
Figure 8: French production of trailers ................................................................................................ 18
Figure 9: Orders of organic spreaders................................................................................................. 19
Figure 10: Orders of trailers ................................................................................................................. 19
Figure 12: Size of sedima members ..................................................................................................... 27
Figure 11 : Morale of distribution in second semester 2011, based on estimates of growth for 2nd
semester 2011/2nd semester 2010. .................................................................................................... 42
Figure 13 : utilised agricultural area: 30 million ha ............................................................................. 44
Figure 14: Cereal, oleaginous and proteaginous , beets and industrial cultures ................................ 45
Figure 15 : Evolution of farms size ....................................................................................................... 47
Figure 16: Number of large and medium farms and their orientation ............................................... 48
Figure 17: Results before taxes : average for France per head of farms ............................................ 49
Figure18 : Number of cuma per county ............................................................................................... 51
Figure 19: frequency of activities in cuma ........................................................................................... 52
Figure 22 : Evolution of CUMA financing ............................................................................................. 52
Figure 23 : average number of days worked by contractors for clients .............................................. 55
Figure 24 : French imports per machine groups .................................................................................. 66
Figure 25 : French production of agricultural machinery .................................................................... 69