XtraBlatt issue 01-2016

MENSCHEN PARTNERSHIP
Right up at the top of his sales hit list
stand the mowers from 2.80 to 3.20 m,
mainly as front/rear mounted combinations,
or also the 3 m front mower, mostly
without conditioner. Second place has
been conquered by the Rotor self-loading
forage wagon. But two BiG Ms are operating
in his area as well, naturally for contractors.
Krone has a 50 % market share
for its round balers in Austria. With the
big square balers, Erwin Bögl can sell a
maximum of two per year.
GOOD REFERENCES
“In a region where traditionally strong
competitor products were based it was
difficult, in the beginning, to interest
customers in buying forage harvesting
machinery ‘made in Germany’”, recalls
Erwin Bögl. “In those days we held a lot
of demonstrations. After the first sale
successes, I then worked intensively with
reference customers. In other words, I
always referred interested potential buyers
to customers that already worked
with Krone machines, a strategy that has
brought very good results for many years
now”, he says, pulling his reference list
out of a drawer as evidence.
In total, Land & Technik deals with
around 1,000 customers in an area between
Grieskirchen and Passau. Most
are farmers, but increasingly contractors
feature as well. Currently, the sales area
is expanding, he says. Limits are only
imposed by distance to workshops. For
customers, this factor is important. Land
& Technik is based at the Münzkirchen
location and it’s here that all new machinery
is delivered and where the used
machinery is dealt with. This is also the
location of Moser’s workshop with the
Kasbauer facilities 6 km further down the
road. Customers like their new machines
to come straight from the workshop that
will carry out the servicing. And this is
what Land & Technik arranges. The Kasbauer
workshop employs 14 and the Moser
facility has a staff of six.
Farmers in the Land & Technik sales area
run units from 20 to 40 ha on average
with a high proportion of grass and forage
land and milking herds of 30 to 40
cows. Often, the farmers are part-time.
And what’s the market like right now? “In
years when the milk price is 40 c/l, farmers
built new housing. Nowadays, with
less than 20 c/l being paid, there`s not a
lot of cash left over for machinery buying”,
points out Bögl. Growth, on the other
hand, is expected by him from the contractor
sector. In any case, you’ll search in
vain for worry lines on the faces of Erwin
Bögl and his partners. In the past, there
have also been problem years, reflects
Bögl. But even in difficult times, this enterprise,
unique in Austria and winner of
an innovation award for cooperation, has
the secret of survival. The target of the
three partners was independence regarding
service and sales. “And this is what
we have achieved”, concludes Edwin Bögl,
not without pride.
1 The highlight of 2015: meeting
of 16 Krone Rotor forage wagons
that had been sold over
the previous two years.
2 Edwin Bögl works a lot with
reference customers for winning
new sales.
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