Zsolt Harsányi
Vice-President of CLIMMAR
Hungary
My professional career
Agricultural Mechanical Engineer
1 year at a state enterprise company as a service engineer
At 1991 set an own business – AXIÁL Ltd. – as an entrepreneur
Member of the MEGFOSZ’s presidency since 1998
Vice-president of CLIMMAR since 2002
1991-2011.
Motto of AXIÁL Ltd.
“Service is more important
than profit,
profit is not the goal,
but the result of service.”
(Henry Ford)
OWNER:
HARSÁNYI FAMILY
Profile of AXIÁL Ltd.
• Sale of agricultural and construction machines
• Supplying spare parts for agricultural and construction machines
• Repair of agricultural and construction machines
Employee number of AXIÁL
31. 08. 2011
15 premises
550 employees
320 pcs own vehicles
13 million kms/year
Completeness can be fullfilled only with us
Subsidiary in Hungary
More than 200 pcs machines!
ANNUAL RENTAL AGREEMENT!
Our Suppliers
AXIAL’s total turnover
of 1991-2010
Source by Axiál
AXIÁL’s turnover in 2010
132,4 m€
Source by Axiál
50 LE< Tractor sales in Hungary
related to western brands
in 2010
In Hungary: 519 pcs
AXIÁL
26 %
134 pcs
Source: Dr. Nagy Béla SZIE, Gödöllő
and by Axiál
Harvester machine sales of Axial
pcs
In Hungary: 66 pcs
41%
27 pcs
Source by Axiál
Sale of agricultural telescopic loaders
in Hungary in 2010
In Hungary: 110 pcs
40 %
44 pcs
Source: Dr. Nagy Béla SZIE, Gödöllő
and Axiál
Construction department 2010
40 %
TARGET:
• PRODUCT RANGE ENLARGEMENT
• STRENGTHEN OUR POSITION
20%
Used machine situation of 2010
Turnover 16 m€
76 % (729 pcs) domestic sales
Sparepart sales in 2010
68 m€
Dominant market share!
21 451 partners!
Service in the foreground
Party of five
Machine - Spareparts - Service
- Financial Services – Machine rentals
Our foreign subsidiaries
OSIRON
UA
SK
A
Szombathely
SLO
HR
YU
RO
Slovakia
1994.
6 premises
86 employees
Romania
2003.
12 premises
83 emloyees
Axiál in the agricultural production
2700 ha in Beled
10 300 kgs milk/2010/lactation/700 cows
Axiál in the agricultural production
7000 ha and 2000 sows
in Hódmezővásárhely
9 350 kgs milk/2010/lactation/1500 cows
Hungarian Agriculture
2,5 % GDP
4,5 million hectares plough-land
10 million inhabitants
170 000 employees in agriculture of this
Gross branch average income in 2010: 21.000,- RUB
Foreign trade balance of Hungarian agriculture:
+ 1-2 billion €/year
Territorial financial aid: 170,- €/ha
Hungarian sugar industry
- 1990
12 pcs sugar works
400.000 t sugar/year/86.000 ha
- 2011
1 pc sugar works
100.000 t sugar/year/14.000 ha
Hungarian agricultural machine investments
in nominal values
1991-2010
Prognostic
Source: Dr. Hajdú József FVM MGI, Gödöllő and by Axiál
50 LE< Tractor sales in Hungary
related to western brands
in 2000-2010
pcs
+ 1-2000 pcs Belarus/year
Source: Dr. Nagy Béla SZIE, Gödöllő
and by Axiál
Harvester machine sales in Hungary
1998-2010
Source: Dr. Nagy Béla SZIE, Gödöllő
and by Axiál
Agricultural machine organizations
in Hungary
- MACHINE MANUFACTURING :
MEGOSZ
National Union of Agricultural Machines
- MACHINE DISTRIBUTION:
MEGFOSZ
National Union of Agricultural Toolsand Machine Distributors
MEGOSZ
Type:
labour civil organization
Year of formation:
1991
Number of members :
22 businesses
Website:
www.mezogepgyartok.hu
Official paper of the Union:
MEGOSZ
Aims of the organization:
- professional representation of interests
- Increasing the social judgement of research,
development, manufacturing and distribution
of agricultural machine branch in its all verticum
- Harmonizing of interests
MEGFOSZ
Type:
labour civil organization
Year of formation:
1999.
Number of members: 65 businesses
The three biggest businesses:
2/3 parts of circulation
Tractor statistics
made by MEGFOSZ
It gived by the members:
- type of the machine
- postal code
- HP
Situation in Hungary
- Supplying members with information
- Exhibiton organize
- Lobby
Our aim is uppositioning
of Hungarian agricultural machine service
We are learning from CLIMMAR
The next annual congress of CLIMMAR is
in autumn
Future of the agricultural motorization
Increasing power
Future of the agricultural motorization
RTK – GPS
Future of the agricultural motorization
Engine emission change
Future of the mechanization:
TIER 4 engine
Future of the agricultural motorization
SCR
Future of the agricultural motorization
Elektronics
To operate
the advances in technology
Concentration
The 5 biggest manufacturer give
90 %of harvesters and
80 % of tractors produced
in the World
Future of the agricultural motorization
It needs
more and more educated operators and service
CLIMMAR is an international
organization organizing national
associations which are engaged in
agricultural motorization
Allemagne
CLIMMAR was created in
1953
Irlande
Autriche
Italie
Belgique
Luxembourg
Danemark
Pays Bas
Espagne
Portugal
Finlande
France
Royaume Uni
Suède
Grèce
Tchéquie
Hongrie
Suisse
Source: Climmar Congress Beijing 2008
by Gilbert Daverdisse
Contacts with
USA
CLIMMAR
The European
association of
Agriculture and
Garden-Machinery
Dealers and Service-
figures
& ratios for
average dealer
and member
2007/08
companies:
Members
Contact
No Contact
Source: Climmar Congress
Cracow 2010.
Model D
CLIMMAR OBJECTIVES
to make the profession known
to defend our interests
to inform the members
to quote the second-hand machines
to train the managers
to negociate with unions and management
to promote the dealerships
to let our messages be known
Involvement in training
Dealers and Reparateurs of Agricultural Machinery
in Europe 2008: 23.300 Companies
F
19,3%
GB
4,3%
DK
0,7%
HUN
4,1%
I
9,4%
E
17,2%
D
16,7%
L
0,1%
CZ
1,5%
CH
B
3,6%
1,7%
Source: Climmar Congress
Cracow 2010.
Model D
S
A 0,6%
2,4%
PL
P
11,2% 2,8%
IRL
1,2%
LV
NL 0,2%
3,0%
Employees in agriculture-machinery companies
(dealers and reparateurs) in Europe 2008: 200.800
F
17,4%
GB
10,0%
HUN
E
2,3%
15,4%
I
DK
13,9%
IRL
1,7%
1,5%
D
16,4%
CZ
0,3%
CH
3,3%
Source: Climmar Congress
Cracow 2010.
Model D
B
S
0,6% A 1,7%
2,1%
NL
PL
8,2%
P 2,5%
2,2%
L
0,1%
National turnover of the agriculture machinery
companies (dealers and reparateurs) in Europe 2007:
36.2oo.ooo.ooo EURO
F
18,0%
GB
20,7%
E
11,1%
HUN
1,2%
I
6,9%
DK
3,9%
D
14,9%
Source: Climmar Congress
Cracow 2010.
Model D
IRL
0,8%
CZ
0,1%
S
B
CH
A
2,3%
2,0% 1,7% 2,0%
PL
5,5%
L
NL 0,2%
P
4,0% 4,8%
Source: Climmar Congress
Cracow 2010.
Model D
CLIMMAR
S
PL
P
NL
L
IRL
I
H
GB
F
DK
D
CZ
CH
B
A
0
1,8
3,1
5
8,6
7,3
6,9
6,3
4,9
7,8
8,5
7,9
7,5
10
12
11,1
12,7
15
Beschäftigte / Employees
Employees per company / Beschäftigte pro Betrieb 2007
20
20
21,3
25
25
Turnover per employee / Umsatz pro Beschäftigtem 2007
325
239
268
300
180
92
59
100
96
110
150
121
164
200
186
250
169
1.000 EURO
350
339
333
400
374
400
450
486
500
CLIMMAR
S
PL
P
NL
L
IRL
I
H
GB
F
DK
D
CZ
Source: Climmar Congress
Cracow 2010.
Model D
CH
B
0
A
50
Brut and net wages of an average master /
Brutto- und Nettojahresgehalt von Meistern 2008
60000
50000
EURO / year
40000
30000
20000
10000
0
A
Nettogehalt
B
22379
CH
37270
Bruttogehalt 34890 43062 43847
Source: Climmar Congress
Cracow 2010.
Model D
CZ
14000
D
DK
F
GB
I
19576
25500 25887 27000 29400
33752
56100
32359 36000
41100
IRL
L
NL
34500
P
CLIMM
PL
S
12231
18708
17955
28903 34706
AR
24217
Invoice hour tariff of workers and masters /
Verrechnungssätze von Gesellen und Meistern 2008
70
60
EURO / h
50
40
30
20
10
0
A
B
CH
D
DK
F
GB
I
IRL
L
NL
S
CLIMMAR
Tarif worker
46
32
55
42,7
52,8
35
54
35
40
41
45
56
43
Tarif master
52
43
60
46,1
58,4
45
54
45
50
42,5
45
62
48,2
Source: Climmar Congress
Cracow 2010.
Model D
The World 2008
Data of German HAG Congress:
- German hourly rate of service in the agriculture:
average: 41,9 €/h (between 38,0 – 45,5 €/h)
- German hourly rate of service in the car industry:
average: 56,5 €/h (between 49,75 – 76,00 €/h)
Wage of workers and salesmen /
Gehälter in Lager und Verkauf 2008
70000
60000
EURO / year
50000
40000
30000
20000
10000
0
A
B
CH
CZ
D
DK
F
GB
I
NL
PL
S
CLIMMAR
Parts-man
26399
24117
39234
13200
29295
42780
21271
30000
25500
27800
12272
27742
26551
salesman (basic money)
13440
62000
18200
29515
50880
25200
30000
25500
32100
11400
11200
15% marge
1-1,5%
salesmen (rest)
1% Umsatz
Source: Climmar Congress
Cracow 2010.
Model D
0,3%
20-30% 11% Marge
10%
0,8%
28704
2400
1125
1300
1686
1420
1597
1700
1494
1800
1293
1.000 EURO
1900
2000
2053
2300
A-dealers: Turnover per machinery-salesman /
A-Händler: Umsatz pro Maschinenverkäufer 2007
S
PL
P*
NL*
L
GB
F
DK
D
means not A-dealers, but average dealers
CLIMMAR
Source: Climmar Congress
Cracow 2010.
*
Model D
B
300
A*
540
800
700
A-dealers: Turnover per partsman /
A-Händler: Umsatz pro Lagerist 2007
524
600
380
360
290
329
430
389
411
392
400
338
1.000 EURO
500
S
PL
P*
NL *
L
GB
F
DK
D
means not A-dealers, but average dealers
CLIMMAR
Source: Climmar Congress
Cracow 2010.
*
Model D
B
A*
0
50
100
I
200
175
210
300
Depreciations in % of turnover /
3,5
Anteil
Abschreibungen am Umsatz in % 2007
3
in % of Turnover
2,5
2
1,5
1
0,5
0
Depreciations
A
CH
D
2,2
1,9
2,4
Source: Climmar Congress
Cracow 2010.
Model D
DK (Adeal.)
0,8
F (a-deal.)
GB
L (A-deal.)
P
PL
CLIMMAR
1,1
0,9
0,5
1,3
3,4
1,6
80
in % of Turnover / Margin
70
60
50
40
Personalcosts in % of turnover and margin /
Personalkostenanteil an Umsatz und Spanne in % 2007
30
20
10
0
A
CH
D
DK (A-deal.)
F (A-deal.)
GB (A-deal.)
L (A-deal.)
P
PL (A-deal.)
CLIMMAR
of turnover
16,1
35,1
16,2
11,4
11,8
6,7
12,4
8,9
4,3
10
of margin
76,2
64
59,5
61,8
55,9
53,4
57,7
44,4
19,2
51
Source: Climmar Congress
Cracow 2010.
Model D
80
70
in 1000 EURO
60
50
40
30
Margin per employee /
20
Wert Spanne pro Beschäftigtem 2007
10
0
Spanne / Besch.
A
CH
D
F (A-deal.)
GB
L (A-deal.)
35,8
53,8
44,5
69,1
46,8
74,3
Source: Climmar Congress
Cracow 2010.
Model D
turnver rentability and -rate /
7
Umsatzrentabilität und Umsatzrate (%) 2007
(= Ergebnis pro Umsatz und pro CF / percentage of result and CF of turnover)
6
in % of turnover
5
4
3
2
1
0
A
% Ergebnis am Umsatz
0,9
% CF am Umsatz
2,9
Source: Climmar Congress
Cracow 2010.
Model D
B
6,3
CH
D
DK (Adeal.)
F (A-deal.)
GB (Adeal.)
3,6
2,7
1
3,3
2,9
2,1
3,6
2,5
5,5
5,1
1
4,4
3,8
2,7
7
3,9
L (A-deal.) PL (A-deal.) CLIMMAR
35
30
in % of turnover
25
20
Own Capital Quota / Eigenkapitalquote
(%)
15
10
5
0
%
A
CH
D
DK (A-deal.)
I (A-deal.)
L (A-deal.)
P
CLIMMAR
22
30
31,7
9,5
30
20
15
21,5
Source: Climmar Congress
Cracow 2010.
Model D
EUROPEAN DEALERS
APPRECIATE
THEIR TRACTOR OPERATORS
enquiry 2010
5 COUNTRIES
947 ANSWERS
•
•
•
•
•
DENMARK
GERMANY
FRANCE
UNITED KINGDOM
SWITZERLAND
•
•
•
•
•
120
286
295
133
113
947 ANSWERS
•
•
•
•
•
•
•
•
•
•
CASE
CLAAS
DEUTZ
FENDT
JOHN DEERE
MASSEY FER.
MC CORMICK
NEW HOLLAND
SAME
VALTRA
•
•
•
•
•
•
•
•
•
•
9
17
12
12
14
14
0
24
2
16










24
26
43
29
44
35
12
34
17
22










35
35
25
21
44
42
16
41
9
27










11
19
8
12
29
21
9
16
0
8










16
8
17
9
21
13
0
22
7
0










95
105
105
83
152
125
37
137
35
73
Consideration of the dealer’s evaluation
-
Representative’s power of ligitation settlements
Respect of autonomy
Readability and realism of strategie
Possibility of negotiating sales objectives
Manufacturer-dealer relations
Total relation
Profitability help
Willingness to improve weak points
Overall rancking
Consideration of the dealer’s evaluation
-
Answers by branch
After sales / Guarantees
Answers by productions
Computer services
Advertising and product support
The men
Procedures and terms of payment
Respect of undertaken commitments
Training
Availlability of managers and directors
One of the evaluations
BRAND RESULTS SEND TO
MANUFACTURERS
WHAT CLIMMAR DECIDED
• Each country decides what it publishes for
its own results
• CLIMMAR does not publish countries
results
• CLIMMAR publishes only overall results
Suggestion
To be multi-faceted
The World has to eat more.
Machine - Spareparts - Service
- Financial Services – Machine rentals
Suggestion
- Aspire to full range of machines
- Organize good service and finance it
- Your service be payed by the customer and by the manufacturer
- Reprezent your interest jointly
- Contact with Russian manufacturers
If you don’t do these it will cost more
Our own instance…
This prezentation:
http://www.axial.hu/CLIMMAR
Web side of AXIÁL Ltd.: www.axial.hu
My e-mail address:
harsanyi@axial.hu
My mobile phone:
00 36 30 9530 324
Zsolt Harsányi
Vice-President of CLIMMAR