MENSCHEN PARTNER 1 valued, otherwise our good business development over the last ten years would not have been possible.” He sees further confirmation for this in his annual spring machinery show which draws up to 2000 visitors. He reckons this event has become a real attraction in the region. But there are changes taking place. Restructuring within agriculture bringing changes that he prepares his enterprises for. The number of milk producers here has dropped by 90% over the last 30 years. He calculates that this total will have halved again by the end of this decade. The picture in the whole region is similar. Noted is also the trend towards organic milk production because this offers the possibility of a better price. ACTION RADIUS EXPANDS Against this, the farms that remain are really expanding and also invest heavily in new machinery. His review of the year: “Under normal conditions, 2016 has been a top year for us. However, the year was not at all normal. Especially those who built new dairy cow housing are currently fighting hard to maintain liquidity. Nevertheless, we have maintained a stable turnover and yield thanks to great efforts by our team, but also through the healthy mix of our three support enterprises – or even four, when the garden and forestry equipment we sell is reckoned separately.” It may be that the four business pillars provide a good financial balance. But can the necessary high competence be applied in each department? Walter Eglhofer is confident this works. One reason, he feels, is that he has stayed with core brands in the machinery he markets. One of those features tractors from Lindner. Then there’s Krone forage harvesting machinery. Relatively new is a range of manure handling equipment. “What we do, we want to do as well as possible regarding customer advice and service. There’s no room for half-heartedness. And sometimes it’s extremely hard work to convince farmers about new machinery developments. For instance, some time ago with the change from drum mowers to disc mowers. But we managed it. The farmers know that we advise them with their interests in mind.” Machinery size has also increased markedly here meantime. Even butterfly and triple mower set-ups are no longer rarities. That this entrepreneur has a special interest in round and big rectangular balers was plain in our conversation. The latter are classical contractor machines, whereby Walter Eglhofer is his own customer here. He doesn’t see himself as in competition with other farm contractors, however. There are only a few such businesses in the core region 15 km around Epfach. “On the contrary, requests for our services have increased recently. Word of mouth spreads the information around that we offer a good service and know our machinery well, even in the BiG line from Krone,” he emphasises, not without pride. He adds with a smile: “Except for the BiG M and the BiG X. So far, we leave this dimension to the larger Krone dealerships.” While he is on the road for the forage harvesting specialists from Spelle over a radius of around 25 km, in north-south direction a little more than in the east-west one, his action area stretches a bit further for tractors. This has become unavoidable through the reduction in customer numbers, he explains. Growth is therefore still one of his aims – but not at any price. “In the segment power implements we had the option some time ago to take over another firm and so establish a branch location. But this didn’t suit us and our possibilities. At any rate, not yet.” 44
2 3 4 However, his sons Magnus (18) and Lorenz (12) are very interested in the business, the proud parent relates. “Magnus currently is undergoing technical training with an engineering company, but already helps here during harvest with our contracting work and in the workshop. If, one day, both really want to take over the business, then even bigger expansion steps for our firm are thinkable. However, one factor certainly will remain unaltered”, concludes Walter Eglhofer: “Our strength as a mature family firm.” 1 Three employees in the workshop ensure a good machinery service. 2 Walter Eglhofer presents this Comprima as demonstration machine, but also uses it in his contracting enterprise. 3 A very capable team serving the area agriculture (l. to r.) Magnus, Walter, Lorenz and Marlies Eglhofer. And the workshop team Alexander Schweiger, Johannes Steigenberger and Hubert Schamper. 4 Marlies Eglhofer not only has her hands on the reins in the office but also manages the sales area and the spare parts store. 45
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