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Welcome to the Participants!
Zsolt Harsányi Vice-President of CLIMMAR Hungary
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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 MEGFOSZs presidency
since 1998 Vice-president of CLIMMAR since 2002
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1991-2011.
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Motto of AXIÁL Ltd.
Service is more importantthan profit,profit is
not the goal,but the result of service.
(Henry Ford)
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OWNER HARSÁNYI FAMILY
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Profile of AXIÁL Ltd.

• Sale of agricultural and construction machines

• Supplying spare parts for agricultural and
  construction machines

• Repair of agricultural and construction machines

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Employee number of AXIÁL 31. 08. 2011
15 premises 550 employees
320 pcs own vehicles 13 million kms/year
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From one hand! 9 premises
Completeness can be fullfilled only with us
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Subsidiary in Hungary
More than 200 pcs machines!
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Our Suppliers
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AXIALs total turnover of 1991-2010
Source by Axiál
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AXIÁLs turnover in 2010
132,4 m
Source by Axiál
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50 LElt Tractor sales in Hungary related to
western brands in 2010
In Hungary 519 pcs
134 pcs
Source Dr. Nagy Béla SZIE, Gödöllo and by Axiál
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Harvester machine sales of Axial
pcs
In Hungary 66 pcs
27 pcs
Source by Axiál
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Sale of agricultural telescopic loaders in
Hungary in 2010
In Hungary 110 pcs
44 pcs
Source Dr. Nagy Béla SZIE, Gödöllo and Axiál
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Construction department 2010

• PRODUCT RANGE ENLARGEMENT
• STRENGTHEN OUR POSITION

TARGET
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Used machine situation of 2010
Turnover 16 m 76 (729 pcs) domestic sales
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Sparepart sales in 2010
68 m
Dominant market share!
21 451 partners!
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Service in the foreground
Party of five
Machine - Spareparts - Service - Financial
Services Machine rentals
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Our foreign subsidiaries
OSIRON
UA
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Slovakia
1994.
6 premises 86 employees
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Romania
12 premises 83 emloyees
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Axiál in the agricultural production
2700 ha in Beled
10 300 kgs milk/2010/lactation/700 cows
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Axiál in the agricultural production
7000 ha and 2000 sows in Hódmezovásárhely
9 350 kgs milk/2010/lactation/1500 cows
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Market in Hungary
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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
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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

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Hungarian agricultural machine investments in
nominal values 1991-2010
Source Dr. Hajdú József FVM MGI, Gödöllo and by
Axiál
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50 LElt Tractor sales in Hungary related to
western brands in 2000-2010
pcs
1-2000 pcs Belarus/year
Source Dr. Nagy Béla SZIE, Gödöllo and by Axiál
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Harvester machine sales in Hungary 1998-2010
Source Dr. Nagy Béla SZIE, Gödöllo and by Axiál
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Agricultural machine organizationsin Hungary

• MACHINE MANUFACTURING MEGOSZ National
  Union of Agricultural Machines
• MACHINE DISTRIBUTION MEGFOSZ National Union
  of Agricultural Tools- and Machine Distributors

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MEGOSZ

• Type labour civil organizationYear of
  formation 1991Number of members 22
  businessesWebsite www.mezogepgyartok.hu

• Official paper of the Union

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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

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MEGFOSZ

• Type labour civil organizationYear of
  formation 1999.Number of members 65 businesses

• The three biggest businesses

2/3 parts of circulation
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Tractor statistics made by MEGFOSZ
It gived by the members - type of the
machine - postal code - HP
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Situation in Hungary

• Supplying members with information
• Exhibiton organize
• Lobby

Our aim is uppositioning of Hungarian
agricultural machine service
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• We are learning from CLIMMAR
• The next annual congress of CLIMMAR is in autumn

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Future of the agricultural motorization
Increasing power
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Future of the agricultural motorization
RTK GPS
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Future of the agricultural motorization
Engine emission change
Future of the mechanizationTIER 4 engine
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Future of the agricultural motorization
SCR
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Future of the agricultural motorization
Elektronics
To operate the advances in technology
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Concentration

• The 5 biggest manufacturer give 90 of
  harvesters and 80 of tractors produced in the
  World

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Future of the agricultural motorization
It needs more and more educated operators and
service
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What is CLIMMAR ?
CLIMMAR is an international organization
organizing national associations which are
engaged in agricultural motorization 
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CLIMMAR was created in 1953
Irlande
Allemagne
Autriche
Italie
Belgique
Luxembourg
Danemark
Pays Bas
Espagne
Portugal
Finlande
Royaume Uni
France
Suède
Grèce
Tchéquie
Hongrie
Suisse
Source Climmar Congress Beijing 2008 by Gilbert
Daverdisse
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CLIMMAR The European association of Agriculture
and Garden-Machinery Dealers and
Service-companies figures ratios for average
dealer and member 2007/08
Members Contact No Contact
Source Climmar CongressCracow 2010.Model D
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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

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Market in Europe
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Source Climmar CongressCracow 2010.Model D
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Source Climmar CongressCracow 2010.Model D
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Source Climmar CongressCracow 2010.Model D
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Source Climmar CongressCracow 2010.Model D
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Source Climmar CongressCracow 2010.Model D
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Source Climmar CongressCracow 2010.Model D
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Source Climmar CongressCracow 2010.Model D
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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)
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Source Climmar CongressCracow 2010.Model D
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Source Climmar CongressCracow 2010.Model D
means not A-dealers, but average dealers
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Source Climmar CongressCracow 2010.Model D
means not A-dealers, but average dealers
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Source Climmar CongressCracow 2010.Model D
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Source Climmar CongressCracow 2010.Model D
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Source Climmar CongressCracow 2010.Model D
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Source Climmar CongressCracow 2010.Model D
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Source Climmar CongressCracow 2010.Model D
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EUROPEAN DEALERSAPPRECIATE THEIR TRACTOR
OPERATORSenquiry 2010
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5 COUNTRIES947 ANSWERS

• DENMARK
• GERMANY
• FRANCE
• UNITED KINGDOM
• SWITZERLAND

• 120
• 286
• 295
• 133
• 113

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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

• 16
• 8
• 17
• 9
• 21
• 13
• 0
• 22
• 7
• 0

• 35
• 35
• 25
• 21
• 44
• 42
• 16
• 41
• 9
• 27

• 11
• 19
• 8
• 12
• 29
• 21
• 9
• 16
• 0
• 8

• 95
• 105
• 105
• 83
• 152
• 125
• 37
• 137
• 35
• 73

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Consideration of the dealers evaluation

• Representatives 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

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Consideration of the dealers 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

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One of the evaluations
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BRAND RESULTS SEND TO MANUFACTURERS
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WHAT CLIMMAR DECIDED

• Each country decides what it publishes for its
  own results
• CLIMMAR does not publish countries results
• CLIMMAR publishes only overall results

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Suggestion
To be multi-facetedThe World has to eat more.
Machine - Spareparts - Service - Financial
Services Machine rentals
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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 dont do these it will cost more
Our own instance
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This prezentation http//www.axial.hu/CLIMMAR
Web side of AXIÁL Ltd. www.axial.hu My e-mail
address harsanyi_at_axial.hu My mobile phone
00 36 30 9530 324
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Thank you for your attention!
Zsolt Harsányi Vice-President of CLIMMAR