Machinery dealership group McIntosh & Son represents the Merlo range across four Western Australian branches and one in Queensland, and continually invests significant resources to the Merlo brand ensuring the partnership continues to flourish
In a country as large as Australia, a machinery brand’s success can rely on the dedication and commitment of its dealer network.
For Merlo Australia, one dealer which has fully invested into its range of products is McIntosh & Son.
It is a mutually beneficial relationship, with the “significant resources” dedicated to Merlo products by McIntosh & Son leading to it becoming a “massive part” of the multi-brand dealership’s business.
“From the Perth branch perspective, it’s significant,” McIntosh & Son Perth general manager Mike Foskett says.
“The Merlo range is an integral part of our business and so we ensure we can support our customer base and the range with staff and infrastructure required.”
Two important examples exist which show the resources McIntosh & Son has devoted to ensuring the Merlo brand thrives.
McIntosh & Son has an experienced product specialist (Joe Cox) along with a field service technician (Barry Murphy) who are dedicated to Merlo products, while the company also has a workshop exclusively devoted to the brand.
“Joe has been working with Merlo products for over 30 years, and Barry has a long relationship with the brand as well,” Foskett says.
“While our all of our sales team have access to supply the Merlo range, we believe it is important to have a dedicated product specialist in Joe, as his depth and breadth of knowledge is invaluable to our customer base.
“Barry is set up with Merlo parts in his van, so he can provide product and technical support on the road, and we’re looking to add another Merlo-dedicated technician as well.
“We rotate the apprentices through that workshop, which is a dedicated workshop only for the Merlos.
“We don’t put any other products through that particular workshop, so there’s definitely a commitment and dedication to the brand.”
Merlo’s core product range is Italian-made telehandlers, targeted at both the agricultural and construction sectors.
Its telehandlers include the Panoramic and Turbofarmer ranges, both of which combine to offer farmers a variety of configurations from compact models with 2,700kg lift capacities and 6m lift height, up to a 12,000kg lift capacity model with 10m lift height.
Merlo’s most unique product is the Multifarmer, which combines the dual benefits of a telehandler and tractor.
Two Multifarmer models are imported to Australia – the MF44.7 and MF44.9.
Both models offer a 4,400kg maximum load capacity and maximum reach of 1.7m while at capacity.
The MF44.9 has an increased lift height of 8.8m, compared to 6.8m on the MF44.7, plus has a greater overall maximum reach of 5.8m, compared to 3.6m on the MF44.7.
McIntosh & Son sells the complete Merlo range across its Geraldton, Merredin, Moora, and Perth branches in the west, along with its one interstate branch in the Queensland town of Dalby.
Foskett believes interest across the Merlo range is evenly spread, speaking of the popularity of the different models.
“It’s pretty well spread through a lot of the models,” he says.
“That’s the beauty of the Merlo – there are plenty of options to suit what people have in terms of different needs.
“They definitely have some features and benefits that value add for customers, but also the support we offer makes a difference.
“We are able to support the customers and they’ve got confidence that we can back them up.”
The relationship between Merlo Australia and McIntosh & Son has been a long-term one, but it is still finding ways to grow.
Last September, Foskett visited Merlo’s factory near Cuneo in north-western Italy and speaks in glowing terms about the experience.
“To be honest, that was probably most impressive factory I’ve been to,” he says.
“I was impressed by the quality, the cleanliness, and how organised they are.
“They do everything in house, basically the only thing they don’t manufacture there are the tyres.
“They even own a glass factory, so even the glass is all made on site.
“Even the way they do their parts distribution is all fully automated. They’ve invested a lot of money into how that’s done and it’s quite impressive.”
The benefits of a dealer having experienced a manufacturer’s factory and global headquarters first hand are numerous, and will no doubt reap long-term benefits for McIntosh & Son and its customers.
The ongoing relationship between McIntosh & Son and Merlo Australia is also important, and once again Foskett views this relationship positively.
“It’s a good relationship and if anything, has even improved over the last two to three years,” he says.
“We get good support from Merlo Australia. The relationship is positive and we’ve got a really collaborative approach with them at the moment, so that can only help.
“What’s important for us is being able to sell the product with confidence knowing that the relationship is healthy.
“It’s always good in a dealer-supplier relationship for it to be positive and collaborative. It makes everyone’s job a lot easier, there’s no doubt about that.”
McIntosh & Son has branches throughout Australia and its Merlo range can be viewed online at www.mcintoshandson.com.au/merlo.
Merlo Australia’s head office is at 120-124 Toongabbie Road in the Sydney suburb of Girraween, with the company’s full machinery range viewable online at www.merlo.com/aus/en.