CLIMMAR: Agricultural machinery dealers need a stronger voice in the European debate

After completing his first year as President of CLIMMAR, Tomáš Kvapil reflects in an exclusive interview with LECTURA Press on the organisation’s renewed direction, the challenges facing agricultural machinery dealers and repairers across Europe, and the priorities that will shape CLIMMAR’s work in the coming period.

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Patrik Eder: For readers who may not be familiar with CLIMMAR, could you briefly introduce the organisation and explain whom it represents?

Tomáš Kvapil: CLIMMAR is the international confederation of national associations representing dealers and repairers of agricultural and gardening machinery. In simple terms, we bring together organisations from across Europe that represent companies selling, servicing and supporting agricultural machinery in their national markets.

The role of CLIMMAR is to connect these national associations, exchange experience, identify common challenges and represent the voice of dealers and repairers at the European level. We want to make sure that the specific role of our sector is properly understood by policymakers, manufacturers and other partners in agriculture.

PE: In March, you completed your first year as President of CLIMMAR. Looking back, what do you consider the most important achievement of your presidency?

TK: The first year was above all about building on the work of my predecessors and giving CLIMMAR a strong and active voice in the current European debate. One of the most important achievements has been that CLIMMAR is becoming more visible as the representative voice of agricultural machinery dealers and repairers.

We have been working to ensure that the specific situation of dealers is better understood, not only within our sector, but also by organisations representing farmers, contractors, manufacturers and European SMEs.

Another positive development has been the strengthening of our working groups and their greater involvement in CLIMMAR’s activities. This is very important, because many of the topics we deal with are highly practical and technical. CLIMMAR must be able to respond to concrete issues faced by dealers in their everyday business.

PE: CLIMMAR represents agricultural machinery dealers and repairers across Europe. What are the main concerns your members are raising today, and how is CLIMMAR helping to bring their voice to the European level?

TK: The concerns of our members are very similar across Europe. Dealers and importers are facing a combination of high stock levels, increased financing costs and weaker demand from end customers. Farmers and contractors are cautious with investment decisions because they are themselves under pressure from uncertainty, energy costs, fertiliser prices and the broader economic environment.

This creates pressure throughout the whole value chain. Dealers are in the middle of this chain: between manufacturers on one side and farmers and contractors on the other. That is why CLIMMAR’s role is to make sure that the reality of dealers is properly understood at the European level.

We want to contribute constructively to the debate and highlight that a healthy dealer network is essential for the functioning of modern European agriculture. We also advocate a 'think small first' approach to policymaking, urging stakeholders to design policies with small companies in mind.

PE: How is the structure of the agricultural machinery dealer network changing in Europe?

TK: In Western Europe, dealer networks have often developed continuously over many decades. Many companies are long-established family businesses with deep local roots and traditional relationships with farmers and manufacturers. In recent years, however, we have seen a clear trend towards consolidation: larger dealer groups, mergers and more professionalised structures. This puts considerable pressure on a structure that has been built over many decades, and the current difficult market situation is further accelerating this process.

My personal perspective is also shaped by the fact that I come from Czechia. In Eastern Europe the development was very different. Dealer networks had to be built newly after the 1990s in a new market environment, often quite quickly and in parallel with the modernisation of agriculture.

Part of the consolidation that we are now seeing in Western Europe is something that many Central and Eastern European markets already experienced in the early 2000s, although this process has certainly not stopped and continues to some extent even today.

At the same time, many challenges are now common across Europe: increasing technological complexity, the need for qualified service teams, pressure on profitability, generational renewal and, in many markets, further consolidation. For CLIMMAR, it is important to reflect this diversity and to make sure that the voice of dealers from all parts of Europe is heard.

PE: What are CLIMMAR’s main priorities for the near future, particularly concerning issues such as the future Common Agricultural Policy, digitalisation, smart farming, education, and generational renewal?

TK: For our sector, it is essential that the CAP continues to support investment in modern agricultural technologies. Such investments are important not only for machinery dealers, but also for productivity, sustainability and competitiveness of European agriculture. With a €62 billion financing gap estimated in EU agriculture, farmers need stronger public support, suitable financing instruments and stable policy conditions to invest in modernization.

Digitalisation and smart farming are another key area. Dealers are becoming increasingly important partners for farmers in the implementation of modern technologies. Selling the machine is only one part of the story. Service, data, software, training and technical support are becoming just as important.

Education and generational renewal are also major priorities. Our sector needs qualified technicians, motivated young people and stronger links between schools, dealers and manufacturers. This is not only a labour market issue, but also a strategic condition for maintaining the service capacity of the entire sector.

At the same time, we will continue to develop traditional CLIMMAR projects such as the Dealer Satisfaction Index, the CLIMMAR Index and the Branch Report. These tools help us better understand the sector and provide a stronger factual basis for our discussions with partners.

PE: Many European countries are facing a shortage of qualified service technicians. How can the sector attract more young people and strengthen vocational education?

TK: This is one of the most important long-term challenges for our sector. Modern agricultural machinery is no longer only mechanical equipment. Today it combines mechanics, hydraulics, electronics, software, data and precision farming technologies. This means that the profession of a service technician is becoming much more advanced and attractive than many young people may imagine.

We need to communicate this better. Young people should see that working with agricultural machinery means working with modern technologies that have a real impact on food production, sustainability and the future of farming.

At the same time, we need stronger cooperation between schools, dealers and manufacturers. Vocational education must be closely connected with real practice. This means internships, apprenticeships, modern training equipment, visits to dealerships, and regular involvement of technicians and companies in the education process.

From CLIMMAR’s perspective, education and generational renewal must remain a priority. Without qualified technicians, it will not be possible to maintain the service capacity that European farmers need. A strong dealer and service network is essential for keeping modern agricultural machinery working reliably in the field.