“Standing Shoulder to Shoulder and Making it Happen” – Pioneer Plant Ltd

Pioneer Plant Ltd was created in the middle of the pandemic and yet in only 3 years has grown to be a significant player in the plant & off road market. We recently caught up with Steve Corner and Brian Conn, founders and directors of the business, to find out the secret of their success…

Steve has been in the industry for over 33 years. He started out as an apprentice mechanic in a garage that did everything – cars, trucks and plant etc. Later, he ended up full time in the plant sector, starting at a dealership where he worked his way up to become workshop manager, and then group aftersales manager. He started working with Brian in 2010. Brian has been in the industry for 22 years, originally starting out in marketing at a plant machinery dealership. He went on to start selling used machinery and took care of export machines. Brian went on to work for a global heavy equipment brand before joining Steve in 2010.

A management buyout opportunity led the duo to get a taste of running a business but they both wanted to be in full control, make their own decisions and be responsible for it all and that is how Pioneer Plant was formed. Helped by a silent partner investor, they became a brand new dealership for the then Doosan (now Develon), the global machinery manufacturer from Korea. The new name Develon, was chosen to replace Doosan as a contraction of the words ‘develop’ and ‘onwards’, and so Pioneer Plant became part of the new Develon Construction Equipment UK dealership network.

Sales Director Brian Conn, says the business is driven by honesty…

The name of the company Pioneer originally was chosen back in 2020 for its definition of wanting to be the first to explore, pave the way and be a leader in our industry. The bear logo was one of our favourite animals – some people think it’s a polar bear surviving in tough conditions. We just call the bear Diga–and he’s become quite a personality for the business.

The business dealership offers sales and after service for mini diggers, large tracked excavators, wheel loaders and dump trucks. Pioneer Plant offer the full range and provide after sales support and back up as well as parts. The company likes to focus on being masters of their products with highly trained staff. Steve explains…

Our sales area operates in Leics, Northants, Cambs, and the PE postcodes of Lincolnshire and more recently we were awarded Norfolk and Suffolk. We are one of only two service providers for the UK and we cover from the Humber estuary down to Gloucestershire. We have 7 engineers, and three specific workshop engineers, a sales team and admin support. Overall, we currently employ about 23 people with apprentices being taken on and we will soon be looking for another person to join our sales team in East Anglia.

Their customers range from civil engineering, groundworks, recycling and waste companies to forestry and landscaping, demolition, quarries and housing developers. There is no business too big or too small for Pioneer and more recently, the company is finding success with the agricultural sector. Brian confirms.

It’s a relatively new market for us, but its growing well, we have a great range of machinery suitable for the agricultural industry and it’s an area we are moving more into.

HOW HAS THE BUSINESS CHANGED SINCE IT STARTED?

Steve explains, “The business started in the summer of 2020, when we had the opportunity of the new Doosan Dealership but unfortunately that was right in the middle of the Covid-19 pandemic”. However, despite the company experiencing the after effects of the global pandemic and the UK teetering on the edge of a recession, Pioneer went on to win the award for the number one Develon dealership for sales in Europe, in it’s very first year.

Steve puts this success down to the combination of determination to offer only the best service and choosing Develon, a great brand because of its fuel efficiency and reliable engines, which are made using their own technology. “A lot has happened, a lot has changed and the company has achieved much in these 3 short years” continues Steve, “2023 has seen the business already expand its sales territory into Norfolk and Suffolk and grow the team and its reputation as being key account service providers for Develon’s major customers. One of our biggest challenges at the moment, is not letting the business expand too quickly, and we are already having to update the computer system we have outgrown and ensure all our team are in place for our new sales and support in East Anglia.”

The company’s expansion of its sales territory to cover Leicestershire, Northamptonshire, South Lincolnshire, Cambridgeshire and now Norfolk and Suffolk is a huge milestone for the business and is something they are very proud of. Brian explains, “in such a short period of time, we have completed our 500th machine but it hasn’t been an easy ride. I’m sure like a lot of businesses, it’s been really tough because the industry has done a full 180 degrees turn from not being able to get machines but have the orders for them, to loads of machines but fewer orders in a short time. We have had to manage expectations, stock levels, and adapt our processes. These pressures have helped make the team realise that customer service is the most important thing that’s where other businesses can fail when in a hard climate, when they don’t provide extra level or support. Supply now is still challenging on occasion, and Brexit had its challenges for us, but now things are easing.”

“Develon are now carrying more parts in the UK and this is proving very useful for us and we stock most fast moving items or can get the next day delivery. It’s still a challenge for us, like most businesses, to balance holding the right amount of stock. We have to compete with other premium brands dropping prices drastically, economic pressures have proved challenging also, with interest rates increasing drastically, the HS2 project being cancelled and a lot of businesses going under. In the world of plant and off road servicing, the confidence to purchase new equipment has fallen based on this economic downturn however, the upside, is that looking after existing machinery and equipment is becoming even more key so our servicing side of the business has never been busier.”

WHAT IS YOUR COMPANY ETHOS?

Brian passionately describes the answer to this question. “We just Make it Happen” he says, “ Hard work pays off -the harder you work the better you do. Train hard and fight easy is in Steve’s make up with his history of martial arts and good old fashioned customer service is key. If we say we are going to do something, we do it”. Steve adds, “We are proactive and really push for looking after customers and we are recommended by others to look after people. There is no divide between sales and service within this business, we stand shoulder to shoulder. It doesn’t matter who you are or what level you are in within Pioneer, we all are proud of what we do, we work hard and we care about what we achieve.”

WHO IS YOUR INSPIRATION IN BUSINESS?

Brian: “Richard Branson and my old boss at Mawsley, Ian Wright, who influenced me the most and taught me everything I know today about commitment, drive and sense of wanting always to achieve”.

Steve: “My first boss, ‘Mac’ influenced me greatly when I was an apprentice at just 16. He taught me an awful lot and gave me the foundations of business. I also look up to Nigel Mansell, the racing driver whose story is another great example of drive and how he went about his job and life with a great attitude”.

WHAT GETS YOU OUT OF BED IN THE MORNING?

Brian – “I love a new day, everything to play for. I love the job, and wouldn’t change a thing. I have a great team I believe in and look forward to working together over the next few years.” Steve – “ I just love trying to be the best at what we do and I always look forward and not backwards. I am also just super proud of having the best service and parts department out there!”

WHEN AND HOW DID YOU BEGIN WORKING WITH WITHAM GROUP?

Pioneer started working with Witham Group before in other businesses, but started using Witham again in July 2021. Steve explains, “We were dealing with a different supplier and weren’t the most pleased. Witham came to the yard one day and the rest is history. Witham now supply all our lubricants, coolants and paint colours matched to our machines. Our relationship with Witham is excellent. We tested all the Witham products as we wanted a better quality oil that would look after the machines and know what we need. Without doubt, the products Witham offers are of great quality and have meet all the latest specifications and approvals of our machinery. Witham also provide great support with other opportunities. Witham has now designed the labels and now supplies our own range of oils which helps us promote our brand and expertise developing an after sales pack. You help make our life and business easier. Other oil suppliers are interested in selling not in serving and caring about the business. Witham are clearly a people business, who offer great service and let us know if there are any problems and we look forward to working together more into the future.”

WHAT ARE YOUR PLANS FOR FUTURE?

With immediate plans to strengthen their stronghold in Norfolk and Suffolk, there are also plans for Pioneer to open up another depot there and expand further into East Anglia territories. Brian says, “ We want to continue to grow organically and develop our business, pushing new models over next 12 months. We will expand the sales team whilst keeping the ethos of the business, not too fast and never without the service!”

For more information about Pioneer Plant, visit: pioneerplant.co.uk