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George Russell
Planning for Profits

Benchmark Your Service Personnel Costs

By George Keen and George Russell posted on March 10, 2011
The single biggest personnel cost in a farm equipment dealership is in the service department. Of course, most dealerships will have more personnel in service than other departments. But if this cost is more than 20% of your service revenues, you need to closely examine it to determine if some things are out of line.
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Dr. Jim Weber
Business of Selling

Replacing Non Performers

By Dr. Jim Weber posted on March 10, 2011
As the dark clouds of the gathering storm begin to overshadow the prevailing economic prosperity, equipment dealers would be wise and prudent to assess the long-term efficacy of their existing sales force. Rather than wait until the next market downturn, why not take this opportunity to get ahead of the economic curve and purge your sales staff of any and all malcontents and misanthropes?
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Dr. Jim Weber
Business of Selling

Record Farm Income and Impending Dealership Failure

By Dr. Jim Weber posted on February 8, 2011
When the final count for 2010 is complete, the amount of harvested corn could be an all time record; and at a minimum, the recent harvest should rank in the top five years of harvested corn with the other top five years coming from the preceding four years. With five years of record production, one would expect supplies to be high, and demand to be slowing. But just the opposite is occurring.
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Dr. Jim Weber
The Business of Selling

Sitting in the Dealership

By Dr. Jim Weber posted on December 23, 2010
In response to my first article in Farm Equipment, I received the following e-mail from a dealer that summarizes many of the trials and tribulations afflicting ag dealers and their sales management team in this time of prosperity.
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Big Dealer Consolidation Continues in 2024

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In this episode of On the Record, brought to you by Weasler Engineering, we break down the key takeaways from Ag Equipment Intelligence's newly released 2024 Big Dealer Report. In the Technology Corner, Noah Newman shows us how cover crop planting could be done autonomously. Also in this episode, CNH Industrial reports a drop in ag sales, AGCO combine and application equipment sales are down year-over-year and a UK New Holland factory strike could impact North America.

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