How to Sell: Farm Material Handling Equipment Provides Farmers Flexibility
Product Innovations, Niche Equipment Markets

How to Sell: Farm Material Handling Equipment Provides Farmers Flexibility

From skid loaders to telescopic handlers, farm material handling equipment has become a common sight on many farms today. The main selling point, dealers say, is this equipment’s flexibility and ability to multi-task. With a skid loader, for example, a simple change of attachment and a sweeper becomes a snowplow or wood splitter.

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Dealership of the Year

Industry’s Best Dealerships Honored in 11th Annual Awards Program

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In 2015, our panel of judges once again had an impressive pool of candidates to choose from for this year's Dealership of the Year honorees.

But, they made their choices and Farm Equipment’s 2015 Dealerships of the Year are: Ritchie Implement, a 3-store group based in Cobb, Wis., in the over $75 million in revenues category; and Salem Farm Supply, a single-store dealer located in Salem, N.Y., in the under $75 million in revenues category.

Farm Equipment Videos

Columns & Opinions

  • Kim Schmidt

    Share Ideas … If Everyone’s Better at it, Everyone Wins

    Used equipment is the elephant in the room. However, our August Dealer Sentiments & Business Conditions Update revealed a slight improvement, with fewer dealers saying their used equipment inventory was too high compared to the previous month. One dealer responding to the survey says, “Sitting on too much used inventory at unrealistic market prices has kept us very conservative when looking at new sales with trade-ins on high dollar items.
  • Mike Lessiter

    Vision for Tomorrow Requires Solutions Today

    Two weeks ago, I joined my dad, Frank, on a trip to Lancaster County, Pa., where he received a soil health award from a farm association and spoke at its annual field days event. We added a day to our trip to see three farm equipment dealers in the highly competitive, and concentrated, area.
  • Dave Kanicki

    One View: Why Dealer Consolidation Needs to Happen

    According to at least one industry analyst who studies the distribution part of the farm equipment business, the consolidation of the industry's dealers is inevitable and necessary.
  • Business of Selling: Call Reluctance and Slumping Sales

    After a succession of years where equipment sales continued to increase, not because of dealership marketing efforts or sales force contacts, but rather because of increasing commodity prices and end-user ebullience, many dealership sales forces now find themselves in a sales funk.

Top Directory Listings

Editorial Advisory Board

Brian Carpenter
President & GM
Champlain Valley Equipment
Middlebury, Vt.

Mark Foster
Regional Manager/Partner
Birkey's Farm Store
Bloomington, Ill.

Leo Johnson
Johnson Tractor
Janesville, Wis.

Keith Kreps
Executive Vice President
RDO Equipment
Fargo, N.D.

Tom Rosztoczy
President & CEO
Stotz Equipment
Avondale, Ariz.

Clint Schnoor
Agri-Service LLC
Twin Falls, Idaho

Tim Young
General Manager
Young's Equipment
Regina, Saskatchewan

Mark Foster
Regional Manager/Partner
Birkey's Farm Store
Bloomington, Ill.

Product Roundups

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2015 Big Dealer Report (PDF)

2015 Big Dealer Report (PDF)

The "2015 Big Dealer Report" is a joint project of Ag Equipment Intelligence and Currie Management Consultants. This report aims to track ownership changes and consolidation trends of North American farm equipment dealers.  For the purposes of this report, "Big Dealers" are considered those organizations that own and operate five or more farm equipment store locations throughout North America. This report was initiated in 2009 and is updated annually in April. 

Ag Equipment Intelligence - 1 Year Subscription

Ag Equipment Intelligence - 1 Year Subscription

Ag Equipment Intelligence provides ag equipment marketers, dealers and analysts with late-breaking news, analysis and viewpoints on the changing trends in the farm machinery marketplace. Condensing information into the knowledge that you need for quicker, sounder and more profitable strategic decision making, each issue presents financial updates, significant industry-altering trends, and outlooks and forecasts from a variety of different sources.
2015 AEI Dealer Business Outlook and Trends - Farm Equipment Forecast (PDF)

2015 AEI Dealer Business Outlook and Trends - Farm Equipment Forecast (PDF)

Based on surveys from more than 300 North American dealers, not only does the 2015 Dealer Business Outlook & Trends forecast report give you a "from the trenches" look at what dealers see for equipment sales in the year ahead, but it also identifies trends for individual product sales growth. In 48 pages, the report breaks out the dealers' 2015 outlook by country, by region, by the equipment brand and by the size of their dealership. Learn more.


Farm Equipment 1-Year Subscription (U.S.)

Farm Equipment 1-Year Subscription (U.S.)

Farm Equipment is a BPA-audited, controlled-circulation trade publication serving retail dealers of tractors, implements and/or related farm machinery in the U.S., Canada and Mexico. Additionally, Farm Equipment serves retail dealers of shortline machinery, wholesalers and distributors of tractors, implements and/or related machinery and manufacturer’s representatives.


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