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Farm Equipment

April 2013 cover

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April/May 2013

Volume: 51
Edition: 4

Dealers Update, Expand & Build New

PLUS: Profile of Wickham Tractor, How to Sell: Implement Steering, Creating Worthwhile Dealer Events: Combine Clinics and more.

  • Table of Contents

    Table of Contents

    To the Point: What Signs Do You Look For?

    By Dave Kanicki posted on April 8, 2013 | Posted in Dealer Succession
    Source: dkanicki@lesspub.com
    In the last few issues of Farm Equipment, including this one, we've covered dealer succession planning in some depth. One of the concerns expressed by many of those getting ready to step aside is that the new generation that's stepping up into positions of ownership have never been through the really tough times. If you think about it, no one under 46 years old was a working professional during Ag's Great Depression of the 1980s when most dealers couldn't sell their souls to the devil, let alone a tractor to a farmer.
    Read More
    Wickham-Tractor
    Dealer Profile: Wickham Tractor

    Staying 'Relevant' as the Industry Changes

    Wickham Tractor initiated its succession plan earlier than intended to ensure the dealership remains sustainable well into the future.
    By Dave Kanicki posted on April 8, 2013 | Posted in Dealer Succession
    It would be difficult to find a farm equipment dealer in North America who hasn't in some way been affected by the consolidation of the retail side of the business in the last decade. Whether or not they've yet been told directly - or not so directly - that they must make the decision to be either a buyer or seller, to expand or exit the business, it's on their mind. As the days pass, it's becoming a front of mind issue. Dealers know it's something they need to come to grips with. Either take control of it and set a course, or have circumstances or someone else dictate the future.
    Read More

    How to Sell Implement Steering: Accuracy & Payback Guide Emerging Market

    By Jack Zemlicka posted on April 8, 2013 | Posted in Precision Ag Sales & Service, Niche Equipment Markets
    Many farm equipment dealers with precision farming interests consider auto-steer to be the entry point for customers who want to utilize technology. In many cases, those systems are now standard features on new tractors rolling off the assembly line. The tangible benefits of auto-steer are easily proven through reduced operator fatigue and the ability to maintain a straight path though the fields.
    Read More

    Sales Training Starts From the Top

    Regular communication between the sales manager and the sales team will help in identifying training needs and tracking their progress.
    By Kim Schmidt posted on April 8, 2013 | Posted in Department Management
    It's a common complaint heard from dealers across North America, "I can't find good techs." However, finding the right sales team can be just as challenging, and is just as important. Keep in mind, the quality of the sales team starts with the quality of the sales management. The better the management, the better the sales team.
    Read More
    Triple W

    Dealers Update, Expand & Build New Facilities

    By Dave Kanicki posted on April 9, 2013 | Posted in Facilities
    With a several year run of strong farm equipment sales, dealers are seizing the opportunity to upgrade their facilities, many in a big way. Most new stores are taking on more of a retail feel with customer comforts and amenities in mind. But beyond being far more accomodating than traditional dealer facilities of the past, several of the new dealerships are also being designed and built for practicality, efficiency and productivity, first. While adapting many of the features suggested by their major suppliers, most are also adding their own distinctive touches to set themselves apart.
    Read More

    Triple W Equipment Goes Big & Wide Open

    April 9, 2013 | Posted in Facilities
    When Triple W Equipment built its new 54,000 square foot facility in 2009, Ken Williams, says he needed the room because, with the exception of big sprayers, the dealership carries every John Deere equipment line, including ag, construction, forestry, commercial work products, lawn and garden and golf.
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    Plevna Implement's New Store Aims for Customer Service

    April 9, 2013 | Posted in Facilities
    It's just been incredible the amount of traffic that our new building has brought. We really look at it not necessarily as building a new building. For us it's more about how much better it allows us to serve our customers,? says Bill Shrock, owner of Plevna Implement, Plevna, Ind.
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    Ag Power's New Store Replaces Four Facilities

    April 9, 2013 | Posted in Facilities
    In June 2012, Ag Power Enterprises opened its brand new 81,000 square foot facility in Owatonna, Minn. According to Mike Milstead, general sales manager, the building was designed around functionality and efficiency, starting with the over 30,000 square foot shop. The shop includes four 3-ton overhead cranes, easy access to parts, heated floors and a 40 foot sliding door. We were trying to cram our business into four separate facilities, and now have a building designed for our business, says Milstead.
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    Dinkel Implement Expands to Handle Continuing Growth

    April 9, 2013 | Posted in Facilities
    In 2012, Dinkel Implement Co. added 4,400 square feet to its Norfolk, Neb., stores says John Dinkel. "The addition included three new sales offices, expanded showroom and additional space for the parts department. We added a brick exterior and facade to update the dealership's appearance and we also did some refurbishing of original showroom and offices."
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    10 Work Bays Add Emphasis to Middletown Tractor Sales' Facility Upgrade

    April 9, 2013 | Posted in Facilities
    "Middletown Tractor Sales is proud to be home to West Virginia's one and only John Deere Place,"says Heather Hudson, corporate marketing manager of the 3-store dealership group. "Opened for business in May 2011, the store is truly a marvel and offers the ultimate in customer experience," she says. "From the time the front doors are opened, the friendly design allows clear direction and flow of merchandise so customers can easily see in a glance everything we have to offer."
    Read More

    Van Wall Meets New Energy Needs with Wind Turbines

    April 9, 2013 | Posted in Manufacturer News
    Van Wall Equipment has recently been part of three new service shop construction projects that range in size from 12,000-15,000 square feet. According to Don Van Houweling, president, the electricity for heat and light for the new facilities is being generated by wind turbines.
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    New Birkey's Store Designed for Multi-Use, Features Geothermal Heating

    April 9, 2013 | Posted in Facilities
    In March of 2012, Brikey's Farm Store's Henry, Ill. location completed its new 41,000-square-foot building, which sits on 17 acres. The new building was designed as a multi-propose building, keeping resale in mind, according to Jerry Read. The facility includes a top-notch expo center that is used for customer clinics. Another unique feature is the wash bay, which can fit eight combines in it. The floor is sloped outward so all the water drains to the sides. Read says this makes it possible to clean two to three machines in a row without the sludge clogging up the grate. Since the floor is mostly flat, he says that keeps the floor drier since the plumbing isn't directly under it. In addition, the mud on the floor can be scraped up at the end of the day.
    Read More

    Another Look at Hiawatha Implement

    April 9, 2013 | Posted in Facilities
    You may recall that we featured the beautiful new Hiawatha Implement facility in our April/May 2012 issue (please see Farm Equipment, April/May 2012, "Hiawatha Implement's New Store Combines Form & Function,"p. 28-36). We weren't able to run all of the photos in the available space, so here's a look at some other unique features of that very unique dealership.
    Read More

    Creating Worthwhile Dealer Events: Combine Clinics

    By Kim Schmidt posted on April 8, 2013 | Posted in Dealers on the Move
    Keeping farm customers productive and efficient is the goal of every farm equipment dealer. This is particularly true during harvest time. Unfortunately, not all customers are looking far ahead when it comes to getting their equipment ready. A lot of times this is particularly true when it comes to combines. But, you can help them prepare by hosting a combine clinic focused on maintenance and harvest preparation.
    Read More

    Combine Clinics: Witmers Inc. Eliminates the Distractions

    April 8, 2013 | Posted in Dealers on the Move
    When Witmers Inc. in Columbiana, Ohio, hosts a clinic, it does its best to ensure the day is free of distractions - for both the customers and the staff. One way they do this is by holding the clinic down the road from the dealership at a local hotel in town. "That way we don't have to deal with the telephones and distractions,"? says Scott Highfield, sales manager.
    Read More
  • Featured Articles

    Featured Articles

    Triple W

    Dealers Update, Expand & Build New Facilities

    By Dave Kanicki posted on April 9, 2013 | Posted in Facilities
    With a several year run of strong farm equipment sales, dealers are seizing the opportunity to upgrade their facilities, many in a big way. Most new stores are taking on more of a retail feel with customer comforts and amenities in mind. But beyond being far more accomodating than traditional dealer facilities of the past, several of the new dealerships are also being designed and built for practicality, efficiency and productivity, first. While adapting many of the features suggested by their major suppliers, most are also adding their own distinctive touches to set themselves apart.
    Read More

    To the Point: What Signs Do You Look For?

    By Dave Kanicki posted on April 8, 2013 | Posted in Dealer Succession
    Source: dkanicki@lesspub.com
    In the last few issues of Farm Equipment, including this one, we've covered dealer succession planning in some depth. One of the concerns expressed by many of those getting ready to step aside is that the new generation that's stepping up into positions of ownership have never been through the really tough times. If you think about it, no one under 46 years old was a working professional during Ag's Great Depression of the 1980s when most dealers couldn't sell their souls to the devil, let alone a tractor to a farmer.
    Read More

    How to Sell Implement Steering: Accuracy & Payback Guide Emerging Market

    By Jack Zemlicka posted on April 8, 2013 | Posted in Precision Ag Sales & Service, Niche Equipment Markets
    Many farm equipment dealers with precision farming interests consider auto-steer to be the entry point for customers who want to utilize technology. In many cases, those systems are now standard features on new tractors rolling off the assembly line. The tangible benefits of auto-steer are easily proven through reduced operator fatigue and the ability to maintain a straight path though the fields.
    Read More

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