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January 2016 Showcase

Volume: 54

Edition: 1

Used Equipment Special Report:

Thinking 'Small' Pays When It Comes To Moving Used Inventory

Table of Contents

Table of Contents

To The Point: Used Machinery: Listen to the ‘Little Guys’

By Mike Lessiter posted on December 28, 2015 | Posted in Best Practices, Operations & Finance

A few weeks ago, I drove out to see Leo Johnson, Johnson Tractor (2012 Farm Equipment Dealership of the Year), to hear how his 4-stores were responding to the used equipment pileup. Meeting in his newly renovated dealership in Janesville, Wis., (and later in his truck), we covered a lot of ground that afternoon.
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Deere Comments on Leasing Trends

December 28, 2015 | Posted in Data & Forecasts
Source: Ag Equipment Intelligence

Leasing has been the hot topic in the ag equipment market in recent months. Some dealers have expressed concerns about the potential impact on used equipment values down the road when equipment comes off lease.
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Ag Fundamentals Not as Bad as They Look

December 29, 2015 | Posted in Data & Forecasts
Source: Ag Equipment Intelligence

Ongoing sharp inventory correction is masking otherwise solid longer-term industry fundamentals, according to Avondale Partners analyst Igor Maryasis in a Nov. 4, 2015 note announcing the firm’s coverage of Titan Machinery.
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Ag Equipment Sales Decline Slows

December 29, 2015 | Posted in Manufacturer & Dealer Issues

U.S. and Canada combined large ag equipment sales continued to decline in October, according to the latest numbers released by the Assn. of Equipment Manufacturers (AEM).
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Products in Action, January 2016: Kongskilde

January 10, 2016

Read Products in Action
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Sponsored Content: Successful Equipment Remarketing Strategies

Thinking 'Small' Pays When It Comes to Moving Used Inventory

Small-store leaders within Farm Equipment’s Dealership of the Year Alumni Group share the actions they’re relying on to guide them through the choppy waters of reducing equipment backlogs.

By Dave Kanicki, Mike Lessiter, and Mike Wiles posted on August 25, 2017 | Posted in Best Practices, Used Equipment Remarketing

A dealer responding to Ag Equipment Intelligence’s November 2015 Dealer Sentiments survey summarized the industry’s current dilemma: “There was a lot of positive activity during the month, but a lot of people passed on making purchases when they saw what their used equipment was valued at. Used pricing is too soft to convert people to make new machine purchases.”
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Manufacturers Unveil Newest Innovations at Agritechnica 2015

December 28, 2015 | Posted in Product Innovations & Introductions

Agritechnica has a reputation as being the international hub for emerging farm equipment and technology. The 2015 show in Hannover, Germany, again offered a diverse glimpse into emerging agricultural machinery trends that could influence the North American market in the near future.
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People & Profits: Leading Relationship Transitions in a Team

Many managers in dealerships move from working as a part of a team to managing that same team. You may have done this yourself or need to coach someone in that situation who has been promoted.

By George Russell and Erik Thompson posted on December 28, 2015 | Posted in Department Management

Many managers in dealerships move from working as a part of a team to managing that same team. You may have done this yourself or need to coach someone in that situation who has been promoted.
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Ahead of the Curve

New Programs Offer Relief for Sluggish Iron Sales

CPO and rental programs can help boost sales and make ends meet for dealers faced with big backlogs of new and used farm equipment.

By Dan Crummett posted on December 28, 2015 | Posted in Manufacturer & Dealer Issues

Weak commodity prices continue to translate into a slump in farm equipment sales in the U.S. and Canada, and that has ag equipment dealers struggling to find ways to boost revenues and move a backlog of new and used equipment from their lots. Meanwhile, some equipment manufacturers are leaning on their dealer networks to “stock up” and place more orders — purchases the dealers worry cannot be sold profitably.
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Featured Articles

Featured Articles

Sponsored Content: Successful Equipment Remarketing Strategies

Thinking 'Small' Pays When It Comes to Moving Used Inventory

Small-store leaders within Farm Equipment’s Dealership of the Year Alumni Group share the actions they’re relying on to guide them through the choppy waters of reducing equipment backlogs.

By Dave Kanicki, Mike Lessiter, and Mike Wiles posted on August 25, 2017 | Posted in Best Practices, Used Equipment Remarketing

A dealer responding to Ag Equipment Intelligence’s November 2015 Dealer Sentiments survey summarized the industry’s current dilemma: “There was a lot of positive activity during the month, but a lot of people passed on making purchases when they saw what their used equipment was valued at. Used pricing is too soft to convert people to make new machine purchases.”
Read More

Manufacturers Unveil Newest Innovations at Agritechnica 2015

December 28, 2015 | Posted in Product Innovations & Introductions

Agritechnica has a reputation as being the international hub for emerging farm equipment and technology. The 2015 show in Hannover, Germany, again offered a diverse glimpse into emerging agricultural machinery trends that could influence the North American market in the near future.
Read More

To The Point: Used Machinery: Listen to the ‘Little Guys’

By Mike Lessiter posted on December 28, 2015 | Posted in Best Practices, Operations & Finance

A few weeks ago, I drove out to see Leo Johnson, Johnson Tractor (2012 Farm Equipment Dealership of the Year), to hear how his 4-stores were responding to the used equipment pileup. Meeting in his newly renovated dealership in Janesville, Wis., (and later in his truck), we covered a lot of ground that afternoon.
Read More
Online Extras

Online Extras

Special Report: Used Equipment

New & Used Equipment Inventories Remain 'Too High'

By Dave Kanicki posted on December 29, 2015 | Posted in Best Practices

According to the results of Ag Equipment Intelligence’s Dealer Sentiments & Business Conditions survey, the last time North American dealers reported that their inventories of used equipment were “too low” was in May 2012. Since then, dealers have consistently reported that the backlogs of used wholegoods on their lots are “too high.”
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Sponsored Content: Success in Shortline Machinery

Creating a Full Line Offering Through Shortline Machinery

AgPro Equipment Service in Hettinger, N.D., has found success selling farm equipment without a major line.

By Kim Schmidt posted on January 11, 2016 | Posted in Manufacturer & Dealer Issues, Niche Equipment Markets

AgPro Equipment Service in Hettinger, N.D., has found success selling farm equipment without a major line. Owner Jeff Hallen opened the dealership in 2013 after spending 6 years with RDO Equipment, one of John Deere's largest ag equipment dealers.
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My Greatest Mistake: Leo Johnson

President, Johnson Tractor Inc. (2012 Dealership of the Year)

By Mike Lessiter posted on December 24, 2016 | Posted in Best Practices, Manufacturer & Dealer Issues

“The fact that I’ve been in the same farm equipment dealership for 38 years may not equate to success as much as stamina. I’ve certainly had some measurable success over the years as well as some well-intended mistakes. Hindsight is 20/20, so looking back at the mistakes is easy.
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Sponsored Content: Success in Shortline Machinery

Succeeding as a Shortline Dealer: The Ultimate Wake-Up Call

Based on the experience of shortline dealers across the country, being cancelled by a major doesn't have to be the death knell of your business.

By Dave Kanicki posted on January 25, 2016 | Posted in Manufacturer & Dealer Issues, Niche Equipment Markets

Based on the experience of shortline dealers across the country, being cancelled by a major doesn't have to be the death knell of your business.
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Sponsored Content: Success in Shortline Machinery

RDO Equipment's Structure for Shortlines

RDO Equipment Co. recognized greater opportunities in shortlines and put dedicated resources on the job to manage decision-making across this 28-store farm equipment dealer group.

By Mike Lessiter posted on January 18, 2016 | Posted in Niche Equipment Markets

Lee Rogness, the dealer-principal of Interstate Inc. (Fergus Falls, Minn.) before selling to RDO Equipment Co. in 2008, knows the power of shortlines. His business “survived on shortlines” during transitions between majors in the tumultuous 1980s, before Interstate inked a contract with John Deere. “We lived on shortlines,” he recalls. “And then we took on Deere and we made money on both and had good market share.”
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Products in Action

Products in Action

Products in Action, January 2016: Kongskilde

January 10, 2016

Read Products in Action
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Top Directory Listings

Yetter Farm Equipment

Built on 90 years of expertise, Yetter Farm Equipment leads the agriculture industry in designing effective and innovative equipment for residue management, seedbed preparation, precision fertilizer placement, harvest attachments, strip-tillage, and more.

Montag Mfg

Montag is the industry’s innovative leader for precise, accurate metering of fertilizer, seed and other nutrients. The Montag system has become the standard for deep banding of fertilizer. Montag is also pioneering the technology for cover crop seed application. The new Cover Crop+ is able to meter the smallest seed, and can be mounted to tillage implements, combines, plus Hagie sprayers and detasselers.

Finance Scope

Finance Scope is able to provide the best financing opportunities for equipment dealers and customers through a diverse mix of lending companies under one single platform. Our large group of lenders, allows for competitive rates regardless of credit scores. Additionally, dealers and customers have access to the industry’s best expertise surrounding finance and lease structures, for all purposes, within the agricultural and construction industries. We provide all of this into one online platform to provide our customers with the best available tailored finance solution for their equipment.

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