Quintin Overbeck, manager of Remington Farms in Remington, Ind., replaces his sprayers every 2 years. He wanted to start doing the same thing with his tractors. But as New Holland Rossville Ind. store manager Neil Fausset points out, the timing has to be right for both Overbeck and the dealership.

“I’m usually comfortable trading whenever Neil has a secondary customer lined up,” Overbeck says. “I have an idea of what I think the depreciation should be on the new equipment, so we work that out. The hardest part is speculating when my new machine can arrive and how quickly we can get it into service. That’s a big part of the planning Neil and I do together.”

Another factor in Overbeck’s equipment fleet planning is the current state of the used equipment market. Does Fausset have customers looking to make used equipment purchases? How much are they looking to spend, and what exactly are they looking to spend it on?

“The used market is important to consider,” Overbeck says. “If we’re going to put enough hours on our tractors to justify trading them every couple of years, I want to make sure we aren’t buying things that will have no value for anybody else.”

For example, Overbeck says he’d developed a preference for a 100-foot sprayer, simply due to the unique planter sets and row spacing he uses for his seed corn.

“It’s really easy to teach an employee how to spray with a 100-foot sprayer because they’ll always have a male row on the outside of the wheels,” Overbeck explains. “But not every grower does it this way. Neil educated me on that and recommended we have some 120-foot sprayers because that’s more the norm.”

Overbeck also takes the used market into consideration when spec’ing tractors. He has his ideal setup, but has also identified other setups that will work within his operation.

For example, Overbeck prefers a high-horsepower T8.435 with rear tracks and front wheels. But he realizes not all growers need a tractor that large. Conversely, Overbeck’s operation isn’t best served by a smaller 4WD tractor, but there’s a strong used market for that type of machine. So he does keep one in his fleet, running it with a 60-foot bean planter. Overbeck’s tractor fleet also includes a T8.380 wheeled tractor, 2 T8.410 wheeled tractors, a wide-belt T8.410 with rear tracks, and a narrow-belt T8.410 with rear tracks.

“With that kind of variety, I’m not flooding the used market with the same tractor over and over,” Overbeck says. “Then Neil has enough variety to go to their used equipment customers and provide some different options.”

The strategy has worked well thus far. Overbeck has purchased 15-20 tractors over the past 5 years. Overbeck and Fausset have each lost count off the top of their heads because they’ve made so many deals.

“The thing is, people still buy from people,” Fausset says. “Quentin and I have been friends a long time. Now we’re to the point where I feel like I’m part of Quentin’s farm, and he feels like he’s part of our business at the dealership. And he’s right.”

To learn more about Overbeck and Fausset’s working relationship and how new equipment can revitalize dealerships and farms, read Gregg Wartgow’s article “Off-Color Sprayer Purchase Leads to Full Changeout of Tractors, Skid-Steers & More” featured in the June 2026 issue of Farm Equipment.