I try to attend as many industry conferences as I can each year. They are great places to network, talk best practices, listen to industry speakers and catch up with old friends.

I try to attend as many industry conferences as I can each year. They are great places to network, talk best practices, listen to industry speakers and catch up with old friends.

I have a really good outlook for used equipment in 2019. It won’t be because of on-farm income or record commodity prices.

I have a really good outlook for used equipment in 2019. It won’t be because of on-farm income or record commodity prices.

The risk of every dealership is in used equipment. So much of a dealership’s profitability is directly tied to its ability to generate cash by selling its used inventory.

The risk of every dealership is in used equipment. So much of a dealership’s profitability is directly tied to its ability to generate cash by selling its used inventory.

When it comes to the future trade-ins, I’m not so much concerned about trying to find a home for the $100,000 combine. What I’m more concerned about is that first and second trade that are $350,000 or $280,000 machines. So when I look out there, I try to see how many guys might be interested in those units. Unfortunately, right now when we go to talk to somebody about a high dollar, late, low hour used model, that same person is probably someone who could buy a new one, too. So we have to be careful who we talk to. We have to get to know their business before saying, “Hey, why don’t you buy a new one?” Because there’s a likely chance they should be buying a used one.

Casey Seymour swears by this strategy for managing used — and new — inventory for the best cashflow.