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Developing Sales Teams to Succeed in a High-Interest-Rate Environment

Getting Creative with Customer Financing Options

Part 2 of 3
By Art Aiello posted on September 29, 2023 | Posted in Best Practices
Executive coach Zach Hetterick says understanding ways to be creative with financing is necessary to help salespeople overcome the unique financial challenges a customer will be facing when investing in a new piece of equipment in the current environment.
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Pre-Selling Your Entire Dealership

Agriteer’s Edmund Byne presents a case study that shows how pre-selling is about more than just moving equipment
By Art Aiello posted on September 27, 2023 | Posted in Best Practices
Edmund Byne, director of sales for AGCO dealer Agriteer, discusses a case in which an Agriteer location failed to close the pre-sale of a tractor but did impress the customer with its ability to service and support its equipment.
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Kanicki Shares Formula, Results for Farm Equipment

Following is an excerpt from Executive Editor Dave Kanicki’s farewell blog in 2020
By Dave Kanicki posted on September 27, 2023 | Posted in Best Practices
When I joined Lessiter Media in 2005 as an editor for Farm Equipment and Ag Equipment Intelligence (then called Ag Industry Watch), I believed a big part of my job was to be an advocate for farm equipment dealers.
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Rise in Digital Communications

Investments in digital platforms brought newfound speed in creating & disseminating content to the industry
By Mike Lessiter posted on September 27, 2023 | Posted in Best Practices
Kim Schmidt recalls that getting the websites going on a professional system led to an array of new opportunities, including On the Record, webinars, podcasts and the documentary film series.
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Squaring Up with the Majors

With an editorial-first focus & no expectations to attract major’s advertising support, Farm Equipment boldly went where few mainstream publishers were willing to go
By Mike Lessiter posted on September 27, 2023 | Posted in Best Practices
“When somebody got mad at us, I just viewed it as a part of the job,” says Dave Kanicki. “We had our values and knew how we wanted to operate, and we had to stand behind them.
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Guiding Our Way for 20 Years

Historic memo charted the course for Farm Equipment & is still used today as guiding principles for staff
By Kim Schmidt posted on September 27, 2023 | Posted in Best Practices
Shortly after Lessiter Media acquired Farm Equipment from Cygnus Business Media in 2004, Editor/Publisher Mike Lessiter spent a day in Fort Atkinson, Wis., getting the “lay of the land” from Cygnus editors and sales staff.
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Analysts Comment on CNHI CEO's Departure

Analysts Comment on CNHI CEO's Departure

In this episode of On the Record, brought to you by Weasler Engineering, we look at some analyst comments on Scott Wine's departure from CNH Industrial. In the Technology Corner, Noah Newman talks to Pessl Instruments' CEO about the recent investment it received from Lindsay Corp. Also in this episode, dealers and farmers chime in on brand loyalty, air seeder sales forecasts and layoffs at the Racine, Wis., Case IH plant.
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Montag Mfg

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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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