Part 1 in this series is based on a profile assessment conference call on May 21, 2026 by Bryan Arzani, vice president and co-founder of Results Group and president of Innermetrix North America. The following is his description of key trait indicators from research that he shared before delving into a profile assessment exercise into matching positions to a future candidate.

A sales slowdown doesn’t need to cause panic amongst dealers according to experts at Pinion, an agricultural based accounting and business advisory firm.

Most equipment dealers can recite their parts and service numbers down to the percentage point. Far fewer can say how much of that revenue is quietly walking out the door.

When dealers talk about return on investment (ROI) on coverage, they are rarely referring to ROI in the traditional financial sense. In practice, the conversation is about the value created by the investment.