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Technology for Profit

Building an Interconnected, Knowledge-Based Dealership

By George Russell posted on June 14, 2012 | Posted in Product Innovations & Introductions
Whether we like it or not, change is here when we talk about business technology. In your dealership, the adoption and use of new technology is moving literally at the speed of sound. The products you sell and service are more technologically sophisticated, which means that the way you sell and service them must at least match that level of sophistication.
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Business of Selling

Cash Difference Compensation Plan = Low Margins

By Dr. Jim Weber posted on June 14, 2012 | Posted in Data & Forecasts
In a survey conducted several years ago on how equipment dealers compensated their sales personnel, it was revealed that 30% of the dealers paid their sales personnel on the basis of salary while 28% of the dealers paid their sales force on the basis of "cash difference." While salaried sales compensation was the basis of last month's column, this column will explore the nuances associated with paying sales personnel on the basis of the cash difference that is "drawn"? on each transaction.
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Dealership of the Year 2012: Johnson Tractor

By Mike Lessiter posted on June 14, 2012 | Posted in Dealers on the Move
Spend some time at either of Johnson Tractor's two Case IH dealerships (Janesville, Wis., or Rochelle, Ill.), and you'll quickly surmise that the 2012 Dealership of the Year is indeed a "dealer's dealer."? Leo and Eric Johnson are as "blue-collar"? in approach as any dealer-principals you'll find these days, yet they still approach their three-site operation from a very high "thought level."
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Dealership of the Year: Kennedy Implement

By Dave Kanicki posted on June 14, 2012 | Posted in Dealers on the Move
No one is discounting the for- tunate set of circumstances that resulted in Kennedy Implement nearly doubling (+98.5%) its revenues between 2010 and 2011, least of all Mark and Kent Buchholz. On the other hand, credit for managing those circumstances to best advantage falls directly on the shoulders of owner Mark with more than a little support from his son Kent and nine other deal- ership employees.
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Auctions No Longer 'Last Resort' for Dealers

By Dave Kanicki posted on June 14, 2012 | Posted in Data & Forecasts
It wasn't that long ago that a lot of farm equipment dealers did everything they could to avoid sending even their most aged used machinery to an auction service to get it off their lots. But executives from some of the most active services handling ag equipment say they're seeing increasing numbers of dealers utilizing auctions as part of their marketing plan.
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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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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

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.

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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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