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Articles by Mike Lessiter

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Case IH Dealer Network Series Update

Case IH Communications & Dealer-to-OEM Decision Making

Part 3: Case IH explains its new communication initiatives, and how its re-energized Dealer Advisory Board assists in decisions.
By Mike Lessiter posted on February 12, 2018 | Posted in Manufacturer & Dealer Issues, Manufacturer News
When Lessiter Media acquired Farm Equipment magazine in 2004, editors quickly learned something about its equipment dealer audience. That is, dealers could be madder than hell at their mainline OEM; in fierce, outright opposition to the edicts of the Mother Ship. But when in front of the customer, many will defend and be willing to die on the hill for the brand they represent. It’s not color-specific thing, it’s just the way it is in this business.
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Case IH Dealer Network Series Update

Dealer Rewards for Sustainable Growth

Part 2: Case IH executives shed light on the changes in the earned volume bonus the OEM makes available to dealers with the program released last year.
By Mike Lessiter posted on February 5, 2018 | Posted in Manufacturer & Dealer Issues, Manufacturer News
You have heard these words before, or something like them, when it comes to incentive plans. “Some dealers would rather learn their spouse was having an affair than to have their compensation plan changed.” This kind of thing can get a comedic reaction at meetings where dealers are gathered, but you see a lot of head-nodding too.
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Case IH Dealer Network Series Update

Understanding Case IH’s Strategic Plan

Part 1: A year after the rollout of the new Case IH strategic plan, Jim Walker, who oversees the entire dealer network, provides perspective on the strategic plan ... and a newly introduced core objective to improve the OEM’s relationship with its dealers.
By Mike Lessiter posted on January 29, 2018 | Posted in Manufacturer & Dealer Issues, Manufacturer News
Last year was a challenging year for virtually everyone in the farm economy, but Case IH dealers as a whole saw unusually high challenges due to being exposed most heavily on the cash crop business, A year after the rollout of the new Case IH strategic plan, Jim Walker, who oversees the entire dealer network, provides perspective on the strategic plan ... and a newly introduced core objective to improve the OEM’s relationship with its dealers.
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From the Desk of Mike Lessiter

Depth Chart, Talent Scouting Report ... How It’s Worked for Us

By Mike Lessiter posted on January 8, 2018 | Posted in Best Practices, Department Management
We launched the “Lessiter Media Depth Chart” at a quarterly employee meeting last year. Put simply, it’s a place to seed the names of individuals who our employees see as sharing our core values and could one day be candidates for job openings. The intent is to identify and document potential talent — and assign someone to get to know them — BEFORE we have the need.
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2006 Large Multi-Store Operation Dealership of the Year Titan Machinery, Fargo, N.D.

By Mike Lessiter posted on December 19, 2017 | Posted in Best Practices, Operations & Finance, Department Management
Today, Titan Machinery is North America’s largest farm equipment dealership group. In 2006, the group was selected as Farm Equipment’s Dealership of the Year. In total, the 2006 program attracted a total of 55 nominations — with nominations stemming from all corners of the farm equipment industry — manufacturers, dealers and dealer associations, and even farmers themselves.
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Titan CEO on the Public Advantage: ‘Permanent Capital to Survive the Generations’

Titan’s new management team provided Wall Street with an overview of the 95-store dealership group’s 10-year history as a publicly held company along with new initiatives under way to propel the firm in its next chapter.
By Mike Lessiter posted on December 15, 2017 | Posted in Department Management
During his opening remarks to analysts attending Titan Machinery Investor Day in New York’s NASDAQ building on December 12, 2017, David Meyer, Titan Machinery’s CEO, explains the advantages that publicly held companies enjoy in the fragmented dealer industry.
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