Dr. Jim Weber

Dr. Jim Weber

Dr. Jim Weber is the author of Farm Equipment’s regular standing column, “The Business of Selling,” which debuted in Farm Equipment in October of 2010. He has been a management consultant to the agricultural, construction and outdoor power equipment industries for more than 35 years, and has trained more than 2,000 dealers throughout the U.S., Canada, England, France, South Africa, Australia and New Zealand. Along with training and speaking, Dr. Weber has provided on-site consultation to over 300 dealers of all brands, ranging from $2.5 million to $1 billion.

ARTICLES

Dr. Jim Weber
Business of Selling

Leading from the Front

While previous articles have addressed dominating a market, initiating a strategy and executing with speed, all using the precepts of Sun Tzu’s “The Art of War,” this column will use the same source to identify the leadership attributes necessary to win a protracted war of attrition.


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Dr. Jim Weber
Business of Selling

Leading from the Front

While previous articles have addressed dominating a market, initiating a strategy and executing with speed, all using the precepts of Sun Tzu’s “The Art of War,” this column will use the same source to identify the leadership attributes necessary to win a protracted war of attrition.
Read More
Dr. Jim Weber
Business of Selling

Executing with Speed

While my last two columns focused on “Dominating the Market” and “Initiating a Winning Strategy” by utilizing the principles of Sun Tzu’s “The Art of War,” this column will address similar precepts necessary to execute a strategy with the alacrity necessary to be victorious.


Read More
Dr. Jim Weber
Business of Selling

Executing with Speed

While my last two columns focused on “Dominating the Market” and “Initiating a Winning Strategy” by utilizing the principles of Sun Tzu’s “The Art of War,” this column will address similar precepts necessary to execute a strategy with the alacrity necessary to be victorious.
Read More
Dr. Jim Weber
Business of Selling

Initiating Winning Strategy

As Sun Tzu wrote over 2,000 years ago, “Now an army may be likened to water, for just as flowing water avoids the heights and hastens to the lowlands, so an army avoids strength and strikes weakness.” Dealers interested in capturing a market would be wise to heed those words and to attack a competitor’s weaknesses by capitalizing on their own strengths while simultaneously overcoming their own weaknesses.
Read More
Dr. Jim Weber

Business of Selling: Initiating Winning Strategy

As Sun Tzu wrote over 2,000 years ago, “Now an army may be likened to water, for just as flowing water avoids the heights and hastens to the lowlands, so an army avoids strength and strikes weakness.” Dealers interested in capturing a market would be wise to heed those words and to attack a competitor’s weaknesses by capitalizing on their own strengths while simultaneously overcoming their own weaknesses.
Read More
Dr. Jim Weber
Business of Selling

Dominating the Market

A year ago I wrote a column entitled Gathering Storm Clouds. That was followed up by last month’s column articulating the nine steps that should be undertaken during the turbulent times that lie ahead for equipment dealers. While some may be too timid to call a war a war, make no mistake about it, what equipment dealers will experience over the next 5 years will be a “war of attrition.”
Read More

Business of Selling: Dominating the Market

A year ago I wrote a column entitled Gathering Storm Clouds. That was followed up by last month’s column articulating the nine steps that should be undertaken during the turbulent times that lie ahead for equipment dealers. While some may be too timid to call a war a war, make no mistake about it, what equipment dealers will experience over the next 5 years will be a “war of attrition.”
Read More
Dr. Jim Weber
Business of Selling

These are the Times

As of this writing, dairy prices are at record levels and livestock prices are rebounding, but grain prices are trading at 50-60% below their record levels of a few years ago. As a result, farmer income is now expected to be down 14% this year.
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Business of Selling

These are the Times

As of this writing, dairy prices are at record levels and livestock prices are rebounding, but grain prices are trading at 50-60% below their record levels of a few years ago. As a result, farmer income is now expected to be down 14% this year. The one bright spot for all equipment dealers is some pending legislation pertaining to bonus depreciation that, if passed, should give the equipment end-user a reason to make a purchase by year-end.
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