While Champlain Valley Equipment doesn’t have a script for acquiring another dealership, planning early and addressing challenges as they appear has led to six smooth dealership transitions for the company.

Diversity is key for Ritchie Implement. The dealership's commitment to a variety of product lines, a broad customer base and the addition of third generation management have made the dealer a success. “We don’t keep all our eggs in one basket,” says CEO and Co-owner Ron Ritchie.

Over the past 20 years, Inwood, Iowa, machinery dealer Faber’s Farm Equipment has added numerous shortlines to its offering, expanded its facility five times and is now building a second location in Watertown, S.D.

Quality service, not low prices, builds customer loyalty, and customer loyalty means return business. That’s what every dealership needs to shoot for.

Alongside the benefits of evolving technology and increasingly in-depth data collection, come increased risks that can create tension between dealers and their customers. To allay potential customer concerns, dealers and manufacturers must answer these questions: Who owns the data? Who can access it today and in the future?

Finding the next generation of precision farming specialists is a challenge that almost 40% of dealers reported was among their most important issues in the Precision Farming Dealer 2015 Benchmark Study. First, dealers must identify the traits they’re looking for in potential candidates for their fast-paced, rapidly evolving precision farming departments. Then, they face the challenge of actually finding these recruits.

Big Equipment in West Havre, Mont., has found the key to selling shortline machinery is being able to take trade-ins and provide personal service and support.

Big Equipment in West Havre, Mont., has found the key to selling shortline machinery is being able to take trade-ins and provide personal service and support.