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Articles by James DeGraff

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For Success After the Trade-In, Preparation Trumps All

Customer transparency and equipment showcasing is key, but according to trade-in experts, most sales are won or lost before customers step into the dealership.
By James DeGraff posted on October 14, 2017 | Posted in Best Practices, Used Equipment Remarketing, Dealership Marketing
Equipment might get old, but smooth trade-ins at maximum margins never go out of style. With little question about the pitfalls of leaving used machines on the lot too long, dealers tuned in to learn the good, the bad and the ugly of equipment turnover strategies.
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Brand Loyalty Part 3: Farmers & Dealers Differ on the Direction of Brand Loyalty

Most dealers suggest a decrease in manufacturer commitment within their customer base, which can help or hinder business to an unprecedented degree.
By James DeGraff posted on September 2, 2017 | Posted in Manufacturer & Dealer Issues, Data & Forecasts, Manufacturer News
In addition to surveying farmers, dealers were called to share their perceptions on brand loyalty, and similar to Farm Equipment’s 2014 results on the same topic, dealers and farmers disagreed more often than not on the level of customer loyalty to a specific manufacturer.
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Kevin Hitchings
Sponsored Content: Success in Shortline Machinery

For Pattison Agriculture, No Line Is Too Unique

With 60-plus shortlines to their name, the Saskatchewan-based dealer network strives to meet every customer’s needs and build long-term relationships in the process.
By James DeGraff posted on July 27, 2017 | Posted in Niche Equipment Markets
When JayDee AgTech and Maple Farm Equipment merged together under the Pattison Agriculture ownership group in early 2014, the result was a dealer network that has since expanded to 19 locations across Saskatchewan and Manitoba. While it brought in a diverse customer base with opportunities to grow further, it also brought in over 60 different shortlines across all locations, some with unique restrictions in their distribution contracts.
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Sponsored Content: Success in Shortline Machinery

Understanding Customers, Keeping Ahead of the Curve Vital for Redhead Equipment

The dealership’s successful partnership with shortlines across the agricultural, construction and trucking industries reflect a wide range of benefits, from customer loyalty to service quality.
By James DeGraff posted on July 13, 2017 | Posted in Niche Equipment Markets
The dealership’s successful partnership with shortlines across the agricultural, construction and trucking industries reflect a wide range of benefits, from customer loyalty to service quality.
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McFarlanes’ is Back & Bigger Than Ever

By James DeGraff posted on March 12, 2016 | Posted in Dealers on the Move, Operations & Finance, Facilities
Upon driving up to the front of the new McFarlanes’ facility in Sauk City, Wis., I double-checked my GPS to make sure we hadn’t made a mistake. Expecting to see an average-sized dealership with some signage and maybe a few machines on display, I instead fixated my eyes on what could’ve been assumed to be an NFL practice facility or indoor theme park had I not known better.
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Web Exclusive: Getting Outside Experience: Learning to Lead

By Jaime Elftman and James DeGraff posted on August 3, 2015 | Posted in Dealer Succession

Planning and preparing for the next generation of leadership is something many dealerships must consider in order to keep pushing forward into the future of the business. One roadblock many dealers cite is the need for the next generation to gain experience before taking on a management role within the dealership. This is necessary both for the success of the next generation and the dealership, but also to gain the respect of other employees.


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Farm Equipment Videos

Baltimore Port Closure to Impact High Horsepower Tractor Imports & Exports

Baltimore Port Closure to Impact High Horsepower Tractor Imports & Exports

In this episode of On the Record, brought to you by Weasler Engineering, we look at how the Port of Baltimore's closure will alter the flow of high horsepower tractors in and out of the country. In the Technology Corner, Noah Newman talks about some changes coming to drone operation regulations. Also in this episode, Kazakhstan's potential for the North American ag equipment industry and what 2024 holds for the sprayer market.

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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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