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Articles by Gregg Wartgow

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Unmanned Aerial Advantage

To help pioneer a new technology like a spray drone, dealers need as much understanding of the process as they do the product
By Gregg Wartgow posted on February 24, 2025 | Posted in Niche Equipment Markets
There’s a lot of buzz among farmers about the buzz of drones coming from the air. To convert some of that curiosity into actual sales, dealers need a certain level of expertise — and a certain willingness to do a little hand-holding.
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Focus on Cost-Saving Speed & More Nutritious Feed When Selling Hay Mergers

Dealers can help farmers overcome their initial sticker shock by highlighting the many ways a hay merger can benefit their operations from both an economic and agronomic standpoint
By Gregg Wartgow posted on February 4, 2025 | Posted in Best Practices, Niche Equipment Markets
Hay mergers have been around for a couple of decades. Yet some manufacturers and dealers say interest in this type of equipment has begun to pick up some serious steam in recent years.
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Insights on Effective Org Structures for Growing Dealerships

3 common organizational structures used in the farm equipment industry each have their place. Choosing the right one largely depends on the size, growth and diversity of the dealership as a whole.
By Gregg Wartgow posted on October 31, 2024 | Posted in Operations & Finance, Department Management
As a dealership expands its footprint, the typical top-down management approach with everything running through the owner can start to become impractical.
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Keeping an Eye on Industrial Hemp

Hemp acreage has plummeted over the past 5 years, but there still is an active market with plenty of potential — and plenty of specialized equipment needs
By Gregg Wartgow posted on August 29, 2024 | Posted in Product Innovations & Introductions
When the 2018 Farm Bill removed hemp from the controlled substance list, there was a lot of excitement over the potential of this “new” agricultural crop.
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Niche Equipment Markets

Closing the Cover Crop ROI Gap

Cover crop use is on the rise & dealers can help expand the acreage even more by helping growers see the nearer-term payback from using the right equipment
By Gregg Wartgow posted on July 3, 2024 | Posted in Best Practices, Niche Equipment Markets
The most recent data from the USDA shows that U.S. cropland planted to cover crops increased 17% to nearly 18 million acres from 2017-22.
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How To Sell

Minimum Tillage, Maximum Payback

Explaining the cost savings potential of strip-till is pretty straightforward, but setting a grower up with the right rig for their specific situation requires effort, engagement and expertise
By Gregg Wartgow posted on May 20, 2024 | Posted in Niche Equipment Markets
Most growers will pay attention when you start talking about how they can reduce fertilizer use and tillage passes, all while maintaining or even improving yield.
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Niche Equipment Markets

Aftermarket Kits Let Customers Update Tech on Older Units

Convincing growers to invest in precision technologies almost always comes down to ROI, and upgrade kits help deliver all the benefits at a fraction of the cost.
By Gregg Wartgow posted on March 14, 2024 | Posted in Precision Ag Sales & Service, Niche Equipment Markets
Aftermarket upgrades give growers an opportunity to turn their existing equipment into high-tech precision agriculture machinery. For the industry to build broader adoption, dealers must play a pivotal role.
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Niche Equipment Markets

What to Know About Selling to High-Acreage Organic Row-Crop Farmers

Taking the time to understand an organic farmer’s agronomic & business needs can help dealers establish trust, build rapport & match the right equipment, options & accessories to each customer’s specific needs
By Gregg Wartgow posted on February 28, 2024 | Posted in Niche Equipment Markets
Although organic farming only accounts for less than 1% of total U.S. farmland, it’s a niche that continues to grow. In fact, USDA research shows that U.S. certified organic cropland grew 40% from 2016 to 2021
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