Back in the 1980s, when I started in equipment sales in Ontario, Canada it was a tough time for farmers because interest rates were 23% as compared to today’s rates at 7-9%. It was a different world than the low rates we just experienced. Farmers struggled to stay ahead of interest costs alone.

I started working for a grain and feed handling equipment distributor in Ontario. Sales were tough and on a must-needed basis during those first years. One big difference from that time to now is that Ontario corn yields were hovering around 100 bushels per acre and now farmers there are pushing north of 200, due to plant technology as well as equipment technology.

I then joined a global shortline company, Kongskilde, based out of Ontario for 10 years before being transferred to Europe. While based in Denmark, cereal crops were the majority of what was grown versus corn and soybeans in North America.

They were using tram lines for controlled traffic farming systems then for the sprayers and all equipment. It was built on permanent wheel tracks where the crop zone and traffic lanes are permanently separated to improve profitability and sustainability.

In the early 2000s, when I returned to the U.S. from Denmark, autosteer was just starting. The game changer for farmers was gaining popularity for tractors and combines.

Another game changer for farm equipment in the last 50 years is ergonomics on ag equipment. For example, as a boy in Ontario, cabs on tractors -- if they existed -- were basically a weather shelter. Today, they are a farmer’s office complete with computer technology, soundproofing and suspension cabs for a smoother ride so you don’t spill your coffee.

Part of my role was overseeing the development of new tillage equipment capable of handling higher yields which produces more crop residue. This included launching vertical tillage and cultivator programs. During this time I met Mike Lessiter who helped us promote these new products via Farm Equipment. As a result, we were able to grow our dealer network for these products.

Today I still use Farm Equipment to stay up to date on new technology along with mergers and acquisitions in the industry.

Another big change in the last 50 years is the consolidation of equipment dealers. Five decades ago, the majority of dealerships were single-store locations compared to today when some dealer groups are approaching 100 locations, with several having 10 to 30 locations. This has changed how shortline manufacturers approach the marketplace. For a dealer group to engage with a shortline, we must be easy to deal with, show a strong ROI, and have innovative equipment.