Opinions & Columns

Dr. Jim Weber
Business of Selling

2010 Wholegoods Results

A client of mine recently sent me a copy of the 2010 Cost of Doing Business Study compiled and published by the Southwestern Dealer Assn. This study has been around for years and provides an interesting look at how agricultural equipment dealers are faring by way of "industry wide"? averages.
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From the Desk of Dave Kanicki

Uncertainty Lies Ahead

I'm just like a lot of you out there. When things seem to be going too well, I'm looking for what could possibly go wrong.
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From the Desk of Dave Kanicki

"Educate, Advertise and Promote"

Sometimes the more interesting story comes from the dealer commentary than from the hard numbers. So, we asked dealers the open-ended question, “What could manufacturers do to help ease your or your customers’ concerns?” about the new engine technologies.
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George Russell
Planning for Profits

Why Use a Financial Model?

Using a financial model and not just a budget is important to achieving consistent profitability. To show the difference between the two, let’s consider a real world situation for a dealership.
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Dr. Jim Weber
Business of Selling

Establishing a Sales Department Climate

After eliminating non-performers and then assessing the dealership culture, the next step in developing a first rate, best-in-class sales department is to assess the existing sales department’s climate.
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