Opinions & Columns

Relationship Selling-9 Tips & Strategies on Handling Incoming Sales Calls

By Floyd Jerkins posted on May 24, 2020 | Posted in Best Practices

In teaching telephone techniques to salespeople and sales managers, I'm always amazed at how many misunderstand the value of the incoming calls to the business. Salespeople many times don't treat them as true lead. This misjudgment is costing the salesperson and the business thousands of dollars every year.

To the Point

Finding the Opportunity in the Difficult

By Kim Schmidt posted on May 18, 2020

Spring 2020 is going to be a spring that we remember and one that brought business challenges unlike any we’ve experienced before. But crops still got planted, parts purchased and equipment serviced. There have been challenges indeed, but those challenges have brought opportunities to connect with your customers in different ways and also fine tune some processes.

Quantifying Brand Loyalty

By Dave Kanicki posted on May 8, 2020

We know from experience that farmers can be resolute in their steadfast dedication to certain equipment colors. When we initiated our first Ag Equipment Brand Loyalty study in 2010, we wanted to find out if what we were hearing from dealers and others about farmer brand loyalty was true. So, we surveyed a couple of thousand Midwestern farmers to gauge their feelings about brand loyalty. Are they or aren’t they?

To the Point

What 2020 Has to Teach ...

By Mike Lessiter posted on May 4, 2020 | Posted in Best Practices, Dealer Succession

The only thing that sounds as crazy as offering someone a congratulations in advance of persevering through an ongoing economic crisis is the idea of accepting it. But if you don’t (or attempt to avoid it altogether), you’ll miss what a hardship promises to teach — as well as tomorrow’s reward for having endured it.

Pillar One: Centralized Appraisal Process

How to Gain a Deeper Understanding of Your Marketplace

By Casey Seymour posted on May 1, 2020

Casey Seymour discusses the first of three functions of a Centralized Appraisal Process: understanding the current state of the used equipment marketplace and the outside influencers that will effect it.

Ask the Expert

Benefits of a Centralized Trade Evaluation Process

Pilar 1: Just the Facts and Only the Fact — Centralized Appraisal Process

By Casey Seymour posted on April 17, 2020 | Posted in Used Equipment Remarketing

This is part 1 in a 5 part series on the 5 pillars of the sales department and how they support margin, turns and marketshare.

Are You Planning for the ‘Next’ Normal?

By Dave Kanicki posted on April 7, 2020 | Posted in Best Practices, Data & Forecasts

“For some organizations, near term survival is the only agenda item. Others are peering through the fog of uncertainty, thinking about how to position themselves once the crisis has passed and things return to normal. The question is, ‘What will normal look like?’ While no one can say how long the crisis will last, what we find on the other side will not look like the normal of recent years.”

Helping How We Can — Providing Content You Can Use

By Kim Schmidt posted on April 6, 2020 | Posted in Best Practices, Department Management, Dealership Marketing

These are strange times we're operating in, but the entire Farm Equipment team is dedicated to getting you the important content you want and need. In times of crisis, there's often an urge to help however you can. Social distancing and safer at home orders make that a little bit more challenging.

Good to Great Dealership Flywheel — Leveraging Leadership

Coping with COVID-19 – Be Scared & Be Calm

By George Russell posted on April 3, 2020 | Posted in Best Practices, Department Management

The COVID-19 pandemic has been called a “black swan,” a metaphor for an extremely rare event that is unforeseen, but which can have enormous impacts. Examples of black swans were the 9/11 attacks which had bad impacts, and the development of the internet which has had a generally good impact.

Ask the Expert

What Does the Farm Equipment Dealership of Tomorrow Look Like?

By Casey Seymour posted on March 31, 2020 | Posted in Used Equipment Remarketing

I talk about the future of the farm equipment business from time-to-time in my blogs and podcast. With automation and autonomy just around the corner, it’s hard not to!

Opinions & Columns
RSS

Relationship Selling-9 Tips & Strategies on Handling Incoming Sales Calls

Finding the Opportunity in the Difficult

Quantifying Brand Loyalty

What 2020 Has to Teach ...

How to Gain a Deeper Understanding of Your Marketplace

Benefits of a Centralized Trade Evaluation Process

Are You Planning for the ‘Next’ Normal?

Helping How We Can — Providing Content You Can Use

Coping with COVID-19 – Be Scared & Be Calm

What Does the Farm Equipment Dealership of Tomorrow Look Like?

This month's digital sponsors:

Top Articles

Current Issue

Farm Equipment

Dealers Better Prepared for Softening in Used Market

Strong Customer Relationships, Parts Inventory Central to Spring Success

Don’t Get Caught Fighting the Last War

Must Read Free Eguides

Farm Equipment Videos

Precision Specialist Comes to the Rescue on First Day of Planting

Yetter Farm Equipment

Montag Mfg

Finance Scope

Opinions & Columns RSS

This month's digital sponsors:

Top Articles

Current Issue

Must Read Free Eguides

Farm Equipment Videos

Opinions & Columns
RSS