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From the Desk of Dave Kanicki

Introducing Farm Equipment's New Editorial Advisory Board

By Dave Kanicki posted on July 22, 2013
While compiling the report for the July issue of Ag Equipment Intelligence on the merger that will result in a new company to be called CNH Industrial, George Russell, who provided analysis for the story, sent along some excerpts from a book that he felt would give some context to the article.
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George Russell
Technology for Profit

What is CRM and Why Should You Care?

By George Russell posted on July 19, 2013
CRM means Customer Relationship Management. The short answer to why you should care is that your future success may depend on if and how you implement CRM. Retail, your business, the business of selling and serving end users, is very competitive. Long term success often depends on doing a lot of little things right. Selling and servicing farm equipment is no different than any other industry where CRM is now a standard practice. But our industry is just starting to learn about its benefits of and to use CRM successfully.
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Dr. Jim Weber
Business of Selling

Cultivating Customer Share

By Dr. Jim Weber posted on July 19, 2013
Rather than waiting for a potential customer to get a flat tire in front of the dealership or chasing low margin roll-over customers to amp up the dealership's volume bonus, dealers and sales managers, together with their salesforce, would be far better served developing meaningful and lasting relationships with the overwhelming number of customers that are seeking such a partnership.
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Dr. Jim Weber
Business of Selling

Gathering Storm Clouds

By Dr. Jim Weber posted on July 18, 2013
Fifteen years ago during a series of speeches I delivered to various equipment dealer associations throughout North America, I predicted that the agricultural equipment industry would lose between 25-40% of its dealers during the first decade of the third millennium.
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From the Desk of Dave Kanicki

Dealer Used Combine Inventory Rated as High

June 24, 2013 | Posted in Data & Forecasts
The word on the street is John Deere will once again allocate combines in 2014 and may even reduce its allocations to help its dealers get their arms around the used combine situation that's been making a lot of dealers nervous for at least the past 3 or 4 years. No one should be surprised by Deere's decision and don't be surprised if they reduce the allocation to dealers who are struggling to get their inventories under control.
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Dr. Jim Weber
Business of Selling

Nurturing Customer Share

By Dr. Jim Weber posted on June 9, 2013
Unprecedented commodity prices that have led to a sustained demand for agricultural equipment over the past 4 years have resulted in two types of regrettable sales techniques. First, because many end-users are flush with cash, many sales people in turn believe they can be successful by just sitting in the dealership and waiting for their next victim to waltz through the door.
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