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Dr. Jim Weber
Business of Selling

Ensuring Territorial Coverage

By Dr. Jim Weber posted on June 11, 2015 | Posted in Department Management
Two of the most important responsibilities of an equipment salesperson are to maintain relationships with existing customers while simultaneously securing new customers. One of the primary responsibilities of the dealer/sales manager, therefore, is to see that those responsibilities are done efficiently and effectively.
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George Russell -Eric Thompson.jpg
People & Profits

Professional Development: How to Be a Better Coach (Part 1)

Discover how active coaching can be a vehicle that drives performance and accountability in your dealership.
By Erik Thompson and George Russell posted on June 11, 2015 | Posted in Department Management
A coach’s job is to foster one-to-one relationships that challenge people to rise to higher levels of competence and responsibility. This article will discuss three key characteristics of an effective coach.

Part 1 • Part 2
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Kanicki
From the Desk of Dave Kanicki

Dealers Still Have Positive Things to Say

By Dave Kanicki posted on May 11, 2015 | Posted in Manufacturer & Dealer Issues
If you only look at the unit sales for big farm equipment, it would be hard to get too excited about the current state of ag machinery business. But plowing through the dealer commentary from this month’s “Dealer Sentiments & Business Conditions Update” survey, it’s interesting how many dealers had some pretty positive things to say.
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Kanicki
From the Desk of Dave Kanicki

Argue Ideas, Not Personalities

By Dave Kanicki posted on April 13, 2015 | Posted in Dealer News
Sometimes you just need to step back and re-examine some things. In this case, we’re taking a closer look at what reader responses we approve for posting on the Farm Equipment website.
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Kanicki
To The Point

It's Easy to Forget

By Dave Kanicki posted on April 10, 2015 | Posted in Data & Forecasts
As I was coming down on the elevator of the hotel where I was attending a meeting last week, one of the passengers looked at me and said, “You’re the forecast guy.” He kind of took me off guard, and I said, “I do some work in the that area.”
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George Russell
Technology for Profit

Monetizing 'Dealership Wisdom'

By George Russell posted on April 9, 2015 | Posted in Operations & Finance
What is the value of the knowledge, experience and analytical ability (or troubleshooting) that your dealership has developed in order to sell and support your customers? This ability, which has been developed over time and exists in the minds of you and your employees can rightfully be called dealership wisdom.
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Dan Crummett
Ahead of the Curve

Tractor/Implement Datalink in the Works

By Dan Crummett posted on April 9, 2015 | Posted in Precision Ag Sales & Service
Twenty years ago, farm field speeds were slower and sprayers and other implements were not as wide, nor were they as complex as systems now farming the land. That was the world into which the first control area network (CAN) was standardized as a communication link between tractors and implements.
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