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From the Desk of Dave Kanicki

"Educate, Advertise and Promote"

By Dave Kanicki posted on August 7, 2011 | Posted in Manufacturer News
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?

By George Keen and George Russell posted on July 18, 2011
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

By Dr. Jim Weber posted on July 18, 2011
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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Dr. Jim Weber
Business of Selling

Dealership Culture and Sales Performance

By Dr. Jim Weber posted on June 10, 2011
More than replacing non-performers or hiring overachievers, the success of the sales department is really a manifestation of the dealership culture that is in place and the psychological climate that permeates the department. Unlike other meaningful departmental benchmarks, however, dealership culture and sales department climate defy easy explanation and routine and repetitive calculation.
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Farm Equipment Videos

Analysts Comment on CNHI CEO's Departure

Analysts Comment on CNHI CEO's Departure

In this episode of On the Record, brought to you by Weasler Engineering, we look at some analyst comments on Scott Wine's departure from CNH Industrial. In the Technology Corner, Noah Newman talks to Pessl Instruments' CEO about the recent investment it received from Lindsay Corp. Also in this episode, dealers and farmers chime in on brand loyalty, air seeder sales forecasts and layoffs at the Racine, Wis., Case IH plant.
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