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From the Desk of Dave Kanicki

Dealership Outlook Taking a Cautious Turn

By Dave Kanicki posted on August 6, 2012 | Posted in Data & Forecasts
Dealer sentiments about equipment sales for the rest of the year look to be taking a "cautious"? turn and, in all likelihood, reflect the mood of their customers in the wake of the worst drought in the Midwest in more than three decades.
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Dave Kanicki
From the Desk of Dave Kanicki

The Effects of the Summer Drought

By Dave Kanicki posted on July 24, 2012
While many are comparing the current situation to the drought of 1988, according to USDA's Economic Research Service, "The 2012 drought in the U.S. is more extensive than any drought since the 1950s. A striking aspect of the drought is how rapidly it has increased in severity in early July, which is a critical time for crop development."
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From the Desk of Dave Kanicki

Dealer Optimism Index Falls

By Dave Kanicki posted on July 10, 2012 | Posted in Data & Forecasts
The Ag Equipment Intelligence-Cleveland Research Co. (AEI-CRC) Dealer Optimism Index, a measure of sentiment among North American dealers compared to the prior month, declined to a net 9% of dealers reporting they have a less optimistic outlook now vs. a net 5% reporting more optimism last month.
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George Russell
Technology for Profit

Building an Interconnected, Knowledge-Based Dealership

By George Russell posted on June 14, 2012
Whether we like it or not, change is here when we talk about business technology. In your dealership, the adoption and use of new technology is moving literally at the speed of sound. The products you sell and service are more technologically sophisticated, which means that the way you sell and service them must at least match that level of sophistication.
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Dr. Jim Weber
Business of Selling

Cash Difference Compensation Plan = Low Margins

By Dr. Jim Weber posted on June 14, 2012
In a survey conducted several years ago on how equipment dealers compensated their sales personnel, it was revealed that 30% of the dealers paid their sales personnel on the basis of salary while 28% of the dealers paid their sales force on the basis of "cash difference." While salaried sales compensation was the basis of last month's column, this column will explore the nuances associated with paying sales personnel on the basis of the cash difference that is "drawn"? on each transaction.
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Dr. Jim Weber
Business of Selling

What's Wrong with Salaried Sales Compensation Plans?

By Dr. Jim Weber posted on June 14, 2012
While the last installment of this column documented the general characteristics of a well thought out compensation plan, this column, and a few to follow, will address the three most prevalent forms of salespersonnel compensation. The series will conclude with a radical approach for progressive dealers who want to "think outside of the box."
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