Home / Blogs / Opinions & Columns

Opinions & Columns
Opinions & Columns RSS FeedRSS

From the Desk of Dave Kanicki

New Year's Resolutions

December 26, 2012
I've never been a big believer in resolutions for the sake of making resolutions, particularly as an old year comes to an end and new year approaches. On the other hand, I came across something in 1975 that has remained in my "Food for Thought" file since then, and which I make a point of reading at least once a year.
Read More
George Russell
Technology for Profit

Make Your DBS More Productive

By George Russell posted on December 26, 2012
Farm equipment dealers, like most computer software and hardware users, use only a small portion of the features built into the systems they work with every day. Studies show users utilize only about 30% of the available features in many systems at the top of the range and as little as 10% of the built-in features are exploited by any one user. This low utilization rate is the same whether it's a dealer business system (DBS) or a general computer application like Microsoft Word.
Read More
Dr. Jim Weber
Business of Selling

Consider an Ancillary Compensation System

By Dr. Jim Weber posted on December 26, 2012
While a survey of dealers revealed that 98% of respondents paid their sales personnel either on the basis of salary (30%), cash difference (28%), salary plus commission (19%) or gross margin (21%), the remaining 2% of dealers paid their sales staff utilizing an undisclosed form of compensation. This column, the last in a four part series on sales personnel compensation, will explore possible compensation systems that may have been used by one in 50 dealers.
Read More
From the Desk of Dave Kanicki

The "Good Old Days"

By Dave Kanicki posted on December 10, 2012 | Posted in Manufacturer News

Talk about the "good old days" and things we probably will never see again, during the last month or so, Mike Lessiter and I had the enviable task of interviewing four, now-retired farm equipment legends who were a big part of some of the best and worst times in this business.


Read More
From the Desk of Dave Kanicki

Positive Data in Deere's Report

November 21, 2012 | Posted in Data & Forecasts
Forecasting is often difficult even in the best of circumstances, but projecting what 2013 could look like is an even bigger headache than usual for most dealers. The best part of it is it still looks like it will be a pretty good year.
Read More
From the Desk of Mike Lessiter

Recalling the Past

October 29, 2012
Much to my wifes dismay, I'm about to hit the road again tomorrow after only a couple nights back home. (OK, to be honest, the only problem is the fact that last weeks bag is still on the floor while I'm packing up another one.)
Read More
From the Desk of Mike Lessiter

Succession Plan

September 28, 2012 | Posted in Manufacturer News
Last Thursday, I hit the road with my dad, Frank (Lessiter Publications Founder) for a few days to celebrate his 73rd birthday. And at least for a portion of our trip (no thanks to the lost GPS signal, nor the old man's navigation skills), the quote above applied to us. But I digress...
Read More

Price is Only One Thing Customers Shop For

September 18, 2012 | Posted in Operations & Finance
In the past few weeks I've begun hearing from some dealers about how the major farm equipment manufacturers seem to be getting "pretty aggressive on pricing,"? as one dealer put it. That's code for they "are cutting prices for any number of reasons,” gaining market share, reducing inventory, whatever.
Read More

This month's digital sponsors:

Top Articles

Current Issue

FE_June_2026_BookWithPages_Curl_art.png

Farm Equipment

Farm Equipment's 100TM
100 North America's Largest Ag Equipment Dealers

View More

Must Read Free Eguides

Download these helpful knowledge building tools

View More

Farm Equipment Videos

View More
Top Directory Listings
A&I-Consumer-Large.png

A&I Products

Since 1980, A&I Products has become a leading manufacturer and wholesale distributor of aftermarket replacement parts for the agricultural, turf, and industrial equipment markets. A&I Products' experience and expertise has greatly contributed to the company's reputation as a top supplier of quality, reasonably priced parts. Founded with roots as a small machine shop and repair facility, the company made the transition by manufacturing new parts to replace those that were identified as commonly needing repair. Throughout the 1980s, the company quickly garnered a reputation for offering quality parts at a reasonable price.

Yetter Farm Equipment

Built on 90 years of expertise, Yetter Farm Equipment leads the agriculture industry in designing effective and innovative equipment for residue management, seedbed preparation, precision fertilizer placement, harvest attachments, strip-tillage, and more.
Machinery Scope

Machinery Scope

At Machinery Scope, we believe you deserve the best risk management solutions for your investments in heavy equipment. Since 2013, we have been proud to offer extended warranty, appraisals, and inspections. Machinery Scope is a family-owned business built on our experience in farming and equipment dealerships. We understand your business and provide a personalized and professional level of customer service. Machinery Scope has built a strong warranty product with our customers in mind, offering the same professional level of service from the time you get a quote, through the processing of a claim.
View More