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Sponsored Content: Success in Shortline Machinery

K&L Tractor Complements Mainline with Shortline Options

This New Holland dealer has found that adding specialty equipment lines has helped them better server their customers with livestock operations.

By Kayla Urban posted on January 18, 2018 | Posted in Best Practices, Dealer News

This New Holland dealer has found that adding specialty equipment lines has helped them better server their customers with livestock operations.

Sponsored Content: Success in Shortline Machinery

Manufacturers See Potential of Shortline-Only Dealers

By Dave Kanicki and Mike Lessiter posted on June 27, 2016 | Posted in Manufacturer & Dealer Issues

When a traditional mainline dealership becomes "separated" from its main line, generally through a contract termination but occasionally by the dealership’s own choosing, oftentimes a new shortline-only dealer is formed.

Sponsored Content: Success in Shortline Machinery

Traditional Dealerships Setting Up Separate Entities to Sell Shortline Equipment

By Dave Kanicki and Mike Lessiter posted on March 21, 2016 | Posted in Manufacturer & Dealer Issues, Niche Equipment Markets

A mainline dealer whose shortline business is critical to success sets up a separate location to quiet the major about the competitive attention at the primary location. The idea has also been talked about as a hedge move to protect a dealership whose contract or future transition of that contract could be questionable.

Sponsored Content: Success in Shortline Machinery

Succeeding as a Shortline Dealer: The Ultimate Wake-Up Call

Based on the experience of shortline dealers across the country, being cancelled by a major doesn't have to be the death knell of your business.

By Dave Kanicki posted on January 25, 2016 | Posted in Manufacturer & Dealer Issues, Niche Equipment Markets

Based on the experience of shortline dealers across the country, being cancelled by a major doesn't have to be the death knell of your business.

Succession Planning in Farm Equipment Dealerships

In this special report, <i>Farm Equipment</i> examines the subject of succession planning from the rarely-covered vantage point of the successor generation.

December 7, 2015 | Posted in Dealer Succession

Farm Equipment examined the subject of succession planning from the rarely-covered vantage point of the successor generation. In this report, you'll hear from 8 next-generation leaders (all under the age of 42) telling their own stories — and in their own words — of what's happening at their place.

Glossary of Farm Equipment Industry Terms

December 1, 2015

This is a growing list of industry terminology relevant to farm equipment dealers and manufacturers.

To the Point

In Praise of Straight Talk ...

By Mike Lessiter posted on March 12, 2015 | Posted in Manufacturer & Dealer Issues, Dealer Succession

Speaking alongside three dealers at a shortline manufacturing event in Vegas last fall, I closed up the panel citing a difference between the dealers and the independent execs in the audience.

To The Point: Nature Abhors a Vacuum

By Dave Kanicki posted on April 1, 2014 | Posted in Manufacturer News

A little over 10 years ago, Charlie Glass made a presentation to the Farm Equipment Manufacturers Assn. in which he predicted that by 2013 fewer than 50,000 farms would produce 80% of all the nation's farm commodities. He also projected that fewer than 2,000 mainline farm equipment dealerships would exist in the U.S.

Special Report: Alternative Distribution

Alternative Distribution: How Many Options Really Exist?

Consultants and manufacturers weigh in on 7 options that are bandied about, and whether equipment dealers could see new or evolving models popping up around them.

By Dave Kanicki and Mike Lessiter posted on April 1, 2014 | Posted in Manufacturer News

Case IH’s announcement in February about brand purity at its dealer meeting and the specific mention of 7 lines they didn’t want to see competing with red equipment on dealers’ lots, got the attention of both dealers and manufacturers.