Items Tagged with 'Dr. JIm Weber'

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Brian Carpenter
Our Dealer Story Podcast

[Podcast] Our Dealer Story: Champlain Valley Equipment

In this episode of the new <em>Farm Equipment</em> podcast, “Our Dealer Story” brought to you by HBS Systems, we feature Champlain Valley Equipment, a Vermont New Holland dealership. Editor Ben Thorpe sat down with second generation owner Brian Carpenter during the Dealership Minds Summit.
In this episode of the Farm Equipment podcast, “Our Dealer Story” brought to you by HBS Systems, we feature Champlain Valley Equipment, a Vermont New Holland dealership. Associate Research Editor Ben Thorpe sat down with second generation owner Brian Carpenter during the Dealership Minds Summit.
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Ask the Expert: 2013: A Paradigm Shift in the Ag Equipment Business

In 2013, the signs of a looming collapse were becoming clear. In Farm Equipment, Dr. Jim Weber had been writing a series titled “The Business of Selling.” An article from the series “Gathering Storm Clouds” was posted in July 2013. I am paraphrasing but, in the article, Dr. Weber talks about low return on sales, dealerships dependence on volume and market share payments. Because of the low returns, dealerships should have been failing in droves. But because of record high commodity prices, record low interest rates and record on-farm income, dealerships were able to spike margins with new and used wholegoods.
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Casey_Seymour.png

Ask the Expert: 2013: A Paradigm Shift in the Ag Equipment Business

In 2013, the signs of a looming collapse were becoming clear. In Farm Equipment, Dr. Jim Weber had been writing a series titled “The Business of Selling.” An article from the series “Gathering Storm Clouds” was posted in July 2013. I am paraphrasing but, in the article, Dr. Weber talks about low return on sales, dealerships dependence on volume and market share payments. Because of the low returns, dealerships should have been failing in droves. But because of record high commodity prices, record low interest rates and record on-farm income, dealerships were able to spike margins with new and used wholegoods.
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Dealership Minds Summit 2017

[Video] Beyond Market Share & ‘Paper Profits’ ... Attacking Your Dealership’s Used Equipment Turns, Revenue Mix & Cashflow

With prognosticators continuing to forecast lower wholegood sales throughout 2017, and no significant uptick in such sales before 2019, it is imperative that dealers intent on surviving this protracted downturn rethink their view of the wholegoods department. Impacting this transformation will be the fact that most of the manufacturers, if not all of the majors, will be putting pressure on their dealer organization to significantly increase dealership market share, says Dr. Jim Weber.
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4 Steps to Turn Used Equipment Into Cashflow

Consultant Dr. Jim Weber urges dealers to buy smart, limit reconditioning, be attentive to sales mix and compensate sales on what matters most.
There is cash in used iron, and for most farm equipment dealers that pre-owned inventory represents the path to the overall health and lifeblood of their business. Dr. Jim Weber, a 40-year veteran consultant and trainer in the farm and construction equipment industry, says an on-going survey of large volume dealers in Canada shows used equipment turn rates — and corresponding positive cashflow rates — have fallen by about a third since 2012 as many dealers have been busy selling new equipment, with wholegood transactions averaging 81-82% of their dealership’s total sales.
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Dr. Jim Weber

Business of Selling: Looking Back and …

Nearly 40 years ago, I was hired by a consulting firm whose major client was International Harvester, the once venerable leader in agricultural equipment sales. This consulting firm had designed the XL program for IH that recognized and rewarded their dealer organization for implementing a series of sensible, yet stringent, operational and financial standards. The same firm conceived and implemented a training program for the IH dealer organization that was then perceived as cutting edge.


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Dr. Jim Weber

Business of Selling: Looking Back and …

Nearly 40 years ago, I was hired by a consulting firm whose major client was International Harvester, the once venerable leader in agricultural equipment sales. This consulting firm had designed the XL program for IH that recognized and rewarded their dealer organization for implementing a series of sensible, yet stringent, operational and financial standards.
Read More

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