No More Order Takers: Strategies for Motivating & Improving Your Sales Team
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Originally published in January 2006
You would be hard pressed to find a farm equipment dealer these days who doesn’t have his hands full dealing with the normal, day-to-day challenges of running a successful business. But the unique issues confronting many dealers today can go beyond the straight-forward demands of increasingly keen competition and making some money. Read more »
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On its website, AGCO Corp., sometimes called the “teenager” of the big four ag equipment makers, boasts “approximately 3,900 independent dealers and distributors around the world.” What it doesn’t say is that about half or more of its dealers are located in the U.S. and Canada alone.
Of all the executives interviewed for this special Farm Equipment feature article, Frank Anglin III, vice president, Case IH North American Agricultural Business, has been in the chair for the shortest tenure. Just one year ago, the 43-year-old Anglin arrived from a similar position of authority for CNH’s ag business in Australia, New Zealand and Oceania and succeeded 40-year industry icon Jim Irwin. Anglin joined the firm in 1996 as vice president of operations for Case IH Credit and subsequently held senior management positions with Case IH Credit and CNH Capital.
Not everyone in the farm equipment community would say they follow the leader when it comes to John Deere. But few will deny that it’s part of their strategy to watch the leader. Shortly after Deere releases its quarterly earnings recently, dozens of “breaking news” reports immediately flood the Internet news sites and wire services.
If anyone is qualified to lend an empathetic ear to today’s ag equipment dealer, Bob Crain is near or at the top of the list. He grew up on the dealership side of the business, and this year marks his 25th year participating in agribusiness from the manufacturing side of the industry.
Originally published in July 2009
The issues confronting farm equipment dealers haven't changed much in the last three years, but how their major suppliers view their concerns may be. Read more »
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Three years have brought a lot of change for Case IH farm equipment. A near-total turnover of the senior management team, a restructuring of brand marketing, a number of new product introductions, and an announced closing, and subsequent announced reopening of a major tillage equipment plant.
Dennis J. Heinecke, vice president - sales operations at AGCO Corp., is a 36-year ag equipment veteran who started at a shortline manufacturer, joined Deutz in 1984 and has been part of the AGCO story since it was put together in 1990. In his Duluth, Ga., office in November, it's clear that he places great emphasis on planning to set one's course in times like these.
Since the departure of Bob Crain in January 2006, New Holland has sorted through several executives to head up its North American ag operations. Finally, it looks like it may finally have found the high-powered brain trust it needs to move forward.
Greg Embury says the farm equipment market today "feels a little bit like the '80s when I started in the tractor business." Those were tough times for farmers, equipment manufacturers and dealers.
While a fair amount of "nervousness" is affecting American agribusiness entering 2009, the four executives interviewed by Farm Equipment generally see a solid year ahead for ag equipment sales. Commodity prices, the cost of farmer inputs, credit and equipment availability are the issues currently receiving the most scrutiny.
Originally published in January 2019
It’s been 10 years since Farm Equipment last sat down with the top executives of the major ag equipment makers, and 13 since the very first time we published a report like this. While some things remain the same (consolidation, market share demands, purity pressure), others have changed — notably the economy and the names of the executives at the top. Read more »
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After 12 years of dealers (partners as Scott Harris calls them) accustomed to the same personality at the top, Harris bring a familiar yet fresh approach as the new leader of Case IH Agriculture’s North American dealer network.
Bob Crain, senior VP and general manager of AGCO North America, says the company has its best-ever product lineup, sets sights on growing North America market share.
Significant product investments align with a revamped training structure to diversify New Holland’s customer base and enhance aftermarket support.
A diverse product offering is helping Kubota and its dealers through a down ag economy, says Todd Stucke, senior vice president of marketing, product support and strategic projects. Today, Kubota dealers who stand alongside the brand to sell and support a range of products are well-positioned to succeed.