March 2016

Table of Contents

Table of Contents

To The Point

To The Point: Blurred Lines: Iron Dealers Poised to Benefit in Precision

By Mike Lessiter posted on March 12, 2016 | Posted in Best Practices, Precision Ag Sales & Service

During last month’s National Farm Machinery show, I bumped into a precision ag manager for a large co-op. It didn’t take long to discover he was less than enthusiastic about hearing the major OEM dealers creeping into the agronomy territory, on top of the competition from the likes of the Monsantos of the world. He also wasn’t buying the “PR” that dealers’ on-staff agronomists would be stopping at casual support only.
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Pushing the Limits of Product Diversity

Moving into a 209,000 square foot space is giving McFarlanes’ a big opportunity to expand its product offerings.

By Dave Kanicki posted on March 12, 2016 | Posted in Dealers on the Move, Operations & Finance, Facilities

Moving into a 209,000 square foot space is giving McFarlanes’ a big opportunity to expand its product offerings.
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McFarlanes’ is Back & Bigger Than Ever

By James DeGraff posted on March 12, 2016 | Posted in Dealers on the Move, Operations & Finance, Facilities

Upon driving up to the front of the new McFarlanes’ facility in Sauk City, Wis., I double-checked my GPS to make sure we hadn’t made a mistake. Expecting to see an average-sized dealership with some signage and maybe a few machines on display, I instead fixated my eyes on what could’ve been assumed to be an NFL practice facility or indoor theme park had I not known better.
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Products in Action, March 2016: Montag Manufacturing

March 10, 2016

Read Products in Action
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Precision Farming Dealer Summit

Record Crowd Gathers to Analyze Profitable Precision Strategies

First-ever Precision Farming Dealer Summit attracts sold out crowd of diverse dealers to share, learn and network.

By Farm Equipment Staff posted on March 12, 2016 | Posted in Best Practices, Precision Ag Sales & Service

First-ever Precision Farming Dealer Summit attracts sold out crowd of diverse dealers to share, learn and network.
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Precision Farming Dealer Summit

Learning from Mistakes Lays the Foundation for Profitability

After more than a decade running a precision farming dealership, Tim Norris shares secrets to his success and lessons learned.

By Jack Zemlicka posted on March 12, 2016 | Posted in Best Practices, Precision Ag Sales & Service

After more than a decade running a precision farming dealership, Tim Norris shares secrets to his success and lessons learned.
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PFD Summit: Creating Precision Service Plans: Makes & Misses

With less equipment being rolled, precision service plan sales could see a shot in the arm. These dealers share their advice for getting them in place.

By Mike Lessiter posted on March 12, 2016 | Posted in Precision Ag Sales & Service

After years of “giving unapplied service labor away for free when it came to precision technologies” the dealer panel presentation on capturing revenue in service plans for precision was of keen interest for Summit attendees.
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PFD Summit: Johnson Tractor’s Advice on Precision Service Plans

By Mike Lessiter posted on March 12, 2016 | Posted in Precision Ag Sales & Service

Jason Pennycook, precision specialist, Johnson Tractor, Janesville, Wis., has had 3 years of precision service plan experience. Johnson Tractor offers a basic (phone support and training class) and a premium (also including onsite visit). Other individual packages include precision training on-farm, spring planter checkups and yield monitor checkups.
Read More

Precision Farming Dealer Summit

Internal Management Challenges Still to Solve for Sustainable Precision Farming Service Plans

By Mike Lessiter posted on March 12, 2016 | Posted in Precision Ag Sales & Service

Jason Pennycook, precision specialist at Johnson Tractor (4 stores in Wisconsin and Illinois), says Johnson is still working on the internal management issues, including how service plans are billed, who is responsible and how to get all locations on the same page, as many farmers will use one or more stores. “We’re working on ways to make sure every service manager at every store knows when a farmer is on a service plan so he doesn’t get billed incorrectly.”
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PFD Summit

PFD Summit: Billable Service

February 29, 2016

Both Adam Gittins and Jason Pennycook say it’s impossible to do too much promotion of the program and the various services that are offered. Mailers and postcards, one-on-one conversations, presentations and placing it on to each and every quote generated are advised.
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PFD Summit: Recruiting & Retaining Precision Farming Specialists

Knowing what traits to look for and where to find new employees is only the beginning. Keeping employees is a whole other battle.

By Jaime Elftman posted on March 12, 2016 | Posted in Department Management, Precision Ag Sales & Service

Finding the next generation of precision farming specialists is a challenge that almost 40% of dealers reported was among their most important issues in the Precision Farming Dealer 2015 Benchmark Study. First, dealers must identify the traits they’re looking for in potential candidates for their fast-paced, rapidly evolving precision farming departments. Then, they face the challenge of actually finding these recruits.
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PFD Summit: Choosing a Profitable Path for Delivery of Data Management Service

With multiple entry points into this growing segment of precision farming business, 3 dealers share their strategies for creating a sustainable source of revenue.

By Jack Zemlicka posted on March 12, 2016 | Posted in Best Practices, Precision Ag Sales & Service

Choosing a practical entry point into delivery of data management service is a mystery for many farm equipment dealers. Figuring out a method for making it a profitable part of their business is even more of an enigma.
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Precision Farming Dealer Summit

9 Benefits of Establishing a Standalone Precision Business

New Holland Rochester tripled precision sales and unlocked efficiencies by making its precision department into a business all its own.

By Ian Gronau posted on March 12, 2016 | Posted in Precision Ag Sales & Service

Cultivating a successful precision farming department in a farm equipment dealership is a challenge that is as difficult as it is rewarding. Spinning the precision department off into a standalone business takes that challenge to the next level. Five years ago, Jim Straeter, owner of New Holland Rochester in Indiana, did just that. In a panel at the Precision Farming Dealer Summit, Straeter, along with his Precision Ag Manager, Lanty “Spud” Armstrong, shared their journey toward making precision a profitable standalone business.
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Precision Farming Dealer Summit

Looking for Long-Term Profitability? Do What You Do Best

Dealers must define their role and scope in precision farming to make a difference in their customers’ operations.

By Dave Kanicki posted on March 12, 2016 | Posted in Best Practices, Precision Ag Sales & Service

Dr. Tom Krill defines precision farming as a management concept that recognizes variability within the soil environment and maximizes economic agricultural production while minimizing environmental impact for a specific location. And to evaluate it’s effectiveness, precision farming must have measurable objectives.
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PFD Summit: Developing Privacy Policies to Protect Customer Data

Solid privacy policies can ease tensions between dealers and their customers relating to data management and protect dealers from potential liability cases.

By Jaime Elftman posted on March 12, 2016 | Posted in Best Practices, Precision Ag Sales & Service

Alongside the benefits of evolving technology and increasingly in-depth data collection, come increased risks that can create tension between dealers and their customers. To allay potential customer concerns, dealers and manufacturers must answer these questions: Who owns the data? Who can access it today and in the future?
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Keeping Precision Employees Productive Year Round

March 1, 2016 | Posted in Precision Ag Sales & Service

Standardizing pricing for precision service and cross-training employees on precision can help keep precision farming employees productive all year.
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New Products Revealed at National Farm Machinery Show

By Farm Equipment Staff posted on March 12, 2016 | Posted in Product Innovations & Introductions

A record 10 staffers from Farm Equipment took to the road this winter to interview manufacturers and find the latest, cutting-edge products. With a mix of model improvements and upgrades and new products, the winter farm shows debuted a variety of planting equipment, precision farming technology, hay and forage products, tillage systems and more.
Read More

Troubleshooting Technology: Conquering Compatibility Problems

March 1, 2016 | Posted in Precision Ag Sales & Service

ISOBUS isn't the solution to all compatibility problems. While progress is being made on improving functionality between different ag components and equipment, it's not always plug-and-play.
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How To Put On a Successful Precision Ag Field Day

March 1, 2016 | Posted in Precision Ag Sales & Service

Some of the biggest challenges dealers face when planning and executing a successful precision ag field day are scheduling around farmers’ busy seasons and differentiating between a field day and customer appreciation day.
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How to Structure Your Precision Internships

March 1, 2016 | Posted in Precision Ag Sales & Service

The first step to structuring a successful and productive precision farming internship program is to establish what the goals are for both the dealership and the intern.
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Strategies for Selling Used Precision Equipment

March 1, 2016 | Posted in Precision Ag Sales & Service

Dealers discussed the challenges and opportunities for selling used precision equipment and how to transfer the risk from the dealership back to the customer who is trading the equipment.
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Making the Most of Online Sales Opportunities

March 1, 2016 | Posted in Best Practices

More farmers than ever are using the Internet to both research and buy their equipment and dealers need to fulfill their customers’ expectations for them online.
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Spreading Precision Workflow Across Departments

March 1, 2016 | Posted in Precision Ag Sales & Service

Managing precision workflow can also be described as the shouldering of the burden across multiple departments. It's no small matter in a world of pressure, burnout and round-the-clock on-call service during peak times of the year.
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UAVs: Practical Precision Tools or Toys?

March 1, 2016 | Posted in Precision Ag Sales & Service

Confusion over the current and future role of Unmanned Aerial Vehicles (UAVs) in the ag industry persists and many dealers at this roundtable discussion struggled to see how this technology fits in their product mix.
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Tech Support: Where Can Manufacturers Improve?

March 1, 2016 | Posted in Manufacturer & Dealer Issues

Dealers often will go through every resource they have at the dealership before calling tech support as a last resort.
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Marketing: Where Will I Get the Most Bang for My Buck

March 1, 2016 | Posted in Best Practices

More farmers than ever are using the Internet to both research and buy their equipment and dealers need to fulfill their customers’ expectations for them online.
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People & Profits: Develop Your Best Talent

By George Russell and Erik Thompson posted on March 12, 2016 | Posted in Department Management

A basic axiom of team development is this: Most leaders spend too much time on their problem employees, and too little time on their best. As Stephen Covey, author of Seven Habits of Highly Effective People, pointed out years ago, developing talent is often critical to success, but since it is not urgent, it never happens. The key word here is time. Let’s discuss two aspects of this four-letter word: thinking time, and talking time.
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Ahead of the Curve

Ahead of the Curve: Dynamic Pricing Will Change Ag Retail

By Dan Crummett posted on March 12, 2016 | Posted in Best Practices, Operations & Finance

We’ve heard for years that “information is power” and one needs to look no further than the travel industry to see the effects online commerce has had in the buying and selling of airline tickets and hotel room rentals. Very few people call a travel agent to take care of those things today, whereas 20 years ago, company or independent agents booked nearly all flights and a significant amount of lodging and rental car business.
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Featured Articles

Featured Articles

To The Point

To The Point: Blurred Lines: Iron Dealers Poised to Benefit in Precision

By Mike Lessiter posted on March 12, 2016 | Posted in Best Practices, Precision Ag Sales & Service

During last month’s National Farm Machinery show, I bumped into a precision ag manager for a large co-op. It didn’t take long to discover he was less than enthusiastic about hearing the major OEM dealers creeping into the agronomy territory, on top of the competition from the likes of the Monsantos of the world. He also wasn’t buying the “PR” that dealers’ on-staff agronomists would be stopping at casual support only.
Read More

People & Profits: Develop Your Best Talent

By George Russell and Erik Thompson posted on March 12, 2016 | Posted in Department Management

A basic axiom of team development is this: Most leaders spend too much time on their problem employees, and too little time on their best. As Stephen Covey, author of Seven Habits of Highly Effective People, pointed out years ago, developing talent is often critical to success, but since it is not urgent, it never happens. The key word here is time. Let’s discuss two aspects of this four-letter word: thinking time, and talking time.
Read More

Ahead of the Curve

Ahead of the Curve: Dynamic Pricing Will Change Ag Retail

By Dan Crummett posted on March 12, 2016 | Posted in Best Practices, Operations & Finance

We’ve heard for years that “information is power” and one needs to look no further than the travel industry to see the effects online commerce has had in the buying and selling of airline tickets and hotel room rentals. Very few people call a travel agent to take care of those things today, whereas 20 years ago, company or independent agents booked nearly all flights and a significant amount of lodging and rental car business.
Read More
Online Extras

Online Extras

Sponsored Content: Success in Shortline Machinery

Selling Shortline Machinery to Generate Trade-Ins — A Symbiotic Relationship

Big Equipment in West Havre, Mont., has found the key to selling shortline machinery is being able to take trade-ins and provide personal service and support.

By Jaime Elftman posted on March 7, 2016 | Posted in Niche Equipment Markets

Big Equipment in West Havre, Mont., has found the key to selling shortline machinery is being able to take trade-ins and provide personal service and support.
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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.
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PFD Summit: Johnson Tractor’s Advice on Precision Service Plans

By Mike Lessiter posted on March 12, 2016 | Posted in Precision Ag Sales & Service

Jason Pennycook, precision specialist, Johnson Tractor, Janesville, Wis., has had 3 years of precision service plan experience. Johnson Tractor offers a basic (phone support and training class) and a premium (also including onsite visit). Other individual packages include precision training on-farm, spring planter checkups and yield monitor checkups.
Read More

Precision Farming Dealer Summit

Internal Management Challenges Still to Solve for Sustainable Precision Farming Service Plans

By Mike Lessiter posted on March 12, 2016 | Posted in Precision Ag Sales & Service

Jason Pennycook, precision specialist at Johnson Tractor (4 stores in Wisconsin and Illinois), says Johnson is still working on the internal management issues, including how service plans are billed, who is responsible and how to get all locations on the same page, as many farmers will use one or more stores. “We’re working on ways to make sure every service manager at every store knows when a farmer is on a service plan so he doesn’t get billed incorrectly.”
Read More

PFD Summit: Developing Privacy Policies to Protect Customer Data

Solid privacy policies can ease tensions between dealers and their customers relating to data management and protect dealers from potential liability cases.

By Jaime Elftman posted on March 12, 2016 | Posted in Best Practices, Precision Ag Sales & Service

Alongside the benefits of evolving technology and increasingly in-depth data collection, come increased risks that can create tension between dealers and their customers. To allay potential customer concerns, dealers and manufacturers must answer these questions: Who owns the data? Who can access it today and in the future?
Read More

New Products & Announcements from the 2016 National Farm Machinery Show

March 2, 2016 | Posted in Product Innovations & Introductions

A record 10 staffers from Farm Equipment took to the road this winter to interview manufacturers and find the latest, cutting-edge products. With a mix of model improvements and upgrades and new products, the winter farm shows debuted a variety of planting equipment, precision farming technology, hay and forage products, tillage systems and more.
Read More
Products in Action

Products in Action

Products in Action, March 2016: Montag Manufacturing

March 10, 2016

Read Products in Action
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Farm Equipment

March 2016

Table of Contents

Featured Articles

Online Extras

Products in Action

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