October/November 2019

Table of Contents

Table of Contents

To the Point: Onboarding Salespeople: Calibrate Your Current Sales Force, Too

October 22, 2019 | Posted in Best Practices, Department Management

The highest rated panel of the 2019 Farm Equipment Dealership Minds Summit featured two Dealership of the Year Alumni. It was no surprise that dealers learned so much from RDO Equipment and Stotz Equipment. We’ve visited them on numerous occasions and continue to be amazed by their home-grown systems that cultivate the exact results they want.

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2020 Dealer Business Outlook & Trends Summary

Dealer Optimism in Short Supply for 2020

Poor planting conditions in major ag regions combined with ongoing trade disputes are contributing to more uncertainty than usual for North American farm equipment dealers.

By Dave Kanicki posted on October 22, 2019 | Posted in Data & Forecasts

In the past year, the Ag Equipment Intelligence “Dealer Optimism Index,” which measures sentiment among dealers compared to the prior month, has yet to move into positive territory. The index is based on a monthly survey of North American farm equipment dealers that asks if they are more or less optimistic about their business prospects or feel about the same as they did in the previous survey.
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No More Order Takers: Strategies for Motivating & Improving Your Sales Team

By Farm Equipment Staff Report posted on October 24, 2019 | Posted in Best Practices, Operations & Finance

What sets a highly successful and profitable farm equipment dealership apart? It doesn’t have to do with size or scale. It’s not about the number of locations. “It’s a manifestation of leadership and management. It’s just that simple.
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8 Factors for Cultivating & Promoting a Professional Culture of Excellence

By Kim Schmidt | Posted in Best Practices, Department Management

There are 8 factors that impact the dealership’s image. Five of them are internal and the other three are external. Together, these factors determine the image of your dealership and are thus directly tied to customer satisfaction.
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Compensation Plans: A Tale of Two Dealerships

By Mike Lessiter posted on October 23, 2019 | Posted in Best Practices, Department Management

“It was the best of plans; it was the worst of plans.” To borrow from the words of Charles Dickens’, what may seem a no-brainer for the company’s well-being may feel like a penalty for the greenback-motivated salesman.
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Valley Implement’s Sales Comp Plan

By Mike Lessiter posted on October 24, 2019 | Posted in Best Practices, Department Management

Fred Titensor, COO, has 8 salespeople among his 4 stores, with average service of 15 years. “When I walk in the door, I see familiar faces,” notes the fourth-generation dealer about what may perhaps be a unique situation, “and they know what the goals are and what we want to do.”
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H&R Agri-Power’s Sales Comp Plan

By Mike Lessiter posted on October 25, 2019 | Posted in Best Practices, Department Management

Ryan Polete, sales manager at H&R Agri-Power made a profound opening statement about sales compensation and motivations. “What I’m showing is really not a compensation plan that motivates people, but it will push their direction in the right way. That’s about all we can hope for on that. Money,” he says, “should motivate our sales force.”
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Van Wall Equipment’s Formula for Clear Sales Strategy

By Don Van Houweling posted on October 26, 2019 | Posted in Best Practices, Department Management

There is no secret sauce to success that will work for every dealership, every time. Each dealership is unique and operates in a distinctive geography with different customers who each have their own individual needs, goals and business objectives. At Van Wall, we have found a formula that works best for us, and one that I think is scalable and work at any level.
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No Sales Left Behind: Using Tech to Boost Your Sales Team

By Ben Thorpe posted on October 26, 2019 | Posted in Best Practices, Dealership Marketing

“I’ve seen more engagement of guys selling construction that would typically just stick in their little lane in ag. They’re more comfortable because they’re not having to go through the price books. When you have a quote tool, that makes it less intimidating”
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Industry Q&A: Harvest Following a Late Spring

By Sierra Wolff posted on October 1, 2019 | Posted in Best Practices

Heavy rains and late snow had many planting later than usual. How do you anticipate this year’s harvest going following a late spring this year? Have service needs changed this year compared to other years?
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Ask the Expert: Auction vs. Retail: Lessons Learned by a Used Equipment Remarketing Manager

September 11, 2019

For 13 years, I have worked in the ag equipment business. Along the way, I have had many mentors and trustworthy people teach me everything I know. One reoccurring theme has been differing opinions between the auction market and the retail market.
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Ahead of the Curve: 3-5 Years to Mainstream Autonomous Planting

October 27, 2019

Mainstream on-farm autonomous machinery gained a lot of ground in 2019, particularly if you consider a prototype New-Holland natural-gas-fueled driverless tractor got prime billing at the New York Stock Exchange over the Labor Day weekend.
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Leadership Lessons: Blocking and Tackling — Reviewing the Fundamentals of Leading

By Dave Teigen posted on October 27, 2019

Moving organizations to the next level challenges dealership executives as they face higher expectations — customer, supplier and employee — as well as the need to compete by anticipating and preparing for industry and demographic changes. These factors, plus the greater scope of mergers and acquisitions, often forces experienced dealership managers to move from their traditional, management heavy responsibilities to a more leadership focused role.
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Featured Articles

Featured Articles

2020 Dealer Business Outlook & Trends Summary

Dealer Optimism in Short Supply for 2020

Poor planting conditions in major ag regions combined with ongoing trade disputes are contributing to more uncertainty than usual for North American farm equipment dealers.

By Dave Kanicki posted on October 22, 2019 | Posted in Data & Forecasts

In the past year, the Ag Equipment Intelligence “Dealer Optimism Index,” which measures sentiment among dealers compared to the prior month, has yet to move into positive territory. The index is based on a monthly survey of North American farm equipment dealers that asks if they are more or less optimistic about their business prospects or feel about the same as they did in the previous survey.
Read More

No More Order Takers: Strategies for Motivating & Improving Your Sales Team

By Farm Equipment Staff Report posted on October 24, 2019 | Posted in Best Practices, Operations & Finance

What sets a highly successful and profitable farm equipment dealership apart? It doesn’t have to do with size or scale. It’s not about the number of locations. “It’s a manifestation of leadership and management. It’s just that simple.
Read More

Industry Q&A: Harvest Following a Late Spring

By Sierra Wolff posted on October 1, 2019 | Posted in Best Practices

Heavy rains and late snow had many planting later than usual. How do you anticipate this year’s harvest going following a late spring this year? Have service needs changed this year compared to other years?
Read More
Digital Edition

Digital Edition

Farm Equipment October/November 2019 Digital Edition

October 25, 2019

Read each issue of Farm Equipment on your tablet and desktop computer.

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Online Extras

Online Extras

Online Extras: October/November 2019 Issue

October 25, 2019

Web-exclusive content for this issue includes Additional Dealership Minds Coverage.
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