Success in Shortline Machinery

Art's-Way Mfg.Success in Shortline Machinery highlights the best practice strategies employed by top farm equipment dealers to promote and sell shortline equipment. It is brought to you courtesy of Art's Way Manufacturing.

 

Art’s Way Manufacturing is a proud Iowa manufacturer of specialized ag equipment including grinder mixers, hay/forage equipment, bale processors, manure spreaders, and land engaging products.  Built on a 60 year tradition of quality, we have recently implemented our Continuous Improvement program.  If you are seeking to grow in 2018 with Art’s Way’s quality products and service, please contact our Customer Service Center for your area representative at 712.864.3131 ext. 1 or via email at marketing@artsway-mfg.com.

 

 https://www.farm-equipment.com/rss en-us Quincy Tractor Adds Revenue with New Product Line Versatile may technically be considered a shortline in the farm equipment industry, but Quincy Tractor does not view it that way. “Let’s stop calling it a shortline,” says Zach Carlson, operations manager of the fourth-generation family dealership. “Versatile’s not a shortline. It’s a major brand.” http://www.farm-equipment.com/articles/15704 Wed, 06 Jun 2018 11:53:00 -0400 https://www.farm-equipment.com/articles/15704-quincy-tractor-adds-revenue-with-new-product-line 0403T1-1950A.jpg Carlson (right) and Lance Carlson (left) own Quincy Tractor, a 5 store New Holland dealer that has been able to grow its customer base — and revenue streams — through the addition of different shortline equipment brands. Profitably Selling Specialty Products Requires a Product ‘Champion’ Operating a farming operation isn’t what it used to be and neither is the equipment. Whether it’s livestock or row crops, agriculture has become an increasingly sophisticated enterprise. http://www.farm-equipment.com/articles/15151 Thu, 03 May 2018 00:00:00 -0400 https://www.farm-equipment.com/articles/15151-profitably-selling-specialty-products-requires-a-product-champion 60 Years Later, Original Mission Still Holds for Helmuth Repair Floyd Helmuth’s father, John, began his Kalona, Iowa, shortline dealership in 1956 by becoming a dealer for Art’s Way Manufacturing. http://www.farm-equipment.com/articles/15482 Thu, 19 Apr 2018 11:13:00 -0400 https://www.farm-equipment.com/articles/15482-years-later-original-mission-still-holds-for-helmuth-repair Changing Markets: Where the Money Is, Where It’s Going A look at the products and/or market segments that dealers have found profitable during the last 3 years shows the dichotomy of today’s markets for farm machinery retailers. http://www.farm-equipment.com/articles/15424 Tue, 03 Apr 2018 11:59:00 -0400 https://www.farm-equipment.com/articles/15424-changing-markets-where-the-money-is-where-its-going Hills Inc. Continues Tradition in Red River Valley It was 1946 when Howard Hills decided to build a shortline dealership in the heart of North Dakota’s Red River Valley. Scott Hill says his father, John, took over after and he and his two brothers (Dave and Mike), are at the helm of Hills Inc. today. A couple of Dave’s sons are working their way into the family business as its fourth generation. http://www.farm-equipment.com/articles/15344 Mon, 19 Mar 2018 11:17:00 -0400 https://www.farm-equipment.com/articles/15344-hills-inc-continues-tradition-in-red-river-valley Shortline Partnerships: Nine Ways to Get Your Dealers to Represent You the Way You Want Like all good relationships, partnerships between shortline farm equipment manufacturers and dealers are a two-way street. http://www.farm-equipment.com/blogs/6/post/15252 Thu, 01 Mar 2018 00:00:00 -0500 https://www.farm-equipment.com/blogs/6-opinions-columns/post/15252-shortline-partnerships-nine-ways-to-get-your-dealers-to-represent-you-the-way-you-want Shortline Veterans in Illinois Stands by Values into Third Generation J.R. Harris says even after his dad had passed in 1990, the decision to keep his namesake for the family business, J.O. Harris Sales, was one that didn’t take much discussion. Today, J.R.’s son, Jay, is the third generation heading the shortline dealership in Alexander, Ill. http://www.farm-equipment.com/articles/15211 Thu, 22 Feb 2018 23:00:00 -0500 https://www.farm-equipment.com/articles/15211-shortline-veterans-in-illinois-stands-by-values-into-third-generation K&L Tractor Complements Mainline with Shortline Options kurban@lesspub.com This New Holland dealer has found that adding specialty equipment lines has helped them better server their customers with livestock operations. http://www.farm-equipment.com/articles/15085 Thu, 18 Jan 2018 15:44:00 -0500 https://www.farm-equipment.com/articles/15085-kl-tractor-complements-mainline-with-shortline-options KL-Tractor-NEW-PICTURES2016-051.jpg How Dealers Add Shortlines Customer requests may initiate consideration for bringing on a new shortline, but the boss will decide what’s best for his store. http://www.farm-equipment.com/articles/15057 Tue, 09 Jan 2018 12:13:00 -0500 https://www.farm-equipment.com/articles/15057-how-dealers-add-shortlines Dealers are ‘Sold’ on Shortlines Innovation and speed to market give shortline equipment the edge in meeting the changing demands of the professional grower and emerging markets. http://www.farm-equipment.com/articles/15050 Thu, 04 Jan 2018 16:31:00 -0500 https://www.farm-equipment.com/articles/15050-dealers-are-sold-on-shortlines Panhandle Implement Bounces Back Stronger Than Before How a long–time Case dealer lost the contract, picked up Versatile and never looked back. http://www.farm-equipment.com/articles/14616 Thu, 28 Sep 2017 10:32:00 -0400 https://www.farm-equipment.com/articles/14616-panhandle-implement-bounces-back-stronger-than-before Panhandle Implement 5 Secrets to Being Named Most Valuable Player as a Rookie Fans know that all major sports have a most valuable player award coveted by everyone in the game. It is extremely rare when a rookie wins that award, but this is what occurred when Corner Equipment, in East Carroll, Man., was named the recipient of Versatile’s 2016 “Sales Performance Leader — Canada” award after approximately 12 months of representing the product line. http://www.farm-equipment.com/articles/13909 Fri, 15 Sep 2017 00:01:00 -0400 https://www.farm-equipment.com/articles/13909-secrets-to-being-named-most-valuable-player-as-a-rookie Corner-Sign.png Rationalizing Shortlines As with any merger or acquisition, the rolled-up organization often finds a hodgepodge of shortline equipment. If those lines are not in conflict with the major-line's products, they almost assuredly will compete with another shortline product in the mix. In the first few weeks of the merger, Precision Equipment was already at work discussing shortline rationalization. http://www.farm-equipment.com/articles/6978 Mon, 14 Aug 2017 00:00:00 -0400 https://www.farm-equipment.com/articles/6978-rationalizing-shortlines For Pattison Agriculture, No Line Is Too Unique When JayDee AgTech and Maple Farm Equipment merged together under the Pattison Agriculture ownership group in early 2014, the result was a dealer network that has since expanded to 19 locations across Saskatchewan and Manitoba. While it brought in a diverse customer base with opportunities to grow further, it also brought in over 60 different shortlines across all locations, some with unique restrictions in their distribution contracts. http://www.farm-equipment.com/articles/14384 Thu, 27 Jul 2017 17:25:00 -0400 https://www.farm-equipment.com/articles/14384-for-pattison-agriculture-no-line-is-too-unique Kevin Hitchings Understanding Customers, Keeping Ahead of the Curve Vital for Redhead Equipment The dealership’s successful partnership with shortlines across the agricultural, construction and trucking industries reflect a wide range of benefits, from customer loyalty to service quality. http://www.farm-equipment.com/articles/14331 Thu, 13 Jul 2017 12:42:00 -0400 https://www.farm-equipment.com/articles/14331-understanding-customers-keeping-ahead-of-the-curve-vital-for-redhead-equipment DJI_0153.jpg What to Consider When Adding a New Shortline As a dealer, what criteria about the product and manufacturer are most important to you when you consider adding new shortline equipment to your product lineup? http://www.farm-equipment.com/articles/9370 Fri, 16 Jun 2017 00:00:00 -0400 https://www.farm-equipment.com/articles/9370-what-to-consider-when-adding-a-new-shortline As Trusted Advisor, Groupe Symac Earns Customers’ Business ddombrowski@lessitermedia.com Originally started by two co-ops with a mission of providing services and products to co-op members, Groupe Symac’s goal hasn’t changed much. While the organization now serves more farm customers who are not co-op members, it still remains focused on finding the right product for the customer. http://www.farm-equipment.com/articles/14167 Fri, 26 May 2017 10:40:00 -0400 https://www.farm-equipment.com/articles/14167-as-trusted-advisor-groupe-symac-earns-customers-business Are You Doing Anything Extra to Promote Your Specialty Equipment Lines? kschmidt@lessitermedia.com We asked dealers: "With large ag equipment sales expected to be down again this year, are you doing anything extra to promote your specialty equipment lines? If so, what?" http://www.farm-equipment.com/articles/11393 Wed, 03 May 2017 05:00:00 -0400 https://www.farm-equipment.com/articles/11393-are-you-doing-anything-extra-to-promote-your-specialty-equipment-lines Life Beyond the Majors, Succeeding with Shortlines Interviews with former mainline dealers still in business, and primary research provide an inside look at how the 'mavericks' of farm equipment retail broke away from their majors and are succeeding. http://www.farm-equipment.com/articles/4912 Tue, 18 Apr 2017 00:00:00 -0400 https://www.farm-equipment.com/articles/4912-life-beyond-the-majors-succeeding-with-shortlines A Case for Shortline Equipment The major lines' push for brand-pure dealers has been grappled with for decades. For some, the debate comes down to a matter of loyalty, efficiency and economics. For others, having hands tied on being able to sell what the customer wants hinders both market penetration and encourages customers to shop elsewhere. http://www.farm-equipment.com/articles/8637 Thu, 30 Mar 2017 00:00:00 -0400 https://www.farm-equipment.com/articles/8637-a-case-for-shortline-equipment Kunau Implement Manufacturers See Potential of Shortline-Only Dealers mlessiter@lesspub.com 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. http://www.farm-equipment.com/articles/10267 Mon, 27 Jun 2016 00:00:00 -0400 https://www.farm-equipment.com/articles/10267-manufacturers-see-potential-of-shortline-only-dealers Joes Shortline Machinery Rooted in Service, Repair Shop Grows Business with Shortline Machinery kschmidt@lessitermedia.com Willie's Farm Repair took on the Versatile line in 2013 and quickly discovered there was a well-established customer base waiting for a dealer. http://www.farm-equipment.com/articles/12966 Mon, 20 Jun 2016 12:05:00 -0400 https://www.farm-equipment.com/articles/12966-rooted-in-service-repair-shop-grows-business-with-shortline-machinery Willie's Farm Repair exterior Surveys Gauge Dealers' Approach Toward Shortline Products The recent article "What Consultants Say About Shortline-Only Farm Equipment Dealerships" brought to mind the dealer surveys that Farm Equipment Manufacturers Assn. (FEMA) conducted during the early 2000s. http://www.farm-equipment.com/blogs/6/post/12570 Mon, 13 Jun 2016 12:00:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/12570-surveys-gauge-dealers-approach-toward-shortline-products Versatile 26 Dealers Share Tips for What to Consider When Adding a New Shortline We asked: “As a dealer, what criteria about the product and manufacturer are most important to you when you consider adding new shortline equipment to your product lineup?” http://www.farm-equipment.com/articles/12753 Mon, 06 Jun 2016 10:26:00 -0400 https://www.farm-equipment.com/articles/12753-dealers-share-tips-for-what-to-consider-when-adding-a-new-shortline Baxla Tractor exterior Evolving from Repair Shop to Shortline Machinery Dealer kschmidt@lessitermedia.com Ag Plus Mechanical has evolved from a one man repair shop to a sophisticated shortline dealership that carries a number of lines. http://www.farm-equipment.com/articles/12879 Mon, 23 May 2016 10:16:00 -0400 https://www.farm-equipment.com/articles/12879-evolving-from-repair-shop-to-shortline-machinery-dealer Service Truck Meeting Customer Demands with a Diverse Product Lineup jelftman@lesspub.com Diversity is key for Ritchie Implement. The dealership's commitment to a variety of product lines, a broad customer base and the addition of third generation management have made the dealer a success. “We don’t keep all our eggs in one basket,” says CEO and Co-owner Ron Ritchie. http://www.farm-equipment.com/articles/12752 Mon, 09 May 2016 00:00:00 -0400 https://www.farm-equipment.com/articles/12752-meeting-customer-demands-with-a-diverse-product-lineup Ritchie Implement Growing and Planning for the Future as a Shortline Machinery Dealer jelftman@lesspub.com Over the past 20 years, Inwood, Iowa, machinery dealer Faber’s Farm Equipment has added numerous shortlines to its offering, expanded its facility five times and is now building a second location in Watertown, S.D. http://www.farm-equipment.com/articles/12820 Mon, 25 Apr 2016 10:00:00 -0400 https://www.farm-equipment.com/articles/12820-growing-and-planning-for-the-future-as-a-shortline-machinery-dealer Fabers Farm Equipment 01 v02 Starting Anew to Fill a Product Gap kschmidt@lessitermedia.com Eric Woodford left a successful farming and custom baling operation to start a shortline dealership focused on biomass harvesting equipment. http://www.farm-equipment.com/articles/12771 Wed, 06 Apr 2016 00:01:00 -0400 https://www.farm-equipment.com/articles/12771-starting-anew-to-fill-a-product-gap Woodford Equipment Traditional Dealerships Setting Up Separate Entities to Sell Shortline Equipment mlessiter@lesspub.com 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. http://www.farm-equipment.com/articles/10268 Mon, 21 Mar 2016 00:00:00 -0400 https://www.farm-equipment.com/articles/10268-alternative-distribution-traditional-dealerships-setting-up-separate-entities-to-sell-shortline-equipment Flaman shortlines Selling Shortline Machinery to Generate Trade-Ins — A Symbiotic Relationship jelftman@lesspub.com 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. http://www.farm-equipment.com/articles/12690 Mon, 07 Mar 2016 09:01:00 -0500 https://www.farm-equipment.com/articles/12690-selling-shortline-machinery-to-generate-trade-ins-a-symbiotic-relationship Ron Harmon exterior of Big Equipment