Leadership Lessons

Experience: Benefit or Liability to Future Proof Your Dealership?

Thu, 21 May 2026 00:00:00 -0400

For this ‘Leadership Lesson’, let’s look at how experience impacts the future of a business. My career path has led me into many businesses and many roles. Each step on the path brought new and challenging opportunities.

Planning for the Future Requires Getting Back to Relationship Basics

Bill.Hoeg@MachineryAdvisors.org — Fri, 10 Apr 2026 00:00:00 -0400

Everyone says our business depends on relationships. As we prepare for the future, will that change? The answer is no — but our focus must evolve.

Jim Irwin and 'Old-School' Leadership

mlessiter@lesspub.com — Tue, 31 Mar 2026 00:00:00 -0400

What dealers want from the executives they answer to at their major-line is simple and straightforward.

Future-Proofing Your Dealership

Tue, 03 Mar 2026 00:00:00 -0500

Business advisors use the term “future proofing” to describe the discipline organizations need to prepare for generational success — economically, technologically and culturally.

Why Do I Need a Budget? Prepare for No Surprises

leo.johnson@machineryadvisors.org — Tue, 13 Jan 2026 00:00:00 -0500

If you haven’t yet put together a budget for 2026, it’s not too late … and I would highly recommend you start as soon as you’re done reading this article.

Tried & True Insights Into Equipment Dealerships

Wed, 08 Oct 2025 00:00:00 -0400

Why do we use these common, everyday phrases that are so obvious they are almost not worth saying? And what are similar truisms that have been used for a long time in a dealership?

Be Humble in the Face of Adversity

Wed, 20 Aug 2025 00:00:00 -0400

With tighter margins, your leadership style can either deepen a business crisis or it can be a vital source of stability.

Adapting & Thriving Amid Uncertainty

Wayne@wbglobalservices.com — Tue, 01 Jul 2025 00:00:00 -0400

Navigating uncertain market conditions has become the new normal for ag equipment dealers. While turbulence brings challenges, it simultaneously creates unique opportunities for dealerships agile enough to adapt swiftly and strategically.

Ag Industry Veteran: Can It Happen Again?

leo.johnson@machineryadvisors.org — Fri, 09 May 2025 00:00:00 -0400

I started my farm equipment career during the Gerald Ford administration. Things were rockin’ during those 3 years (1975-78). Fresh out of college with a business degree, I went to work as a commissioned salesperson

Take Action to Improve Processes in Downturn

Bill.Hoeg@MachineryAdvisors.org — Wed, 26 Feb 2025 00:00:00 -0500

Fortunately, or unfortunately, I have been through 5 major economic downturns that have been more severe than the current one we face.

Competitive, Sustainable Businesses Are C.H.E.a.Ters

Russ.Green@machineryadvisors.org — Tue, 25 Feb 2025 00:00:00 -0500

In our strategic business planning, we often discuss how today’s sustainable businesses are cheaters. Don’t let the title of this article fool you.

How Developing Leadership is Like Building a Grain Bin

Wed, 05 Feb 2025 00:00:00 -0500

What we learn through experiences forges our understanding and beliefs. For me, a core lesson about leadership comes from building grain bins.

Revolutionizing Support Using Military-Style Logistics

Wed, 11 Dec 2024 00:00:00 -0500

In my experience with farm equipment dealerships, there seems to be little discussion about logistics, logistics planning or logistics support analysis, despite the immense pressure that dealerships and technicians face during planting and harvesting seasons.

In Turbulent Times, Seek Stability by Adapting and by Seizing Opportunities

Thu, 10 Oct 2024 00:00:00 -0400

The current downcycle will test dealer leaders, particularly newer untested leaders and managers, who must also deal with the turbulence and uncertainty of new technologies, generational changes, and the economy.

Preparing Subordinates for Future Leadership Roles

casey.seymour@movingironllc.com — Tue, 08 Oct 2024 00:00:00 -0400

In today’s rapidly evolving business landscape, nurturing future leaders from within the organization is vital for long-term success.

How Big is Too Big?

leo.johnson@machineryadvisors.org — Tue, 03 Sep 2024 00:00:00 -0400

In the farm, outdoor power or construction equipment (CE) retail dealership business, one critical demographic is the number of stores you operate.

How Big is Too Big?

leo.johnson@machineryadvisors.org — Wed, 31 Jul 2024 11:49:51 -0400

While the number of locations doesn't necessarily indicate total revenue or profitability, it's the most visible growth indicator.

Who Packed Your Parachute? Tasks, Trust & Talent to Build the Best Teams

Wed, 27 Mar 2024 15:16:55 -0400

Dealerships are built on teamwork. And as a leader, you may not always know who and what contributes to your success. You can learn from others to build great teams to be the employer of choice. You can also learn from those who aren’t so great.

Leaders Stand at the Front of the Boat

Russ.Green@machineryadvisors.org — Wed, 28 Feb 2024 00:00:00 -0500

As a leader, you are likely part of developing your company’s vision, mission and corporate values, often with your board.

How to Challenge Dealership Sales, Service & Parts Stereotypes

Wed, 27 Sep 2023 00:00:00 -0400

This article will explore 3 specific moments of truth in sales, service and parts. Leaders should actively coach different behaviors and explain the reasons why.

A Labor Day Message: What Work Has Taught Me…

mlessiter@lesspub.com — Sun, 03 Sep 2023 00:00:00 -0400

This morning, as part of a Labor Day message at church (“The Parable of the Workers in the Vineyard,” Matthew 20), our pastor recapped the jobs he had in his lifetime. It spurred a conversation with my 17-year-old, Hayden, as he starts his senior year of high school.

Revolutionizing Support Using Military-Style Logistics

Tue, 22 Aug 2023 12:05:43 -0400

Integrated Logistics Support (ILS) — a unified, iterative process that establishes the support of a capital asset, such as a piece of equipment — encompasses service manuals, test equipment, tools, training, stocking of parts, computer resources, facilities and transportation based on the equipment’s reliability and maintainability.

Flying Your Dealership to New Heights

Russ.Green@machineryadvisors.org — Wed, 24 May 2023 00:00:00 -0400

Have you ever seen the cockpit of a commercial airplane and noticed the instrument cluster that the captain and co-pilot monitor? Most commercial planes have over 100 instrument clusters or dials to guide the pilots’ actions.

Add Equity Engineering to Your Strategic Planning for a More Stable & Sustainable Dealership

Mon, 03 Apr 2023 00:00:00 -0400

What is equity engineering?

Lessons Learned: From Athlete to Business Leader

mlessiter@lesspub.com — Fri, 31 Mar 2023 00:00:00 -0400

What lessons learned from your sports-playing days do you use and leverage daily in the farm equipment business? What traits and skills do you find come more naturally by those who competed on the court and fields, even if many years ago?

Prepare for Turbulent Times by Protecting Your People

Sat, 04 Mar 2023 06:00:00 -0500

The Leadership Lessons here come from 3 overlapping ideas.

Billing Cycle is Your Airspeed to Pilot Through Triumph & Turbulence

Sat, 04 Feb 2023 00:00:00 -0500

Pilots live and breathe by the dial that indicates the speed at which their aircraft slices through the air. The airspeed indicator is the most crucial flight instrument for any pilot.

Think Like a Pilot for Stability & Sustainability

Mon, 19 Dec 2022 00:00:00 -0500

The Leadership Lessons theme for 2023 is how to build stable and sustainable dealerships that adapt to accelerating change. The advisors at Machinery Advisors Consortium (MAC) think it vital for dealership leaders to prepare for times of turbulence.

Anticipating the Dealership of the Future

Mon, 03 Oct 2022 00:00:00 -0400

You’ve probably seen the movie trilogy Back to the Future. There’s no point in telling you the story, but just like in the movie, if we had a time machine, we could influence the present through our actions from the past and change our future through our actions of the present.

Got Engagement?

Bill.Hoeg@MachineryAdvisors.org — Sun, 28 Aug 2022 00:00:00 -0400

I often see the lack or fear of delegation when working with dealers. Usually, it’s because the owner/leader is a “Doer” and feels it takes too long to get things done or doesn’t feel comfortable in managing or developing their people.