Operations & Finance A look at the business side of selling equipment, including what numbers to measure in your dealership and how successful farm equipment dealers manage absorption, cashflow and inventory turns. https://www.farm-equipment.com/rss en-us Part 1: 2 Time-Proven Traits for Human Capital Success from 2026 Dealership Minds Summit Presenter mlessiter@lesspub.com Part 1 in this series is based on a profile assessment conference call on May 21, 2026 by Bryan Arzani, vice president and co-founder of Results Group and president of Innermetrix North America. The following is his description of key trait indicators from research that he shared before delving into a profile assessment exercise into matching positions to a future candidate. Part 1 in this series is based on a profile assessment conference call on May 21, 2026 by Bryan Arzani, vice president and co-founder of Results Group and president of Innermetrix North America. The following is his description of key trait indicators from research that he shared before delving into a profile assessment exercise into matching positions to a future candidate.

]]> http://www.farm-equipment.com/articles/25469 Thu, 09 Jul 2026 00:00:00 -0400 https://www.farm-equipment.com/articles/25469-part-1-2-time-proven-traits-for-human-capital-success-from-2026-dealership-minds-summit-presenter Cash Management in a Sales Slowdown A sales slowdown doesn’t need to cause panic amongst dealers according to experts at Pinion, an agricultural based accounting and business advisory firm. A sales slowdown doesn’t need to cause panic amongst dealers according to experts at Pinion, an agricultural based accounting and business advisory firm.

]]> http://www.farm-equipment.com/articles/25462 Thu, 09 Jul 2026 00:00:00 -0400 https://www.farm-equipment.com/articles/25462-cash-management-in-a-sales-slowdown The Revenue Signal: The Aftermarket Revenue You Don't Know You're Losing Most equipment dealers can recite their parts and service numbers down to the percentage point. Far fewer can say how much of that revenue is quietly walking out the door. Most equipment dealers can recite their parts and service numbers down to the percentage point. Far fewer can say how much of that revenue is quietly walking out the door.

]]> http://www.farm-equipment.com/articles/25441 Wed, 08 Jul 2026 00:00:00 -0400 https://www.farm-equipment.com/articles/25441-the-revenue-signal-the-aftermarket-revenue-you-dont-know-youre-losing Slower Market, Smarter Deals For many ag equipment dealers, the challenge isn’t just moving iron—it’s protecting profitability in every deal. For many ag equipment dealers, the challenge isn’t just moving iron—it’s protecting profitability in every deal.

]]> http://www.farm-equipment.com/articles/25422 Wed, 01 Jul 2026 00:00:00 -0400 https://www.farm-equipment.com/articles/25422-slower-market-smarter-deals Ag Guard Bundled Deals.png Family Values & Emphasis on Customer Service Drives Success for Messick’s Equipment mvogel@lesspub.com The 9-store Pennsylvania-based Dealership of the Year utilizes several outside-the-box practices and protocols to foster success and positivity. The 2026 Dealership of the Year is brought to you with the support of Associated Equipment Distributors (AED). The 9-store Pennsylvania-based Dealership of the Year utilizes several outside-the-box practices and protocols to foster success and positivity. The 2026 Dealership of the Year is brought to you with the support of Associated Equipment Distributors (AED).

]]> http://www.farm-equipment.com/articles/25427 Mon, 29 Jun 2026 00:00:00 -0400 https://www.farm-equipment.com/articles/25427-family-values-and-emphasis-on-customer-service-drives-success-for-messicks-equipment DOY-Messicks_FE_0726_1.jpg Members of the Messick family include (L-R) Bob, Bryan, Scott, Neil, Lucas, Ken and Kevin. The family has run the dealership for 3 generations since Merville and Marlin Messick opened the first store in 1952. Messick’s Equipment General Session: Metrics & Benchmarks that Maximize Your Service Parts Inventory ROI Dean Devore, general manager of Parts Academy, shares 4 operational ideas that will maximize your parts inventory ROI. Dean Devore, general manager of Parts Academy, shares 4 operational ideas that will maximize your parts inventory ROI.

]]> http://www.farm-equipment.com/articles/25394 Thu, 18 Jun 2026 10:00:00 -0400 https://www.farm-equipment.com/articles/25394-general-session-metrics-and-benchmarks-that-maximize-your-service-parts-inventory-roi Dean Devore.png Compeer Financial Collaborates with PepsiCo to Provide Strip-Till Equipment Financing Compeer Financial is teaming up with PepsiCo and other industry partners to offer a pilot leasing program for strip-till equipment, helping offset upfront financial costs for farmers implementing soil conservation practices on their farms. http://www.farm-equipment.com/articles/25385 Thu, 11 Jun 2026 08:00:00 -0400 https://www.farm-equipment.com/articles/25385-compeer-financial-collaborates-with-pepsico-to-provide-strip-till-equipment-financing Compeer Strip-Till.png Diversifying Revenue Streams: Exploring Rental as a New Profit Center for Ag Dealers [Webinar] Join Preston McGhee, Corporate Rental Director at James River Equipment, for a practical conversation on what it really takes to build rental into a dealership.

Join Preston McGhee, Corporate Rental Director at James River Equipment, for a practical conversation on what it really takes to build rental into a dealership.




]]> http://www.farm-equipment.com/articles/25243 Wed, 13 May 2026 18:00:00 -0400 https://www.farm-equipment.com/articles/25243-diversifying-revenue-streams-exploring-rental-as-a-new-profit-center-for-ag-dealers-webinar VitalEdge Technologies logo.png AGCO Reports Q1 2026 Increased 14.3% AGCO reported net sales of $2.3 billion for the first quarter ended March 31, 2026, an increase of 14.3% compared to the first quarter of 2025. http://www.farm-equipment.com/articles/25297 Fri, 08 May 2026 00:00:00 -0400 https://www.farm-equipment.com/articles/25297-agco-reports-q1-2026-increased-143 ROI on Coverage: Understanding the Real Return of Value Dane@agguard.com When dealers talk about return on investment (ROI) on coverage, they are rarely referring to ROI in the traditional financial sense. In practice, the conversation is about the value created by the investment. When dealers talk about return on investment (ROI) on coverage, they are rarely referring to ROI in the traditional financial sense. In practice, the conversation is about the value created by the investment.

]]> http://www.farm-equipment.com/articles/25246 Fri, 01 May 2026 00:00:00 -0400 https://www.farm-equipment.com/articles/25246-roi-on-coverage-understanding-the-real-return-of-value From Growth to Guardrails: Cash Management in a Sales Slowdown [Webinar] Learn how equipment dealers can manage cash in a sales slowdown with guidance from Pinion. Explore strategies to protect equity, improve liquidity, and make stronger financial decisions in 2026.

Learn how equipment dealers can manage cash in a sales slowdown with guidance from Pinion. Explore strategies to protect equity, improve liquidity, and make stronger financial decisions in 2026.




]]> http://www.farm-equipment.com/articles/25185 Thu, 23 Apr 2026 17:00:00 -0400 https://www.farm-equipment.com/articles/25185-from-growth-to-guardrails-cash-management-in-a-sales-slowdown-webinar Preview of the Inaugural Ag Equipment Intelligence Executive Summit [Webinar] Lessiter Media’s President & CEO, Mike Lessiter, shares a preview of the inaugural, invitation-only Ag Equipment Intelligence Executive Summit that will be held just outside of Chicago-O’Hare airport on May 19-20, 2026. http://www.farm-equipment.com/articles/25220 Tue, 21 Apr 2026 10:30:00 -0400 https://www.farm-equipment.com/articles/25220-preview-of-the-inaugural-ag-equipment-intelligence-executive-summit-webinar AEI_Executive-Summit-Logo-2026-.png The Modern Service Department: Faster Turns, Higher Margins [Webinar] Discover how to boost service department efficiency, eliminate workflow breakdowns, and unlock higher labor revenue with proven strategies from Clint Sanders, Director of Sales at DIS. DIS.]]> http://www.farm-equipment.com/articles/25127 Thu, 09 Apr 2026 15:00:00 -0400 https://www.farm-equipment.com/articles/25127-the-modern-service-department-faster-turns-higher-margins-webinar DIS-Logo_4c.png 2026 Dealership Minds Summit Speaker Program Released Focused on the theme of “Maximizing Operational ROI,” the 2026 Summit provides dealers with everything they need to know to magnify their best practices and drive operational excellence in an uncertain market. http://www.farm-equipment.com/articles/25180 Mon, 06 Apr 2026 00:00:00 -0400 https://www.farm-equipment.com/articles/25180-2026-dealership-minds-summit-speaker-program-released DMS-Cover-_0426.png One Click Won't Fix It: The Parts Availability Problem Ag Equipment Can't Keep Ignoring When Farming Simulator 25 added the MacDon FD2 FlexDraper to its equipment lineup — modelled with impressive accuracy down to how it contours across uneven terrain — I was genuinely curious. So I watched someone play it. When Farming Simulator 25 added the MacDon FD2 FlexDraper to its equipment lineup — modelled with impressive accuracy down to how it contours across uneven terrain — I was genuinely curious. So I watched someone play it. 

]]> http://www.farm-equipment.com/blogs/6/post/25164 Fri, 03 Apr 2026 00:00:00 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/25164-one-click-wont-fix-it-the-parts-availability-problem-ag-equipment-cant-keep-ignoring Ben Groeneveld First-Ever Dealership Minds Summit 'Shark Tank' kschmidt@lessitermedia.com As we prepare the program for the 12th Annual Dealership Minds Summit, being held Aug. 4-5 in Springfield, Ill., I need your help on a new idea for this year's event. As we prepare the program for the 12th Annual Dealership Minds Summit, being held Aug. 4-5 in Springfield, Ill., I need your help on a new idea for this year's event. 

]]> http://www.farm-equipment.com/blogs/6/post/25130 Wed, 25 Mar 2026 09:10:35 -0400 https://www.farm-equipment.com/blogs/6-opinions-columns/post/25130-first-ever-dealership-minds-summit-shark-tank Kim-Schmidt-2023_thumb.jpg Titan Machinery Decreases Equipment Inventory by $122 Million in FY 2026 Titan achieves $206 million cumulative inventory reduction in fiscal 2026, surpassing management's target of $150 million. http://www.farm-equipment.com/articles/25123 Thu, 19 Mar 2026 16:39:17 -0400 https://www.farm-equipment.com/articles/25123-titan-machinery-decreases-equipment-inventory-by-122-million-in-fy-2026 SATISFYD Releases 2026 Customer & Employee Experience Benchmark Report for Dealers This year’s data shows overall Net Promoter Score (NPS) declined from 80 to 77, following several years of relative stability.

]]> http://www.farm-equipment.com/articles/25112 Mon, 16 Mar 2026 11:05:39 -0400 https://www.farm-equipment.com/articles/25112-satisfyd-releases-2026-customer-and-employee-experience-benchmark-report-for-dealers AI’s Potential for Ag Machinery Manufacturers Baird analyst Mircea (Mig) Dobre said that the firm views AI as a potential disrupter for business models built on information access and digital products. Baird analyst Mircea (Mig) Dobre said that the firm views AI as a potential disrupter for business models built on information access and digital products.

]]> http://www.farm-equipment.com/articles/25106 Thu, 12 Mar 2026 00:00:00 -0400 https://www.farm-equipment.com/articles/25106-ais-potential-for-ag-machinery-manufacturers Farm Equipment Announces Theme of 2026 Dealership Minds Summit The 2026 Dealership Minds Summit in Springfield, Ill., will focus on the theme of “Maximizing Operational ROI.” The 2026 Dealership Minds Summit in Springfield, Ill., will focus on the theme of “Maximizing Operational ROI.”

]]> http://www.farm-equipment.com/articles/25061 Wed, 04 Mar 2026 16:36:18 -0500 https://www.farm-equipment.com/articles/25061-farm-equipment-announces-theme-of-2026-dealership-minds-summit Future-Proofing Your Dealership Business advisors use the term “future proofing” to describe the discipline organizations need to prepare for generational success — economically, technologically and culturally. Business advisors use the term “future proofing” to describe the discipline organizations need to prepare for generational success — economically, technologically and culturally.

]]> http://www.farm-equipment.com/blogs/6/post/25088 Tue, 03 Mar 2026 00:00:00 -0500 https://www.farm-equipment.com/blogs/6-opinions-columns/post/25088-future-proofing-your-dealership Driving Dealership Absorption Tips & tactics to help dealers reduce reliance on equipment sales, improve financial stability & strengthen resiliency during challenging times Tips & tactics to help dealers reduce reliance on equipment sales, improve financial stability & strengthen resiliency during challenging times

]]> http://www.farm-equipment.com/articles/25079 Tue, 03 Mar 2026 00:00:00 -0500 https://www.farm-equipment.com/articles/25079-driving-dealership-absorption George-Keen-Wise-Wolf-Consulting.jpg George Keen, Wise Wolf Consulting, says focusing on absorption and becoming a high-profit dealer requires consistent commitment. Jeff lazewski Are We In for Another Wild Ride? kschmidt@lessitermedia.com Last year was like being on a roller coaster that you didn’t want to ride in the first place. And so far, the news cycle in 2026 appears to be extending the ride. Last year was like being on a roller coaster that you didn’t want to ride in the first place. And so far, the news cycle in 2026 appears to be extending the ride. 

]]> http://www.farm-equipment.com/blogs/6/post/25075 Mon, 02 Mar 2026 00:00:00 -0500 https://www.farm-equipment.com/blogs/6-opinions-columns/post/25075-are-we-in-for-another-wild-ride Kim-Schmidt-2023.jpg Kim Schmidt, Executive Editor 2026 Equipment Financing Outlook As producers move through 2026, margin pressure is reshaping capital investment decisions across agriculture. This content is brought to you by AgDirect. AgDirect.]]> http://www.farm-equipment.com/articles/25068 Sun, 01 Mar 2026 00:00:00 -0500 https://www.farm-equipment.com/articles/25068-2026-equipment-financing-outlook 20219_agdir_farm-equip-sponsored-content_700x450.jpg Financial Guideposts Signal the Road to Success or Failure Dealers who keep their attention on profits only won't know what to look for as their businesses slip away. Dealers who keep their attention on profits only won't know what to look for as their businesses slip away.

]]> http://www.farm-equipment.com/articles/25013 Wed, 11 Feb 2026 00:00:00 -0500 https://www.farm-equipment.com/articles/25013-financial-guideposts-signal-the-road-to-success-or-failure Ron-Birkey-2004.jpg Ron Birkey is president and CEO of Birkey's, an equipment dealership established in 1954 in Fisher, IU. He moved into the leadership position in 2000 after working for the company since 1977. Now based in Rantoul, Iu., the $100 million company has 250 employees and four divisions operating at eight Case IH and New Holland equipment stores, two Case Construction locations and a DaimlerChrysler dealership. The business also has responsibility for Jacobsen golf and turf products in central Illinois. Birkey is a past president of the Case IH National Dealer Council. Dealers Report Improved Precision Sales & Service Numbers in 2025 nnewman@lessitermedia.com 2026 sales outlook looks solid with 42% forecasting at least 2-7% bump, according to Precision Farming Dealer Benchmark Study 2026 sales outlook looks solid with 42% forecasting at least 2-7% bump, according to Precision Farming Dealer Benchmark Study

]]> http://www.farm-equipment.com/articles/24987 Wed, 11 Feb 2026 00:00:00 -0500 https://www.farm-equipment.com/articles/24987-dealers-report-improved-precision-sales-and-service-numbers-in-2025 PFD-Benchmark-Survey_FE_0226-Precision-Farming-Sales-&-Service-Revenue-Growth-Comparison.jpg Nearly half of dealers surveyed reported an increase in precision sales & service revenue in 2025, compared to only 27% who reported an increase in 2024. Source: Precision Farming Dealer Benchmark Study Art's Way Reports Ag Products Sales Decline 13% in 2025 Marc McConnell, the Company's President, CEO, and Chairman, reports, "Despite another year of significant market challenges and uncertainty, I am pleased with the progress we made as a company in 2025 building the Company for future growth in both business units." Marc McConnell, the Company's President, CEO, and Chairman, reports, "Despite another year of significant market challenges and uncertainty, I am pleased with the progress we made as a company in 2025 building the Company for future growth in both business units."

]]> http://www.farm-equipment.com/articles/24982 Mon, 09 Feb 2026 12:51:35 -0500 https://www.farm-equipment.com/articles/24982-arts-way-reports-ag-products-sales-decline-13-in-2025 Arts Way Earnings Report Fiscal 2025.png Purdue Ag Barometer Shows Sharp Decline in Farmer Confidence January survey results reveal growing concern over farm finances, exports, and debt levels as producers head into 2026 with a more cautious outlook. http://www.farm-equipment.com/articles/24961 Tue, 03 Feb 2026 00:00:00 -0500 https://www.farm-equipment.com/articles/24961-purdue-ag-barometer-shows-sharp-decline-in-farmer-confidence Figure1-2048x1486.jpg Why Do I Need a Budget? Prepare for No Surprises leo.johnson@machineryadvisors.org 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.

]]> http://www.farm-equipment.com/blogs/6/post/24908 Tue, 13 Jan 2026 00:00:00 -0500 https://www.farm-equipment.com/blogs/6-opinions-columns/post/24908-why-do-i-need-a-budget-prepare-for-no-surprises Leo-Johnson.jpg Farmer Sentiment Drifts Lower As Trade Uncertainty Hangs Over Agriculture Farmer sentiment weakened slightly in December as the Purdue University-CME Group Ag Economy Barometer Index dropped just 3 points in December to a reading of 136. http://www.farm-equipment.com/articles/24909 Mon, 12 Jan 2026 00:00:00 -0500 https://www.farm-equipment.com/articles/24909-farmer-sentiment-drifts-lower-as-trade-uncertainty-hangs-over-agriculture Figure1-2048x1486.jpg