Case IH Dealer Network Series Update

ARTICLES

Case IH Announces Jim Walker Retiring

In a March 23 memo to North American Case IH dealers and Case IH employees, Leandro Lecheta and Andreas Klauser announced that Vice President Jim Walker has elected to retire from the company after 11 years. Scott Harris, current Vice President of Case Construction, will transition to Case IH and lead the brand as Vice President in North America.
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Case IH Dealer Network Series Update

A Look at Case IH Network of Tomorrow

<strong>Part 6</strong>: In the final installment of this <em>Farm Equipment</em> series, Case IH executives share a forward-looking view of their network of tomorrow, and how they can help dealers who wish to consolidate.
In a mature industry like farm machinery, consolidation has become something we need to deal with ... just like death and taxes. It’s very much like Darwinism and survival of the fittest. It’s not popular with some dealers, manufacturers nor farmers, but this business is “adapt or die.”
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Case IH Dealer Network Series Update

Case IH Puts Teeth into 'Best Practice' Sharing

<strong>Part 5</strong>: Case IH established a dealer best practices group to open dialog on what works — and doesn’t — in hopes of raising the tide for the entire red network.
During a discussion on where improvement opportunities still exist for both Case IH as a full-line manufacturer and in its dealer network, Melinda Griffin, Case IH Director of Network Development, pointed out a new investment Case IH was making in their dealers in 2018 … a dealer “best practice” group.
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Case IH Dealer Network Series Update

Case IH Clears Air on ‘Brand Purity’ in Dealerships

<strong>Part 4</strong>: While stressing the term ‘brand alignment,’ Case IH dealer network execs open up about a lightning-rod issue — alternative brands in red dealerships — and what they say the spirit of their wording actually means.
Everyone who has ever taken the athletic field or courts has heard a coach bark these famous words ... “It’s not the size of the dog in the fight; it’s the size of the fight in the dog.”
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Case IH Dealer Network Series Update

Case IH Communications & Dealer-to-OEM Decision Making

<strong>Part 3</strong>: Case IH explains its new communication initiatives, and how its re-energized Dealer Advisory Board assists in decisions.
When Lessiter Media acquired Farm Equipment magazine in 2004, editors quickly learned something about its equipment dealer audience. That is, dealers could be madder than hell at their mainline OEM; in fierce, outright opposition to the edicts of the Mother Ship. But when in front of the customer, many will defend and be willing to die on the hill for the brand they represent. It’s not color-specific thing, it’s just the way it is in this business.
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Case IH Dealer Network Series Update

Dealer Rewards for Sustainable Growth

<strong>Part 2</strong>: Case IH executives shed light on the changes in the earned volume bonus the OEM makes available to dealers with the program released last year.
You have heard these words before, or something like them, when it comes to incentive plans. “Some dealers would rather learn their spouse was having an affair than to have their compensation plan changed.” This kind of thing can get a comedic reaction at meetings where dealers are gathered, but you see a lot of head-nodding too.
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Case IH Dealer Network Series Update

Understanding Case IH’s Strategic Plan

<strong>Part 1</strong>: A year after the rollout of the new Case IH strategic plan, Jim Walker, who oversees the entire dealer network, provides perspective on the strategic plan ... and a newly introduced core objective to improve the OEM’s relationship with its dealers.
Last year was a challenging year for virtually everyone in the farm economy, but Case IH dealers as a whole saw unusually high challenges due to being exposed most heavily on the cash crop business, A year after the rollout of the new Case IH strategic plan, Jim Walker, who oversees the entire dealer network, provides perspective on the strategic plan ... and a newly introduced core objective to improve the OEM’s relationship with its dealers.
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