Department Management

From sales to the parts department, find information on how each department contributes to the success of your dealership and how to implement new procedures.



Developing Leaders Takes Time but Yields Big Results

Management consultant Zach Hetterick encourages dealerships to cultivate leaders within the organization to improve company culture.

Zach Hetterick wants more people to focus on leadership development within their organization.

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Why Executives Should Train the Next Generation of Leaders

Stotz Equipment’s Tom Rosztoczy shares insights from his dealership’s leadership-development program and explains why building your own program can be the right choice.
Creating your dealership’s next generation of leaders can be a daunting task, regardless of your resources. Coupled with the ongoing labor shortage, it’s more important than ever to keep and grow your key staff into capable and confident leaders.
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Facing Reality: Dealers Must Develop Their Own Home-Grown Talent

Whether your dealership has 1 store or 21 stores, developing your next generation of leaders at all levels is critical for the future success of the business. 

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Leadership Lessons: How Will Your People Take Care of Your Customer? It’s T.E.A.M. (Work)

Here is the inescapable reality: your front-line employees are the direct link between your company and your customers. To achieve your goal to go from good to great, your employees will need the following skills and knowledge, led by you, to establish a company culture centered on your clients. 

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Department Management: Parts

Young’s Equipment Finds Depth in its Parts Department

Doug Pascoe, corporate parts manager for the Case IH dealership, says as the dealership has grown, adding a corporate level to the parts department was necessary. The dealership has put a large focus on recruiting young talent and training its rising stars in the parts department.
As the corporate parts manager, Doug Pascoe’s job — simply put — is to ensure the parts departments at Young’s Equipment’s 9 locations remain profitable. 

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Business Technology Special Report

Finding the Parts Inventory System That’s Right for You

Shoppa’s Farm Supply’s Aftermarket Manager and Parts Inventory Managers break down how they chose their current system and recommend how other dealers make the decision.
Technology in the parts department plays an integral role in the efficiency of a dealership’s aftermarket services. Considering how crucial the ability to quickly and easily understand parts inventory is, the search for the right parts inventory system can be daunting.
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Benchmarking Dealers’ Employee Development

The Western Equipment Dealers Assn. surveyed farm equipment dealers to gauge where the biggest needs for training and development for future leaders lie.

Workforce development has become an increasingly important topic for the farm equipment industry in recent years. While a lot of attention has been given to the challenge of finding and retaining qualified service technicians, the workforce development issue is much larger than that.

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Communicating & Measuring for Success in Service

Anne Blotz, service manager at Ritchie Implement, breaks down how she keeps her department on track and the metrics they use to optimize productivity.

In Cobb., Wis., Anne Blotz, service manager, walks through the service department at Ritchie Implement, a 4-store Case IH and Claas dealer in southwest Wisconsin and Farm Equipment’s 2015 Dealership of the Year. 

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Daniel Surprenant

Daniel Surprenant

Daniel Surprenant has 30 years of experience in dealership training. His training company is Formation Future Inc. He is also a founding member of the Machinery Advisors Consortium.


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Labor-Force Reality: Dealers MUST Develop Their Own Home-grown Talent

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