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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.

ARTICLES

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Conversations in Ag

2 Industries, 1 Problem: Recruiting Technicians

Former teacher Richard Dugan and Ryan Goertzen, a former college president and current vice president of maintenance workforce development for AAR Corp., a global aerospace company based in Chicago with 60 locations worldwide, sat down during the Equipment Dealers Assn. 2019 Workforce Development Summit in Louisville, Ky., to compare notes on their challenges — and successes — in hiring technicians.
By Kim Schmidt posted on December 20, 2019 | Posted in Best Practices, Dept. Management
Former teacher Richard Dugan and Ryan Goertzen, a former college president and current vice president of maintenance workforce development for AAR Corp., a global aerospace company based in Chicago with 60 locations worldwide, sat down during the Equipment Dealers Assn. 2019 Workforce Development Summit in Louisville, Ky., to compare notes on their challenges — and successes — in hiring technicians.
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Conversations in Ag

Avoiding Hefty Fines When Doing Business Out of State

A changing landscape of state and municipal legislation regarding collecting and remitting out-of-state sales and income taxes could cost you if you don’t comply.
By Kim Schmidt posted on December 13, 2019 | Posted in Best Practices, Dept. Management
Rex Collins, principal at HBK CPAs & Consultants, and Tim Berman, a former dealership owner who is now innovation manager at Constellation Software, discussed the issue when they met up recently at GIE+Expo in Louisville, Ky.
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Van Wall Equipment’s Formula for Clear Sales Strategy

By Don Van Houweling posted on October 26, 2019 | Posted in Best Practices, Dept. Management
There is no secret sauce to success that will work for every dealership, every time. Each dealership is unique and operates in a distinctive geography with different customers who each have their own individual needs, goals and business objectives. At Van Wall, we have found a formula that works best for us, and one that I think is scalable and work at any level.
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H&R Agri-Power’s Sales Comp Plan

By Mike Lessiter posted on October 25, 2019 | Posted in Best Practices, Dept. Management
Ryan Polete, sales manager at H&R Agri-Power made a profound opening statement about sales compensation and motivations. “What I’m showing is really not a compensation plan that motivates people, but it will push their direction in the right way. That’s about all we can hope for on that. Money,” he says, “should motivate our sales force.”
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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.
Articles

PAGES

Preparing for Sales Success: Hiring & Onboarding

Free eGuide — Preparing for Sales Success: Hiring & Onboarding – Part 3

Free eGuide — Preparing for Sales Success: Hiring & Onboarding – Part 2

Free eGuide — Preparing for Sales Success: Hiring & Onboarding – Part 1

Free eGuide — 5 Compensation Considerations for Your Dealership’s Sales Team

Webinar: 21st Century Equipment's System for People Development, Empowerment

DOCUMENTS AND FILES

eBook: 12 AA Steps: Teaching Leadership

February 22, 2015

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Farm Equipment

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Farm Equipment editors sat down with individuals touching various aspects of agriculture — among them dealers, farmers, manufacturers, economists and consultants — to moderate conversations about the biggest issues impacting the farm equipment industry.

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