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Dr. Jim Weber
Business of Selling

Dealership Culture and Sales Performance

By Dr. Jim Weber posted on June 10, 2011
More than replacing non-performers or hiring overachievers, the success of the sales department is really a manifestation of the dealership culture that is in place and the psychological climate that permeates the department. Unlike other meaningful departmental benchmarks, however, dealership culture and sales department climate defy easy explanation and routine and repetitive calculation.
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From the Desk of Dave Kanicki

A Lot of Room to Grow for Farmers and Dealers

By Dave Kanicki posted on May 2, 2011 | Posted in Precision Ag Sales & Service
I’m not sure if no-till farmers are any different than growers who utilize conventional tillage practices. But assuming most farmers are pointed in the same direction when it comes to using precision farming technologies, dealers should recognize that there’s still a lot of room for growers to grow. Which means there’s a lot of room for dealers to grow sales.
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Dr. Jim Weber
Business of Selling

Replacing Non-Performers: Part 2

By Dr. Jim Weber posted on April 8, 2011
Once the non performers have been identified as outlined in last months column, the next step in improving the overall efficacy of a sales department in a modern day equipment dealership is to replace those under-performing order takers with existing or potential field marketers.
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From the Desk of Dave Kanicki

'Too Busy' to Be Recognized for Accomplishments

By Dave Kanicki posted on April 4, 2011 | Posted in Best Practices
Following up with our Dealership of the Year nominations last week, I had the opportunity to speak with a couple of dozen dealers. The good news is that nearly every dealer I talked with is busy. The bad news is nearly every one of those dealers is too busy.
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George Russell
Planning for Profits

Benchmark Your Service Personnel Costs

By George Keen and George Russell posted on March 10, 2011
The single biggest personnel cost in a farm equipment dealership is in the service department. Of course, most dealerships will have more personnel in service than other departments. But if this cost is more than 20% of your service revenues, you need to closely examine it to determine if some things are out of line.
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Precision Specialist Comes to the Rescue on First Day of Planting

Precision Specialist Comes to the Rescue on First Day of Planting

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