In this information packed panel, dealers will discuss the compensation plans that have worked or haven’t, why they choose that plan and the results. This session delivers ideas you can consider implementing right away.

Ryan Polete, H&R Agri- Power, Hopkinsville, Ky. (2016 Best-in-Class dealership) — Polete has been with H&R Agri-Power since 2002, starting as an outside sales representative. Since then he’s filled the roll of regional sales manager and since 2014 as been the used equipment manager for the entire 18-store operation, while maintaining sales management responsibilities for the southern region. He’s played a large roll in implementing the Case IH dealerships compensation plan, which is designed to reward achievement in 4 major categories that are set by each salesperson in their annual budget. They include: individual budgeted margin goal, individual used equipment turn, individual unit goal, and CRM utilization.

“We also utilize an inventory reserve process that holds a portion of margin from each deal in a reserve account for each salesperson. Each account can be taken to margin for the salesperson and store if a 3.75 inventory turn or greater is maintained with no unit being over 365 days in inventory. The payout on this system is quarterly, which keeps the sales staff engaged,” Polete says. Making the trading salesperson responsible for their individual trades and rewarding high turns has helped H&R maintain a used equipment turn consistently over 3.00, and achieve $350 million in revenues in 2018.

Fred Titensor is the chief operating officer and 4th…