[Video] Selling Technology & Autonomy

Skip Klinefelter, Linco Precision, El Paso, Ill.— With the industry seeing exponential growth in technology offerings available to growers, understanding how to position advancements like autonomy is key. Skip Klinefelter, owner of independent dealership Linco Precision, explains his dealership’s innovative approaches to selling technology and how you can adapt their techniques to your own business. 

Klinefelter, whose last appearance earned him the highest dealer-delivered general session presentation, presents a unique perspective as both a high-acreage farmer and dealership owner and what machinery dealer execs need to know about the many precision opportunities and competitive models.

Klinefelter began adopting precision farming technology 17 years ago on his own 3,100-acre farm. Quickly frustrated with dealers’ lack of technical support, he became a shortline dealer himself with Linco Precision. In the summer of 2022, Linco Precision joined forces with Bottom Line Solutions to form one of the largest precision farming sales and service companies in the Midwest. Last September, the company acquired the assets of another precision tech business in Ithaca, N.Y., and assumed the challenge of managing and integrating noncontiguous dealer geographies. 

“Technology isn’t just changing what dealers are selling; it’s also changing the type of talent you need on your…