Farm Equipment is pleased to announce that management consultant Dr. Jim Weber is joining the magazine as a regular columnist.

Dr. Weber’s new column, “The Business of Selling,” will debut in the October/November issue of Farm Equipment.

The premise of the new column is, “Nothing happens until you sell something. Everything else is preparation.”

The mission of the column is to provide ag equipment dealer-principals and departmental managers with insight and tools they need to expand the sales knowledge and effectiveness of their teams, while also raising the professional level of their staffs through quantitative methods to monitor progress and results.

Dr. Weber has been a management consultant to the agricultural, construction and outdoor power equipment industries for over 30 years. During that period, he has trained more than 2,000 dealers throughout the U.S., Canada, England, France, South Africa, Australia and New Zealand.

He has also conducted seminars for over 500 parts and service managers throughout the world and has impacted over 1,000 retail salesmen in the agricultural industry. Consulting clients include AGCO, A&I, A.O. Smith, Case IH, Case Construction, Caterpillar, DMI, International Harvester, John Deere, LBX, Massey Ferguson, New Holland, Reinke Manufacturing and Westfalia Surge.

Along with training and speaking, Dr. Weber has provided on-site consultation to over 300 dealers of all brands ranging in size between $2.5 million and $1 billion.  

Between November 1993 and April 2010, Dr. Weber was the business editor for Equipment Dealer magazine, where he authored over 170 articles on the subjects of dealership cash flow, product support and dealership planning.