Industry News

To the Point: Stuck in the Middle...

For our special management report on preparing for ag cycle changes (starting on p. 86), our staff's research took us to dealers, economists and independent consultants. One interview was particularly fascinating as the conversation quickly veered to internal factors. More specifically, it was a declaration that no variable, not the weather, Farm Bill, interest rates, trade policies nor commodity prices, is of greater importance to dealers' future than the things they directly control.
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Special Report

How Dealers Deal with Ag's Business Cycles

With the exception of 2009 — a year that, in retrospect, wasn’t all that bad for sales of farm machinery — dealers have experienced 5 remarkable years of consistently strong unit sales. This has surprised many dealers, even the most optimistic ones. A Colorado dealer told Farm Equipment recently, “I’ve lived through two bad cycles (in the 1980s and ‘90s) so I’m really enjoying this one.”
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Business of Selling

Nurturing Customer Share

Unprecedented commodity prices that have led to a sustained demand for agricultural equipment over the past 4 years have resulted in two types of regrettable sales techniques. First, because many end-users are flush with cash, many sales people in turn believe they can be successful by just sitting in the dealership and waiting for their next victim to waltz through the door. Unfortunately, this has proven true in many instances. This does not build lasting relationships and will not survive the next downturn, and neither will the sales personnel who engage in such selling techniques.
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Hoober, Inc. Now Open in Ashland & Wakefield

Hoober, Inc., an agricultural equipment dealer with locations in Pennsylvania, Delaware, and Maryland, officially opened two locations in Virginia on June 1 with the conversion of the former Cavalier International stores in Ashland, VA and Wakefield, VA to Hoober, Inc. locations.
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Farm Equipment

Farm Equipment's Dealership Minds: Vanderloop Equipment, Profile of a Successful Dealership

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