Industry News

The Business of Selling

Record Farm Income and Impending Dealership Failure

When the final count for 2010 is complete, the amount of harvested corn could be an all time record; and at a minimum, the recent harvest should rank in the top five years of harvested corn with the other top five years coming from the preceding four years. With five years of record production, one would expect supplies to be high, and demand to be slowing. But just the opposite is occurring.
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Dealership Minds

How Incentives Should Work

Birkey’s Farm Stores believes that rewarding performance should go beyond the sales department and should also go beyond being just another way to get paid. At least that’s the way Mark Foster, Ag Division manager sees it.
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Dealership Minds

Establishing 'Long-Term' Market Value

When customers see a dealer as a source of information, the perceived value of the dealer increases. Customers want a great price on equipment, but they also want the knowledge to support and stand behind that equipment.
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Dealership Minds

It Takes the ‘Right Stuff'

Mike Carley says one of the keys to the success at the Gibson City Birkey’s Farm Store is having the right people in place in key positions. But what makes those people the right people?
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