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To the Point: What Signs Do You Look For?

By Dave Kanicki posted on April 8, 2013 | Posted in Dealer Succession
Source: dkanicki@lesspub.com
In the last few issues of Farm Equipment, including this one, we've covered dealer succession planning in some depth. One of the concerns expressed by many of those getting ready to step aside is that the new generation that's stepping up into positions of ownership have never been through the really tough times. If you think about it, no one under 46 years old was a working professional during Ag's Great Depression of the 1980s when most dealers couldn't sell their souls to the devil, let alone a tractor to a farmer.
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How to Sell Implement Steering: Accuracy & Payback Guide Emerging Market

By Jack Zemlicka posted on April 8, 2013 | Posted in Precision Ag Sales & Service, Niche Equipment Markets
Many farm equipment dealers with precision farming interests consider auto-steer to be the entry point for customers who want to utilize technology. In many cases, those systems are now standard features on new tractors rolling off the assembly line. The tangible benefits of auto-steer are easily proven through reduced operator fatigue and the ability to maintain a straight path though the fields.
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Sales Training Starts From the Top

Regular communication between the sales manager and the sales team will help in identifying training needs and tracking their progress.
By Kim Schmidt posted on April 8, 2013 | Posted in Department Management
It's a common complaint heard from dealers across North America, "I can't find good techs." However, finding the right sales team can be just as challenging, and is just as important. Keep in mind, the quality of the sales team starts with the quality of the sales management. The better the management, the better the sales team.
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Creating Worthwhile Dealer Events: Combine Clinics

By Kim Schmidt posted on April 8, 2013 | Posted in Dealers on the Move
Keeping farm customers productive and efficient is the goal of every farm equipment dealer. This is particularly true during harvest time. Unfortunately, not all customers are looking far ahead when it comes to getting their equipment ready. A lot of times this is particularly true when it comes to combines. But, you can help them prepare by hosting a combine clinic focused on maintenance and harvest preparation.
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Combine Clinics: Witmers Inc. Eliminates the Distractions

April 8, 2013 | Posted in Dealers on the Move
When Witmers Inc. in Columbiana, Ohio, hosts a clinic, it does its best to ensure the day is free of distractions - for both the customers and the staff. One way they do this is by holding the clinic down the road from the dealership at a local hotel in town. "That way we don't have to deal with the telephones and distractions,"? says Scott Highfield, sales manager.
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Mahindra USA Moves Ahead in Dealer Satisfaction

April 3, 2013 | Posted in Best Practices

Mahindra USA, the number one selling tractor brand in the world based on volume, rises to the number two spot in dealer satisfaction according to the North American Equipment Dealers Association (NAEDA) 2013 Dealer-Manufacturer Relations Survey. In the category of major tractor manufacturers, Mahindra shows significant improvement in overall dealer satisfaction moving up a position in the rankings. Mahindra USA captured the top spot in several categories: Communications with Management, Marketing & Advertising Support and Product Availability.


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RDO Equipment Opens New Vermeer Store in Eugene, Oregon

April 3, 2013 | Posted in Facilities
RDO Equipment Co. announces the company is opening a new Vermeer location in Eugene, Oregon. The new store is located at 4108 W. 11th Ave, Eugene, Ore. and provides Vermeer parts, sales and service. The new location complements the current RDO-Vermeer location in Portland, Ore.
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