Mike Lessiter

Special Report: After the Ink Dries

Appoint an Integration Manager

By Mike Lessiter posted on June 11, 2016 | Posted in Best Practices, Department Management

Consultant Michael O’Connor stresses that an acquisition should have an “integration manager” to run point on a process that could take 3 months to a year.

Special Report: After the Ink Dries

5-Point Plan for First 100 Days

By Mike Lessiter posted on June 11, 2016 | Posted in Best Practices, Department Management

Farm Equipment asked consultant Floyd Jerkins what specific advice he’d give a dealer on what to do in his first 100 days after inking a deal. To Jerkins, it’s about stabilization, integrating controls and processes, and addressing financial shortcomings.

To the Point

Another Major Line No Longer Mere Talk

By Mike Lessiter posted on June 11, 2016 | Posted in Manufacturer & Dealer Issues

To complement this SHOWCASE’s report on what happens after the ink dries on a dealer acquisition (Dealer Acquisitions Report), I’d been exploring the major lines’ resources, checklists and protocols to help dealers integrate newly acquired stores. With the exception of John Deere (declined to participate), the majors supported the topic and cooperated with materials.

Special Report: After the Ink Dries

One Dealership’s ‘Acquisition Journal’

New manager Davin Peterson recalls the first few months following an acquisition — in which he was getting to know both parties.

By Mike Lessiter posted on June 11, 2016 | Posted in Best Practices, Operations & Finance

Davin Peterson joined California-based Kern Machinery Inc. (KMI) in April 2015 in advance of the acquisition of Hollingsworth Inc., a 3-store John Deere dealer group with stores in Ontario and Burns, Ore., and Weiser, Idaho, that would be renamed Camp Equipment.

Special Report: After the Ink Dries

Consultants Offer ‘Post-Deal’ Insights

Professional management advisors share top tips on how to integrate store cultures, operations and systems on ‘Day 1’ of an acquisition.

By Mike Lessiter posted on June 11, 2016 | Posted in Best Practices, Department Management

You know that you’ve got a complex subject when a canvassing of experts stirs up an array of answers to identical questions, even from professionals in the same organization.

To The Point: Another Major Line No Longer Mere Talk

By Mike Lessiter posted on June 11, 2016 | Posted in Manufacturer & Dealer Issues

To complement this SHOWCASE’s report on what happens after the ink dries on a dealer acquisition (Dealer Acquisitions Report), I’d been exploring the major lines’ resources, checklists and protocols to help dealers integrate newly acquired stores. With the exception of John Deere (declined to participate), the majors supported the topic and cooperated with materials. Their viewpoint seemed a fitting introduction for this month’s “To the Point” column.

Deere-Hagie News Shows 180-Degree Changes Can Come Quickly

By Mike Lessiter posted on April 1, 2016 | Posted in Manufacturer News

I was out at the Wisconsin Public Service Farm Show when I heard the big news that John Deere had acquired majority ownership of self-propelled sprayer manufacturer Hagie Manufacturing, Clarion, Iowa. Hagie's sprayers, which followed the direct-to-farmer model for most of its 70 years, will, over the next 15 months, be distributed through to Deere’s strong network.

Sponsored Content: Success in Shortline Machinery

Traditional Dealerships Setting Up Separate Entities to Sell Shortline Equipment

By Dave Kanicki and Mike Lessiter posted on March 21, 2016 | Posted in Manufacturer & Dealer Issues, Niche Equipment Markets

A mainline dealer whose shortline business is critical to success sets up a separate location to quiet the major about the competitive attention at the primary location. The idea has also been talked about as a hedge move to protect a dealership whose contract or future transition of that contract could be questionable.

Precision Farming Dealer Summit

Internal Management Challenges Still to Solve for Sustainable Precision Farming Service Plans

By Mike Lessiter posted on March 12, 2016 | Posted in Precision Ag Sales & Service

Jason Pennycook, precision specialist at Johnson Tractor (4 stores in Wisconsin and Illinois), says Johnson is still working on the internal management issues, including how service plans are billed, who is responsible and how to get all locations on the same page, as many farmers will use one or more stores. “We’re working on ways to make sure every service manager at every store knows when a farmer is on a service plan so he doesn’t get billed incorrectly.”

PFD Summit: Johnson Tractor’s Advice on Precision Service Plans

By Mike Lessiter posted on March 12, 2016 | Posted in Precision Ag Sales & Service

Jason Pennycook, precision specialist, Johnson Tractor, Janesville, Wis., has had 3 years of precision service plan experience. Johnson Tractor offers a basic (phone support and training class) and a premium (also including onsite visit). Other individual packages include precision training on-farm, spring planter checkups and yield monitor checkups.

Articles by Mike Lessiter

Appoint an Integration Manager

5-Point Plan for First 100 Days

Another Major Line No Longer Mere Talk

One Dealership’s ‘Acquisition Journal’

Consultants Offer ‘Post-Deal’ Insights

To The Point: Another Major Line No Longer Mere Talk

Deere-Hagie News Shows 180-Degree Changes Can Come Quickly

Traditional Dealerships Setting Up Separate Entities to Sell Shortline Equipment

Internal Management Challenges Still to Solve for Sustainable Precision Farming Service Plans

PFD Summit: Johnson Tractor’s Advice on Precision Service Plans

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