While clay shooting isn't considered a spectator sport, every editor knows that finding quality resources often means being in the right place, with the right people, at the right time. On a glorious October morning, shaking a lot of hands and asking a handful of questions to gauge dealer sentiment on five hot news items made for an interesting outing with Team Lessiter, a sponsor and participant in the NAEDA Clay Shoot benefitting its Equipment Dealer Foundation. 

No shortage of major news emerging made "checking in on dealer sentiment" a tall order. Hurricane Helene. Port strike. Harvest time. Release of the Purdue market forecast. Right to repair in the spotlight. All emerged on the scene in the course of one week, which, in the spirit of full disclosure, happened to be my first week in this role. And my first clay shoot. 

A mentor once offered this sage advice: You can't expect to know everything right away, but you can know which questions to ask.

I’ve done just that throughout my editorial career. My writing has spanned multiple industries, with deep dive reporting and coverage across a range of specialties — from the use of artificial intelligence (AI) in both radiology and in banking regulatory compliance, to interventional cardiology, sustainability, and more. Armed with experience, and valued guidance from Mike Lessiter and Kim Schmidt, I had plenty of journalistic ammunition. As the event participants were focusing and shooting at their targets, I was focused on digesting the news of the week and deciding in which direction to aim my questions. 

What are dealers hearing from suppliers regarding the port strike, and are there any concerns from a parts standpoint? Do they anticipate seeing year-end tax buying that is seen in typical years? Any response to the morning's news of Senator Warren's letter to John Deere on the right to repair issue? What's known of the impacts of Hurricane Helene? Importantly, finding out what's the most important thing to understand about their business is, always, a top priority. Editors by nature never tire of learning.

Top Tips from NAEDA Dealer Development Leader

To that end, Tom Healy, NAEDA’s Dealer Development Manager, was a great teacher. During the dealer meeting ahead of the clay shoot, he shared the depth and breadth of offerings which he urges members to tap. 

“This organization is one of the most under-utilized resources in your dealership,” noted Healy. He proved that point by providing a thorough overview of the organization, emphasizing the value of its varied programs: Equipment Dealers Foundation, offering scholarships to support a healthy and much-needed technician pipeline; Dealer Institute and its high quality training programs; Industry Relations Task Force, which meets with manufacturers regularly; and the always vital Government Affairs services. Healy offered more, which we’ll be covering in future reports.

Dealer Sentiment

With a good deal of understandable uncertainty on many of these fairly new and likely long-lasting news items, the dealers shared a common feeling of anxious caution. After all, we’re in the throws of harvesting, and a full analysis of crops and impacts is still on the horizon. Discussions with Johnson Tractor, Proven Power and others with whom the rest of the team connected yielded great insight and exhibited the myriad challenges for which dealers contend and manage from sun up to sundown and beyond.

Considering the nearly incomprehensible damage and devastation from Hurricane Helene, this seemed atop many minds. Farms and dealers in North Carolina, in particular, face massive known and as yet unknown challenges. With the exception of one dealer who shared that they received a large shipment on October 1, surprising and inexplicable as that was to them all, dealers are uncertain what the long-term ramifications will be of the inaccessible routes rendering trucks hauling the tractors motionless.

For most, the port strike had not yet made any impact, and by the third day was in the rearview mirror, having been resolved to what I suspect is everyone’s relief. 

As to learning important aspects and priorities of dealers and dealerships, I'll simply say: I’m on it, and stay tuned. The hearty helping of information I took in will set the table for many more news briefs and focus features ahead. Getting acquainted with the dealers across the Farm Equipment audience is and will be an ongoing process, and I'm off to a solid start with the help of the smart resources who were good enough to share their wisdom. Keep it coming.