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Dr. Jim Weber
Business of Selling

Nurturing Customer Share

By Dr. Jim Weber posted on June 9, 2013
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.
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From the Desk of Dave Kanicki

You Win Some and You Lose Some

By Dave Kanicki posted on May 15, 2013 | Posted in Data & Forecasts
Source: dkanicki@lesspub.com
First, in its World Agricultural Supply and Demand Estimates (WASDE) report, USDA lowered its price estimates on corn, soybeans and wheat for the 2013 crop, a bearish signal for the industry. Later in the day, the Assn. of Equipment Manufacturers reported that U.S. and Canada tractor and combine sales were up pretty much across the board in March.
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From the Desk of Dave Kanicki

The ABCs of Germany's Tiered Dealership System

By Dave Kanicki posted on April 30, 2013 | Posted in Manufacturer & Dealer Issues
I'm not sure dealers in North America will find much comfort in knowing that the situation between farm equipment dealers and their mainline suppliers here isn't very different from that of their German colleagues. Or that ag machinery dealers are facing very similar challenges to the retailers of automobiles and other equipment. But sometimes it's good to know you're not alone out there.
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From the Desk of Dave Kanicki

Comparing Notes with the Farm Equipment Industry in Germany

By Dave Kanicki posted on April 30, 2013 | Posted in Manufacturer News
I'm not sure dealers in North America will find much comfort in knowing that the situation between farm equipment dealers and their mainline suppliers here isn't very different from that of their German colleagues. Or that ag machinery dealers are facing very similar challenges to the retailers of automobiles and other equipment. But sometimes it's interesting to know.
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