Poor planting conditions in major ag regions combined with ongoing trade disputes are contributing to more uncertainty than usual for North American farm equipment dealers.
In the past year, the Ag Equipment Intelligence “Dealer Optimism Index,” which measures sentiment among dealers compared to the prior month, has yet to move into positive territory. The index is based on a monthly survey of North American farm equipment dealers that asks if they are more or less optimistic about their business prospects or feel about the same as they did in the previous survey.
What sets a highly successful and profitable farm equipment dealership apart? It doesn’t have to do with size or scale. It’s not about the number of locations. “It’s a manifestation of leadership and management. It’s just that simple.
There are 8 factors that impact the dealership’s image. Five of them are internal and the other three are external. Together, these factors determine the image of your dealership and are thus directly tied to customer satisfaction.
“It was the best of plans; it was the worst of plans.”
To borrow from the words of Charles Dickens’, what may seem a no-brainer for the company’s well-being may feel like a penalty for the greenback-motivated salesman.
Fred Titensor, COO, has 8 salespeople among his 4 stores, with average service of 15 years. “When I walk in the door, I see familiar faces,” notes the fourth-generation dealer about what may perhaps be a unique situation, “and they know what the goals are and what we want to do.”
Ryan Polete, sales manager at H&R Agri-Power made a profound opening statement about sales compensation and motivations. “What I’m showing is really not a compensation plan that motivates people, but it will push their direction in the right way. That’s about all we can hope for on that. Money,” he says, “should motivate our sales force.”
There is no secret sauce to success that will work for every dealership, every time. Each dealership is unique and operates in a distinctive geography with different customers who each have their own individual needs, goals and business objectives. At Van Wall, we have found a formula that works best for us, and one that I think is scalable and work at any level.
“I’ve seen more engagement of guys selling construction that would typically just stick in their little lane in ag. They’re more comfortable because they’re not having to go through the price books. When you have a quote tool, that makes it less intimidating”
Heavy rains and late snow had many planting later than usual. How do you anticipate this year’s harvest going following a late spring this year? Have service needs changed this year compared to other years?
For 13 years, I have worked in the ag equipment business. Along the way, I have had many mentors and trustworthy people teach me everything I know. One reoccurring theme has been differing opinions between the auction market and the retail market.
Mainstream on-farm autonomous machinery gained a lot of ground in 2019, particularly if you consider a prototype New-Holland natural-gas-fueled driverless tractor got prime billing at the New York Stock Exchange over the Labor Day weekend.
Moving organizations to the next level challenges dealership executives as they face higher expectations — customer, supplier and employee — as well as the need to compete by anticipating and preparing for industry and demographic changes. These factors, plus the greater scope of mergers and acquisitions, often forces experienced dealership managers to move from their traditional, management heavy responsibilities to a more leadership focused role.
Poor planting conditions in major ag regions combined with ongoing trade disputes are contributing to more uncertainty than usual for North American farm equipment dealers.
In the past year, the Ag Equipment Intelligence “Dealer Optimism Index,” which measures sentiment among dealers compared to the prior month, has yet to move into positive territory. The index is based on a monthly survey of North American farm equipment dealers that asks if they are more or less optimistic about their business prospects or feel about the same as they did in the previous survey.
What sets a highly successful and profitable farm equipment dealership apart? It doesn’t have to do with size or scale. It’s not about the number of locations. “It’s a manifestation of leadership and management. It’s just that simple.
Heavy rains and late snow had many planting later than usual. How do you anticipate this year’s harvest going following a late spring this year? Have service needs changed this year compared to other years?
In this episode of On the Record, brought to you by Associated Equipment Distributors, we look at Titan Machinery’s Q4 and FY 2025 earnings, and the improvement in inventory levels over the last 2 quarters
Built on 90 years of expertise, Yetter Farm Equipment leads the agriculture industry in designing effective and innovative equipment for residue management, seedbed preparation, precision fertilizer placement, harvest attachments, strip-tillage, and more.
At Machinery Scope, we believe you deserve the best risk management solutions for your investments in heavy equipment. Since 2013, we have been proud to offer extended warranty, appraisals, and inspections. Machinery Scope is a family-owned business built on our experience in farming and equipment dealerships. We understand your business and provide a personalized and professional level of customer service. Machinery Scope has built a strong warranty product with our customers in mind, offering the same professional level of service from the time you get a quote, through the processing of a claim.
Finance Scope is able to provide the best financing opportunities for equipment dealers and customers through a diverse mix of lending companies under one single platform. Our large group of lenders, allows for competitive rates regardless of credit scores. Additionally, dealers and customers have access to the industry’s best expertise surrounding finance and lease structures, for all purposes, within the agricultural and construction industries. We provide all of this into one online platform to provide our customers with the best available tailored finance solution for their equipment.