Question:

How are you gearing up for the spring selling season?

Answers:

“We have updated our lighting in the store and shop areas. The new lights are brighter and use less electricity. We moved more fast-moving parts closer to the counter to provide faster customer service. We plan to install a TV to play OEM videos. We are updating the landscaping around the store.”

— Mark Bergren,
Ken Bergren Inc.,
Williamsport, Penn.

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“Our emphasis for spring is primarily internal and specifically on our people. We are doing more training than ever before, including product, process and customer relations and customer experience training. We are interviewing and recruiting in 4 key positions (some with vacancies and some just trying to improve the quality of our staff).”

— Howard E. Wickham,
Wickham Tractor,
Ft. Morgan, Colo.

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“In our market, moisture levels will be the first key influencer. People will sit back until they can see a shift in weather patterns. We have not necessarily seen an increase in demand or prospects at the shows this winter, even though the economy in our area is getting better due to the ag influence. The significant payroll tax hikes and continued fiscal uncertainty in Washington are still a big drag on people’s outlook. So, ‘long story short,’ we are playing it tight on inventory and manpower. “

— Don Van Houweling,
Van Wall Equipment,
Perry, Iowa

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“We gear up for spring by hosting a 3-month discount program (January-March), where for any service work over $500, we give a 10% discount on parts and labor and an additional 5% for cash payments. We also implement our 24/7-repair service from mid-March to the end of November. We hire on an additional person for washing and polishing equipment.”

— Chesley Gilkie,
VanOostrum Farm Equipment,
Port Williams, Nova Scotia

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"Spruce up the showroom and outdoor displays. Make sure seasonal attachments are displayed. Make sure all sales staff are up on all the current programs from the manufacturer as well as any in-house promotions. Most of all, have lots of stock prominently displayed. We need to look like we are really in the business of whatever it is we are selling. Lots of inventory always seems to generate excitement and interest among customers. Also, get nice late model trades serviced, cleaned and displayed ASAP.”

— Dale Martin,
Deer Country Farm & Lawn,
Adamstown, Penn.

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“We have used resources from a good 2012 to improve our truck fleet; rework and retool our shop; paint our showroom; and invest in additional training. Optimism from 2012 is providing a strong tailwind pushing us into 2013.”

— Donny Sanders,
Martin Truck & Tractor,
Columbus, Miss.

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“I can't say we are doing anything drastically different for the coming year. We are growing in the ag business due to our service department’s reputation of getting things done right. We are looking for highly motivated technicians to join us. In the lawn-and-garden and compact tractor end, we are looking to step up our pace for the commercial user. We are not looking to take on any more brands as we are quite diverse at this time although we continually look for new ideas and methods that might make our customers lives easier!”

— Art White,
White’s Farm Supply,
Central New York

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“I’m looking to increase margins by 1% on my sales side of the business. I’m talking about opening up until 7 p.m. on weeknights. (I’m open until 5:30 p.m. now.) I’ve ordered John Deere Commercial mowers to bring in a new line of product. I’m considering increasing the pickup and delivery charges and may hire a few part-time employees to assist with the new hours.”

— Joe Conte,
Adams Power Equipment,
Poughkeepsie, N.Y.

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“We are adding some staff due to exceptional spring sales. We've ordered more inventory and added a new computer program to aid in tracking. Mainly, we're working more hours.”

— Carl Judy,
Agri-Service,
Eastern Oregon

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“We replaced a parts person and added a salesperson.”

— David Deakins,
Alex Power Equipment,
Alexandria, Minn.

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“Deer Country Farm & Lawn helps our customers (and ourselves) get ready for spring starting in the winter. We offer service specials throughout the winter. These discounts help save the customer money and our service shop save time. For Deer Country Farm & Lawn residential and garden customers, we offer refreshments and extended weekend hours. We try to keep a seasonal appropriate amount of inventory on site. During the spring, there is a high demand and often a short timetable for delivery. ”

— Patrick Manning,
Deer Country Farm & Lawn,
Mohnton, Penn.

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“We probably ordered way too light on several pieces of equipment, but I remember those days of scratching to pay for things that are due and still on the lot. Surprisingly enough, our service work has been good. Normally, we have some downtime to set up new equipment. We might be under the gun this year. We have several new pieces piling up and might have to hire some extra help to set them up.”

— Jeff Suchomski,
Suchomski Equipment,
Pinckneyville, Ill.

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“The annual John Deere Ag Day at each of the 3 stores brought in a large crowd to learn about the new products from John Deere, Stihl and Honda. My duties are to get out and meet as many customers on their home turf. Each store is looking for service techs. This spring we are planning an outdoor power equipment day where we will have Gators and riding mowers for the customers to ride and drive. We will grill some hot dogs and burgers and, hopefully, have a successful event.”

—   Walter B. Green,
Deer Country Equipment,
Corydon, Ind.

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“The plan for 2013 is to target customer segments in our area and provide the needed services for these customers. We have added a new product support specialist for specialty products and will target customers with lists of machines delivered in our area. A shortage of complete goods and products is creating issues in the northeast because our growing season is later than other parts of the country. Suppliers seem to sell to the bigger production areas and we end up on the back burner.”

—    Terry O’Connor,
Lakeland Equipment,
Hall, N.Y.

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“Trying to find qualified people to add to our staff and adding some services that we have not offered before.”

— Frank Hofreiter,
Stelter-Hofreiter,
Havana, Ill.

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“We are adding staff and recruiting parts and service people from local markets and through international agencies!”

—   Tim Young,
Young’s Equipment,
Southern Saskatchewan

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“We are not making any immediate changes as we have been able to maintain our staff through the winter months from last year.”

— Joe Wallace,
Somerset Farm Equipment,
Somerset, Ky.

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“High fuel prices and more withholding coming out of paychecks do not make for good spring selling to hobby farmers. Higher input costs to farm customers is no help to sales. We can only hope there is money left to spend with their implement dealer.”

— Mike Meyer,
Meyer Implement,
Monroe City, Mo.

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“We are increasing our wholegoods stock levels and adding a service tech.”

—   Darrell Sims,
Cavalier International,
Ashland, Va.