Having been a farm equipment factory rep and the manager of a rural lifestyle dealership, it’s fun to now have the opportunity to write about the business. I get to interview dealers from all across the country and most of you are willing to share your secrets of success.

Knowing your customers allows you to become more than salespeople and develop into a solution provider for them. You need to know their needs, help them find the equipment to satisfy those needs and follow up with service and parts to keep them working on and enjoying their properties day in and day out. By doing that, you can earn loyal customers.

Dealers selling to rural lifestylers think 2016 will be another good year, with significant growth forecast for revenue at a time when the production ag equipment market is experiencing declines by as much as 20% or more.

Production ag has always been the lifeblood of equipment dealerships, but about a decade ago, a new segment was gaining attention among dealers, manufacturers and the ag journalists at Lessiter Publications (now Lessiter Media).

Nominate your dealership today for the 2016 Dealership of the Year. Bonus for our 10th anniversary: The recipient receives a special consultation package from nationally recognized dealership management consultant Bob Clements.