Cajun Hebert (pronounced A'Bare) woke up in Hades. The minions chided him, “Hey Cajun, you are going to be hot today!”

To which Hebert stood, stretched and replied, “Oh no, it done been hotter in Nawlins (New Orleans) in November than dis. So, puzzled they doubled the flames and old Hebert said "Man this be nothing; it been hotter in Metairie in May befoe dan dis here.”

There was a staff meeting and the decision was made to cut all the heat. They went to Hebert and he was covered in ice, breathing frost but dancing a Cajun jig and laughing. “What's the deal, you got to be miserable, but you are dancing?” they asked.

Hebert replied, “Yes, I am, but dis means my Saints, well dem boys done gone and won de Super Bowl”

Back to Farm Equipment Industry

We just returned from speaking at the Farm Equipment Manufacturers Assn. Convention in Las Vegas. Just prior to our participation in the “Dealer Panel,” several founders of farm equipment companies were inducted into Farm Equipment’s Shortline Legends Hall of Fame. All these men had several things in common. A vision, hard work and a “stick to it” work ethic that resulted in successes that have lasted for generations.

All, at times, thought THEY were in hell as their fledgling companies went through tough times. They looked past the terrible present and forward to a goal they all obtained. Today we in the industry should all draw strength from lessons learned from these Halls of Famers.

Some aspects of our business today are not a bed of roses. Some markets are great. We have to focus on what we can control and pay less attention to the “experts.” One speaker at the convention gave evidence of the inaccuracy of these experts and especially of the government reports. 

The lesson is to trust your gut, the experts are not necessarily your friends. 

A Tale of Two Approaches

We use the example in one of Zig Ziglar's motivational moments when he told of the two shoe salesmen sent to Africa many decades ago. One stepped off the plane and immediately called back home and requested a return ticket as "NO ONE over here wears shoes!" The other salesman called and said "Send another load of shoes, no one over here wears SHOES!"

Now one can get one's self in big trouble by ordering too many planeloads of inventory, but the point is there has never been a downturn where something is not sold. My boss long ago related this fact and asked me during a downturn about what I was going to do – read the negative stats and quit, or get out and sell something; a point well taken.

I should have asked the “Piano Man” at the FEMA closing banquet and gala if he knew the old song made famous by Bing Crosby. "You've got to Accentuate the positive, Eliminate the negative, Latch on to the affirmative, Don't mess with Mr. In-Between!"  (He may not have known the tune; he was too young).

Anyway, that was what I sang to myself as I looked out the airplane window, marveling at the vast market that lay beneath our flight from Vegas back home to Tennessee. 

It is a hard self-sermon to swallow sometimes, but learning from these sermons and the lives of those who founded this industry will lead us to the same reward in life. 

Till next time, wishing you miles of smiles and profits. 

Equipment Dealer Tips, Tales & Takeaways is brought to you by NAEDA.

The North American Equipment Dealers Association (NAEDA) is a non-profit trade organization representing retail dealers in the outdoor power, agricultural, construction, industrial, forestry, lawn and garden, and turf equipment industries. In today’s complex, high-stakes environment, protection goes beyond policy; it requires a strong, informed voice. NAEDA is that voice. We know the industry, understand its challenges, and stand ready when the unexpected strikes. By strengthening dealer–manufacturer relationships and advocating for fair, forward-thinking policies, NAEDA ensures members are heard, protected, and supported. One Unified Voice: Advocating. Defending. Protecting. The voice you trust. The support you need.

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Told from the perspective of an in-the-trenches owner/operator — Tim Brannon of B&G Equipment, Paris, Tenn. — Equipment Dealer Tips, Tales & Takeaways shares knowledge, experiences and tips/lessons with fellow rural equipment dealerships throughout North America. Covering all aspects required of an equipment dealership general manager, Brannon will inform, entertain and provide a teachable moment for current — and future — leaders within equipment dealerships.

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