Summer 2016

Table of Contents

Table of Contents

From the Field: How Would You Rate?

By Lynn Marcinkowski Woolf posted on August 6, 2016 | Posted in Dealership Marketing

This issue features an in-depth look at the Equipment Dealers Assn.’s 2016 Dealer-Manufacturer Relations Survey report. Dealers provided a record number of responses this year, both in the number of dealers who responded and the individual ratings given.
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Small Tractor Market Continues to Outperform

August 6, 2016 | Posted in Data & Forecasts

“Small equipment sales continue to trend strong,” said one dealer in response to Ag Equipment Intelligence’s June 2016 Dealer Sentiments & Business Conditions survey. It was one of few positive comments offered by dealers as sales of large ag equipment continue to struggle to find any traction in reversing a nearly 3 year slump in sales. Unfortunately, the June sales figures from the Assn. of Equipment Manufacturers marked the 29th month of large ag year-over-year declines, according to Mircea (Mig) Dobre, machinery analyst with RW Baird.
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How Old is the U.S. Fleet of Farm Tractors?

August 6, 2016 | Posted in Data & Forecasts

One of the questions most often asked of Ag Equipment Intelligence editors is what is the average age of the tractors in use on U.S. farms?
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Dealer-Manufacturer Relations Survey: Making the Grade

Rural equipment manufacturers score well on the 2016 Equipment Dealers Assn.’s Dealer-Manufacturer Relations Survey.

By Lynn Marcinkowski Woolf posted on August 6, 2016 | Posted in Data & Forecasts

Outdoor power equipment (OPE) manufacturers outperformed all other manufacturers in the 2016 Equipment Dealers Assn.’s (EDA) Dealer-Manufacturer Relations Survey. LS Tractor, a compact and utility tractor manufacturer, received the Dealer’s Choice award for tractor manufacturers. John Deere received the Dealer’s Choice Award for full-line manufacturers.
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Dealer-Manufacturer Relations Survey

How You Rated Your Manufacturers

By Lynn Marcinkowski Woolf posted on August 11, 2016 | Posted in Data & Forecasts

A total of 2,321 individual dealers participated in the 2016 Equipment Dealers Assn.’s (EDA) Dealer-Manufacturer Relations Survey, ranking a total of 55 manufacturers. Here’s a breakdown of the ratings for the categories of all manufacturers, OPE, tractor and shortline manufacturers as well as a breakdown for individual rural equipment manufacturers.
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Dealer-Manufacturer Relations Survey

How Grasshopper is Earning Manufacturer of Choice Recognition

By Lynn Marcinkowski Woolf posted on August 6, 2016 | Posted in Data & Forecasts

Grasshopper earned the Dealer’s Choice Award for outdoor power equipment manufacturers in the 2016 Equipment Dealers Assn.’s annual Dealer-Manufacturer Relations Survey Report — the second year in a row the company achieved that recognition.
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Dealer-Manufacturer Relations Survey

How LS Tractor is Earning Manufacturer of Choice Recognition

By Lynn Marcinkowski Woolf posted on August 11, 2016 | Posted in Manufacturer News, Data & Forecasts

Deryk Johannes, LS Tractor’s chief executive officer, shares what the company is doing to help its relationships with its dealers.
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Dealer-Manufacturer Relations Survey

How Dixie Chopper Earned the Most Improved Award

By Lynn Marcinkowski Woolf posted on August 11, 2016 | Posted in Manufacturer News

Chris Vernon, Dixie Chopper’s vice president and general manager, shares what’s behind the recognition.
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Market Opportunities

Riding the Off-Road Trend

By Lynn Marcinkowski Woolf posted on August 6, 2016 | Posted in Best Practices

The utility task vehicle (UTV) market grew 16% in 2014, 8% in 2015 and will grow this year, according to Power Products Marketing, a research and consulting firm that works with OEMs, suppliers and others.
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Market Opportunities: Riding the Off-Road Trend

Where is the UTV Market Headed?

By Lynn Marcinkowski Woolf posted on August 6, 2016 | Posted in Best Practices

Greg Boeder, senior partner with Power Products Marketing, outlines the trends for the different segments within the utility vehicle category: pure utility vehicle (PUV); utility crossover vehicle (UCV); recreational utility vehicle (RUV); sport recreational vehicle (SRV); and super sport vehicle (SSV).
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Season to Season

Expanding the Business

The owners of Power Centers of Madison talk about the struggles and successes of opening a second store.

By Margaret Naczek posted on August 6, 2016 | Posted in Dealership Marketing

With summer sales of lawn and garden equipment in full swing, Ed Prochaska, co-owner of Prairie Power Center, always has a full list of things to do at his dealership in Sun Prairie, Wis.
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Season-to-Season: Expanding the Business

Expanding to Trailer Sales

By Margaret Naczek posted on August 6, 2016 | Posted in Dealership Marketing

Ed Prochaska, co-owner of Prairie Power Center, grew tired of mowing his extra acre of land. He had purchased the land to combat the quickly expanding commercial development area just off Highway 151 in Sun Prairie, Wis.
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Products in Action, Summer 2016: Land Pride

August 6, 2016

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Dealer Profile

Falls Farm & Garden Equipment: Doing What’s Right

Falls Farm & Garden Equipment prides itself on its large inventory, personal service and its commitment to operating with integrity.

By Lynn Marcinkowski Woolf posted on August 6, 2016 | Posted in Dealership Marketing

Tim Havens started Falls Farm & Garden Equipment in 1982 in Hudson Falls, N.Y., when he was just 20 years old and still in college. He was finishing up his degree at the local community college and would close the store when he needed to leave for class.
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How to Sell

Uncovering Specialty Sales

By Mike Wiles posted on August 6, 2016 | Posted in Dealership Marketing

Everyone in the equipment business loves retailing the big-ticket items, but those smaller niche attachments are sometimes what pay the bills.
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What Rural Lifestylers Want From You

Looking for a ‘Helping Hand’

Retiree Daniel Unruh relies on two sets of equipment to maintain his home and recreational properties — and one reliable dealer.

By Lynn Marcinkowski Woolf posted on August 6, 2016 | Posted in Rural Lifestyle Market

Daniel Unruh and his wife, Patty, live the rural lifestyle, both at their home property outside of Spokane, Wash., and a recreational property in nearby Priest River, Idaho. The retired couple needs equipment to help with maintenance, improvement projects and reduce manual labor. Unruh has worked with several dealers over the years, but Jordan Sales & Service of Post Falls, Idaho, has won him over.
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What Rural Lifestylers Want From You: Daniel Unruh

Catching Up with Jordan Sales & Service, 2009 Dealership of the Year

By Lynn Marcinkowski Woolf posted on August 6, 2016 | Posted in Dealer News, Best Practices

Jordan Sales & Service of Post Falls, Idaho, was just 3 years old when it was named Rural Lifestyle Dealer’s Dealership of the Year in 2009. Today, the company is celebrating its 10th anniversary — the same milestone as Rural Lifestyle Dealer — and the fourth generation is now working in the dealership.
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Managing the Store

Making Time to Be Nice

Treat everyone well, whether they’re a potential customer or not.

By Mike Wiles posted on August 6, 2016 | Posted in Dealership Marketing

We’re in an age with lots of negativity, and we’re incredibly busy. Couple the seasonality of the equipment business and resulting fatigue with some difficult customers and it’s easy to have a short fuse. It’s a challenge for everyone, from the owner down, to build relationships at all times … especially with non-customers.
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Achieving Peak Performance

Keeping Your Sales Funnel Full

Know how many customers you need to engage with to meet your sales goals.

By Bob Clements posted on August 6, 2016 | Posted in Dealership Marketing

The nice thing about working in a dealership is that just about everything that happens has a number associated with it. This allows you to measure and determine how each department or employee is performing. For example, in the service department, we look at recovery and service technician efficiency. In the parts department, we look at profit margins, fill rates, transaction times and transaction values. And in the sales department, we focus on profit margins, transaction values, closing ratios and sales funnels.
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Featured Articles

Featured Articles

How to Sell

Uncovering Specialty Sales

By Mike Wiles posted on August 6, 2016 | Posted in Dealership Marketing

Everyone in the equipment business loves retailing the big-ticket items, but those smaller niche attachments are sometimes what pay the bills.
Read More

Dealer-Manufacturer Relations Survey: Making the Grade

Rural equipment manufacturers score well on the 2016 Equipment Dealers Assn.’s Dealer-Manufacturer Relations Survey.

By Lynn Marcinkowski Woolf posted on August 6, 2016 | Posted in Data & Forecasts

Outdoor power equipment (OPE) manufacturers outperformed all other manufacturers in the 2016 Equipment Dealers Assn.’s (EDA) Dealer-Manufacturer Relations Survey. LS Tractor, a compact and utility tractor manufacturer, received the Dealer’s Choice award for tractor manufacturers. John Deere received the Dealer’s Choice Award for full-line manufacturers.
Read More

Market Opportunities

Riding the Off-Road Trend

By Lynn Marcinkowski Woolf posted on August 6, 2016 | Posted in Best Practices

The utility task vehicle (UTV) market grew 16% in 2014, 8% in 2015 and will grow this year, according to Power Products Marketing, a research and consulting firm that works with OEMs, suppliers and others.
Read More
Digital Edition

Digital Edition

2016 Summer Digital Edition of Rural Lifestyle Dealer

August 18, 2016

Read flipbook version
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Online Extras

Online Extras
Products in Action

Products in Action

Products in Action, Summer 2016: Land Pride

August 6, 2016

Read Products in Action
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Rural Lifestyle Dealer

Summer 2016

Table of Contents

Featured Articles

Digital Edition

Online Extras

Products in Action

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