A quality product may get a customer in the door of your dealership, but it’s service after the sale that keeps them coming back. Exceeding support expectations is a lucrative — yet sometimes elusive — opportunity for precision dealers.
During a unique, moderated panel discussion, at the Precision Farming Dealer Summit on Jan. 9, three dealers are joined by their progressive precision customers to dissect their business relationships, chronicling solutions to adoption pain points, prioritizing technology needs vs. wants and the value of building two-way trust.
Dealer speakers for this panel include:
Adam Gittins, general manager, HTS Ag in Harlan, Iowa. Focus groups have long been a tool to measure company performance and customer satisfaction. But Gittins and HTS Ag have gone a step further, facilitating highly regimented grower peer groups linking innovative farmers with one another and strengthening business relationships. The initiative, launched 4 years ago, requires a financial commitment on the part of peer group members and encourages business leaders from each operation to attend quarterly meetings.
Back by popular demand, Gittins, joined by farm customer, Josh Johnson, shares the payback and promise of fostering closer, authentic relationships with customers and how to get “front row seats” to understand their real needs — to which precision services can be catered.
Adam Fennig, product specialist, Fennig Equipment in Coldwater, Ohio. Fennig cut his teeth on precision technology through trial and error on the family farm. Today, he serves as the product specialist at Fennig Equipment, a shortline dealership in Western Ohio. With an emphasis on planting, application and tillage equipment, Fennig troubleshoots a wide range of precision systems, requiring deep mechanical and technical knowledge. From planter setups to sprayer calibrations, Fennig adopts a “practice what you preach” approach to standing behind equipment sales with reliable, ethical service.
Fennig, joined by farm customer Matt Johnson, shares both personal and professional experiences collaborating with others and customizing precision solutions through calculated experimentation.
Brice Hennings, precision service manager, Van Horn Precision Technologies in Cerro Gordo, Ill. With background as both a precision specialist with an equipment dealership and now as the lead technology manager for an ag service retailer with more than 5,000 customers in central Illinois, Hennings understands the skill sets required to build and maintain profitable business relationships. Though only a small portion of the 11-location retailer’s revenue flows from its precision business, Hennings is often the key customer touch point connecting seed, fertilizer, crop protection and technology sales and service.
Hennings, joined by farm customer, Brack Dean, discusses why preparation and performance are pathways to being a truly trusted advisor to customers.
Co-located with the 26th Annual National No-Tillage Conference, the 2018 Summit will be held Jan. 8-9 at the Galt House. Among the Title Sponsors making the learning and networking opportunities possible for dealers are AgriSync, Charter Software Inc., DigiFarm VBN, e-Emphasys, Farmers Edge, HBS Systems, Laforge Systems, Montag Mfg., Reichhardt, Topcon, Trimble and Yetter Farm Equipment.