Cultivating a successful precision farming department in a farm equipment dealership is a challenge that is as difficult as it is rewarding. Spinning the precision department off into a standalone business takes that challenge to the next level. Five years ago, Jim Straeter, owner of New Holland Rochester in Indiana, did just that. In a panel at the Precision Farming Dealer Summit, Straeter, along with his Precision Ag Manager, Lanty “Spud” Armstrong, shared their journey toward making precision a profitable standalone business.
Solid privacy policies can ease tensions between dealers and their customers relating to data management and protect dealers from potential liability cases.
Alongside the benefits of evolving technology and increasingly in-depth data collection, come increased risks that can create tension between dealers and their customers. To allay potential customer concerns, dealers and manufacturers must answer these questions: Who owns the data? Who can access it today and in the future?
Jason Pennycook, precision specialist at Johnson Tractor (4 stores in Wisconsin and Illinois), says Johnson is still working on the internal management issues, including how service plans are billed, who is responsible and how to get all locations on the same page, as many farmers will use one or more stores. “We’re working on ways to make sure every service manager at every store knows when a farmer is on a service plan so he doesn’t get billed incorrectly.”
Finding the next generation of precision farming specialists is a challenge that almost 40% of dealers reported was among their most important issues in the Precision Farming Dealer 2015 Benchmark Study. First, dealers must identify the traits they’re looking for in potential candidates for their fast-paced, rapidly evolving precision farming departments. Then, they face the challenge of actually finding these recruits.
With multiple entry points into this growing segment of precision farming business, 3 dealers share their strategies for creating a sustainable source of revenue.
Choosing a practical entry point into delivery of data management service is a mystery for many farm equipment dealers. Figuring out a method for making it a profitable part of their business is even more of an enigma.
Dr. Tom Krill defines precision farming as a management concept that recognizes variability within the soil environment and maximizes economic agricultural production while minimizing environmental impact for a specific location. And to evaluate it’s effectiveness, precision farming must have measurable objectives.
With less equipment being rolled, precision service plan sales could see a shot in the arm. These dealers share their advice for getting them in place.
After years of “giving unapplied service labor away for free when it came to precision technologies” the dealer panel presentation on capturing revenue in service plans for precision was of keen interest for Summit attendees.
Jason Pennycook, precision specialist, Johnson Tractor, Janesville, Wis., has had 3 years of precision service plan experience. Johnson Tractor offers a basic (phone support and training class) and a premium (also including onsite visit). Other individual packages include precision training on-farm, spring planter checkups and yield monitor checkups.
Go behind the scenes with Chad Baker, co-owner of Baker Precision Planter Works in Orangeville, Ill., as he hits the road for on-farm visits and pre-season maintenance checkups. Baker helps a first-generation no-tiller prepare for planting season, and later runs into a couple big challenges with a customer’s new, high-speed, 24-row planter.
The college offers an associate degree in Applied Science in Agriculture (60 credit hours). Students enrolled in this program may specialize in precision farming technology by selecting up to 15 credit hours in this area and agriculture business, sales and agronomy.
The college offers an AAS in Precision Agriculture and customized precision ag- related training for agricultural producers, insurance underwriters, equipment dealer and agricultural cooperative employees and others.
Offering training on Ag Leader, Trimble, Reichhardt, Norac and Integris Systems in twice yearly customer training events (spring/fall). Also offering individual training opportunities on any HTS Ag products and SMS software, year round.