Many farm equipment dealerships have defined boundaries for who sells and who services precision farming products. This dichotomy works well for some, providing customers with a specialized point person for different needs.
But dealerships don’t always have the luxury of enough staff or time to establish singular roles for their precision personnel. This requires a multi-tasking mentality to capitalize on revenue opportunities.
Visiting independent precision dealer Pete Youngblut in Dysart, Iowa, last week, he emphasized the need to approach on-farm service visits as sales opportunities. Operating an independent precision dealership with a two-person staff, he and his other precision specialist will often tag-team customer visits.
Depending on the complexity of the service, this allows time for one of them to have a conversation with the customer about additional precision needs, while the other person resolves the technology problem.
Youngblut says the “selling while we service” mentality has translated to about a 35% increase in overall sales during the last year. But he is quick to point out that the model only works if he delivers reliable, prompt and affordable service.
“Our service is what sells the products,” Youngblut says. “Building a strong reputation is what keeps customers coming back.”