MONDAY, JANUARY 7
11:30 a.m. — 1:00 p.m.
1:00 — 2:15 p.m.
General Session: Creating a Culture of Precision Success: Learn, Adapt, Lead & Grow
Skip Klinefelter, Owner, Linco Precision, El Paso, Ill. — There’s a fine line between being on the bleeding edge and the leading edge of innovation. As someone who has experienced both sides during more than 15 years of owning a precision dealership, Skip Klinefelter values the signature successes as much as learning from the losses.
“The safest place to be is second and right because you’ll make more money, but that’s not how I live my life,” he says. “I’ve always tried to do things that weren’t mainstream and my belief is you need to take some calculated risks, but at the same time, the business needs to survive.”
Since staring his first precision dealership in 2002, Klinefelter has experienced rapid revenue growth (doubling revenues every year during an 7-year stretch), blending cultures through acquisition and navigating an economic downturn all while maintaining the same core business values of trust and respect. Consistency amid chaos is challenging. But Klinefelter suggests that to survive in today’s precision market, dealers must to be nimble, forward-thinking leaders who can be counted on by farm customers.
Klinefelter shares the basis for his mantra of providing customers “quality in the right quantity” and his journey from a 3-employee dealership operating off his family farm, to the 25-person company, Linco Precision in El Paso, Ill., which is averaging more than $1.5 million in annual precision sales.
3 Things You Will Learn from this Session:
- How — and how not to — manage precision employees on both the sales and service side
- Why taking calculated business risks can create a progressive culture of success
- Lessons learned adapting to external and internal changes to increase precision business value
2:30 — 3:30 p.m.
- Bridging the Hardware Gap: Adding Agronomic Services
- Targeted Marketing: Best Bang for Our Buck
- Selling Through Subdealers: What Should I Know?
- Leveraging Lasting Value from Precision Field Days
- Managing Millennials: Mentoring vs. Mandating
- Aftermarket Opportunities: Best Bets & Busts
- Packaging, Pricing & Promoting Services Plans
View the 2019 Program for More Information
3:45 — 4:00 p.m.
Roundtable 2-Minute Recap
Our roundtable moderators hit the stage to share a recap of the shared insights, questions and peer interactions traded during the roundtable discussions.
4:00 — 5:00 p.m.
Dealer-to-Dealer Panel: Mastering a Marketable Niche with Customized Precision Problem-Solving
In many respects, precision farming has become an increasingly specialized business, as dealers seek to differentiate themselves from the competition with customized services.
But carving out a profitable precision niche requires a disciplined approach to identifying the need, filling the void and then capitalizing on growth potential.
During this dealer-to-dealer panel, you’ll hear 3 precision farming specialists share their secrets for meeting their respective customer markets with specialized technology solutions that have provided recurring revenue streams and set them apart from the competition.
3 Things You Will Learn from this Session
- How to put test plots to work as an low-cost entry point to attracting equipment and service sales
- Why niche data services can contribute to broader customer buy in for agronomic support
- The value and opportunity of servicing small-acre customers as recurring revenue sources
Ag Technology Lead, Crystal Valley Co-op
Precision Ag Sales, McCullough Implement
Product Ag Specialist, Butler Ag Equipment
5:30 — 6:30 p.m.
Summit Networking Reception
6:30 — 8:00 p.m.
Dinner and Keynote Presentation (Included):
The Reality of Artificial Intelligence & Other Disruptive Ag Technologies
What do terms like IoT and A.I. mean to dealers? For many, these may still be ambiguous references to abstract technologies. But the reality is, innovations like machine learning and equipment automation have already arrived, and are poised to alter the way precision farming dealers do business in the future.
The rapidly evolving field of ag tech is being driven by a confluence of factors including automation and sensor densification of agricultural field machinery, connection of this equipment to the internet, remote sensing via unmanned aerial systems and cloud computing. So will A.I. replace precision specialists, crop advisors or other agriculture professionals? Not likely, says Scott Shearer, Ohio State University ag engineering professor.
“However, A.I. and other disruptive technologies will assist specialists, dealers and farmers to extract actionable information from volumes of data collected from soil and tissue samples, on-board machinery sensors, weather stations and remote sensing platforms,” he says.
Shearer draws on recent research and academic forecasts to share why dealers need to stay on the forefront of emerging technologies including autonomy and machine learning that could dramatically alter their business models of the future.
Ag Engineering Professor, Ohio State University
8:00 — 9:00 p.m.
Dessert & Networking Hour (Included)
An opportunity to continue those dinner conversations and connect with our sponsors.