Precision Farming Dealer

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Summer 2018

Volume: 6
Edition: 2
2018 Benchmark Study: Positive Projections for Precision Revenue
  • Table of Contents

    Table of Contents

    2018 Benchmark Study

    Positive Projections for Precision Revenue

    Dealers report exceeding 2017 growth projections and two-thirds project measurable increases in 2018, with one-quarter forecasting jump of at least 8%.
    If the ag industry has taught precision farming dealers anything during the last few years, it’s that no longer can they rely on singular sales of hardware and expect to grow business.
    Read More
    2018 Benchmark Study

    Selling Service Value, Not a One-and-Done Customer

    Independent service revenue objectives continue trending up as supporting wholegoods with technology sales and hardware reliance dip.
    A common refrain from dealers who reflect on the hey-day of precision products is that technology tended to sell itself, with little or no assistance needed by salespeople.
    Read More
    2018 Benchmark Study

    Boosting Agronomic Revenue & Customer Retention

    Scope and structure of billing out precision services continues to evolve as more dealers opt for agronomy-focused offerings and a per-acre charge.
    The last few years have seen dealers transition service offerings — some with subtle shifts in scope of support options — and others with more dramatic expansions. With a goal of generating more recurring revenue, dealers are also looking to fill service voids for customers.
    Read More
    2018 Benchmark Study

    Training, Service Growth Remain Top Dealer Priorities

    Customer education, employee stability and expansion of support revenue are primary targets to increase revenue now and in the future.
    The last 6 years have seen both subtle and dramatic shifts in dealer priorities with precision business. For the first few years, hardware held a firm grip on the most promising areas for future profit, but there has been a gradual shift in where dealers see their greatest growth potential.
    Read More
    Day in the Cab

    Embracing Customer Diversity Delivers Customized Service Solutions

    A problem-solving mentality, persistence and patience are service principles Devyn Van Camp brings to the job as Integrated Solutions consultant with Riesterer & Schnell.
    Chaos is common during spring planting, and precision farming specialists are tasked with responding to technology emergencies, while also creating valuable in-season touch points with customers.
    Read More

    Precision Training & Service: Roll In? Or Line Item It?

    Three precision managers answer how to protect the service package plan on new machines from the farmer unenthused about extra costs.
    During the 2018 Precision Farming Dealer Summit in Louisville, 3 precision managers answered real-life question from their dealer peers on if and how each charges for training, along with the best opportunities or obstacles to doing so.
    Read More

    8 Tips for Building Better Dealer-Farmer Precision Partnerships

    Three farmers and three precision equipment specialists discuss strategies for anticipating service needs, maximizing sales opportunities and avoiding customer conflict.
    The business relationship formed between precision farming dealers and farmers can be a complicated one. Farmers have certain expectations and dealers have certain limitations. However, cultivated, well-managed partnerships can be immensely profitable for both parties.
    Read More

    Compatibility Conversation: Setting Aside Competitive Differences to Achieve Plug-&-Play Outcomes

    Tech engineering veterans trade cautionary tales and share optimism that the transition to high-speed ISOBUS connectivity can improve applied prescriptions, data logging and cost-effective controls on farm machinery.
    Taking a break from the rigors of round-robin compatibility testing at the Agricultural Electronics Foundation (AEF) Plugfest in Lincoln, Neb., this spring (also referred to fondly as “speed dating for ag nerds” by one attendee), AGCO software engineer Mike Schmidt and Dave Smart, staff systems engineer for John Deere and team leader for AEF’s high-speed ISOBUS Project, discussed the progression of compatibility over the years through AEF conformance testing, the simplification of equipment connectivity for farmers of all brands and expectations for ag functionality with high-speed ISOBUS network capabilities on the horizon.
    Read More
  • Featured Articles

    Featured Articles

    2018 Benchmark Study

    Positive Projections for Precision Revenue

    Dealers report exceeding 2017 growth projections and two-thirds project measurable increases in 2018, with one-quarter forecasting jump of at least 8%.
    If the ag industry has taught precision farming dealers anything during the last few years, it’s that no longer can they rely on singular sales of hardware and expect to grow business.
    Read More
    2018 Benchmark Study

    Selling Service Value, Not a One-and-Done Customer

    Independent service revenue objectives continue trending up as supporting wholegoods with technology sales and hardware reliance dip.
    A common refrain from dealers who reflect on the hey-day of precision products is that technology tended to sell itself, with little or no assistance needed by salespeople.
    Read More
    2018 Benchmark Study

    Boosting Agronomic Revenue & Customer Retention

    Scope and structure of billing out precision services continues to evolve as more dealers opt for agronomy-focused offerings and a per-acre charge.
    The last few years have seen dealers transition service offerings — some with subtle shifts in scope of support options — and others with more dramatic expansions. With a goal of generating more recurring revenue, dealers are also looking to fill service voids for customers.
    Read More

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