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Industry Q&A Q


“We have updated our light- ing in the store and shop areas. The new lights are brighter and use less electricity. We moved more fast- moving parts closer to the counter for faster customer service. We plan to install a TV to play OEM videos. We are updating the landscaping.” — Mark Bergren, Ken Bergren Inc., Williamsport, Penn.


A.


“Our emphasis for spring is pri- marily internal and specifical- ly on our people. We are doing more training than ever before, including product, process and customer rela- tions and customer experience train- ing. We are interviewing and recruiting in 4 key positions (some with vacan- cies and some just trying to improve the quality of our staff).”


A. — Howard E. Wickham, Wickham Tractor, Ft. Morgan, Colo.


“Moisture levels will be the first key influencer. People will sit back until they can see a shift in weather patterns. We have not necessarily seen an increase in demand or prospects at the shows this winter, even though the econ- omy in our area is better due to the ag influence. The significant payroll tax hikes and continued fiscal uncer- tainty are still a big drag on people’s outlook. So, ‘long story short,’ we are playing it tight on inventory and manpower.”


A.


— Don Van Houweling, Van Wall Equipment, Perry, Iowa


“We gear up for spring by host- ing a 3-month discount program (January-March), where for any ser- vice work over $500, we give a 10% dis-


A.


How are you gearing up for the spring selling season?


count on parts and labor and an addi- tional 5% for cash payments. We also implement our 24/7 repair service from mid-March to the end of November. We hire on an additional person for washing and polishing equipment.” — Chesley Gilkie, VanOostrum Farm Equipment, Port Williams, Nova Scotia


“Spruce up the showroom and outdoor displays. Make sure sea- sonal attachments are displayed. Make sure all sales staff are up on all the cur- rent programs from the manufacturer as well as any in-house promotions. Most of all, have lots of stock promi- nently displayed. We need to look like we are really in the business of whatev- er it is we are selling. Lots of inventory always seems to generate excitement and interest among customers. Also, get nice late model trades serviced, cleaned and displayed ASAP.”


A.


— Dale Martin, Deer Country Farm & Lawn, Adamstown, Penn.


“We have used resources from a good 2012 to improve our truck fleet; rework and retool our shop; paint our showroom; and invest in additional training. Optimism from 2012 is providing a strong tailwind pushing us into 2013.”


A.


— Donny Sanders, Martin Truck & Tractor, Columbus, Miss.


“We are adding some staff due to exceptional spring sales. We’ve ordered more inventory and added a new computer program to aid in tracking. Mainly, we’re working more hours.”


A.


— Carl Judy, Agri-Service, Eastern Oregon


70 RURAL LIFESTYLE DEALER  SPRING 2013 To view more dealer


responses to this question, visit www.rurallifestyledealer.com


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