power unit as sized by many companies today. So, the customer now has a 45 PTO horsepower delivered to his dwell- ing and then goes shopping for a rotary cutter or implements for his ‘60 horse- power tractor.’ What is now sold to him is much too large for his tractor and dis- satisfaction results.
“The correct question to the custom- er must now be ‘What is the model and brand of your tractor,’ not ‘What horse- power is your tractor?’”
—Tim Brannon, B&G Equipment, Paris, Tenn.
“A lot of people are looking for a certain horsepower of trac- tor, but in recent years, lines have been blurred between traditional horsepower ranges with each size of tractor (small, medium and large com- pact, for example). Kubota offers a 33 horsepower subcompact tractor that weighs less than 2,000 pounds,
A.
while Branson offers a 31 horsepower large compact model that weighs in excess of 4,000 pounds. We explain that compact tractors come in three basic sizes and have a range of avail- able engine options within each size. We start by asking if they currently have any equipment that they’re using at the moment, and if so, what they like and don’t like about it. This opens the door for a conversation about our trade-in program. It also helps us bet- ter understand what they’re looking for, even if they don’t speak tractor and lawn mower lingo. Then, we talk about the work they’re looking to per- form with the equipment and match their needs with the most versatile equipment available that also meets their budget.
“More often than not, a little equip- ment education extends the budget a lot further than what they had in mind before they walked through the door.
We get more requests for a tractor and loader for about $5,000! Ha. Ha.” — Tim Berman, Big Red’s Equipment, Granbury, Texas
“Equipment misconceptions often start at the neighbors! Then again, many misconceptions might just start at the local coffee shop or the local farm machinery dealer with an uneducated salesper- son. Tractors are built to be quite universal by design, but are often not assembled or equipped for the pri- mary jobs at hand, but just one part of the tasks needed.
A.
“It often is the first person to address the issues of use that sets the stage for everyone else and many salespeople just price what they are asked rather than take the time to listen as to why they need it.” — Art White, White’s Farm Supply, Central New York
Visit
RuralLifestyleDealer.com/RS and indicate No. 102 54 RURAL LIFESTYLE DEALER SUMMER 2013
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44 |
Page 45 |
Page 46 |
Page 47 |
Page 48 |
Page 49 |
Page 50 |
Page 51 |
Page 52 |
Page 53 |
Page 54 |
Page 55 |
Page 56 |
Page 57 |
Page 58 |
Page 59 |
Page 60