John Deere reducing dealerships

An Gof · Nov 29, 2020

Clive said:
its rude to turn up uninvited in my world !

I spent years turning up uninvited on farms, it was my job.
Fortunately the great majority would accept a polite introduction, it was up to me to read the situation and decide how to make the next visit/appointment. But even back then there were a few full of their own self importance.

Even if you are busy when you receive an uninvited caller it doesn’t take or cost much to say leave me a card and give me a call on the phone to arrange a more convenient/appropriate time. It doesn’t hurt to be nice to the little people. You may find that some progress and succeed and that you might need them in years to come ....

Clive · Nov 29, 2020

ollie989898 said:
That said, there does seem a lot of sluggishness in the machinery world if the comments on TFF are anything to go by. Can machinery reps really be too busy to ring back or quote?

hard to understand in these days of very controlled CRM workflows how follow ups etc could ever be missed ?

maybe the rationalzations of dealerships we are seeing is a evolution as manufacturer’s quite rightly demand a more professional approach?

thesilentone · Nov 29, 2020

Clive said:
hard to understand in these days of very controlled CRM workflows how follow ups etc could ever be missed ?

maybe the rationalzations of dealerships we are seeing is a evolution as manufacturer’s quite rightly demand a more professional approach?

A CRM system managed well is top-drawer, however few are used correctly. Representatives resent admin and being Man Managed, and many see the Companies customers, as ' their ' customers. Planning business time requires some consistency and regularity, flailing your arms around if someone calls unannounced when the combines on fire maybe reasonable, however he could be selling fire extinguishers, and has a few free samples in the boot !

A regular call (monthly) can save you time and money, as well as keeping abreast of the latest situation and trends. Making a representative part of you're business plan, as opposed to having a bee in you're bonnet about someone else trying to make a living could have a positive effect on you're business.

Taking the step into the world of technology can be painful for many, however well used and managed well, it is an invaluable tool, most importantly, it should save time for everyone.

Sid · Nov 29, 2020

An Gof said:
I spent years turning up uninvited on farms, it was my job.
Fortunately the great majority would accept a polite introduction, it was up to me to read the situation and decide how to make the next visit/appointment. But even back then there were a few full of their own self importance.

Even if you are busy when you receive an uninvited caller it doesn’t take or cost much to say leave me a card and give me a call on the phone to arrange a more convenient/appropriate time. It doesn’t hurt to be nice to the little people. You may find that some progress and succeed and that you might need them in years to come ....

You might even learn something!

Sometimes a conversation can be quite enlightening even if you don't buy from the rep that started the thought process.

Farming is becoming more and more lonely for many with no reps making any cold calls at the moment due to covid.

quattro · Nov 29, 2020

Clive said:
hard to understand in these days of very controlled CRM workflows how follow ups etc could ever be missed ?

maybe the rationalzations of dealerships we are seeing is a evolution as manufacturer’s quite rightly demand a more professional approach?

Considering manufacturers reps only have maybe 6/10 dealers to look after they can be bad at getting back in touch (some)

thesilentone · Nov 29, 2020

quattro said:
Considering manufacturers reps only have maybe 6/10 dealers to look after they can be bad at getting back in touch (some)

I realise this question was pointed to someone else, however. A manufacturers rep (say JD) is more a business manager as opposed to a product person. They have a brief that is completely different to a dealers representative.

Sid · Nov 29, 2020

ollie989898 said:
That said, there does seem a lot of sluggishness in the machinery world if the comments on TFF are anything to go by. Can machinery reps really be too busy to ring back or quote?

I've made enquires in the last month.
Still waiting 10 days on information from one dealer after they promised a reply the next day.
4 other reps were definitely on the ball!

Martin Holden · Nov 29, 2020

Clive said:
hard to understand in these days of very controlled CRM workflows how follow ups etc could ever be missed ?

maybe the rationalzations of dealerships we are seeing is a evolution as manufacturer’s quite rightly demand a more professional approach?

CRM’s are in use but I am sure they segment the market so that being so, some customers come down the list of priorities I expect. If records show a particular customer buys very rarely, then they would not be followed up as quickly as a “regular” buyer of you follow me. Most people have a mobile phone, so even if they don’t answer, you an leave a polite message

An Gof · Nov 29, 2020

Sid said:
I've made enquires in the last month.
Still waiting 10 days on information from one dealer after they promised a reply the next day.
4 other reps were definitely on the ball!

I have bought one new machine in the last month. Contacted two dealers, both responded within 24 hours, deal was done within a week of first enquiry. Delivery due May 21.

Martin Holden · Nov 29, 2020

An Gof said:
I have bought one new machine in the last month. Contacted two dealers, both responded within 24 hours, deal was done within a week of first enquiry. Delivery due May 21.

That’s a long lead time! Is it a tanker by any chance?

thesilentone · Nov 29, 2020

Martin Holden said:
CRM’s are in use but I am sure they segment the market so that being so, some customers come down the list of priorities I expect. If records show a particular customer buys very rarely, then they would not be followed up as quickly as a “regular” buyer of you follow me. Most people have a mobile phone, so even if they don’t answer, you an leave a polite message

Once the correct customer data is entered into a CRM System, the human input relates to the prospect likely-hood of purchasing and given a priority. The Management should take this on-board and help improve that priority level. However, once live, it never go's away, as it is now in the pipeline, and subject to review whenever that is done by whatever process has been set up for the review. If a prospect is live, the only way to get it out of the pipeline is to have a result. The frequency of review should not be affected by the frequency of purchasing, as some have more equipment and buy more frequently than others. It is rather pointless turning a customer into a prospect in the system, if you don't intend to follow-up at the required frequency, the argument could be the lower the priority, the more time required to improve it.

I think you have a shown a prime example of why many are not using CRM systems effectively.

marco · Nov 29, 2020

An Gof said:
I spent years turning up uninvited on farms, it was my job.
Fortunately the great majority would accept a polite introduction, it was up to me to read the situation and decide how to make the next visit/appointment. But even back then there were a few full of their own self importance.

Even if you are busy when you receive an uninvited caller it doesn’t take or cost much to say leave me a card and give me a call on the phone to arrange a more convenient/appropriate time. It doesn’t hurt to be nice to the little people. You may find that some progress and succeed and that you might need them in years to come ....

I see nothing wrong with this approach, if the people are busy you can leave a card and preferably some brochures and maybe a stock list with prices. Leave them in their jeep where they might glance over them if they are waiting for someone. Or just to sow a seed that you are around for a quote if they are getting one.

ollie989898 · Nov 29, 2020

Clive said:
is there really such a think as a rep anymore ?

would anyone ever be ride enough to turn up at a farm without invitation these days ?

good old day ? bad old days more like when fools were clearly more easy parted from their money

Turned up uninvited many times. If I didn't know the people in question would just ask politely if they weren't busy, if they were I'd say don't worry I'll come again some other time. Quick introduction about who I was/who I worked for and what I was doing and that was that. No further expectations than that. After that, relationships became self-starting.

ollie989898 · Nov 29, 2020

Sid said:
I've made enquires in the last month.
Still waiting 10 days on information from one dealer after they promised a reply the next day.
4 other reps were definitely on the ball!

That is poor. I would be naturally drawn to talking to yourself because I find your business and setup interesting- the machinery side of it would almost be coincidental.

I was never any good at the hard sell and would never try that kind of approach.

ollie989898 · Nov 29, 2020

marco said:
I see nothing wrong with this approach, if the people are busy you can leave a card and preferably some brochures and maybe a stock list with prices. Leave them in their jeep where they might glance over them if they are waiting for someone. Or just to sow a seed that you are around for a quote if they are getting one.

Exactly, costs nothing to leave a brochure, business card and pen etc.

ollie989898 · Nov 29, 2020

thesilentone said:
Once the correct customer data is entered into a CRM System, the human input relates to the prospect likely-hood of purchasing and given a priority. The Management should take this on-board and help improve that priority level. However, once live, it never go's away, as it is now in the pipeline, and subject to review whenever that is done by whatever process has been set up for the review. If a prospect is live, the only way to get it out of the pipeline is to have a result. The frequency of review should not be affected by the frequency of purchasing, as some have more equipment and buy more frequently than others. It is rather pointless turning a customer into a prospect in the system, if you don't intend to follow-up at the required frequency, the argument could be the lower the priority, the more time required to improve it.

I think you have a shown a prime example of why many are not using CRM systems effectively.

'Management' in agriculture and the ancillary industries is a strong word.

I can't see there will be many reps in the years ahead, it's not exactly a thrilling way to earn a living, and anyone who is half decent in sales can earn far more money for less grief in other industries. If you can sell cow cake you can sell a mobile phone, for example.

Clive · Nov 29, 2020

Sid said:
.

Farming is becoming more and more lonely for many

this is often quoted like it’s society’s fault ? Fact is it’s farmers that seem to be increasingly isolating themselves, that’s their choice no ones fault and it’s not good for mental health or business success imoky.rads to a lack of understanding of wider society and people which is so often displayed on this forum

if your felling isolated, get out ! It’s your choice, it’s a healthy (essential in fact) thing to do

no one has to be isolated in the Uk, even our most remotely located farms are not far from population relatively speaking

anyone who thinks the un announced rep that turns up is their friend needs to re asses life imo !

ollie989898 · Nov 29, 2020

Clive said:
this is often quoted like it’s society’s fault ? Fact is it’s farmers that seem to be increasingly isolating themselves, that’s their choice no ones fault and it’s not good for mental health or business success imo

if your felling isolated, get out ! It’s your choice

no one has to be isolated in the Uk, even our most remotely located farms are not far from population relatively speaking

anyone who thinks the un announced rep that turn up is their friend needs to re asses life imo !

You have a very mercenary view of things I fear.

A lot of my clients I would consider friends and I am still in touch with many of them even now. I would never lie or try to con anyone, it is hardly in my interest to rip anyone off because my own success was reliant on theirs and a continued business relationship. As I have stated before, by no means was I ever the cheapest supplier of anything and I repeatedly told people as much. I added value to someone's business and helped them with their decisions. Simple as that.

Clive · Nov 29, 2020

ollie989898 said:
You have a very mercenary view of things I fear.

A lot of my clients I would consider friends and I am still in touch with many of them even now. I would never lie or try to con anyone, it is hardly in my interest to rip anyone off because my own success was reliant on theirs and a continued business relationship. As I have stated before, by no means was I ever the cheapest supplier of anything and I repeatedly told people as much. I added value to someone's business and helped them with their decisions. Simple as that.

nothing more mercenary than befriending someone so you can sell to them especially in the knowledge they could buy what you‘re selling them cheaper from others !

that’s not a “friendly” thing to do !

Robt · Nov 29, 2020

Clive said:
its rude to turn up uninvited in my world unless you are a very good friend or family

you make appointments in business and never assume someone has nothing better to do than listen to your sale pitch

Yes but if you haven’t ever met Mr Bailey then you turn up. Apologise. Simply drop a business card. Second visit can be booked if you have the contact details. At the other end of the scale is @nick... one of the nicest guys you will meet. He would love the odd rep to cold call him. I’m sure his kettle would be on . You can’t do right for doing wrong!

John Deere reducing dealerships

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