This breakout section of Rural Lifestyle Dealer's 2018 Dealer Business Trends & Outlook Report provides a deeper analysis of forecasts and opportunities for Case IH dealers. Read the feature in the winter issue and email lwoolf@lessitermedia.com for a copy of the complete 46-page report.

Dealer Takeaways

• All of the responding Case IH dealers say total revenues and aftermarket revenues will be as good as or better this year compared to last year. About 90% say aftermarket revenues will be as good as or better than 2017.
• Case IH dealers say zero-turn mowers have the greatest potential for increases in unit sales and utility vehicles top the list of products Case IH dealers will be adding.
• Nearly 82% of Case dealers say customers have a brand in mind most of the time when they visit the dealership. About 91% say customers accept their product recommendations most of the time or almost always.

Case IH Dealers’ Commentary:

What are you doing to help maintain strong margins throughout your dealership?

“Reinforcing with the sales staff our margin guidelines.” … “Trying to offer exclusive products or services.” … “Invest in our service depart-ment.” … “Flat rates for setup and delivery.” … “Their pay is dependent on their margins. To maintain good margins you can’t give the iron away. When selling new, if you make nothing it will affect your used prices as well as potential margins.”

What rewards or incentives do you offer to help recruit, retain and motivate employees?

“Performance based incentives of all types.” … “Health plans, positive culture.” … “Incentives for meeting sales goals and incentives for service techs closing work orders timely.” … “Pay is commissioned on draw. Manufacturer spiffs are available as long as used is sold within 90 days of the transaction. Constant training with the best brands in the industry. So to make more, you sell more.” … “Sign-on bonus, tools and discounts.”