Earlier this week a young man came into the dealership and asked for me. He stated he had moved here from Virginia and planned to start a livestock operation of sheep and goats. He was enthusiastic, articulate and had done his homework it seemed. He stated he had one problem: he had no money. I listened, and all the time was thinking what a waste of talent it was. Trying to get in on a capital-intensive enterprise with none of the main ingredients was actually trying to become the poster boy of failure.
I priced him several pieces of equipment and watched as he winced in economic pain. As he tallied it all up in his head, he still said he would find a way to achieve his dream. I wished him the best and told him the obligatory sendoff of “IF there is anything I can do for you, let me know.” I returned to the desk and happened to look out at the customers at the parts counters. I noticed the salesman had a customer and all customers had one thing in common — they were old, like me. A little talk with Dr. Google and he informed me that the average life expectancy of the North American male is about 76 years of age. While I could not make a living at a carnival as an age guesser, I would bet a few coins all my customers I spied were within 10 years of this.
Do we ever stop and think about the median age of our customer base? Where are the new customers coming from? Are we to rely mainly on geriatric customers? Then I thought back to a young 24-year-old roaming our local banks looking for someone to back a 'rose-colored glasses' (John Conlee is a customer) wearing the look of a farm equipment dealer wannabe. That was some 47 years ago. That one banker took a chance. Mr. Wilson allowed me to live my dream in the rocky road of selling/servicing farm equipment.
I noticed through the window the young man who himself had been roaming the lot, getting back in his old pickup. I moved as fast as I could and stopped him, told him I did have an old tractor and a few implements I would work with him on, if he could get the rest of his plan together. I thought he was going to hug me, but a fist bump sufficed in a show of gratitude.
Will I ever see him again? Who knows. I am thankful to be able to 'pay it forward' every now and then as we all do.
The FFA creed has a verse that states "to be engaged in ... agricultural pursuits, is pleasant as well as challenging; for I know the joys and discomforts of agricultural life and hold an inborn fondness for those associations which, even in hours of discouragement, I cannot deny." We in the 'business' hold a special vocation that is a bridge between a mechanical world and a field of dreams. I salute all of you in the industry that hold this idea special, both in word and deeds.
‘Til next time, wishing you miles of smiles and profits.
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Told from the perspective of an in-the-trenches owner/operator — Tim Brannon of B&G Equipment, Paris, Tenn. — Equipment Dealer Tips, Tales & Takeaways shares knowledge, experiences and tips/lessons with fellow rural equipment dealerships throughout North America. Covering all aspects required of an equipment dealership general manager, Brannon will inform, entertain and provide a teachable moment for current — and future — leaders within equipment dealerships. |
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