Agriculture Industry White Papers

Agriculture Industry White Papers

The following White Papers are now available for download from this site. These papers may be reproduced for personal use only and may not be resold. Each has been written by Frank Lee, President of Sales Academy, Inc. and author of the books, “P.A.S.S. C.A.L.F. – 8 Behaviors of Sales Success in an Agricultural Dealership” and “Managing Iron Salespeople – How to Manage Salespeople in an Ag Dealership”

1. Customer Focused Dealer Development – White Paper on the Ag Dealership
(53 pages – PDF)

This paper describes a dealership starting up in a manufacturer “open” area. It explores the sales strategies for the dealership beginning from scratch to develop a solid client base. Most of the scenarios also apply to established dealerships. Many industry veterans contributed to the overall paper.

Some of the chapter headings include:

  • Don’t dip the toes
  • Look like you belong
  • Single or Multi-store
  • Start with the right people
  • Analyze the market area
  • 100% Absorption rate
  • Stealing business strategically
  • Sales Processes
  • Knowing the competition
  • Meet the prospective customers
  • The second and tertiary markets
  • Rub the right shoulders
  • The value of the brand
  • Differentiate yourself
  • Training
  • Delivering value to the customer
  • What is a strong dealer?

This White Paper is useful for any size dealership that deals with the farmer customers whether they have small, medium, large or mega-sized farms.

2. The Compact Tractor Market – White Paper on the Weekend Farmer
(41 pages – PDF)

This White Paper looks at the compact tractor market from a sales perspective to identify sales opportunities in this growing market. It is based on research done in this market in 1999, 2000 and 2002 by Frank Lee. While concentrating on the Weekend Farmer, it also explores other business opportunities for compact tractors.

Some of the chapter headings include:

  • Focus and difference
  • What the Weekend Farmer expects
  • Differentiate yourself
  • Look like you belong
  • Separate facilities
  • Analyze the market area
  • Start with the right people
  • Sales processes
  • Bring the customers in
  • The value of the brand
  • Training

This White Paper is useful for the dealer who is already in the compact tractor market or wants to enter this market.