At a time when farm customers are being more selective with their equipment expenditures, the ability to articulate accurate paybacks from precision technology can be a financial asset for dealers.

This is an approach that Delta Power Equipment has been refining for the last 5 years. The 6-store Case IH and New Holland dealership group in Ontario, began annually planting a 55-acre test plot of corn and soybeans using a variety of precision tools, including variable-rate systems and planter row shutoffs. 

The primary goal with the test plots is to develop reliable data through replicated trials that can be shared with customers when discussing return on investment of precision tools.

“We never really knew what the yield impact was when I was trying to sell some of the technology,” says Darryl Lacey, precision farming specialist with Delta Power Equipment. “It’s important that when we’re talking with a customer, we know the numbers we’re stating are true.”

Planting an even split of corn and soybeans on the test plot, Lacey says they’ve been able to leverage several results to improve sales. Research has revealed at least a 30-bushel per acre loss in areas that didn’t utilize planter row shutoffs, due to overplanting or double-planting. 

For the last 5 years, Delta Power Equipment, a 6-store Case IH and New Holland dealership group in Ontario, annually plants a 55-acre test plot of corn and soybeans using a variety of precision tools, including variable-rate systems and planter row shutoffs. The primary goal with the test plots is to develop reliable data through replicated trials that can be shared with customers when discussing return on investment of precision tools.
Photo courtesy of Delta Power Equipment

Lacey says they’ve also seen an 8-12 bushel per acre advantage in using variable-rate planting technology. 

“When we can bring customers into the field on our tours and show them where corn is double-planted and back it up with our own research, they go home and look at their field and it clicks,” Lacey says. 

At the dealership’s 2 locations closest to the test plot — Forest and Watford — Lacey says the level of customer investment in precision farming technology is 60-70% higher than at the other stores. 

“We’ve dramatically increased grower participation in technology,” he says. “Farmers have confidence that we know how to make it work because they’ve seen the results in the field.”

The first test plot tour 5 years ago attracted just 15 attendees, but the most recent event on Aug. 19, drew more than 120 farmers. Precision sales have also increased dramatically since the dealership began the test plots. Lacey says dealership-wide, they’ve seen more than 50% year-over-year growth every year since the first test plot tour. 

“We’re trying to break it down on the ROI and if we can show farmers merit in what we’re selling, they are much more receptive to invest in it,” he says.