In this episode of the Precision Farming Dealer podcast, we're bringing you an episode from our sister publication supported by Ingersoll Tillage, where editor Mike Lessiter travelled to Nebraska to speak with Anthony Montag about how this small family business made the leap from blacksmith style manufacturer to a leader in fertilizer application equipment.

Talking to industry people about their thoughts on customer training, one response was that customer events are a “necessary evil;” that customers expect it, so we do it. Another said, “We do them, but we don’t feel like we get anything in return from them.” And another said, “Our customers don’t remember anything that we teach them so why do them — what’s the point?”

As precision farming departments at farm equipment dealerships evolve, adding agronomic services has been somewhat of a natural progression. But, generating recurring revenue from agronomic services can be a challenge.

Staff training was part of nearly every discussion at the 2018 Precision Farming Dealer Summit in Louisville. Precision is where things are moving fastest, and the expectations of farmers and the dealership itself (both equally unrealistic at times) and the firefighting at planting and harvest require highly structured processes and duties.

In this episode of the Precision Farming Dealer podcast, we share the key takeaways from a selection of roundtables at the 2017 Precision Farming Dealers Summit moderated by a diverse group of precision insiders.

Return on investment is often the most effective ammunition a precision salesperson can have when discussing a new product with a customer.