Even in a challenging ag economy, dealerships are looking for opportunities which can strengthen the business for the future. Acquisitions and consolidation have long been a part of the farm equipment industry. But collaborations and partnerships, especially on the precision farming side, could be key in further developing this side of the business for dealers.

Summer is typically a prime timeframe for precision salespeople to engage customers on future purchasing decisions. But with many regions dealing with delayed planting this spring, precision specialists have perhaps put off having conversations with customers about technology additions or upgrades.

Equipment compatibility continues to pose challenges for manufacturers, dealers and farmers. But for the last decade-plus, the Agricultural Electronics Foundation has worked to improve functionality between precision systems, while also increasing awareness of ISOBUS-certified components.

One of the reasons behind growing interest in optical sensor technologies, or in sensor technology as a whole, is increasing input costs, which are creating tighter margins for farmers. While there is still plenty of theoretical outcomes, farmers are most interested in practical impacts that sensing technology can provide, according to Dr. Ray Asebedo, agronomic consultant.

As the ag industry trends toward broader integration of equipment automation and machine learning, companies are looking for skilled talent to lead the evolution. While traditional avenues for recruiting and retention of tech-savvy talent still produce quality hires, a broader search can attract and develop an alternative pipeline of talent.

One of the most talked-about sessions looked at creating a culture of advancement and growth within a precision dealership. Skip Klinefelter, owner of Linco-Precision in El Paso, Ill., noted during his opening general session that success and survival of precision dealers will require continuous collaboration and internal problem-solving — both of which are cornerstones of stability.

Equipment automation, drone-based nutrient application and hybrid or electric machinery are among the innovations which are trending toward broader application, perhaps as soon as 2025, according to results of a recent study conducted by consulting company Roland Berger.

The manufacturing models of the farm equipment and automotive industries are intertwined, with innovations developed for consumer vehicles often finding their way into the production of ag machinery.

Learning from early experience selling and supporting the recurring revenue program, Devin Dubois, vice president of Integrated Solutions with Western Sales, recently helped expand the dealership’s precision platform to include independent precision software support for 6 other dealer groups in the region.