Among your precision specialists, who has the most credibility with growers when it comes to data and technology? Eric Mensen, integrated solutions specialist at Van Wall Equipment in Story City and Nevada, Iowa, says older growers often trust the youngest precision specialists immediately when it comes to technology.

Bryan Fehr, manager of Jenner Precision in Fairbury, Ill., and the owners of Jenner Ag view customer relationships like a marriage. Fehr shares the philosophy behind the company’s customer relationships and sales.

By splitting precision service and precision sales into two different roles, Jenner Precision, based in Fairbury, Ill., is battling precision technician burnout and experiencing a sales advantage over dealers who are also farmers. Nate Kelson, precision ag advisor at Jenner Precision, explains the advantages of the company’s sales and service structure, and how the two departments work together.

Jenner Precision uses the acronym “Bridge 4 Rise” to remind its employees of the company’s core values. Bryan Fehr, manager of Jenner Precision in Fairbury, Ill., explains the meaning and the practical applications of each value.

Eric Mensen, integrated solutions specialist at Van Wall Equipment in Story City and Nevada, Iowa, explains why the role of precision specialist will evolve into more consulting and supporting the farmer than anything else. “Our role as a precision specialist is going to go away from nuts and bolts. It’s going to be more centered around making systems on the farm work together and work the most efficiently.”

A conversation between Eric Mensen, integrated solutions specialist at Van Wall Equipment in Story City and Nevada, Iowa, and Van Wall’s staff agronomist led to the sale of a new tractor, bigger ripper, new planter and soon a new vertical tillage unit to one of Van Wall’s customers.

When Eric Mensen, integrated solutions specialist at Van Wall Equipment in Story City and Nevada, Iowa, first started working as a precision specialist, he was convincing farmers to use GPS and autosteer. Now, his focus is on evaluating farmers’ operations as a whole and finding equipment to fit their future needs.