Jared Nobbe, division manager with Sydenstricker Nobbe Partne, and Colin Hlavinka, director of sales for Hlavinka Equipment Co., sat down during the North American Equipment Dealers Assn. Dealer Conference in Dallas to compare notes on the best approaches to selling to the next generation of customers.

For Birkey’s Farm Store, a 19-location Case IH dealership group based in Champaign, Ill., a drone distributor came knocking, and they answered.

"We've been doing technology meetings for probably 10 years or better, but early on they were more sales-oriented meetings," says Pearson. "Now we do a lot more of the pre-season preparedness routines related to our field mapping program and things like that."

A thorough approach to providing technology solutions takes patience, confidence and communication for Birkey’s Farm Store precision specialist Darin Kennelly.