We help North American AG equipment companies succeed in their marketing and sales efforts. (USA/CDN)
-dealer network analysis, dealer network purification/re-organization.
-training of sales and service staffs; (in house and/or in the field)
-We help European AG equipment manufacturers get established in North- America.
-identify strategic location, arrange for staff, legal needs and start ups, distribution etc.
last updated; March 1, 2013
© Cazwell Group
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Leadership is not about being nice, it's about being right and being strong!
North American AG equipment manufacturers, you must have total control of your business which includes your retail dealer networks. Are your retail dealers as strong as you think they are? It might be time to have an independent professional do an in depth study of your retail dealers; (individually and collectively).
We use a proven "dealer operating standards" approach which covers from:
A- dealership's structure, staff, management, sales, service, parts, set up and delivery. Are these services adequate for present needs? Are these services adequate for the future?
B- financial capacity and needs for now and for future expansions.
C- spare parts and service departments do they bring in new customers? Do customers come into your dealership because it is a welcoming experience?
D- geography covered, market share, competitive lines handled and many more.
E- Does the dealership know all the direct sales made on its territory by their main line and other supplier? (statistic shows that direct sales to large operators are at 28.9% of equipment sales and growing fast) what is the dealership's plan to bring back these larger customers into your dealership.
F- Why is the dealership handling so many competitive "short lines"? is it really profitable? Possibly time to evaluate all lines carried and decide which ones are the "keepers" and clean house. (the time to find out is now) What steps are to be taken to do this in a systematic way.
G- Is the dealership willing to join, be acquired, sell to a multi store chain? The presure is there from your main line supplier, be ready to take a decision or your main line will take it for you.
I- What is the best for your main line banner? what is the best for your dealership?
Call us for more details.
ONLY YOU CAN "MAKE IT HAPPEN"!
YOU SUCCEED WE SUCCEED
There are very strong demands for North American produced large equipment from eastern Europe; Russia, Ukraine, China, India, to name but a few developing markets. Remember very large machines such as cultivators, seeders, hay harvesting equipment, large combines, etc.. manufactured in North America are needed and wanted in these countries. Western Europe does not produce these large machines. How to approach these opportunities? call us for details.
The timing has never been better, with a euro at present rates.
(1.28-US-$ buys 1-euro) The time to promote your product lines, and components is NOW!
magic jack; +1.226.444.1323
Our agricultural rant for this month.
Demand side factors, are exerting pressure on stocks and prices which includes: A- rapid growth and rising incomes in developing countries, China and India together account for 32% of the share of growth in grain consumption: B- recent enthusiasm for bio fuels; and C- urbanization and globally rising incomes, which increases demand and changes the mix of food people can afford.
Supply side constraints include: A- slower agricultural productivity growth (this year due to poor weather) and increased competition for land and water; B- petroleum costs that affect agricultural costs of production; C- global stocks at their lowest levels since the early 1970s, as global consumption increased much faster than global production; and E- fertilizer costs that tripled in the past two years alone.
Agriculture: plenty of opportunity to reap rewards!
A "must read": seems many wise large investors find many segments relating to agriculture an excellent place to invest billions. Yes! quite revealing!
If it has to be done: it is up to us! The time for action is NOW!
Call us today:
Magic Jack; +1.226.444.1323
SPECIAL MESSAGE TO: North American manufacturers of farm equipment:
(this is what we said last year)
If you are placing all your bets on our own North American (USA & CDN) farm economy because you see some of the highest commodity prices you ever saw, BE CAREFUL! This is but a "blip" in the "Dot-Corn" influenced economy: it will come back to bite you: take our word for it.
With high commodity prices comes high Ag related real estate values and prices and with high farm land costs comes much higher farm leveraging which makes it difficult to maintain at a balanced level: the result will be that many farmers will be squeezed (possibly out of the business) once the commodity prices come back down to near realistic levels!
Keep a close eye on the ethanol "hype" it is a false economy! grains need to be produce for food: (human and animal consumptions): the demand for food is growing regardless of the economy, people need to eat and even the poorer countries are acquiring the taste for better food stuff.
Now is the time to line up your "economic ducks" and to export more of your productions to eastern Europe and Asia thus building yourself a cushion, also cash in on all available markets.
The US-$ is not getting stronger, the Euro has momentarily devalued: it is only a "blip" influenced by Europe's fluctuating economies in part due to the Euro zone problems.
Who would have predicted the economic "meltdown" of the fall of 2008? Now is the perfect time for the strong to "gobble up" the weak. Companies should not be supported artificially: weak companies should be opportunities for strong companies: the way we see it, it is but the natural purification of our businesses.
Be ready: the way we will do business in 2013 forward will be in a way never experienced before: the ones who can react and adjust to the "unusual" will find that margins can be very good: prepare yourself for the great world of the unknown! Get use to it as this is the real world from this day on and a good one it will be.
Be a predator never the prey!
The way we see it, many companies in our industry, will use this economic adjustment time frame as an opportunity to win a structural advantage in the market place.
One of the most successful of strategies has been to play hardball where you hold the cost and other advantages and attacking in times of distress will enable many companies to emerge in a structurally superior position.
Successfully executing this strategy requires a deep understanding of competitive economics and an accurate view of your relative costs and other positions across all segments of your markets. Many vulnerable competitors no doubt exist across all sectors of the AG equipment market. The question is how you can win at their expense!
Only you can
MAKE IT HAPPEN!
****IN SPORTS AND IN OTHER CONTESTS WE ALWAYS REMEMBER THE NAME OF THE PERSON WHO CAME IN FIRST: MOST OF US CANNOT REMEMBER THE NAME OF WHO CAME IN SECOND OR THIRD.
YES! WE ALL REMEMBER THE WINNER.
****Does the name Tim Berners-Lee mean anything to you? In 1989 as a CERN (Center for Nuclear Research) scientist he came up with an "odd concept" that seemed to have little purpose at the time, known as the:
"World Wide Web" Now we use it everyday.
****If anyone calculated the cost of living with, or correcting, "wrong choices" in picking people, the bill would be colossal.
****In hiring people you look for three qualities: integrity, intelligence, energy: the most important is integrity, if they don't have that, the other two qualities intelligence and energy are going to kill you.
****DON'T FUSS ABOUT TRIFLES. KEEP YOUR EYE ON THE BIG OBJECTIVE. IF YOU LET ALL OF THE LITTLE DAILY IRRITATIONS AND FRUSTRATIONS CONSUME YOUR ENERGY, YOU NEVER WILL ACHIEVE THE BIG VICTORY OR REACH THE ULTIMATE GOAL.
Destiny is not a matter of chance,
Destiny is a matter of choice.
Salesmen everywhere (we all have to sell something at one point or another, a product, a service and/or ourselves) follow Warren Buffett's way of closing a deal. If we Analise correctly he follows what is called "TRIPLES"
First, find out and write down the three problems the prospect faces in the area your product or service can help. This aligns you with the buyer's interests.
Now think carefully about how you can solve each problem. As you write it out for your client., remember that generic language such as "improved", "better", and "big difference" are not that compelling. Use actual numbers and refer to specific pressure points to focus on the outcomes your prospect can expect.
The third step is to identify at least three references you can share who have experienced similar outcomes when using your products and services. This may be sensitive, given confidentiality and competitive issues. But the most effective way to get the attention of the prospects is to drop the names of others just like them. You must become a student of psychology and develop profiles of members of the prospect's team. Try to determine each person's fears, since those qualms may send your pitch into the ditch. Determine each person's point of view about your solution, as well as any other personal trait or events that might be of importance. Study the team dynamics, from where people sit around the table to who they defer to. The most dangerous person will be "the eel". in every deal, and at every prospect's table, there is always "an eel", a person who is against the deal. Always, "eels" have a tendency to hang out in the shadows. They are hard to get to, and they usually talk you down when you're not around. Usually "eels" are driven by fear that they don't want to acknowledge, so instead they insist they are against the deal on principle.
® Cazwell group
****Obstacles are the things you see when you take your eye off the goal.
****Our greatest glory lies not in never falling, but in rising every time we fall.
****Modesty is the art of encouraging others to find out for themselves how important you are.
*****It seldom accurs to teenagers that someday they will know as little as their parents.
*****The trouble with this country is that there are too many people going about saying, "The trouble with this country is"
****The greatest evil a man can do to himself is to be unjust to others.
****To make a story short, there's nothing like having the boss walk in in the middle of it.
****All of us must become better informed. It is necessary for us to learn from other's mistakes. You will not live long enough to make them all yourself.
(Adm. Hyman G. Rickover)
****Laws too gentle are seldom obeyed; too severe, seldom executed.
Those who need advice the most, like it the least.
I have known a great many troubles, but most of them never happened.
Almost all our faults are more pardonable than the methods we think up to hide them.
You can discover more about a person in an hour of play than in a year of conversation.
Most people don't plan to fail---they fail to plan.
The fellow who thinks he knows it all is especially annoying to those who do.
A woman came home from her job tired and irritable. Her husband said to her: "how was your day, dear?"
"awful," she answered. "the computers broke down and we all had to think!"
You have to be able to recognize opportunity, not just in your work but in your life. And this always bring a factor of risk.
Don't worry about avoiding temptation-----as you grow older, it starts avoiding you.
When a man says he approves of something in principle, it means he hasn't the slightest intention of putting it into practice.
The closest to perfection a person ever comes is when he fills out a job appliction form.
The ladder of success works like any other ladder.
Very few have climbed it with their hands in their pockets.
You can sleep on a matter before you decide, unless you have a competitor who doesn't need the sleep.
Good enough is seldom good, rarely enough.
If we ever have a guarranteed anual income, it's sure to be less than the guarranteed anual outgo.
How would you like to have your errors counted and published every day like those of a baseball player?
Graceful aging is a case of mind over matter. If you don't mind, it doesn't matter.