Recently, we visited with H&R Agri Power Owner Wayne Hunt and General Manager Ross Morgan to discuss their perspective as a multi-store dealership (with 14 locations serving AL, KY, IL, MS and TN) and the primary reasons for their success.
What Do You Think Are Some of the Major Advantages You Have Vs. Competition? And the Most Effective Marketing Tactics You Use?
H&R: If we have an advantage, it comes from our passion for the business and the strengths of our people. Brick and mortar are essential tools, but it’s people who determine success. And that starts with talented individuals who have integrity, a great work ethic, a good positive attitude, in a culture they passionately embrace. That’s our biggest advantage.
Our job is to provide direction, attainable goals, and feedback with open and honest dialog. And we do that by identifying financial benchmarks (measurements) and focusing on actions that enable us to meet and exceed those benchmarks.
This is a relationship business. So, we try to stay constantly in touch with our customers. We listen carefully to what they have to say and focus on their critical wants and needs. That means addressing not only the problems and needs they articulate, but also the ones they don’t. And that requires a certain level of discipline. Therefore, every salesperson submits an annual contact schedule and weekly sales call reports, which are reconciled with the schedule. We also use plant tours, regional shows and field days. And we try to demonstrate equipment whenever possible.
What Are Some of the Major Changes You See Taking Place in the Farm Equipment Business During the Next Decade?
H&R: Historical trend lines continue to support consolidation at the distribution and user levels. So, we will continue to add locations as opportunities become available.
From an agronomy perspective? Seed genetics will require even greater technologies and major improvements in soil management. The higher yields that follow will also require new adaptations in harvesting equipment.
Initially, What Were Some of the Factors That Interested You Most About Selling and Servicing Kinze Equipment?
H&R: We first started working with Kinze in 1985. Their 12- and 16- row Twin-Line planters really fit our customer’s needs well, because we could set them up with 30-inch centers for corn and 15-inch centers for double crop soybeans. Plus, they had the ability and durability to plant no-till in heavy residue and hard, dry soil. The narrower transport width was also a plus.
And I think that’s one of the things that sets Kinze apart today. They have a reputation for building durable products. They have a long history of bringing innovative and reliable equipment to the marketplace. And their success has always been based on their ability to recognize specific needs and making the difficult decisions it takes to implement change. The new 4900 Series Planter – with the new metering system and optional electric drive, and new cast-iron row units – is another perfect example of that.